Meet Sam Heard: Driving innovation in roof refurbishment and distribution
Posted by Jamie Watt —
With his aptitude for problem-solving and finding solutions to complex roofing challenges that deliver on cost, durability, ease of maintenance, and sustainability, Sam Heard is leading the charge to grow Axter’s footprint in the refurbishment sector while developing and maintaining relationships with Axter’s nationwide network of product distributors.
We catch up with Sam, Divisional Manager for Distribution and Refurbishment, to discuss why roof refurbishment is the smart, cost-effective choice, the role it’s playing in the UK’s transition to a Net Zero society, and how technology is unlocking untapped opportunities to maximise roof performance. Plus, Sam shares his approach to customer service and building distributor relationships.
From roofer to technical sales expert
Seven years ago, Sam left his former career as a professional roofing contractor to join the Axter technical sales team; an experience which shapes his approach to client relationships.
"I was lucky to get experience installing all types of roofing disciplines when I was on the tools,” says Sam. “This experience allows me to understand the practical challenges and needs of our clients. It enables me to provide tailored solutions, realistic advice, and most importantly, to speak their language, so hopefully our clients feel understood and well-served throughout their projects.”
“The satisfaction of seeing successful project completions and happy clients is rewarding,” adds Sam. “Being part of a company like Axter, which is so committed to sustainability and giving the best possible service to its customers, is very rewarding and is aligned with my personal values.”
Roof refurbishment: transitioning to Net Zero infrastructure
Refurbishment projects involve restoring and improving the existing structure of a roof, addressing common issues such as water ingress, insulation degradation, and structural damage. This is a fast-growing area of Axter’s business, and Sam works with clients to deliver refurbishment projects across the residential, commercial, and public sector markets.
"We’re seeing a growing demand for roof refurbishment driven by the need to make better use of our existing buildings,” says Sam. “80% of the buildings that will exist in 2050 already exist now, so the need to maintain, improve, and upgrade these buildings to meet modern standards is essential if the UK is to meet its goal of net zero emissions by 2050.”
“Growing our footprint in the refurbishment sector is a natural move for us; the synergy is undeniable," says Sam, referencing how Axter’s roofing experience, capabilities in roof survey technology, and commitment to supporting sustainable practices places it perfectly to lead growth in this area.
Roof refurbishment: an opportunity for carbon and energy bill savings
“A stitch in time saves nine,” says Sam, discussing the financial and practical benefits of roof refurbishment. He recommends biannual roof condition checks as a minimum to spot critical issues before they become too serious. “Addressing common issues through timely refurbishment can prevent more significant problems and expenses down the line.”
“Uninsulated homes lose around 25% of heat through their roofs,” says Sam. “Efficiency considerations, fuelled in part by the rise of energy prices, are a key factor driving people towards refurbishment.”
Better-insulated roofs prevent heat from escaping in the cooler months, reducing the need for homes to be heated, leading to significant energy savings, and reducing the carbon footprint of buildings.
“A high-performing roof delivers so much in terms of carbon and energy savings,” says Sam. “We would like to see the government really step up here and provide incentives to encourage more individuals and businesses to invest in proper roof care.”
Axter’s approach to refurbishment projects
“Our comprehensive range of high-performance products and our experienced team ensure we can tackle any challenge effectively,” adds Sam. “We offer our clients detailed assessment and design work at the early stages of a project and support throughout its lifecycle, including quality assurance processes, plus our guarantees for ongoing peace of mind.”
"We work closely with architects and designers to match materials and styles, ensuring a refurbished roof complements the existing structure,” Sam adds.
Beyond refurbishment, retrofit options – including adding green roof or blue roof elements, or solar PV – can maximise the performance of a roof even further; Axter is a specialist in all these areas as well.
Nurturing relationships with Axter’s network of distributors
Axter provides technical and product support to a select group of specialist national roofing merchants, builders’ merchants, and distributors, who sell Axter’s Force Line product range. The Force Line system range is a popular choice for professionals, owing to its high strength and durability.
“My priority in this role is building and nurturing relationships with our network of stockists,” Sam explains. “We provide them with high-quality products and ongoing technical support, ensuring they can serve their customers effectively.”
Highlighting the benefits of partnering with Axter as a distributor or merchant, Sam says: “Working with Axter gives you access to our high-quality, innovative products, and exceptional technical support. Our commitment to quality and customer satisfaction ensures that our distributors can confidently meet their clients’ needs.”
Looking ahead, Sam sees these businesses evolving to become integral service providers in the roofing industry. “These companies play a crucial role as intermediaries between manufacturers and end-users,” he says. “They are increasingly pivotal in offering comprehensive service solutions, expanding their roles beyond supplying products.”
“Our focus at Axter is on strengthening our existing partnerships and expanding our distribution network to introduce our solutions to new markets,” concludes Sam.
With a steadfast commitment to quality, sustainability, and client satisfaction, Sam embodies Axter’s mission to deliver high-performance roofing solutions that meet the evolving needs of our society, paving the way towards a more sustainable built environment for future generations.
If you’re interested in learning more about Axter’s refurbishment services or its network of stockists and distributors, contact the team at Axter; we would love to hear from you.
