AI Is Altering the Takeoff Process Dramatically. Some Changes Could Cut You Out of the Sale

By Craig Webb, President, Webb Analytics

Doing a takeoff has always been more than just quoting prices. It was your opportunity to discuss prices, find drawing and structural errors, spot code violations, recommend improvements, and above all strengthen your ties to the customer. The good news is that tech advances and artificial intelligence will make the actual process of doing takeoffs far quicker and easier. The problem is that these advances sometimes could cost you business and ultimately could make your job irrelevant.

Already, builders are uploading their plans into AI programs that vet those plans against local building codes, thus eliminating one service you provide. Vendors are working on programs that will compare prices for the materials requested with the cost of alternative building methods--I-joists vs. open-web floor trusses, for example--and identify changes that can save the builder money. Thus, a robot is taking over your role as an advisor.

On the other hand, this wave of technology offers dealers productivity gains at almost every stage of doing a takeoff. Vendors like Aximos can read handwritten, texted, or e-mailed requests for quotes and link them automatically to the products in your catalog. Flitch can transcribe phoned-in requests and turn them into potential purchase orders. Canada's Seljax says its estimating and 3D design software can complete house estimates within an hour and complete simpler projects, like decks, within 20 minutes. Dealers still doing takeoffs manually will see the biggest reductions in time spent.

LBM's challenge lies in part in that these programs are being offered directly to dealers' customers. Last month, The Home Depot unveiled its Blueprint Takeoffs Solution, claiming “what was once a logistical marathon is now a streamlined sprint.” But here’s the kicker: “Pros can then quickly and easily purchase all materials they need for their project through The Home Depot, simplifying this complex process by going through a single supplier.”

Big dealers are doing much the same. ABC Supply partners with Hover to deliver accurate roof measurements and interactive 3D models. “You can scope projects, create estimates, visualize materials from ABC Supply, and place your order directly—all in one platform,” Hover says. ABC also just announced that contractors can order Roofr measurement reports directly through their myABCsupply account. ”Contractors can then convert the measurement into a proposal and, if the bid is accepted, submit a digital material order back through ABC Supply’s platform.,” the companies said. ABC Supply also has announced its integration with Leap CRM to get real-time price quotes from local ABC Supply branches, turn signed estimates into confirmed orders instantly, and see ABC’s delivery schedules. There’s no need to visit ABC’s website for those services.

Construct CRM has focused on roofers and exterior replacement specialists to offer free or low-priced software that handles project management, sales, invoicing, payments, financing, and scheduling. Similarly, SRS Distribution has begun integrating with Service Titan’s platform. ServiceTitan customers now can browse the SRS catalog, view SRS pricing on products, place orders directly with SRS branches from the ServiceTitan platform, and receive automated status updates from order to delivery.

Meanwhile, Buildxact’s bid-writing tools for small builders and remodelers automatically pulls product pricing from The Home Depot. If that project estimate gets approved, it’s logical that The Home Depot could get called upon to supply the goods.

Given that specialty dealers are first to embrace these tools, the first users likely will be deck builders and roofers. But the trend toward home builders is clear, and the long-term implications for dealers are stark.

In essence, AI knowledge is replacing the knowledge that dealers traditionally provided. It’s common in many communities for the lumberyard and specialty stores to be regarded as the town’s center for building knowledge. For “briefcase builders” who don’t know much about construction, having an expert at the supply store look at the plans gives them a sense of security. For builders who do know how to swing a hammer, the dealer’s offer to do a takeoff saved them what until now had largely been manual labor. And for just about every customer, the takeoff was free, so why not use it?

When AI makes the computer a logical alternative to the dealer, one reason for contractors to have a relationship with dealers fades away. For some dealers, this isn’t a big deal because they believe real relationship-building should take place long before any transactions occur. For other dealers, however, automation's takeover of services that dealers used to provide during a takeoff means sales reps will need to find other reasons, and other opportunities, to talk with the customer. As ever, the challenge will be to show builders why they are valuable partners.