Florida Roofing – October 2025

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Quality Roofing Inc., Tampa, received a S.T.A.R. Award for Second Place in the Craftsmanship in Roofing category for its work on the University of Tampa Plant Hall, Tampa.

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Coastal Character

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Equally strong and attractive, these metal roofing panels are available in Florida in our full line of PAC-CLAD painted steel, aluminum and Galvalume Plus coatings, ensuring that your roof will endure whatever comes its way. All panels are Miami-Dade County and Florida Building Code approved.

Will AI Help or Hinder Florida Roofing Contractors?

FRSA President Tibor Torok, Bob Hilson & Co. Inc.

I don’t know about you, but it seems to me that ever since we entered the computer age the cost of running a business has increased. There are more entities today with their hands out demanding a larger portion of our gross sales. The cost of computers and tech support is one cost we did not bare just 40 years ago. Some say roofing has been slow to embrace AI and this has led to lower productivity and growth. Let us take a brief and partial look at the AI and computer offerings in use today. (I am not an expert in this field and any opinions are strictly my own. They may or may not be valid throughout the industry; heck, they may not even be coherent to some). I will address these in order of use from advertising to project management.

Advertising / Lead Generation

AI is already in use every day in internet advertising and search engines to bring customers to our door. AI software is used to analyze aerial images, providing roofing contractors valuable information on a single roof or roofing trends and conditions in a geographical area. AI can recognize climatic occurrences and evaluate roofing damage. It recognizes deterioration of existing roofs. It pinpoints how and where we should be investing our advertising dollars for the best return. Programs are written to contact building and homeowners to inform them of roof damages and send them to us for an estimate.

Estimating

The use of drones can assist in visual inspection to identify conditions without exposing personnel to the hazards of an in-person inspection. Aerial take-off programs assist in providing dimensions and slopes resulting in more accurate and consistent pricing through estimating programs. Estimating programs provide the contractor with a swift and accurate cost of each project. These programs help eliminate inconsistencies and mistakes in estimating. Contracts can be generated and delivered via AI.

Sales Tracking

AI through customer management programs will produce consistent and timely contracts, track the potential sale (contract), assisting estimators and sales personnel to stay in touch with the client until a sale has been executed. AI tracks the entire company and each individual’s sales record. It will identify and assist in training to improve closure rates.

Production Management

This is a biggie for all con tractors. AI can track costs of labor and materials on a job-by-job basis, tell you what phase the job is in and the cost to date. It will schedule jobs based upon crew days, order materials based on the take-off, alert to scheduled draws, track payments and produce an instant work-in-progress report to be evaluated by the contractor. This should result in fewer mistakes in ordering and scheduling labor, lower labor costs and provide better customer service, enhancing a reroofing project for owners and contractors alike. Some in the AI industry say by the end of this decade that AI will manage everything through voice commands saving time and expense for the contractor.

Wow! AI is doing all these things we’ve done for years, generating leads, documenting jobsite conditions, preparing take-off, providing pricing, sending out contracts, following up, tracking job cost, billing and monitoring customer satisfaction while costing us more of the gross sales. So, what’s new? Can AI do it faster, cheaper, better than we do? Let’s hope so because it’s coming and if you do not embrace it to some degree, you will become like dinosaurs, extinct.

Kind regards,

Tibor Torok FRSA President slrcbhc@msn.com

Industry Updates

MFM Building Products Announces Class A Fire Rating Products

MFM Building Products, a 100 percent employeeowned manufacturer of a full envelope of waterproofing and weather barrier products for the building industry, recently achieved a Class A Fire Rating for use with Class A standard 3-tab and architectural asphalt shingles per ASTM E108/ICC-ES AC188.

Ultra HT is a 45-mil, self-adhered roofing underlayment for use in steep-slope roofing and reroofing installations. The product features a durable cross-laminated polyethylene top film with a traction coating for excellent walkability. The specially

APS 500

formulated mastic is high-temperature rated to 250°F for use under metal and tile applications.

In August 2024, Ultra HT received a UL Listing as a Class A fire resistant barrier when used in conjunction with 24 ga. minimum steel or 16 oz. copper UL listed roofing panels per UL 790. For complete details on roof assemblies for either application, please visit www.mfmbp.com.

In addition, Ultra HT Wind & Water Seal is tested to ASTM D 1970, Florida Building Code FL #11842.3, Miami-Dade County Approved, ICC-ES ESR-1737 and Ultra HT carries a 10-year warranty and is manufactured in the USA.

Delta Rep Group Opens Ft. Lauderdale Office

Delta Rep Group, a leading provider of commercial roofing and building envelope solutions across Florida, opened a new South Florida office in Ft. Lauderdale, furthering the company’s commitment to serving contractors, designers and distributors throughout the region.

The South Florida office will be led by Dawn Holsinger, a highly respected industry professional whose leadership and dedication to customer service have long distinguished her in the commercial roofing sector. Under her direction, the Ft. Lauderdale team will strengthen Delta Rep Group’s ability to deliver responsive, hands-on support tailored to the unique needs of South Florida’s roofing and construction markets.

“Our decision to establish a permanent office in South Florida reflects the importance of this region to our customers and our industry,” said Wayne Heironimus, Managing Partner of Delta Rep Group. “With so many mission-critical projects and a unique construction environment, it was vital that we create a local presence to better serve our partners.”

“This move is about being closer to our customers,” added Justin Burnham, Managing Partner of Delta Rep Group. “By opening a Ft. Lauderdale office under Dawn’s leadership, we are doubling down on our commitment to fast, reliable service and to providing the very best support in the industry.”

Delta Rep Group has earned a reputation as a trusted partner for commercial roofing and building envelope systems, representing leading manufacturers and offering solutions that meet Florida’s demanding climate, code and performance standards.

Promotes Brad Wasley

Brad Wasley, a fourth-generation member of PMC Industries/AceClamp, has contributed more than 30

years of dedicated service in various roles spanning manufacturing, facilities management, sales and quality assurance across a diverse range of industries. Effective immediately, Brad will serve as President of PMC Industries/AceClamp. His depth of experience and commitment to innovation will continue to be instrumental in PMC’s success.

Triangle Fastener Corporation Acquires DB Building Fasteners

Founded in 1997, DB Building Fasteners established itself as a leading supplier of fasteners and related products for the metal building and metal components construction industry. With approximately 25 employees across two locations, DB generated $11.5 million in sales in 2024.

This acquisition represents a significant step in TFC’s strategic growth plan, expanding their presence in the western U.S. and enhancing the TFC-branded product portfolio. Alongside their recent acquisition of Pro Fastening Fasteners in November 2024, this brings TFC’s footprint to 32 U.S. locations, three distribution centers and nine paint facilities dedicated to finishing fasteners. TFC is part of the SFS Group, operating in 140 locations across 35 countries.

Duro-Last’s Key Sales Leadership Promotions

Duro-Last, a member of the Amrize family of brands and a leading manufacturer of custom-fabricated single-ply roofing systems, announced the retirement of Steve Ruth, Senior Vice President of Sales and Marketing, along with the promotion of two veteran sales leaders and the addition of an experienced executive to its leadership team.

Ruth joined Duro-Last in June 1986, starting on the production floor before moving into sales, one of only four sales employees at the time. Over the next 39 years, he played a pivotal role in building the company’s sales structure, strategies and customer relationships, helping Duro-Last become a defining force in the single-ply roofing industry.

“Steve has been a cornerstone to the Duro-Last business for almost 40 years,” said Jason Dark, Vice President of Commercial Operations. “His leadership, vision and steady hand have been central to DuroLast’s growth and success. We are so grateful for the years he has dedicated to leading our team, mentoring so many of us along the way. While we will surely miss his levelheaded presence, we wish him so much happiness in his retirement and thank him for preparing us for the next exciting chapter of Duro-Last business.”

Alongside Ruth’s retirement, Duro-Last announced key leadership appointments across its sales operation. Troy Jenison has been promoted to Vice President of Sales for the West and Mike Jenkins has been promoted to Vice President of Sales for

the South. Joining the company as Vice President of Sales for the East, Antoine Ségéral brings more than 16 years of experience in manufacturing and sales leadership.

“Troy and Mike have been part of the Duro-Last family for years. They’ve earned trust across the business and industry,” said Dark. “They know our customers, they know our culture and they’ve grown through the challenges and successes that brought us to where we are today. Adding Antoine brings a fresh perspective that will be instrumental in our strategic growth initiatives. This is an exciting step for our team and the future of the Duro-Last brand.”

NRCA Releases White Paper Regarding PV-Ready Roofs

Photovoltaic-ready roofs refer to building roof systems specifically designed and constructed to accommodate PV solar energy installations. This approach capitalizes on underused rooftop space for solar power generation, offering advantages over ground-mounted PV systems such as space efficiency, security and direct electrical integration.

NRCA has released a white paper that addresses key considerations of PV-ready roofs. Topics include the selection of roofing materials and systems with service lives that match or exceed that of the PV installation, compliance with relevant codes and standards and the involvement of qualified roofing contractors and licensed electricians to ensure proper installation and to maintain warranties. To download the white paper, go to www.floridaroof.com/nrca-pvready.

Stormseal is Now Available Through SRS Distribution Branches

Stormseal, the game-changing storm response solution that provides powerful protection to homes and buildings until permanent repairs can be made, announced it is now available through SRS Distribution, one of America’s largest building product distributors.

Partnering with SRS Distribution will ultimately help communities recover quicker from damaging weather events. “With over 440 building products locations across the U.S., contractors now have easy access to Stormseal for storm response work to make temporary repairs, no matter where in the country the storm damage occurred,” explained Stormseal CEO and Founder Matthew Lennox. “When it comes to protecting properties and lives, only the highest performing products will do and we deliver the ultimate protection for homes and buildings until permanent repairs can be made.”

Rick Rominger, SRS Distribution Senior Director of Private Label said, “At SRS Distribution, we are committed to supporting our vendor partners with solutions that meet the urgent needs of contractors

and homeowners. We are excited to support Stormseal and its line of temporary roof repair products, which provide reliable protection and peace of mind following a storm or significant weather event. Together, we are dedicated to helping communities recover quickly and safely.”

Stormseal is field proven and third-party tested for puncture resistance, wind uplift and fire resistance. It was developed and patented by Lennox after many years of frustration that came with temporary tarps that would fly away with the next strong wind.

Springer-Peterson Roofing Joins

Roofing Corp of America

Roofing Corp of America announced the addition of Springer-Peterson Roofing & Sheet Metal to its growing portfolio. This transaction is RCA’s 15th since inception and expands their footprint in Florida, where roofing contractor brands include Crowther Roofing & Sheet Metal of FL Inc., Hamilton Roofing and Dynamic National.

Springer-Peterson (S-P) was founded in 1981 by Don Springer and Brooke Peterson in Lakeland. A few years later, Don’s son Rob joined the business and Brooke departed. Over the next forty years, Don and Rob built the leading commercial and industrial roofing company in central Florida with the mission of delivering high-quality, cost-effective roofing systems.

Today, Springer-Peterson continues to be led by Rob Springer, CPRC, who serves as the Chairman of the Board, and Daniel Boatwright, the company’s

“When I finally arrived at the difficult decision to sell our multi-generation family business, Roofing Corp of America was the obvious choice. Their vision for growth and expansion in true partnership with the founders and team members of their acquired businesses resonated with us,” stated Springer. Boatwright added, “At Springer-Peterson, our people are what sets us apart. Through this process, I grew comfortable that, in partnership with RCA, they will be respected and their contributions understood and valued. The future is very bright for Springer-Peterson and our dedicated employees.”

Lee S. Crowther, CEO of Crowther Roofing & Sheet Metal of FL Inc. and the Florida Regional President for Roofing Corp of America offered, “Joining forces with Springer-Peterson is a proud event for me and my family. Our respective founders, Lee J. Crowther Sr. and Don Springer have known, respected and admired each other’s business models for over 45 years. Together we will create new opportunities for our team members while delivering even greater value to our clients.

Construction Ready and SkillsUSA Florida Competition

Tim Stephens, Partner, Architectural Sheet Metal Inc.

For the second year in a row, FRSA and the Florida roofing industry participated in the Construction Ready Career Expo in conjunction with the SkillsUSA State Leadership and Skills Conference. The competition focused on middle, high school and college students interested in learning more about careers in construction. It was the perfect opportunity to engage with the next generation of construction workers and leaders. Hundreds of the best and brightest young people gathered to explore careers in construction and to compete in the national SkillsUSA construction-related competitions in Georgia.

FRSA sponsored World of Roofing, a 40’x40’ booth space at the Construction Ready Career Expo held in Jacksonville. Members from FRSA’s local affiliate, the Northeast Florida Roofing and Sheet Metal Contractors Association (NEFRSA), were instrumental in setting up and manning the event. The booth had a variety of interactive mock-ups that drew students into the space and provided them an opportunity to participate in hands-on demonstrations. NEFRSA also offered information on career opportunities within the industry, including contractor and supplier options.

There were eight total competitors from three different schools competing in two different categories – high school and postsecondary/college. Students received weekly training from local roofing contractors in preparation for the contest with practice materials donated by Elevate, GAF, QXO and ABC Supply. At the end of the Florida competition, each category awarded medals to the top three competitors, which included:

Post-Secondary/College

First Place: Chenxi Huang, Orange Technical College

Second Place: Tonisha Weeks, Erwin Technical College

Third Place: Josue Joseph, Orange Technical College

High School

First Place: Damien Holloway, Lyman High School

Second Place: Ali Soodi, Orange Technical College dual enrollment

Continued on page 27

Drones, AI and the Law: What Florida Roofers Need to Know

Trent Cotney, Partner, Adams & Reese and FRSA General Counsel

In recent years, drones and artificial intelligence have become increasingly common tools for roofing contractors across Florida. What started as experimental technology has now become a regular part of estimating, documenting and even litigating roofing claims. Drones allow roofers to capture detailed imagery of steep-slope or otherwise dangerous areas without putting workers at risk. Artificial intelligence platforms can process that imagery and generate reports that contractors use in insurance claims or to demonstrate damage to property owners. The speed and efficiency of these tools are undeniable but they also bring a host of legal and liability questions that every roofing contractor should carefully consider.

One of the first concerns is regulatory compliance. The Federal Aviation Administration (FAA) regulates drone operations nationwide and contractors must ensure that they or their subcontractors are operating drones legally. This typically requires the pilot to hold a Part 107 Remote Pilot Certificate, maintain visual line of sight, avoid restricted airspace and follow altitude and weather restrictions. Many contractors assume that because a drone is small or used for business documentation, these rules do not apply but failure to comply with FAA regulations can result in fines and

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potential liability if an incident occurs. Florida roofers should confirm that anyone flying drones for their business is properly licensed and insured.

Privacy and property rights are also becoming increasingly relevant. Drones are capable of capturing images not just of a client’s roof but also of neighboring properties, backyards or even through windows. This raises potential claims of invasion of privacy if a neighbor objects. Florida law does provide certain protections against drone surveillance and contractors should be careful to limit flights to the property being worked on or documented. Clear communication with property owners about when and how drones will be used can reduce misunderstandings and potential disputes.

The rise of artificial intelligence adds another layer of complexity. AI-driven estimating tools can scan roof imagery and identify potential storm damage, wear or installation issues. These reports are often used in negotiations with insurers or even presented in litigation. While AI tools are powerful, they are not infallible. Algorithms may misinterpret discoloration, debris or manufacturing variations as damage and they may overlook more subtle issues. Contractors who rely too heavily on AI without human verification risk presenting inaccurate claims, which could undermine credibility with insurers or in court.

The admissibility of drone and AI evidence in Florida litigation is still developing. Courts typically admit photographs and expert testimony if properly authenticated and drone imagery usually falls under this framework. However, AI-generated reports raise more difficult questions. For evidence to be admissible, there must be a foundation that the tool is reliable and that the results are accurate. Opposing counsel may challenge the methodology of the AI platform, question whether it was calibrated correctly or argue that human interpretation is still necessary. For roofing contractors, this means that drone footage may be valuable but AI conclusions should always be reviewed and verified by a qualified roofing professional before being submitted in a dispute.

Liability issues are another concern. If a drone malfunctions and causes damage to a roof, vehicle or person, the contractor operating it may be responsible for the damages. General liability insurance policies do not always cover drone operations, as many insurers consider them aircraft. Contractors should review their insurance policies to confirm whether dronerelated incidents are excluded. In some cases, a separate rider or specific aviation coverage may be necessary to ensure protection. Similarly, if a contractor uses an AI report and the results are later proven to be inaccurate, the contractor could face claims from a customer for negligence or misrepresentation.

Best practices for contractors include ensuring all drone pilots are properly licensed and trained, obtaining appropriate insurance coverage, using drones only on properties where permission has been granted and clearly disclosing the use of AI tools to customers. Most importantly, contractors should treat AI reports as one piece of evidence rather than the final word. Human judgment, based on experience and knowledge of roofing systems, should remain the cornerstone of any estimate or claim.

The roofing industry in Florida has always been quick to adapt to new technologies and drones and AI offer significant benefits. They improve safety, reduce costs and can provide clear documentation in an

industry where proof of damage is often disputed. Yet these advantages also carry obligations. Contractors who grasp the legal and liability considerations will be in the strongest position to safeguard their businesses while leveraging new technology.

FrM

The information contained in this article is for general educational information only. This information does not constitute legal advice, is not intended to constitute legal advice, nor should it be relied upon as legal advice for your specific factual pattern or situation.

Trent Cotney is a Partner and Construction Team Leader at the law firm of Adams & Reese, LLP and FRSA General Counsel. You can reach him at 866-303-5868 or email trent.cotney@arlaw.com.

Free Legal Helpline for FRSA Members

Adams & Reese is a full-service law firm dedicated to serving the roofing industry. FRSA members can contact Trent Cotney to discuss and identify legal issues and to ask general questions through access to specialized counsel. They offer free advice (up to 15 minutes) for members. If additional legal work is required, members will receive discounted rates. This is a pro bono benefit provided to FRSA members only. Contact Trent at 866-303-5868.

Appointments Shake Up Florida Political Landscape

Chris Dawson, Attorney, GrayRobinson and FRSA Legislative Counsel

The political merry-go-round in Florida is in full swing with a series of executive appointments reshaping the Florida Cabinet and triggering special legislative races around the state. Over the summer, Governor DeSantis was afforded the opportunity to appoint two new statewide officials and also supported appointments of state legislators to local government offices and lucrative higher education positions. This month, we will explore two of these high-profile political moves and the implications they have on Florida politics moving forward.

State Sen. Blaise Ingoglia (R-Spring Hill)

Appointed Chief Financial Officer; Tees Up for 2026 Statewide Run

Following Jimmy Patronis’ successful departure to run for Congress, the Chief Financial Officer (CFO) position remained vacant for much of the 2025 legislative session. On July 7 in Tampa, the vacancy was finally filled when Governor DeSantis appointed Blaise Ingoglia to the position. Governor DeSantis highlighted that Ingoglia is widely regarded as one of the most conservative members of the Legislature and a strong advocate for fiscal accountability.

Since taking office, he has led the state’s Division of Governmental Oversight and Efficiency (DOGE), informally rebranded as the Florida Agency for Fiscal Oversight (FAFO). As one can imagine, the acronym has brought quite the attention to the new CFO. Ingoglia has emphasized that his initiatives are in alignment with the Governor and they work to serve all taxpayers by promoting accountability across both red

and blue counties. Many local governments have been proactively working to reassess their budgets and identify savings to avoid the CFO’s DOGE efforts.

Ingoglia has long been a critic of big government and his press conferences with the Governor underscore that message; governments must be held accountable for their spending. It is no surprise that Ingoglia has utilized these press conferences as a chance to reach Floridians and build his campaign based off results, not just empty promises. Throughout these efforts, he has secured a wide range of endorsements from sheriffs, commissioners, legislators and school board members across the state. In September, he gained numerous endorsements from many Tampa Bay leaders, further strengthening his path to victory and solidifying his home-base support.

As of now, no Democratic candidates have entered the race for CFO. Of note, only one Democrat has won the office since it was created in 2002. However, Democratic leadership has indicated that the party intends to run a statewide executive slate in the upcoming election.

Patches provides daily care for children stricken with critical, long-term medical conditions. Contact Amber at 800-767-3772 ext. 111 or amber@floridaroof.com for more info or to contribute.

State Sen. Jay Collins (R-Tampa) Tapped for Lieutenant Governor

After Jeanette Núñez was appointed President of Florida International University, the Lieutenant Governor’s (LG) office remained vacant for six months. While several names were floated as possible successors, Senator Jay Collins quickly emerged as a consistent front runner. On August 12, Collins was officially sworn in as Florida’s next LG at the Team House, in tradition of Army Green Berets. This appointment is impactful for many reasons but of importance, both DeSantis and Collins are veterans and have served overseas.

During his appointment, Governor DeSantis praised the heavily decorated Green Beret as one of the most productive senators in modern Florida history, emphasizing that his conservative principles and record of results would continue to shape the state in his new role. Collins received his start in politics in 2022 after defeating the democratic incumbent for the Hillsborough-based state Senate seat. During his time in the Legislature, Collins grew to be one of the strongest conservative voices and one of great reason, which many members respected. Known for his resilience, perseverance and ability to act, DeSantis commonly refers to Collins as the “Chuck Norris of Florida Politics.”

Since assuming his new office, Collins has appeared alongside Governor DeSantis at numerous press conferences across the state. His efforts have included promoting the State Assistance for Fentanyl Eradication (SAFE) program which has been utilized by numerous law-enforcement officials to keep Florida safe, supporting the Make America Healthy Again initiative and highlighting the addition of the second amendment to the state’s sales tax holidays.

FrM

Chris Dawson is an Attorney and professional Lobbyist for GrayRobinson’s Orlando office and is licensed to practice law in both Florida and Alabama. He primarily focuses on lobbying and government relations for public and private sector clients at the executive and legislative levels of state government. He is credentialed as a Designated Professional Lobbyist by the Florida Association of Professional Lobbyists. Chris also holds two degrees in Civil Engineering and has experience in construction litigation and design professional malpractice defense.

Project Closeout Done Right: Protecting Profit, Reputation and Repeat Business

John Kenney, CPRC, CEO, Cotney Consulting Group

Project completion is often viewed as the final nail in the installed roofing job; the invoice is sent and the team is mobilized elsewhere. However, for the client, the final stages of the project – the walkthrough, the documentation and the punch list – leave the most lasting impression. How you close a project can reinforce your professionalism, protect your margins or quietly unravel weeks of solid execution.

Too often, roofing contractors lose profit, client goodwill and future work opportunities – not during the bulk of the project but during the closeout phase. Final payments get delayed. Punch list items linger. Warranty information gets lost in email inboxes. Worst of all, clients feel abandoned once the crew leaves the roof. A consistent, intentional closeout process is not just about paperwork; it’s about positioning your company as a partner, not just a contractor. It’s about profitability, client experience and building a reputation that leads to repeat business.

Closeout: The Most Underrated Phase in Roofing

Most contractors treat closeout as another checklist item to complete quickly before jumping to the next job. That mindset often leads to costly oversights. Loose ends drain crew hours long after the job should be finished. Final payments or retainage get delayed. Warranty deadlines are missed and clients are left unsure of who to contact when something needs attention.

Top-tier roofing contractors don’t see closeout as a simple administrative task. They treat it as a strategic phase built into the project timeline from the beginning and executed with precision.

So why do closeouts so often fall short? For one, project fatigue sets in once the job is 90 percent done and teams are mentally ready to move on. Crews get pulled to start new projects, leaving the final details behind. Without someone specifically responsible for closeout, accountability slips through the cracks. When no standard checklist or system is in place, the process becomes rushed or incomplete.

What’s overlooked in closeout can hurt your profit and your reputation. Done right, it’s not just the end of the job, it’s the start of a lasting client relationship.

What a Strong Roofing Closeout Should Include

You need a clearly defined closeout process. Start with an internal review to avoid missing items and include a final quality walk before the client walkthrough. This

step should also include completing your internal checklist confirming scope completion, reconciling materials, cleaning the jobsite and conducting a final safety punch-out.

Punch list management comes next. Collaborate with the client to generate a punch list, then track each item with due dates, assigned responsibilities and signoffs. Lingering items should be the exception, not the norm. Complete them within days, not weeks.

You’ll also need to deliver a complete project documentation package. This may include as-built drawings, warranty certificates, registration instructions, material specifications, maintenance guides, inspection forms and before-and-after photos for the client’s records.

The final walkthrough should be structured and include the client approval sign-off. Your checklist should set clear expectations regarding what will be reviewed, who should attend and how any outstanding issues will be handled and documented.

Remember to educate the client about warranty obligations. Convey what the warranty covers and doesn’t cover, explain how to submit a service request and, if relevant, schedule a follow-up or maintenance conversation. When done right, this process builds trust, reinforces your professionalism, and gives your client peace of mind long after the crews have left the jobsite.

Assigning Ownership: Who Drives Closeout?

One of the biggest reasons closeouts fall apart is a lack of ownership. When it’s everyone’s job, it usually ends up being no one’s responsibility. The project manager must take charge of the overall process and ensure all the documentation gets wrapped up. The superintendent or supervisor should handle the final site conditions and coordinate any punch work. If you have someone in the closeout coordinator role, they should manage the paperwork, warranties and communication with the client. Define these responsibilities early; don’t wait until the job ends. You might consider tying closeout performance to operational KPIs or job completion bonuses. When people know

they’re expected to carry the ball across the finish line, they’re more likely to do it right.

Closeout Planning Should Start Before the Job Ends

Strong closeouts don’t happen by accident; they’re planned well in advance. One effective way to integrate closeout into the project timeline is to begin preparations at a mid-project milestone, typically around 70 percent completion. At this stage, start organizing documentation and scheduling final deliverables. Before the job wraps, hold a pre-closeout meeting with the client to align expectations and review outstanding items. On the crew side, avoid thinning your workforce by spreading team members across multiple jobs, assigning a dedicated group to finish strong. A few focused days on closeout can accelerate your final payment, reduce office backlogs and leave the client with a positive, lasting impression.

Closeouts Affect Your Profit

The final stages of a roofing project often impact profitability more than most realize. Delayed payments are one of the biggest culprits. Final draws or retainage are frequently tied to documentation; without it, cash flow slows. Labor leakage is another concern. When crews are called back days or weeks later to handle unfinished punch list items, you lose valuable time, burn extra fuel and disrupt other jobs’ schedules. Administrative overload also creeps in, digging through files to find missing forms and approvals for warranty documents, which wastes time that could be spent moving other projects forward. And don’t forget your reputation. Even a well-installed roof can leave a bad impression if the project ends poorly. Closeouts are not about checking boxes but protecting the job’s financial success and your company’s image.

Use Closeout to Set Up Future Opportunities

Closeout is also a decisive moment to build lasting client relationships and set the stage for future work. Capture a testimonial or ask for an online review while the job is still fresh in the client’s mind. Take highquality photos of the finished roof and ask permission to use them in marketing or case studies. Talk about what comes next: annual maintenance, roofing at other properties or even service agreements. You can also schedule a post-completion check-in 30 or 60 days after job completion, to reinforce your ongoing commitment to quality and support. Most contractors don’t take this extra step but those who do often see more repeat business and referrals.

Closeout Documentation Tools That Work

To keep your closeout process consistent and professional, use standardized tools that support your team in the field and the office. Templates for punch lists

should clearly outline responsible parties and target dates. Warranty forms, spec sheets and maintenance guides should be compiled into a single, client-ready PDF or physical binder. Internal and external closeout checklists keep everyone aligned on what needs to happen. Use cloud-based folders or project management platforms to allow real-time uploading and tracking of all documentation. The more streamlined your system, the less you rely on memory and the more scalable and repeatable your closeout process becomes.

Finish Strong to Win Long

In roofing, how you finish a project matters as much as how you start. Closeout is your final opportunity to prove your professionalism, earn the client’s trust and protect the job’s profitability. It’s also where future opportunities are seeded.

Contractors who build a reliable, client-focused closeout process don’t just reduce friction; they increase margins, protect their brand and stay topof-mind for the next project. If you want to win more repeat business and close the loop on operational excellence, start by ensuring every job ends as strong as it began.

John Kenney, CPRC is CEO of Cotney Consulting Group, Plant City. He has decades of experience on commercial roofing projects, providing him with a unique understanding of what it takes to succeed in roofing – on the roof, in the office and at scale. John saw the need to provide contractors with strategic guidance built on real-world field knowledge. Cotney Consulting offers COO on Demand, online training, technology solutions, business advisory consulting, collections, contracts, Castagra estimating training, safety and OSHA training. John partners with FRSA to provide educational seminars. For more information, contact John at jkenney@cotneyconsulting.com or 813-851-4173.

Florida’s Roofs and Roofing Contractors Have Never Been More Important

Mike Silvers, CPRC, Owner, Silvers Systems Inc. and FRSA Technical Director

Florida’s roofs have never been more important than they are today. They are the first line of protection from hurricanes and severe thunderstorms. By reducing water intrusion during hurricanes, their performance impacts more than just eliminating leaks. As industry professionals know, advantages include:

■ Keeping water out of a building interior, which has a dramatic impact on the cost of damage claims that insurers must pay out post-storm and thereby the cost of homeowner’s insurance premiums.

■ Reducing the disruption for homeowners, tenants and businesses by allowing them to continue to occupy their buildings.

■ Allowing people to remain in their buildings reduces the overall local and statewide economic impact caused by post-storm disruption.

Fortunately for Florida’s citizens, the roofing industry has a homegrown 104-year-old trade organization that has demonstrated a willingness and ability to help in this critical endeavor. Through FRSA, Florida’s roofing contractors have worked with our Legislators to facilitate meaningful changes that benefit our citizens. By promoting sound ideas and helping to move others

along, we have helped to improve the overall resilience of Florida’s building inventory. Even when some of these changes have created hardship for our industry, we have risen to the occasion.

Prior to and since the inception of the Florida Building Code, FRSA has championed positions that improve the effectiveness of the code. We have submitted hundreds of code modifications and advocated for others that have made Florida’s roofing code the most robust in the country, if not the world.

Recently, we were instrumental in changes to Florida Statute 627.7011, titled Homeowners’ policies that provides homeowners an option to keep their current roof by having it inspected by an authorized inspector. Florida law states an insurer cannot refuse coverage or non-renewal of a homeowner’s policy based solely on a roof’s age if the roof is less than 15 years old. For roofs 15 years or older, a licensed inspector must determine if the roof has at least three to five years of remaining usable life to maintain coverage. Roofing contractors were included in the list of “Authorized Inspectors.” Despite this change, premature roof replacements have reportedly been forced on homeowners as well as other building owners who have met that requirement. These wasteful actions can impose many problems, such as:

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■ Incentivizing the purchase of cheap roof systems with short life spans that add to the ongoing cost of maintaining a resilient roof. Why should a building owner buy a better, longer-lasting roof or properly maintain it if they are going to be forced to replace it before the end of its lifespan?

■ Requiring higher condominium reserves that are partially at the heart of today’s condominium issues. Premature roof replacement adds to the need for additional reserves by reducing the effectiveness and longevity of existing roof systems. They have similar impacts on owner cost for other buildings as well.

■ Producing an enormous amount of unnecessary debris that adds to Florida’s disposal issues and our ever-growing landfills or, should I say, land mounds.

Two other important initiatives that have been supported by FRSA recently can improve the roof structures on buildings built prior to the adoption of the FBC in 2002. These changes can improve the connections that hold a roof structure to the walls of the building. Failure of these connections can lead to

HEAVY-DUTY, NOT HEAVYWEIGHT

Added strength without any added weight.

ProVia metal roofing is constructed of highly durable 26-gauge galvanized steel—up to 30% more than the industry average. It’s also 67% lighter than asphalt shingles, so it’s easier to work with.

It’s the right thing to do.

6 Reasons to Partner with ProVia Metal Roofing

catastrophic damage to the building and its contents. The changes include:

■ Expanding the type of buildings where code hurricane mitigation requirements apply. Originally, they only applied to certain site-built single-family structures. Now they apply to additional existing structures with a sawn lumber, wood plank or wood structural panel roof deck. This brought in many other types of buildings, including apartments, retail and manufacturing.

■ Allowing roofing contractors to evaluate and address the roof-to-wall connections during a roof replacement. This was accomplished by a change in the definition of a roofing contractor in Florida statutes. This is a logical change since a roof replacement (reroofing) permit triggers the need for the evaluation and, in Florida, only licensed roofing contractors can normally perform reroofing work. So, we have clearly made strides in allowing those who know the most about roofing to have some impact in finding ways to improve their performance. However, a crucial part of the puzzle that will allow roofing contractors to be a part of the solution is still missing.

The existing OIR 1802 form – and a new proposed OIR 1802 (2025) form – that many insurers use to calculate discounts for homeowners’ policies require qualified inspectors to answer nine questions. Eight of the nine questions deal directly with items that fall under the scope of a roofing contractor's license. The ninth question partially involves roofing because

What's Wrong With These Pictures?

skylights are included in the opening protection section. There is no one better qualified to answer those eight questions than a roofing contractor. Amazingly, there isn’t a way for us to directly lend our expertise to verifying the roofing questions on the form, unless requested by an insurer – not by the owner who paid for a roof replacement. Our customers expect those who can legally perform this work to provide them with a clear method of demonstrating that the work they have paid for will provide them with all the premium discounts they are entitled to receive. We need to find a way to correct this oversight, hopefully, before the new form is published.

Moving forward, our next step will be to attempt to maintain the progress made on these items by including the ability for roofing contractors to complete this very important form. More broadly, we will continue our efforts to bring all segments of our industry together to improve a building's ability to resist the impacts of Florida’s challenging environment.

Mike Silvers, CPRC is Owner of Silvers Systems Inc. and is consulting with FRSA as Director of Technical Services. Mike is an FRSA Past President, Life Member and Campanella Award recipient who brings over 50 years of industry knowledge and experience to FRSA’s team.

Selling the Benefits of Metal Roofing

Chance Shalosky, Metal Roofing Product Manager for Stone and Roofing, ProVia

The residential metal roofing market has grown tremendously in recent years as homeowners look to build or remodel with stronger, longer-lasting materials. The Freedonia Group’s U.S. Roofing Report predicts the metal roofing market share will continue to rise due to metal’s long lifespan, energy savings and weather, wind and impact resistance.

However, roofing professionals who’d like to include metal in their product offering may face resistance. The cost of a metal roof system can seem prohibitive to homeowners and persistent “metal roofing myths” are so prevalent that some customers dismiss the idea immediately. Roofing contractors can educate their customers and alleviate homeowner hesitation by addressing these issues head on.

Since cost is typically the biggest hurdle, let’s get right to it – metal roofing is more expensive than asphalt; that’s just a fact. In selling a metal roof you must be able to demonstrate its life cycle from the front-end cost to return on investment. An asphalt shingle roof is the less-expensive option upfront, saving thousands of dollars initially but its lifespan may be only 15-20 years. The homeowner who replaces it with another asphalt roof pays that initial cost again, plus additional costs for inflation in material and labor. In that same amount of time, a metal roof has been

bought and paid for, is still going strong and looking good and may last many more years. Some homeowners wouldn’t hesitate to spend tens of thousands of dollars and go into debt on a new pickup truck, which depreciates as soon as it’s driven off the lot. A durable metal roof that protects a home for decades offers a much better return on investment and boosts resale value.

Metal roofing myths abound and contractors have heard them all. “Metal roofing is noisy when it rains. Metal roofs get really hot and heat up your whole house. Doesn’t metal attract lightning? Everyone knows metal rusts.” The disinformation persists and obscures the truth, so roofing pros should be prepared to dispel the rumors that tarnish metal roofing’s reputation. Here are a few of the most stubborn myths and the facts to refute them: ■ Metal roofing will rust. Metal roofing panels are treated with architectural coatings that prevent

moisture from reaching the steel. Layers of primer, epoxy, zinc, base paint and decorative paint and protective finish coat each panel to shield it from oxidation and prevent rust from forming.

■ Metal roofing gets hot. Metal roof manufacturers can include a cool roof (CRRC) compliant paint system designed to reflect the ultraviolet rays that other roofing materials absorb. In addition to the UV protection, a metal roof releases solar heat more quickly than asphalt roofs, which absorb heat with their petroleum and granular composition. Cool roofs reduce the heat load and may provide up to 30 percent energy savings for the homeowner.

■ Metal roofing is noisy, attracts lightning and gets dinged by hail. A severe thunderstorm can assail a home with heavy rain, hail and lightning and many consumers have misguided notions about how metal roofing performs under these conditions. For one, metal roofs do not attract lightning. While metal can be a conductor of lightning, it does not attract it; metal works to disperse energy safely rather than allowing it to penetrate or ignite. Plus, it’s noncombustible, so if lightning does hit, a metal roof will not catch fire. Regarding damage from hail, metal roofs manufactured with the appropriate steel gauge provide impact resistance that can minimize denting and the durable finish fortifies and protects the surface. A metal roof with a Class 4 impact rating can withstand hail up to two inches in diameter.

As for metal amplifying the sound of rain, that myth has some basis in fact. The noise generated by a heavy downpour on a metal barn roof can be downright deafening due to the lack of structural and insulating materials underneath. In residential buildings, roofing is a complete system that includes the roof deck, underlayment materials and insulation, all of which absorb sound, making a thunderous torrent sound more like a gentle shower.

Weathering the Storm

Since we’re discussing the weather, the best argument for metal roofing systems is their ability to endure severe storms. Florida builders and contractors want materials that offer increased resiliency and structural integrity and homeowners want assurance that their roof will ride out the storm, protecting their families and possessions.

Hurricanes are classified into five categories according to sustained wind speed, with Category 5 having sustained winds of 157-plus mph. Sunshine State residents need a roof that will provide shelter and shade on sunny days and certified protection when fierce storms and whipping winds inevitably roll in. Metal roofing is engineered, manufactured and installed for serious weather resistance. The installation systems provide secure panel placement and field anchoring, protecting against powerful wind uplift speeds.

The metal shake and slate panels use a four-point locking installation system that includes a top lock with built-in screw flange, under and over locks on the sides and a ribbed bottom that increases the rigidity and strength of the panel. Recessed water stops, water damming features and shedding channels funnel water away, so heavy rain cannot penetrate. These roofing systems are certified to withstand 180 mph windspeeds in the High Velocity Hurricane Zone (HVHZ); the barrel tile roofing system uses a two-way locking system that is HVHZ-certified and Miami-Dade County-approved when installed with additional fasteners.

Metal also has a big advantage over asphalt shingles when a home is threatened by fire. Metal’s capacity to protect a structure from wildfires – as was the case in the March 2022 fires in the Big Bend region where homes with metal roofing were less likely to ignite –provides extra time for firefighters to respond.

Substance and Style

If your customer is still ambivalent about investing in a metal roof, durability and longevity are two more advantages to discuss. Metal roofing warranties can extend up to 50 years, while asphalt and other

materials can deteriorate, crack and become discolored in just a few decades. A durable galvanized metal roof can withstand season after season of searing sun, heavy rain and high winds and still retain its good looks. That longevity translates into sustainability. Metal roofing is often manufactured using recycled steel and the panels can be reused again instead of ending up in a landfill. Metal has an enduring life cycle and that’s important to environmentally conscious customers.

Metal roofing provides long-term value by saving homeowners money. According to the Metal Roofing Alliance, metal is highly energy-efficient and can save a homeowner between 10 to 40 percent in energy costs. The reflective and emissive coating on the many panels keeps them cool and reduces energy consumption, so the homeowner isn’t paying higher cooling bills. In addition, many insurance providers offer reduced premiums as an incentive to invest in metal roofing, since it can offer greater protection against wind uplift and hail damage.

One last benefit that metal roofing offers is beauty. Homeowners don’t often realize that their roof makes up about 60 percent of the exterior appearance of their home: a substantial portion of the curb appeal. Asphalt shingles can lose their good looks quickly; their granular and porous surface can retain moisture, allowing mold, algae and black streaks to form.

Extreme temperatures may cause asphalt to crack and high winds can leave shingles littering the yard. Metal roofing inherently protects against these issues – its galvanized surface repels moisture to prevent mold growth and reflects the heat that causes other materials to warp or crack. It’s available in a variety of handsome colors and styles and pairs well with any architectural style.

Replacing a roof is an important investment for a homeowner. Listen to your customer, understand their pain points, discuss their apprehensions and clearly demonstrate how a metal roofing system can be a long-lasting solution.

Chance Shalosky, Metal Roofing Product Manager for Stone and Roofing, has been associated with ProVia for nine years, where he started as a Stone Sales Account Manager and transitioned to his current role. Chance is passionate about the building products industry and values of the relationships he’s built with colleagues and clients alike.

Florida’s Fury: Why Onsite Fastener Tests Are Your First Line of Defense

Dan Allen, Technical Services Team Leader, OMG Roofing Products

For commercial roofing contractors in Florida, the job is a high-stakes battle against the elements. You’re not just installing a roof, you’re engineering a shield against blistering UV exposure, torrential rain and the immense forces of hurricane winds. In a market this demanding, simply hoping a fastener will perform isn’t enough. Long-term performance is proven on the deck, which is why onsite fastener pull testing can be an important step for contractors dedicated to quality, compliance and durability.

While many seasoned contractors rely on experience, the unique combination of Florida’s extreme weather and its stringent building codes requires a higher standard of verification. Documented, onsite fastener pull testing can be a good tool for mitigating risk, ensuring performance and setting your business apart in a competitive landscape.

What is a Fastener Pull Test and Why Does It Matter?

A pull test is a straightforward method for determining the withdrawal resistance of a specific roofing fastener in a specific roof deck. As outlined in standards like the ANSI/SPRI FX-1, Standard Field Test Procedure for Determining the Withdrawal Resistance of Roofing Fasteners, the process provides critical, site-specific data.

Fastener pull-out tests are performed using a calibrated pull tester, which applies a measured force to an installed fastener until the fastener withdraws from the deck or a required proof load is achieved. The results tell you much more than just the strength of the screw itself; they reveal the holding power of the entire deck and fastener interface. This data is crucial because the performance of a roofing system is only as strong as its weakest link.

plywood, OSB or other deck type, brings its own advantages and their own challenges. Regardless, the integrity of a roof deck can vary significantly.

■ Deck Condition: An older concrete deck may have lost density or a plywood deck may have hidden moisture, both of which can compromise a fastener’s holding power.

Calibrated pull tester

A manufacturer’s spec sheet provides a fastener’s capabilities under controlled conditions. The actual withdrawal resistance on your jobsite can be affected by numerous variables, including:

■ Type of Deck: Not all decks are created equal. Buildings use a variety of roof decks and may use more than one type on a single building. Each deck, whether structural concrete, LWIC, gypsum,

A fastener pull test removes the guesswork and provides objective, quantifiable data on how the fastener will perform on that specific roof.

The Florida Factor: Extreme Weather Meets the Nation’s Toughest Codes

Nowhere is this data more critical than in Florida. The state’s history of devastating hurricanes has led to the development of some of the most rigorous building codes in the world. During a high-wind event, the air pressure above the roof surface drops while the pressure inside the building remains higher. This differential creates a powerful suction force that attempts to tear the roofing system from the structure. This can be an immense, fluctuating force that relentlessly stresses the membrane, insulation and, most importantly, the fasteners holding it all together.

The Florida Building Code (FBC) provides precise requirements for roof system installations to counter these forces. Onsite uplift pull testing can be a key component of this verification process. By conducting and documenting these tests, you are not just following a sound practice; you are demonstrating due diligence in protecting the building owner’s investment. This documentation is invaluable for project approvals and inspections and should a warranty claim ever arise.

The Business Case: How Onsite Testing Benefits Your Contracting Business

Integrating and documenting fastener tests as a standard operating procedure offers tangible benefits that go straight to your bottom line and professional reputation.

1. Mitigate Risk and Reduce Liability. A catastrophic roof failure is a contractor’s worst nightmare, leading to costly litigation, warranty claims and irreparable damage to your reputation. Documented pull tests help provide proof that the roof system was attached to a substrate capable of meeting fastener pull-out resistance. This proactive step can be a powerful defense in the event of a failure caused by winds exceeding the design specifications.

2. Ensure Quality and Performance. These tests allow you to verify the pull-out resistance of a portion of the roof deck before committing crews and materials to the full installation. If tests reveal a weak or compromised substrate, you can address the issue with the building owner and engineer proactively. This can help prevent costly change orders, project delays and the risk of premature roof failure.

3. Optimize Efficiency and Material Use. With accurate test data, you and the project designer can confidently engineer the most efficient fastener pattern that meets or exceeds wind uplift requirements. In some cases, with a high-performance deck, this may allow for fewer fasteners per square foot, saving you money on both materials and labor without sacrificing safety or quality.

4. Build Your Reputation as an Expert. In a crowded market, expertise is your greatest differentiator. Contractors who can speak knowledgeably about the building code and industry standards, conduct onsite testing and provide clients with documented results position themselves as true industry professionals. It shows you are committed to a scientific, data-driven approach to roofing, giving building owners, consultants and architects confidence in your work.

Conclusion: From Best Practice to Standard Procedure

In the unforgiving Florida climate, hoping for the best is not a strategy. The integrity of every roof you install depends on the proven holding power of its fasteners. Onsite withdrawal resistance testing will verify that the specified fastener, in the actual substrate you’re working with, can withstand the uplift forces it will inevitably face.

By embracing this practice, you are doing more than just meeting a standard; you are protecting

your clients, your projects and your business. For the professional Florida roofing contractor, documented fastener testing is an essential component of a quality installation.

FrM

Dan Allen leads the Technical Services Team at OMG Roofing Products. He joined OMG Roofing Products from Carlisle Construction Materials, where he managed product categories, including foam insulation and PVC membrane. Prior to Carlisle, he served as Director of Marketing for Dura-Flex, Inc. where he was responsible for product management, innovation and marketing. Dan is a Six Sigma Master Black Belt and led a global process improvement team at Momentive Specialty Chemicals. He is a U.S. Marine Corps Veteran and after the Marine Corps, earned a B.S. in Forest Products with a Minor in Chemistry from Virginia Polytechnic Institute and recently finished his MBA at Lebanon Valley College. In his spare time, Dan likes woodworking, building and playing electric guitars, snowboarding in the winter and mountain biking in the summer. He lives in Glastonbury, Conn. with his wife Antoinette.

Third Place: Trun Vi, Orange Technical College dual enrollment

First-place winners went on to the National Leadership SkillsUSA Conference in Atlanta in June, where the focus of the competition was on commercial roofing. The students had four hours to complete the mockups modeled after the NRCA’s Thermoplastic Pro Certification hands-on skills test. Jon Goodman from NRCA and Jim Montague, judged the competition observing participants overall skill level for insulation, sheet layout, fasteners, welding, safety, flashing details and housekeeping. One competitor has already been hired by a local contractor and others are set to join the workforce once school is completed.

Both Florida students placed at the national competition where Damien Holloway received first place in the high school category and Chenxi Huang received second place in the post-secondary/ college category.

Many thanks to the team from NEFRSA for your support on this important industry project. FRSA is planning on including an educational session at Convention that will include information on how to get involved with implementing a program at local schools around the state and teaching contractors how to engage in the SkillsUSA and Construction Ready programs.

Practice Like a Pro: Why Weekly Role Play is the Secret to Sales Mastery in Roofing

Gary A. Cohen, Executive Vice President, Certified Contractors Network (CCN)

When you think about elite performers, whether on the football field, basketball court or Olympic track, one truth stands out: the best never stop practicing. Even when they have achieved greatness, professional athletes commit themselves to daily drills, scrimmages and simulations. Why? Because excellence is not an event, it is a discipline.

Yet in the roofing industry, many sales teams fall into the trap of believing that once a salesperson knows the presentation, the job is done. They may shadow a veteran rep, memorize the pitch and then hit the road. But without ongoing practice, even the most talented reps stagnate. That is why weekly role play should be treated as non-negotiable in every roofing company.

Role play is the sales equivalent of game-day preparation in professional sports. It creates a safe environment where reps sharpen their skills, master their responses and build confidence before stepping into a

homeowner’s living room. Just like sports practice, it is the repetition, over and over again, that transforms average performers into consistent top producers.

Why Role Play Matters

Most contractors would agree that sales drive the business. Without consistent closing, the production team has no jobs to install. Yet, many companies invest heavily in leads, marketing campaigns and production systems while neglecting the ongoing training of their salespeople. Sales training is not a “one and done” discipline.

n Proven marketing strategies to attract high-quality leads

n Sales systems that help you win more projects

n Production processes that safeguard your margins

n Operational tactics to scale with confidence

n Financial frameworks to maximize profitability

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eBook—brought to you by CCN—

Here is the hard truth: homeowners today are more informed than ever. They research online, compare multiple bids and come armed with tough questions about pricing, warranties and financing. If your reps are not prepared with polished, professional responses, they will be outmaneuvered by competitors who are. Weekly role play ensures that sales reps:

■ Stay sharp under pressure. Just like athletes practice under game-like conditions, role play replicates the homeowner environment.

■ Master their scripts. It is one thing to read an objection handler: it’s another to deliver it smoothly, naturally and with confidence.

■ Build muscle memory. The more reps practice, the faster and more instinctively they respond in real situations.

■ Identify weaknesses. Role play exposes gaps in knowledge or delivery so they can be corrected before they cost a sale.

The Power of a Documented Sales Process

Of course, practice is only effective if there is a clear, repeatable system to practice. Professional sports teams have a documented playbook and roofing contractors need one too. That is where a documented sales process comes in. Without it, role play turns into improvisation and inconsistency is the enemy

of scaling a sales team. A well-documented process should include:

■ Step-by-step stages from the introduction to the close.

■ Polished scripts for each stage, including transitions and key phrases.

■ Objection-handling playbooks that anticipate every question a homeowner might raise.

■ Checklists to ensure nothing is skipped or forgotten.

Think of it like a football team’s playbook. Every player knows their role, every sequence is practiced and while there’s room for creativity, the fundamentals are never left to chance.

At Certified Contractors Network (CCN), we have seen how transformative a clear process can be. CCN’s 5P Sales Process has been proven across the country to help contractors achieve higher close rates while maintaining trust and professionalism in the home. The 5Ps – problems, products, process, people and price, guide sales reps through a highly structured and proven customer-centered approach.

With a documented process like this in hand, role play becomes more than random practice. It becomes highly targeted training – rehearsing the very scenarios that salespeople will face every day in the field.

Objection Handling: Be Ready for Every Curveball

One of the most valuable outcomes of role play is preparing for objections. Every homeowner has them:

■ “Your price is higher than the other estimate.”

■ “I need to think about it.”

■ “We want to get three more bids before making a decision.”

Without ongoing and focused preparation, a sales rep may stumble, improvise or worse, cave on price. But when role play drills every possible objection, reps learn to respond with confidence and empathy. They are not blindsided; they are ready.

The goal is not to be pushy or manipulative. It is to educate, reassure and build trust in a way that guides the homeowner toward the right decision for their family and home. That requires both strong content (the right words) and strong delivery (the right tone and timing).

Practicing in the Digital Age: AI Role Play

In the past, role play meant two sales reps sitting across from each other, pretending one was the homeowner. While valuable, this format has limitations. It can feel awkward, uncomfortable, lack realism and often depends on the creativity (or willingness) of the role-play partner.

Today, new tools are making role play more sophisticated and effective. For example, CCN has developed a proprietary voice role play solution built using artificial intelligence (AI) and it is the first of its kind in the home improvement contracting industry. This technology allows salespeople to practice on their computers against realistic homeowner avatars, complete with natural objections, unique personalities and variable scenarios. This solution can be customized with each company’s script; in other words, you load your playbook into the software.

What makes AI role play powerful is its consistency and scalability. Reps can log in anytime, practice as much as they want and receive instant feedback. Leaders no longer need to schedule hours of role play sessions; the technology becomes the training partner.

This does not replace in-person practice – it enhances it. Just as athletes use film review, virtual simulations and strength training alongside on-field practice, sales teams can blend traditional and digital role play to maximize results.

Building a Culture of Practice

The key to making role play stick is culture. If weekly practice is viewed as optional or a punishment for underperformers, it will fail. But if leaders frame it as part of the company’s DNA – a commitment to excellence

– it becomes a source of pride. Here are some ways to build that culture:

■ Make it weekly and mandatory. Just like a team meeting, role play should be scheduled and non-negotiable.

■ Rotate scenarios. Do not practice the same script every time. Mix in new objections, unusual customer personalities and curveball questions.

■ Record and review. Whether in person or using AI tools, record sessions so reps can see and hear themselves.

■ Celebrate improvement. Recognize reps who make progress, not just those with the highest close rates.

■ Lead by example. Owners and managers should participate, showing the team that practice is for everyone.

The ROI of Practice

Contractors often ask: Is all this role play really worth the time? The answer is a resounding yes. Consider the math:

If a sales rep closes one additional $15,000 deal per week because they are better prepared, that could translate into $700,000-plus in additional annual sales. Multiply that by several reps and the impact is staggering.

Even more importantly, role play builds professionalism and consistency. Homeowners notice when a rep is polished, confident and prepared. They feel more comfortable, more informed and more likely to sign on the dotted line.

Final Thought

In roofing sales, as in professional sports, the winners are the ones who prepare the hardest. Role play is not a chore; it is the path to mastery. When paired with a documented process like the 5Ps, polished objection handling and innovative AI tools, weekly role play becomes the single most powerful habit your sales team can adopt.

The question is not whether your team should role play. The question is, can you afford not to?

FrM

Gary A. Cohen is Executive Vice President of Certified Contractors Network (CCN), North America’s leading training, coaching and networking organization for home improvement contractors. With over 30 years of home improvement industry experience and a background in business education, Gary specializes in helping contractors achieve scalable growth through proven systems and processes. He can be reached at gary@contractors.net

How Steep? Fall Protection Options for Steep-Sloped Roofing

Matt Savin, FRSA-SIF Safety Rep

A steep-sloped roof is designed with a pitch that allows water and debris to shed quickly. According to OSHA, a steep-slope is defined as any roof with a pitch greater than 4:12. This category includes many residential properties as well as certain commercial structures. Notably, OSHA’s fall protection requirements do not vary based on the type of building or the roofing material used – any steep-slope falls under the same safety guidelines.

Available Fall Protection Options for Steep-Slopes

While there are fewer choices for steep-sloped roofing than for low-sloped surfaces, fall protection is still required whenever work is being performed. The most common options include:

Guardrail Systems

Guardrail systems must include:

■ A top rail positioned 45 inches, give or take three inches, above the walking surface.

■ A midrail and toe board.

■ Structural integrity capable of withstanding a 200-pound force in any direction.

■ Smooth construction to prevent injury from sharp edges or protrusions.

Safety Net Systems

Though it is not common on roofing projects, safety nets can be highly effective. They must:

■ Be installed as close as possible to the work area, never more than 30 feet below.

■ Provide sufficient clearance to prevent contact with structures or objects beneath.

■ Be drop-tested with a 400-pound weight upon installation, relocation or every six months.

■ Have all caught debris removed promptly – no later than the start of the next shift.

Personal Fall Arrest Systems (PFAS)

PFAS is often the most common – but also the most frequently misused – form of fall protection. A complete system includes:

■ Full-body harness: It must fit properly and be fully secured to prevent an employee from slipping out in the event of a fall.

■ Lanyard: Connects the harness to the horizontal lifeline, adjusted to minimize fall distance. OSHA limits free falls to six feet.

■ Horizontal lifeline: Must have a breaking strength of at least 5,000 pounds and attach to the anchor with a double-locking snap hook.

■ Anchorage point: Rated for a minimum of 5,000 pounds per person. Multi-user anchors exist but are less common and standard single-user anchors should only support one worker at a time. Proper installation with the manufacturer’s specified fasteners or equivalent is required.

Final Note

While each option has advantages and limitations, the selection should be based on the specific jobsite conditions, roof design and task requirements. Proper training, inspection and installation are essential for ensuring compliance and worker safety. For more specific information, visit www.osha.gov/ fall-protection.

Interested in obtaining workers’ comp insurance? Contact Alexis at BrightFund by phone at 800-7673772 ext. 206 or by email at alexis@brightfund.com.

U.S. POSTAL SERVICE STATEMENT OF OWNERSHIP, MANAGEMENT, AND CIRCULATION (Required by USC 3685) 1. Publication title: Florida Roofing Magazine; 2. Publication No. 2472-8705; 3. Filling Date 10/1/2025; 4. Issue Frequency: monthly; 5. Number of Issues: 12; 6. Annual Subscription Price: $0; 7. Complete Mailing Address of Known Office of Publication: 3855 N. Econlockhatchee Trail, Orlando, FL 32817; 8. Complete Mailing Address of Headquarters or General Business Office of Publisher: 3855 N. Econlockhatchee Trail, Orlando, FL 32817; 9. Full Names and Complete Mailing Address of Publisher, Editor and Managing Editor: Florida Roofing and Sheet Metal Contractors Association Inc., 3855 N. Econlockhatchee Trail, Orlando, FL 32817; Publisher: Lisa Pate, Florida Roofing and Sheet Metal Contractors Association Inc., 3855 N. Econlockhatchee Trail, Orlando, FL 32817; Editor: Lisa Pate, 3855 N. Econlockhatchee Trail, Orlando, FL 32817; Managing Editor: Lisa Pate, 3855 N. Econlockhatchee Trail, Orlando, FL 32817; 10. Owner: Florida Roofing and Sheet Metal Contractors Association Inc, 3855 N. Econlockhatchee Trail, Orlando, FL 32817; 11. Known Bondholders, Mortgagees, and Other Security Holders: None; 12. Tax Status-The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes: Has Not Changed During Preceding 12 Months; 13. Publication Title: Florida Roofing Magazine; 14. Issue Date for Circulation Data Below: October 1, 2025; 15. Extent and Nature of Circulation: 15a. Total Numbers of Copies: Average No. Copies Each Issue During Preceding 12 Months: 5,000; 15a. Number of copies of Single Issue Published Nearest Filing Date: 5,000; 15b. Legitimate Paid and/or Requested Distribution: b.1. Outside-County Paid/Requested Mail Subscriptions Stated on PS Form 3541: None; b.2. In-County Paid/Requested Mail Subscription Stated on PS Form 3541: None; b.3. Sales Through Dealers and Carriers, Street Vendors, Counter Sales, and Other Paid or Requested Distribution Outside USPS: None; b.4. Requested Copies Distributed by Other Classes of Mail Through the USPS: None; c. Total Paid and/or Requested Circulation: 5,000; 15d. Nonrequested Distribution; d.1. OutsideCounty Nonrequested Copies included on PS Form 3541: None; d.2. In-County Nonrequested Copies Included on PS Form 3541: None; d.3. Nonrequested Copies Distributed Through the USPS by Other Classes of Mail: None; d.4. Nonrequested Copies Distributed Outside the Mail: None; e. Total Nonrequested Distribution: None; f. Total Distribution: 5,000; g. Copies Not Distributed: None; h. Total: 4 None; i. Percent Paid and/or Requested Circulation: 100%; 16. Electronic Copy Circulation; a. Requested and Paid Electronic Copies: None; b. Total Requested and Paid Print Copies + Requested/Paid Electronic Copies: None; c. Total Requested Copy Distribution + Requested/ Paid Electronic Copies: None; d. Percent Paid and/or Requested Circulation: None; 17. Publication of Statement of Ownership for a Requestor Publication is required and will be printed in the October issue of this publication.

Kevin Callans, President, Crowther Roofing and Sheet Metal of Florida, Inc., Ft. Myers

Kevin has worked at Crowther Roofing for 31 years. The company joined FRSA as a member in 1978.

How did you get started in the roofing industry? My father was the CFO of Crowther for 35 years, brought me to work in the summers and winters starting when I was 14 years old. When I graduated college, I started working at Crowther until I could find a better job. I’m still looking for the better job!

What’s your favorite part of the job? The people I’m able to work with. We have so many people that have 10 or 20-plus years that work for the company – it’s a real team atmosphere.

What’s the most unusual roofing project that you’ve been a part of? Replacing roofs that were installed or reroofed previously is always interesting but the most interesting was a maintenance project that occurred semi-annually for a number of years. It was an aluminum-clad SBS dome roof and the owner wanted the seams painted aluminum. We performed the work wearing socks and lifelines. Probably not up to OSHA standards now.

What is your job? I am the President of Crowther Roofing, meaning I am involved in all aspects of the business but mainly in the estimating, operations and insurance side of the business. This is always first and foremost a people business.

How do you define success? Our accountants and partners would say with revenues and margins but the pride in performing good work and and having a place that people are proud to work at is the measure of success I grade myself and the company on.

What inspired you to join FRSA? We’ve been a member since 1978 but the community and the pride of being involved with a nation-leading organization has kept us in it.

What do you personally find most rewarding about being involved in FRSA? The quality of people involved with FRSA and the professional organizations that are also part of the group. It is an honor to be included in such a respected Association.

What advice would you give to someone interested in joining the roofing industry? No matter what happens in the world’s economy, one of the most critical needs any person has is a roof over their head for their home or business. The roofing industry may not be flashy but it is steady and always fast-paced.

What do you consider a waste of time? Meeting to have more meetings where nothing productive comes from them. I also can’t stand when people are unprepared for meetings or even for discussions.

What’s your favorite vacation? Anytime spent with family wherever, preferably with a golf course nearby – but if I’m with family, life is good.

What’s your favorite pastime activity? I am a huge fan of all sports but have gravitated toward golf recently. Where is your ideal place to live and why? I visited my aunt, uncle and cousins in New Zealand and loved it there. One day, that would be a great place to reside. What would surprise others to learn about you? I’m a pretty open book and easy to figure out. Outside of that, I’m a huge dog lover.

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