How One Eugene Shop Fixed Their Supplement Strategy

Roughly 28.3% of line-item revenue in the Pacific Northwest disappears because of "Standard Practice" assumptions that do not actually match local building codes or the reality of the field. I was looking over a stack of Xactimate estimates with a contractor named Jaxon last November, and the leak in his bucket was glaring. He was running a solid operation out of Eugene, pulling in respectable volume, but his net profit was getting squeezed by adjusters who knew exactly how to "soft-deny" legitimate expenses. According to the latest roofing industry data, this is a $56B market, yet I see shops every day that act like they are at the mercy of the carrier's first offer.

Jaxon was frustrated because his crews were doing high-quality work, but he was eating the cost of specialized flashing and proper site prep. In Oregon, our weather does not play games. Between the constant moisture in the Willamette Valley and the strict requirements from the Construction Contractors Board (CCB), you cannot just "slap a roof on" and hope to stay in the black. We sat down and looked at his last 12 projects. The average claim was hovering around $14,280, but based on the actual materials and labor required for code compliance, those claims should have been closer to $18,450. He was leaving over $4,000 on the table per house.

The transformation did not happen by shouting at adjusters or being a "storm chaser." It happened by treating the insurance claim like a legal deposition. If it is not documented, it does not exist. If the code is not cited, it is an "upgrade" rather than a "requirement." This article breaks down how we shifted Jaxon's approach from passive estimating to aggressive, evidence-based scoping.

1. 1The Pre-Tear-Off Evidence File: Capture 40+ photos before the first shingle is pulled, focusing on non-compliant flashing, existing deck damage, and specific Oregon R905 code violations.
2. 2The Code-First Narrative: Stop asking for "more money" and start submitting "Code Compliance Reports" that cite specific municipal requirements for ice barriers and drip edge.
3. 3The Mid-Job Supplement Catch: Use a 15-minute window during the tear-off to document "hidden" items like rotted decking or non-standard valley construction that Xactimate often misses.

Why Oregon Contractors Lose the "Supplement War"

The primary reason Jaxon was losing money was not a lack of effort. It was a lack of specificity. Many adjusters use "market average" pricing that assumes a level of simplicity that rarely exists in regions like Portland or Bend. When you are dealing with high-wind zones or specific moisture barrier requirements, "standard" pricing is a recipe for bankruptcy.

During our coaching sessions, I noticed Jaxon's sales reps were terrified of the word "supplement." They thought it made them look like they were "nickel and diming" the homeowner. I had to reframe their psychology. If a carrier refuses to pay for the starter shingle or the ridge cap that the manufacturer requires for a warranty, they are not just saving money (they are putting your liability at risk).

• Document Every Code: Use the Oregon Residential Specialty Code to justify line items for ice dams and ventilation.
• Photos are Currency: A single photo of a double-layered roof or rotted skip-sheathing can be worth $1,200 in a supplement.
• Shift the Narrative: Move from "asking for more" to "fulfilling the policy obligations" through professional documentation.
• Timing Matters: File your initial supplement within 48 hours of the job start to keep cash flow moving.

The "Silent Closer" Strategy: Evidence Over Emotion

I remember a specific job Jaxon had in Springfield. The adjuster had written a "skeleton" estimate that completely ignored the steep-charge and the complexities of the chimney flashing. Jaxon wanted to call the adjuster and vent his frustration. I told him to put the phone down. Instead, we created what I call a "Discrepancy Report."

We used a high-resolution drone shot and a simple side-by-side comparison. On the left, the adjuster’s line items. On the right, the actual requirements for a CCB-compliant installation in that specific zip code. We did not ask for a favor. We provided an invoice for the work that was legally required to restore the property. The result was a $3,942 increase that was approved in less than 24 hours.

Average increase in claim revenue for Jaxon's shop after implementing the Precision Scoping method over a six-month period.

This shift is vital because the construction labor market continues to see rising costs. If your revenue is stagnant while your crew's hourly rate is climbing, your margin is the first thing to die. You have to be as good at "selling" the adjuster as you are at selling the homeowner.

Comparing the "Old Way" to the "Precision Way"

Jaxon used to think that "getting the job" was the end of the sales process. I taught him that the sale only begins when the insurance company sends the first check. That first check is an opening offer, not a final verdict. If you treat it like a final verdict, you are essentially giving the insurance company a discount out of your own pocket.

The Psychology of the Adjuster Meeting

When I train sales reps, I emphasize the "Consultative Partner" role. Most adjusters are overworked and under-trained on local Oregon nuances. When Jaxon's rep, a guy named Carter, started showing up to jobs with a printed packet of the local municipal codes and a pre-marked "points of concern" map, the dynamic changed instantly.

Carter stopped being "the roofer trying to get more money" and became "the expert helping the adjuster avoid a liability claim." This is a massive psychological trigger. When you frame your request as a way to protect the carrier from a future failure or a lawsuit, they listen.

Always keep a laminated copy of the Oregon Residential Specialty Code in your truck. When an adjuster says "we don't pay for drip edge," you don't argue. You simply point to the section that makes it a legal requirement for new installations. It is hard to argue with the law.

Scaling Beyond the "Storm" Mentality

The real danger for Oregon roofers is relying on "hail years." We don't get the massive hail events that the Midwest sees every summer. Our damage is slower. It is wind-driven rain, moss-induced shingle lift, and ice damming. This means your claims have to be more technical. You cannot rely on a 50-square roof with clear hail hits to make your year. You have to be able to take a "standard" 28-square ranch in Beaverton and find the legitimate, billable complexities that others ignore.

Jaxon's team started using this approach on every single lead. Because they were seeing such high returns on their insurance jobs, they could afford to be more selective with their marketing. They weren't just chasing every "free inspection" sign. They were looking for high-quality, exclusive opportunities where they could apply their expertise. If your current lead flow is not giving you the volume to be this selective, you might want to look at how verified, exclusive leads can stabilize your pipeline.

One of the biggest hurdles Jaxon faced was the initial time investment. "Noah," he told me, "it takes my guys an extra hour to do all these photos and reports." I told him to look at the numbers. If that extra hour generates an additional $3,000 in approved supplements, he is essentially paying his rep $3,000 an hour. That is the best ROI in the entire business.

Building the "Paper Trail" for Long-Term Growth

As Jaxon's shop grew, he realized that this documentation was not just for the insurance companies. It was for his own protection. The Oregon CCB is strict, and having a digital vault of every job's "as-built" condition is a massive asset. He started using these files to train new project managers, showing them exactly what a "billable" flashing detail looks like versus a "standard" one.

This level of professionalism also trickled down to his crew. When the installers know that every single detail is being photographed and scrutinized for a supplement, they tend to step up their game. They realize that the "little things" are what actually get paid.

I've seen many shops start out with great intentions, but they fall back into old habits when things get busy. The founders of LeadZik actually started the company because they were tired of seeing contractors work themselves to the bone while the margins were eaten by poor lead quality and lazy scoping. They knew there had to be a way to connect high-caliber contractors with homeowners who actually had legitimate, fundable projects.

Final Thoughts on the Oregon Market

The business climate in Oregon is shifting. Competition is stiff, especially in the I-5 corridor. To survive, you have to move beyond being a "labor provider" and become a "financial strategist." Every roof you get on is a $15,000 to $30,000 financial transaction. If you are not managing that transaction with the same precision you use to cut a valley, you are losing money.

Jaxon ended the year with a net profit margin that was 9.2% higher than his previous three-year average. He did not work more hours. He did not buy more trucks. He simply stopped donating his expertise to the insurance companies. He started valuing his time, his knowledge of the Oregon code, and his documentation process.

If you are looking for more ways to optimize your sales process or want to read about how other shops are handling the labor crunch, our blog is packed with field-tested strategies. The goal is simple: work smarter, document better, and stop leaving your hard-earned margin on the roof.

Q: What if the adjuster refuses to look at my code documentation?

A: Escalation is key. If a field adjuster ignores a legal building requirement, request to speak with their desk adjuster or a supervisor. Provide the municipal code in writing via email so there is a permanent record of the refusal.