September 2020 by Florida Roofing Magazine

Florida

September 2020

ROOFING A Publication of FRSA – Florida’s Association of Roofing Professionals

Roof Drainage System Considerations FRSA Executive Committee and Board of Directors Cybersecurity Risks and Protection Convention by the Numbers

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30 | FRSA Executive Committee and Board of Directors

Contents

FRSA-Florida Roofing Magazine Contacts: For advertising inquiries, contact: Kelsey Oâ&#x20AC;&#x2122;Hearne at: kelsey@floridaroof.com (800) 767-3772 ext. 127

22 | Convention by the Numbers

All feedback including Letters to the Editor and reprint permission requests (please include your full name, city and state) contact: Lisa Pate, Editor, at: lisapate@floridaroof.com (800) 767-3772 ext. 157 Florida Roofing Magazine, PO Box 4850 Winter Park, FL 32793-4850

24 | Roof Drainage System Considerations Part 2

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32 | Cybersecurity Risks and Protection

#RoofingProtects

34 | Ventilation Under Tile Roofs 38 | Advances in Asphalt Shingle Technology

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September 2020

Any material submitted for publication in Florida Roofing becomes the property of the publication. Statements of fact and opinion are the responsibility of the author(s) alone and do not imply an opinion or endorsement on the part of the officers or the membership of FRSA. No part of this publication may be reproduced or transmitted in any form or by any means, without permission from the publisher. Florida Roofing (VOL. 5, NO. 09), September 2020, (ISSN 0191-4618) is published monthly by FRSA, 7071 University Boulevard, Winter Park, FL 32792. Periodicals Postage paid at Orlando, FL. POSTMASTER: Please send address corrections (form 3579) to Florida Roofing, PO Box 4850, Winter Park, FL 32793-4850.

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PRESIDENT’S COLUMN Adam Purdy, CPRC

“Uncertainty is a permanent part of the leadership landscape. It never goes away. Where there is no uncertainty, there is no longer the need for leadership. The greater the uncertainty, the greater the need for leadership. Your capacity as a leader will be determined by how well you learn to deal with uncertainty. My enemy is not uncertainty. It is not even my responsibility to remove the uncertainty. It is my responsibility to bring clarity into the midst of the uncertainty. As leaders we can afford to be uncertain, but we cannot afford to be unclear. People will follow you in spite of a few bad decisions. People will not follow you if you are unclear in your instruction. As a leader you must develop the elusive skill of leading confidently and purposefully onto uncertain terrain. Next generation leaders must fear a lack of clarity more than a lack of accuracy.” — Andy Stanley We are the leaders of FRSA, leaders of the roofing industry, leaders of our communities, leaders of our families: and we must bring clarity to those we lead during these uncertain and ever-evolving times. As FRSA’s 99th President, I will make it my goal to clearly communicate FRSA’s direction and plans as we implement them over this next year. We have been forced to make another incredibly tough decision for FRSA and another first as well. The Fall Board and Committee Meetings that were scheduled to take place October 1-3 in my beautiful hometown of Pensacola Beach have now been rescheduled to take place virtually. We will be using the GoToMeeting platform and the meetings will be scheduled so that they do not overlap, giving everyone the opportunity to participate in each meeting without worrying about scheduling conflicts. One thing that is certain and that we can celebrate is the completion of FRSA’s new Headquarters building. Over the past eight years, FRSA’s outside CPA firm has stressed the need for the Association to take reserve account funds and use them to purchase a building that would benefit the membership. We’ll be pleased to inform him this year, during our annual audit, that we took his advice and funded a new facility that houses the Association, Service Corp, Education and Research Foundation, Credit Union and a training center. Not only were we able to accomplish this task within eight months, we were also able to fund the entire project and will not have a mortgage. FRSA was able to do this in part by the generous donations made from the following member companies: ■ Petersen | PAC-CLAD

■ Arkema and Bostik ■ Eagle Roofing Products ■ APOC ■ Triangle Fasteners ■ AMSI ■ ABC Supply Co. ■ Sherwin Williams I would be remiss if I did not thank Charlie Kennedy who chaired the Building Committee over the past four years as we looked for a new place to call home. FRSA President Adam Purdy, CPRC Great job, Charlie! President, Edwards Roofing Co. Getting back to leadPensacola, Fla. ership, I would like to encourage each of you to bring clarity to your teams and to over communicate during this time of uncertainty. Whether you are aware or not, someone is watching you and waiting for your direction and leadership. You are a leader. Rise Up.

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FRSA LEGAL COUNSEL Cotney Construction Law

Hurricane Season During a Pandemic: How Construction Companies Can Prepare Trent Cotney, Cotney Construction Law Ironically, during a pandemic, experts have predicted that 2020 will be an “above-normal” hurricane season. In the days before a hurricane, residents of high-risk areas may find themselves subject to evacuation orders. Many people travel north to other states, while others flee to shelters. It seems likely that COVID-19 is an added threat to the panic that a major hurricane brings. The National Oceanic and Atmospheric Administration (NOAA) predicted as many as six major hurricanes this year. A major hurricane is classified as a Category 3 or higher, with winds over 111 miles per hour and guaranteed to bring significant destruction and possibly death. As a result, Florida’s roofing contractors should prepare in advance. Preparing for a storm on a construction site includes protecting stored supplies and materials, covering building openings, lowering cranes and securing equipment. We recommend inserting a provision in your contract which requires the customer to pay for the additional costs associated with securing materials and equipment before a hurricane: Customer shall pay Roofing Contractor for any

FLORIDA ROOFING | September 2020

costs associated with demobilization, remobilization and securing materials and equipment as a result of a hurricane or high wind event. The key to hurricane preparedness is understanding the construction site’s risk and exposure to wind damage. A company should have a written hurricane preparedness plan to distribute to every team member. The document should make clear who is responsible for what in the event of a major storm. The plan should also include information on emergency resources, contact information for suppliers and vendors, as well as customers who might need to be notified about storm damage. Roofing contractors should invest in safe and secure storage. Important project and financial documents need to be kept safe from water and wind damage. We recommend switching to a secure cloud-based, paperless platform. If the construction zone is in an area that is likely to require evacuation, storing documents and equipment in an off-site building might be the safest option. Roofing companies should also have a plan for items such as scaffolding and signs. These items might be affected during a hurricane and should be properly secured prior to the storm’s arrival. Further, certain materials such as flammable or hazardous chemicals need extra care in advance of a storm (including specific storage and ventilation requirements). In the event the owner will not

allow the roofing contractor to secure the site, consider following up with an email that states:

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Despite us warning you of the possibility of wind-borne debris and damage caused by our stored materials and equipment on site, it is our understanding that you do not wish us to secure the job site. Accordingly, you are assuming the risk of any liability or damages caused as a result of same. Finally, OSHA has prepared an informative and useful tool for natural disaster response methods. The preparedness page on the OSHA website outlines the warnings used for hurricanes and contains inforFRSA Credit Union | 407-657-7212 mation on creating evacuation plans and supply kits. In addition, to the extent possible, roofing contractors should continue to follow local information does not constitute legal advice nor should and CDC guidelines for COVID-19 including social dis- it be relied upon as legal advice for your specific factual pattern or situation. tancing and wearing of face masks when appropriate. Trent Cotney, CEO of Cotney Construction Law is It is likely to be a record-breaking hurricane season. an advocate for the roofing industry, Board Certified Roofers should begin preparing now to eliminate as in Construction Law in Florida and General Counsel much risk as possible. FRM of FRSA. For more information, contact the author at 866-303-5868 or go to www.cotneycl.com. Authors Note: The information contained in this article is for general educational information only. This

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Industry Updates Nicole Eisenhardt Named Tecta Senior Vice President of Service

Tecta America announced that Nicole Eisenhardt has been promoted to Senior Vice President of Service effective immediately. Eisenhardt has 15 years of increasingly significant management experience at Tecta, most recently as Vice President of Service. She will be taking over the position from Lindy Ryan, who transitioned to the Vice President of Leadership and Development. Eisenhardt attained her Florida State Certified Roofing Contractor license in 2016 and has a master’s degree from DePaul along with her SPHR and LEED AP credentials, as well as her Master Trainer status from NCCER. Eisenhardt has worked closely with Tecta’s Operating Units for many years to provide direction and assistance to Tecta’s service operations across 75-plus locations around the country. She knows the service business from the ground up, having led Tecta’s Central Florida service business for many years before her current role. In addition, Eisenhardt has been a driving force behind Tecta’s industry-leading leadership and development programs across a broad spectrum of Tecta management and workforce participants. Dave Reginelli, Tecta President and CFO said, “Nicole is exceptionally well prepared to lead Tecta’s Service business nationwide and we couldn’t be more pleased she will be stepping up to the Senior Vice President role.”

Coastal Roofing Supply Names Jerry Diamond Strategic Account Executive

“Jerry is an outstanding addition to the team and brings a wealth of knowledge and experience to the table,” said Coastal Roofing Supply President Greg Yarmesch. “His proven leadership skills and first-class reputation will be instrumental in helping us enhance and expand our business model.” “I am fortunate to be joining such a respected company and excited about the opportunities here at Coastal Roofing Supply and US LBM,” said Diamond. “I am looking forward to working with the leadership team to ensure continued growth and success.”

ABC Supply Co. Inc. Names 28 New Managing Partners

Twenty-eight branch managers at ABC Supply Co. Inc., a leading distributor of roofing and select exterior and interior building products, were recently promoted to managing partners. In the new role, they will provide senior management with feedback on various topics as part of ABC Supply’s National Branch Advisory Board. To be selected as a managing partner, branch managers must meet rigorous requirements in the following areas: associate development, customer satisfaction, branch performance, safety compliance and excellence in overall business practices. “Our managing partners represent ABC Supply’s best and their knowledge and leadership help to make sure that we continue to succeed,” said Keith Rozolis, ABC Supply’s President and Chief Executive Officer. “Each of these managers goes above and beyond to support our associates and our customers.” This year’s managing Florida partners are as follows:

Coastal Roofing Supply, a division of leading nation■ Felicia El Hassan, Miami al building products distributor US LBM, has named ■ Matthew Lynskey, W Palm Beach Jerry Diamond Strategic Account Executive. Diamond ■ Chris Muncy, Clearwater joins Coastal with over 20 years of commercial and residential roofing industry experience and a strong ■ Brad Roberts, Sarasota understanding of the Florida markets. ■ John Kelley, Pensacola In his new role, Diamond will create strategies to increase sales and profitability through the development ■ JT Thomason, Tallahassee of new accounts and the growth of existing customThe new managing partners will continue to suers. He will also assist with the implementation of new pervise their respective branches while taking on market strategies and initiatives. the additional responsibility of participating on the 8

FLORIDA ROOFING | September 2020

National Branch Advisory Board. Those interested in learning more about career opportunities at ABC Supply, such as delivery driver, inside sales associate and outside sales representative, can visit careers.abcsupply.com.

Reed’s Metals Merger with Oakland Metal Buildings Expands Portfolio

Reed’s Metals, Brookhaven, Miss., announced a merger with Oakland Metal Buildings. The combined company will adopt the name of Reed’s Metals. The name represents the company’s unified commitment to effectively serve customers and communities across the Southeastern US. Reed’s Metals will support a comprehensive product portfolio with nine locations including two ISA Certified Metal Building plants located in Florence, Ala. and Brookhaven, Miss. Reed’s Metals will offer the same metal buildings previously offered by Oakland Metal Buildings, with more locations to support customers’ goals and growth strategies.

Stanley Bastek Named Atlas VP of Sales & Marketing, Shingle & Underlayment Division as Kirk Villar Retires

Atlas Roofing Corporation, one of the nation’s leading building materials manufacturers, is excited to announce Stanley Bastek as the new Vice President of Sales & Marketing for its Shingle and Underlayment Division. Bastek first began his career at the Atlas corporate headquarters 14 years ago. The appointment comes as Kirk Villar, Vice President of Sales & Marketing, announces his retirement after 22 years with Atlas. “One of the things I wanted to do is leave the company better than when I started and at a time when we were doing extremely well. I am excited about where Atlas is headed, and now look forward to exciting times where my wife and I get to go do some things that we’ve been wanting to do.” “Both Kirk and Stan have played pivotal roles at Atlas. It’s tough to lose Kirk. He lives and breathes Atlas and has invested so much into this company,” says Ken Farrish, President of Atlas Roofing. “That said, there is no better time to make the transition. Our business is in a really good place and we are positioned for success with Stan as the new VP.” The success of Atlas has come part and parcel with the leadership displayed by both. While Bastek is credited with establishing the Atlas Shingles & Underlayment Division as a contractor focused marketing force, Villar made several strategic decisions over the last ten years, partnering with 3M and Scotchgard, changing to the HP42 Technology shingle format and investing in sales team development; all of which has positioned Atlas for success in the years to come. A graduate of the University of Michigan, Bastek also earned his MBA from Shorter University in

Georgia. He began his career at the Atlas Roofing corporate office as an administrative assistant, working his way through the marketing and sales management ranks to his most recent position of National Sales Director. “Probably like a lot of people, I had no intentions of getting into the construction industry, largely because I was not exposed to it growing up. I can tell you from first-hand experience that this is a great industry for people to build a career and I will continue Atlas’ leadership with a focus on developing great people.”

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FRSA LEGISLATIVE COUNSEL Chris Dawson

Where Are They Now? Tracked Bills of the 2020 Session In the midst of all the government action taken to combat COVID-19, it is easy to forget the major policy initiatives that dominated the 2020 regular session of the Florida Legislature. This year, a host of policy bills whirred around Tallahassee, ranging from deregulation of professions to construction defect reform. Let’s take a brief look back at some of the top bills FRSA tracked and do a government affairs edition of “Where are they now?”

HB 295 Construction Defects by Rep. David Santiago (R-Deltona)

For the last several years, the legislature has attempted to pass construction defect reform legislation – without success. This year’s iteration of that effort saw several HB 1193 Deregulation of Professions bills filed, but it was HB 295 and Occupations by Rep. Blaise Ingoglia that made its way through (R-Spring Hill) and Sen. Ben Albritton the committee process. (R-Bartow) The bill took on many HB 1193 was a top priority for the DeSantis adminisforms and was heavily tration heading into the 2020 regular session. Florida amended during session, but it ultimately fell short Department of Business and Professional Regulation before reaching the House floor. Companion efforts in (DBPR) Secretary Halsey Beshears and his team took the Senate failed to garner a committee hearing, likely the lead on this major reform bill aimed at cutting due to the lack of clear direction on the effort and governmental red tape and streamlining processes sparring interests within the industry. for professional licensure. FRSA engaged with the So where is it now? For 2020, the bill and related Governor’s team, DBPR legislative affairs and the bill efforts are dead and the House sponsor, Rep. David sponsors to make sure that industry licensure was Santiago, will not return to Tallahassee next year due protected in the bill, particularly requirements for com- to term limits. However, it is likely that we will see a petence in Florida codes and standards. construction defects reform effort percolate yet again So where is it now? HB 1193 passed the legislature in the coming months as we head towards the 2021 on March 12 and was signed into law by the Governor regular session. With the legislature eyeing potential on June 30. The bill took effect on July 1. tort reform in 2021, it is possible that some of the effort for construction defect reform may wind up in a HB 101 Public Construction (Retainage) by larger legislative package next year.

Rep. Alex Andrade (R-Pensacola) and Sen. Ed Hooper (R-Palm Harbor)

Retainage reform returned to the legislature in 2020 following a very narrow miss during the 2019 session. HB 101 streamlines retainage on public construction projects in Florida to a flat 5 percent rate for the duration of the project life cycle. The bill sailed through the legislature, where it received unanimous support in every committee and during floor votes in the House and Senate. It passed on February 26. So where is it now? Due to the disruption of COVID-19, HB 101 has yet to be transmitted from the legislature to the Governor for executive action. (With an effective date of October 1, 2020, the bill still has time and other bills with earlier effective dates have been prioritized.) It is widely expected that Governor DeSantis will sign the bill.

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Manny Oyola, Jr. Wins Enthusiasm Award The Bieler “Enthusiasm Gets It Done” Award, was established in 1994 by Bill Bieler, Bieler Roofing Supply. The award annually recognizes an individual with spirit, passion and drive for FRSA or, as the award so aptly states, enthusiasm. This year’s award winner was an easy choice. Since his first involvement with FRSA in 2006, Manuel “Manny” Oyola, Jr., Eagle Roofing Products Florida LLC, Boca Raton, has emulated exactly what the Bieler family had in mind when they established the award. Like so many others, sometime during the mid-twentieth century, a father moved his young family from Puerto Rico to New York City. The family included a son, Manny, who was raised in a multi-ethnic neighborhood where he developed a love for Italian food and, of all things, opera. We at FRSA are most fortunate that the son found his way to the roofing industry in Florida. Family is the most important aspect of Manny’s life. Over the years, he and wife Arlene have raised four children and seven grandchildren he has affectionally dubbed “the terrorists.” Manny’s love for his family is evident to any who have had the opportunity to discuss anything important with him. But his love for young people goes beyond his family as he volunteers to work with disadvantaged youth in his area, taking them on hunting and fishing trips regularly. Manny began his Florida career as a roofing contractor in South Florida in the 1980s. His company worked as a licensed sub for many large contractors during those years. After many years as a licensed roofing contractor, he shifted focus and established a career in the roof tile manufacturing arena, where he has worked since. With the support of Eagle Roofing

Products, Manny has worked tirelessly to educate the roofing industry. Since he became actively involved with FRSA he has made quite an impression on FRSA staff and everyone he has served with in the Association. He is also active at the local level, where he is a Past President of the Palm Beach Roofing and Sheet Metal Contractors Association, as well as a member of the Palm Beach County Board of Adjustments and Appeals. His passion for the industry is just another aspect of the enthusiastic way he approaches life. Manny is an FRSA Honorary Member and past winner of the Earl Blank Memorial Heart Award. He is Chairman of the Codes Subcommittee whose members volunteer a tremendous amount of time reviewing and proposing code modifications during each code renewal cycle. He is a regular attendee at Florida Building Commission and Roofing Technical Advisory Committee meetings where his input on roof tile items is invaluable. His knowledge of all things tile is well known throughout the industry. Manny has been a positive presence at industry meetings and functions for many years. For his undying support, FRSA is proud to present Manny Oyola, Jr. the 2020 “Enthusiasm Gets It Done” Award. Congratulations, Manny!

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FLORIDA ROOFING | September 2020

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Bruce Manson Awarded Life Membership The qualifications for FRSA Life Membership include being an FRSA Past President and member for at least 25 years. Bruce Manson founded Manson Roofing Inc. in Bradenton in the mid-1970s, has been a member since 1985 and served as FRSA President in 2019. Bruce was born in Wisconsin and moved to Bradenton at the tender age of two, where he has lived ever since. He is the second of five children, four of whom are boys, so Mrs. Manson must have had her hands full. He graduated from Bradenton High School and attended Oglethorpe University and St. Leo College, where he had the great fortune to meet Barbara, his future bride. Many contractors struggle at the beginning of their careers and Bruce was no different. He and Barbara worked together from the beginning and there are stories told of Barbara driving around doing bill collections in the old family station wagon with a baby on her hip! Bruce’s entrepreneurial spirit has guided the company’s growth from that point until today and Manson Roofing Inc. is one of the most successful and well-respected companies on Florida’s Gulf Coast. Along the way, Bruce and Barbara raised five great kids together and are now the proud grandparents of two more. We’ve been told that the grandchildren believe Bruce walks on water and that he spoils them as only a loving grandparent can.

Bruce has led an active life outside of running his company. He has served his Affiliate, the SarasotaManatee Roofing and Sheet Metal Contractors Association (SMRSMCA), as President and is involved in numerous other community groups ranging from the local Better Business Council to the Bradenton Board of Art League. Bruce chose Our Daily Bread of Bradenton, a personal favorite, for his Charity of Choice during his year as FRSA President. He is an avid golfer, playing as often as he can and enjoys an occasional day of fishing. Bruce has served on FRSA Committees and the Board of Directors for over twenty years. He is generally soft spoken, but members and FRSA staff have learned over the years that what he says is worth listening to and that he always adds to whatever topic is being discussed. Bruce Manson not only qualifies for Life Membership; he has earned it. Congratulations, Bruce!

FRM

Life Membership Awarded to Billy Cone Many of Florida’s prominent roofing contractors are from somewhere other than our great state. This includes William “Billy” Cone who was born and raised, along with three sisters, in Oklahoma. He grew up in a blue-collar environment and worked in oil fields as a rigger during his younger years. He also learned quite a bit about roofing as a second occupation. In 1988, Billy moved to Florida and started his sunshine state career working for Best Roofing in Ft. Lauderdale. After cutting his teeth on South Florida roofing, he left Best Roofing and started RoofTech Roofing and Sheet Metal, a South Florida mainstay since its founding. During those same years, Billy became involved with FRSA as a valuable member on several committees, but most importantly, on the FRSA Codes Committee. There were very few contractors in the state who had the range of knowledge on the roofing code that Billy did during the years he was active with the Association. He was always a willing volunteer on the FRSA Code Subcommittee that spent countless hours every year on code modifications and making sure the Florida Building Code is as contractor-friendly as possible. He was FRSA’s “eyes and ears” at International Code Council meetings for many years. He would sometimes attend all ten days of those meetings,

including some long 14-hour days, making sure he didn’t miss anything that would affect roofers in Florida. Rare dedication indeed. He also served on the Roofing Technical Advisory Committee of the Florida Building Commission for many years, where he was happy to share his knowledge with anyone. Billy’s leadership qualities led him to be nominated for the FRSA Executive Committee where he served as President in 2007. In 2009, his service was further recognized by the FRSA membership with the presentation of the Campanella Award at the Association’s Annual Convention. Billy was joined on stage by wife, Lynn, his three children and his grandchildren for the well-deserved recognition. Essentially retired now, Billy and Lynn spend most of their time on the family farm in Kentucky. By vote of the FRSA membership, Life Membership is now another honor the Association would like to bestow. Congratulations, Billy!

FRM

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Angela Bryans Becomes FRSA’s Newest Honorary Member Someone must be first at everything. New Honorary Member Angela Bryans fit the bill when she became the first woman trustee of the FRSA Self Insurers Fund in the early 1990s and served in that position for eight years. Her company prior to retirement, A Bartlett Roofing in Gainesville, was an SIF member for the last thirty years they were open. A spotless safety record must have factored into her selection as the person to break the gender barrier among the Board of Trustees. That and the fact that she is one sharp lady who knows her business. Originally from Miami, she and husband Bill, who were high school sweethearts, attended the University of Florida at the same time. Gainesville obviously got in their blood as they completed school, but never left. Like many young people, Angela and Bill initially struggled to find their way but found their niche when a local roofing company was being sold and they took the plunge. Learning the roofing business on the fly is never easy, but that is just what the young couple did at the beginning. A successful roofing contracting business with a stellar reputation in North Florida was the result. Angela was very involved in the roofing industry. She is a founding member of FRSA Affiliate, North Central Florida Roofing and Sheet Metal Contractors Association (NCFRSA) where she has been a President and officer multiple times, along with being the NCFRSA Affiliate Representative on the FRSA Board of Directors. She served as FRSA’s First Lady during

the 1992-1993 year and has also served on several FRSA committees over the years including Membership and Convention. She also served on a couple committees that are now inactive: the Drug Awareness and Internet Committees. The FRSA Educational and Research Foundation has benefited from the Bryans’ generosity through an Endowment Fund pledge and Silent Auction donations over the years. Angela and Bill have also been known to give Florida vs. Florida State football tickets to FSU friends, even though they bleed orange and blue. Keeping sporting events in perspective is not easy for everyone, but the Bryans make it seem effortless. The Association has grown into the successful organization it is today through the diligence and efforts of dedicated volunteers like Angela. FRSA and the roofing industry are better for her involvement. Honorary Membership is thereby in order and an expression of our gratitude for her years of involvement. Congratulations, Angela!

FRM

Tom Gans Awarded Honorary Membership When FRSA was preparing to sell the Winter Park building it occupied from 1981 to 2014, FRSA leadership needed to have sound knowledge on the current state of the building’s roof before prospective buyers did. While there were (and are) hundreds of FRSA members qualified to give a reliable opinion of the roof’s condition, one name was foremost in the minds of FRSA staff, Tom Gans, TCG Roof Inspections, Tampa. Tom drove from Tampa to the building one day, spent some time on the roof and then gave FRSA his report. It indicated a few minor repairs needed to be done before selling but nothing major as had been feared. The building was placed on the market after Tom’s suggested repairs were completed and sold for $200,000 more than the FRSA Board had authorized as acceptable! And yes, Tom, it is too late to ask for a cut. Tom was born in Ohio and grew up in Winchester, Va. He attended National Business College in Roanoke

and eventually found his way to Florida. Tom’s roofing career has, like many, touched different facets of the industry. He was a Koppers sales representative, an employee of Milbrand Roofing in Miami and a contractor partner in Gulfstates Industries in New Port Richey. After selling his interest in the roofing company, he started TCG Roof Inspections, now a fixture in the Tampa roof consulting community. He was very fortunate to end up in the Tampa Bay area because it was there that he met his lovely wife, Donna. They have two children and a granddaughter, which is probably why Tom’s favorite Continued on page 17

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Trent Cotney Earns Memorial Heart Award The Earl Blank Memorial Heart Award is given each year to an FRSA associate member who most exemplifies the giving nature that the late Mr. Blank was known for in his work with the Association. The award criteria seem almost created for FRSA Legal Counsel Trent Cotney, Esquire who is proudly presented with this year’s award. Trent has been an active FRSA member for almost twenty years. He not only serves as Legal Counsel for the FRSA, but also for NRCA and multiple other roofing organizations. In meetings, he is known to keep his opinions close to the vest unless an issue is raised that he feels FRSA needs his input on. When he addresses a committee or the FRSA Board of Directors, a hush falls over the room as his words always carry a lot of weight. Trent’s strong desire to give back has been shown in different ways at FRSA. He is beyond a generous counsel when dealing with Association legal matters and has established and fully funded a Governor Level Endowment through the FRSA Educational Foundation. He also directly funds a $2,000 scholarship payment for a deserving student each year through the Foundation Scholarship program. In addition, Trent funds a scholarship at his high school alma mater each year. What can you say about someone who is as obviously talented and caring as Trent Cotney? He is both intelligent and down to earth. He has a heart of gold and the desire to show it. Trent is a truly savvy

entrepreneur who has grown his firm, Cotney Construction Law into THE national law firm representing the interests of the roofing industry. He is a renowned speaker with the ability to put difficult concepts into laymen’s terms. All, and more, are true. Trent is familiar to most FRSA members and to all who are active in the Association. For those that know him well, here are a couple of interesting facts to share. Trent comes from an old Florida family and has a blue-collar blood line. His family owned a hardware store in the Jacksonville area where Trent grew up. He attended Vanderbilt University where he achieved the rare distinction of “Double Commodore,” completing both his undergraduate and law degrees at the school. As noted, he likes to give and two of his favorite causes are dogs and veterans. The Humane Society and Black Dagger, a Tampa area group that engages and treats vets with PTSD, are both huge beneficiaries of his generosity. Earl Blank would be proud. Congratulations, Trent!

FRM

Kaethe Schuster Earns Charlie Raymond Membership Award Kaethe Schuster is originally from the great state of Michigan where she grew up enjoying all things outdoors. She attended Northwood University where she earned a BBA in Business and Marketing. It was also at Northwood that Kaethe met her husband, Jeff. The Dow Chemical Company made a wise decision in 1999 when they hired Kaethe to work in their Customer Service Department where she quickly rose to Operations Management. As her career progressed, she and Jeff relocated to some familiar Dow company towns, Marietta, Ga. and Wilmington, Ill., as part of the acquisition of Flexible Products by Dow. Kaethe has remained in the spray foam market ever since. In 2007, Kaethe returned home to Michigan to 16

FLORIDA ROOFING | September 2020

take on the role of Product Manager for Dow’s spray foam line. She was named Marketing Director for the line in 2010 where she orchestrated significant growth of the spray foam division. Over the course of her career, she has received multiple sales awards for exceptional performance within the Dow and Dupont organizations. We’re told that those awards are in recognition of her outstanding drive, talents and

Tom Gans, continued from page 14

dynamic personality. We are fortunate that Kaethe and Jeff relocated to Ponte Vedra Beach in 2015, where she took on her current role as Sales Director and transitioned the business unit to the new Dupont organization. She has been involved with FRSA since her arrival in Florida. She currently serves on the FRSA Codes and Membership Committees, where her input is valued. Kaethe is always looking for ways to promote FRSA membership to associate members and is known for not only coming up with good ideas, but for taking action to bring those ideas to fruition. Her can-do attitude is noticed by all who meet her and especially by the FRSA staff. When we spoke to Kaethe’s industry peers, the adjectives that were most used to describe her were “professional,” “honest” and “talented.” She still enjoys the outdoors whenever possible and, although the outdoors is considerably different in Florida than in Michigan, kayaking, biking and fishing remain free time interests. FRSA is proud to present the 2020 Charlie Raymond Membership Award to Kaethe Schuster for her efforts in expanding FRSA Associate membership and we are hopeful that this will be a working partnership for years to come. Congratulations, Kaethe!

thing is family get togethers. He also enjoys golf whenever he has the time, which is less often than he would like. Tom has volunteered with FRSA as a member of the Codes and Roof Tile Committees for many years, where his knowledge and experience are an important component of what the committee accomplishes – and they accomplish a lot. Tom and Donna attend most FRSA functions and Tom especially enjoys the annual FRSA Convention. FRSA Honorary Members are nominated by the membership in recognition of their outstanding contributions to the Association. Tom Gans certainly meets the criteria and we are pleased to award him Honorary Membership. Congratulations, Tom!

FRM

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FRSA Educational Scholarship Recipients The FRSA Educational & Research Foundation awarded an unprecedented $30,000 in scholarships this year. The following recipients each received $2,000 toward college expenses. As part of the application, students were asked how a scholarship would benefit them.

Christina Ufland

Tom Walker Scholarship Christina will attend Florida Gulf Coast University focusing on Environmental Studies. “Receiving a scholarship would have a huge Benjamin Hepworth impact on my life. I’ve been Trent Cotney Scholarship accepted into my dream Ben will attend the University school and the only worry I of West Florida, focusing on have is financial. This school Business Administration. is far from home, so I will “Receiving a scholarship will need housing on campus. A allow me to focus on pursing scholarship would allow me to continue my education a degree while accruing less without a lifetime of debt.” Christina’s parents are financial burden and debt. Chris and Susan Lee, FRSA Credit Union, Orlando, and I would like to be financialJohn Ufland. ly independent from my parents and a scholarship Benjamin Hellein will assist me as I transiRob Springer Scholarship tion to this next stage.” Ben’s parents are Randy and Ben will attend Florida Kim Hepworth and his immediate family includes State University exploring Grandfather FRSA Past President Bob Purdy, CPRC Entrepreneurial Studies as and Uncle FRSA President Adam Purdy, CPRC, well as data and research. Edwards Roofing Co. Inc., Pensacola. “Receiving a scholarship allows me to better focus Olivia Hepworth on my studies.” Ben’s parAustin Ebersold Memorial ents are John Hellein, FRSA Scholarship Educational Foundation Olivia will attend the Director, Orlando, and Robyn University of Southern Toohey. Mississippi, focusing on Public Health Administration. Desiree Alfrey “Receiving a scholarship Desiree will attend Stetson will allow me to focus on University, focusing on Health my studies and volleyball Sciences. “Stetson University while I continue to pursue is a very expensive school. my education independent Receiving a scholarship will from my parents’ financial help fund my college tuition support or having to take out loans.” Olivia’s parents and rooming and enable me are Randy and Kim Hepworth and her immediate to graduate without debt.” family includes Grandfather FRSA Past President Desiree’s parents are Walter Bob Purdy, CPRC and Uncle FRSA President Adam and Renee Alfrey, Alfrey Purdy, CPRC, Edwards Roofing Co. Inc., Pensacola. Roofing Inc., Melbourne. 18

FLORIDA ROOFING | September 2020

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Leslie Sims

Leslie will attend Stetson University, focusing on Construction Law and Political Science. “Stetson University is a very expensive private school and a scholarship will help me pay for books and housing, so I won’t have to take out student loans.” Leslie’s parents are Gina and Les Sims, CPRC, FRSA Secretary-Treasurer, Armstrong Roofing Inc., San Mateo, and her Grandfather is FRSA Past President Terry Turner, CPRC.

Rosezetta Johnson

Rosezetta will attend the University of Ft. Lauderdale, focusing on a Bachelor of Theology and Ministry degree. “A scholarship will be a big help to pay for at least one year of tuition towards my degree program.” Rosezetta works for Advanced Roofing, Inc., Ft. Lauderdale, and is the daughter of Ann Marie Longmore.

Tyler Carey

Tyler will attend Harvard University, focusing on Psychology and Neuroscience. “A scholarship will help me to further my education to be able to earn my PhD. I have dreams of one day being able to help people make changes to their lives. A scholarship will allow me to achieve my goals.” Tyler is the son of Brian and Susan Pratt, Furman Insurance, Pompano Beach.

Gabriella Massó

Gabriella will attend Florida Atlantic University, focusing on Architecture. “I have never been more passionate about learning than I am now in my second year of Architecture school. Not only will a scholarship help aid the cost of tuition, but it will give me more time to focus on my educational goals, rather than working in order to pay for it.” Gabriella’s parents are Alfredo Massó, Boundless Builders, Pompano Beach, and Jeannette Massó, GP Strategies, Dallas.

Alyssa Sims

Alyssa will attend St. Johns River State College, focusing on Respiratory Care. “I’m trying to pay for as much of my education as possible. Receiving a scholarship and working are the main ways for me to continue.” Alyssa’s parents are Gina and Les Sims, CPRC, FRSA SecretaryTreasurer, Armstrong Roofing Inc., San Mateo, and her Grandfather is FRSA Past President Terry Turner, CPRC.

Ashley Sexton

Ashley will attend Kirtland Community College focusing on Design and Construction. “A scholarship will provide me assistance for rent, food and tuition for school.” Ashley’s parents are Bob and Cheryl Mahoney, B & Z Custom Sheet Metal, Inc., Orlando. Bob is also an FRSA Past President. 20

FLORIDA ROOFING | September 2020

Alex Robinson

Alex will attend Florida Atlantic University, focusing on Business with an emphasis on Finance and Management. “A scholarship will be a tremendous help in offsetting the financial burden of going to college. It will allow me to focus my energy on studying and my degree and to relieve some of the financial stress of earning a Master’s degree.” Alex’s parents are Richard and Lori Robinson, Crown Roofing, Sarasota.

Luke Stersic

Luke will attend Florida State University, focusing on Criminology. “Money from a scholarship will help me pay for college expenses from tuition to rent. I am one of four children and there will be two of us in college at the same time, so I’m trying to contribute toward the expense.” Luke’s parents are Chris and Lisa Stersic and his immediate family includes Grandfather FRSA Past President Bob Purdy, CPRC and Uncle FRSA President Adam Purdy, CPRC, Edwards Roofing Co. Inc., Pensacola.

Cody Fowler

Cody will attend Stetson University, focusing on a Bachelor of Science degree. “A scholarship will allow me to continue my education at Stetson and receive my degree alongside my fellow classmates that have been my support system, without having to transfer to another school. I will maximize my college experience by expanding my volunteer opportunities and internships.” Cody’s parents are Tim and Teresa Fowler, Dal Mar Roofing Industries, Inc., South Daytona.

Matthew Stersic

Matthew will attend the University of Mississippi, focusing on Accounting and Economics. “I have other siblings that are or will be attending college within the next five years and a scholarship will assist me with the significant costs of going to college out of state. I’m taking additional courses working toward a double major and plan on attending law school.” Matthew’s parents are Chris and Lisa Stersic and his immediate family includes Grandfather FRSA Past President Bob Purdy, CPRC and Uncle FRSA President Adam Purdy, CPRC, Edwards Roofing Co. Inc., Pensacola.

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Convention by the Numbers Lisa Pate, FRSA Executive Director Each September, Florida Roofing magazine includes information about and a recap of FRSA’s Annual Convention and Expo. Since the event was not held this year, staff came up with various ways to recognize those incredibly generous exhibitors and sponsors who supported us by allowing us to keep their funds already paid or to roll them over to the 2021 Convention and Expo. With them in mind, we created an Expo Guide that included all things Convention and Expo related and mailed the guide to over 10,000 licensed contractors in Florida. We utilized social media and email blasts to highlight much of the same information. Classroom seminars were converted to online seminars and the

Annual Business Meeting was held via GoToWebinar. The Educational Foundation’s Silent Auction was converted to an online bidding platform, allowing us to extend our reach further than the Expo floor. It takes a full year to plan, budget, organize, sell, arrange vendors, secure hotel rooms and promote the Convention and Expo. Once FRSA decided to cancel the event and move items online, staff worked together and found new ways to meet the many challenges of essentially “undoing” Convention and reformatting everything within six weeks. Teamwork makes the dream work! Here are the numbers for Convention.

Exhibitors Generously Donated Their Booth Fees to FRSA

Florida

ROOFING FRSA Expo Guide presents

FRSA’s New Building Roof donated by

PAC-CLAD

FRSA 25 Square Challenge Instructions

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Visit the websites of these 25 exhibitors to answer the questions listed on the next page. Send your answers to all 25 questions by email to michelle@floridaroof. com. Answer at least 20 correctly and you’ll be entered into a drawing for the $1,000 prize!

FRSA 25 Square Challenge Rules

Contest is open to Florida roofing contractors and their employees. Exhibitors, manufacturers, distributors, suppliers and their employees are not eligible. Must be 18 or older to win. Limit one entry per person.

Exhibitors Listed in the FRSA Expo Guide

florida roofing and sheet metal contractors association florida roofing and sheet metal contractors association

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Given Away in the Educational Foundation Raffle. Congratulations, Adam Purdy, CPRC!

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$5,000

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Convention & Expo Sponsors Showcased Ads in the FRSA Expo Guide

www.dcsm.net

www.gulfcoastsupply.com

www.roofhugger.com

www.gulfeaglesupply.com

www.amflashings.com

www.sun-tek.com

www.duro-last.com

www.rooferscoffeeshop.com

www.ohagin.com

www.atlasroofing.com

www.tamko.com

www.epilay.com

www.floridaroof.com

www.geocelusa.com

www.pac-clad.com

www.atticbreeze.net

www.tileroofing.org

www.estimatingedge.com

www.soprema.us

www.reedsmetals.com

www.certainteed.com

www.fibertite.com

www.steinel.net

www.rasfl.com

www.diroofseamers.com

Florida rooFing & Sheet Metal expo guide | w w w . F l o r i d a r o o F . c o m

Square Challenge Winner Patsy Hyslop, Fillingham Roofing & Sheet Metal

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rtainTeed C Ce e

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Companies Participated in the FRSA Square Challenge

To be eligible to win, entries must include the following information: Full name, company name, job title, phone number, email address and numbered answers to all 25 trivia questions. A minimum of 20 questions must be answered correctly. Incomplete entries or entries with more than five incorrect answers will be disqualified. For more information, please contact Michelle Ospina at michelle@floridaroof.com or 800-767-3772 ext. 100. Entries must be received by 5:00 pm on Friday, July 31, 2020.

$1,000 Grand Prize Winner Kelli Anderson Wood Springer-Peterson Roofing & Sheet Metal

Bids

Congratulations, S&S Roofing Systems, Inc. on winning the Shining Star Award!

Florida Building Code 7th Edition (2020) Roofing Related Changes FRSA-TRI Tile Manual 6th Edition Review

| BID | W FO U

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Bidders

Submissions to the 2020 S.T.A.R. Awards

Roofing Companies Received S.T.A.R. Awards.

TE NA

Raised

$30,000 48

During the FRSA Online Auction that Benefits the Educational & Research Foundation ! IN DATION N

Members and Staff Participated in FRSA’s Virtual Annual Meetings

Items Donated

UCATIONA ED

178 $26,800 265 913

C TIO N | J

in Scholarships Awarded to 15 deserving students from the Educational & Research Foundation

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$7,050 2 Raised for the 2020 Charity of Choice: The Spring of Tampa Bay

Members Recognized with FRSA Industry Awards Members Recognized with Life Membership Members Recognized with Honorary Membership

Industry Professionals Volunteered Their Time to Teach These Important Seminars

Industry-Specific CE Seminars Available Online Now at www.FloridaRoof.com

New Members Joined FRSA Since Last Year’s Convention

www.floridaroof.com | FLORIDA ROOFING

Roof Drainage System Considerations – Part 2 Mike Silvers, CPRC, Owner, Silvers Systems, Inc. and FRSA Director of Technical Services

When “Roof Drainage System Considerations – Part 1” (Florida Roofing, August 2020) ended, we had started reviewing scuppers. The core of that article stressed the importance of not reducing the size of any type of roof drainage. And not to do anything that can cause the roof to hold more water either during or after a rainfall than it was originally designed to hold. I also discussed how far we should have to go in bringing an existing building, which was built in compliance with the code when built, up to current code. Keep in mind that reroofing a building is a level 1 alteration and has a limited scope. Thankfully, we are not required to resize the drainage system to meet the most current code with each subsequent reroof. But what about some of the less obvious examples? Consider an existing building with parapet walls, internal primary drains and no provisions for secondary (emergency overflow) drainage (see picture 1 above). In these situations, several questions arise. First, is the roofing contractor required to add secondary drainage? I will try to answer that question after we review a few related code sections that apply.

Picture 1

1502.1 Definitions Scupper. An opening in a wall or parapet that allows water to drain from a roof. TABLE 1503.2 - Metal Flashing Material (Minimum thickness or weight of metal used for flashing) 1503.4 Roof drainage. Unless roofs are sloped to drain over roof edges, design and installation of roof drainage systems shall comply with Section 1503 and the Florida Building Code, Plumbing, Chapter 11. 1503.4.1 Secondary (emergency overflow) drains or scuppers. Where roof drains are required, secondary (emergency overflow) roof drains or scuppers shall be provided where the roof perimeter construction extends above the roof in such a manner that water will be entrapped if the primary drains allow buildup for any reason. The installation and sizing of secondary emergency overflow drains, leaders and conductors shall comply with Sections 1106 and 1107, as applicable, of the Florida Building Code, Plumbing, Chapter 11.

1503.4.2 Scuppers. Where required for roof drainage, a scupper shall be placed level with the roof surface in a wall or parapet (see picture 2 next page). The scupFlorida Building Code (FBC) Building (B), per shall be located as determined by the slope and 6th Edition (2017) the contributing area of the roof. The exterior facing or Chapter 15, Roof Assemblies and Rooftop Structures lining of a scupper (see picture 3 above), if metal, shall be the same as flashing material required by Sections Section 1502. Definitions 24

FLORIDA ROOFING | September 2020

Picture 2

Picture 4

Picture 5

Picture 3

1503 through 1510 for the particular type of covering specified for the building. For other type materials, follow manufacturer’s specifications. 1503.4.2.1 Overflow scuppers. When other means of drainage of overflow water is not provided, overflow scuppers shall be placed in walls or parapets not less than 2 inches (51 mm) nor more than 4 inches (102 mm) above the finished roof covering and shall be located as close as practical to required vertical leaders or downspouts or wall and parapet scuppers. An overflow scupper shall be sized in accordance with the Florida Building Code, Plumbing. So, let’s start with the definition. Scupper is a nautical term for an opening in the bulwarks of a ship to allow water drainage from the deck. It makes sense that the term was adopted for buildings. The code definition though, is too limited. It states, “An opening in a wall or parapet.” Roofers know that there are many types of openings that provide drainage through any elevated perimeter condition. These are where we use scuppers. Not only at walls “or” parapet, but through

Picture 6

mansards, elevated edges with tapered edge board (see picture 4 above) and also through metal edge with dams (see picture 5 above), also referred to as “high stop,” this term goes back to low and high “gravel stop.” Though mansard scuppers can terminate through the face of the mansard (see picture 6 above) or through the soffit (see pictures 7, 8 and 9 next page). Like drains, they need to be enclosed and sealed until they terminate on the outside of the building (see picture 10 above right). If leaves are an issue, consider enlarging the scupper throat to allow access and, when combined with large downspout, allows leaves to wash through. A screen at this location will www.floridaroof.com | FLORIDA ROOFING

Picture 7

Picture 10

Picture 8

1108.1 Secondary (emergency overflow) drains or scuppers. Where roof drains are required, secondary (emergency overflow) roof drains or scuppers shall be provided where the roof perimeter construction extends above the roof in such a manner that water will be entrapped if the primary drains allow buildup for any reason. Where primary and secondary roof drains are manufactured as a single assembly, the inlet and outlet for each drain shall be independent. 1108.2 Separate systems required. Secondary roof drain systems shall have the end point of discharge separate from the primary system. Discharge shall be above grade, in a location that would normally be observed by the building occupants or maintenance personnel.

Picture 9

usually become clogged. Section 1503.4.2.1. states overflow scuppers should be “not less than 2 inches…above the finished roof covering.” This is to stop water from flowing out of the scupper unless the primary drainage system is not working properly. So, does this mean I can or should change the location of the scupper opening? No. Why not?

Florida Building Code (FBC) – Plumbing (P), Sixth Edition (2017) Chapter 11, Storm Drainage Section 1108, Secondary (Emergency) Roof Drains 26

FLORIDA ROOFING | September 2020

1108.3 Sizing of secondary drains. Secondary (emergency) roof drain systems shall be sized in accordance with Section 1106 based on the rainfall rate for which the primary system is sized. Scuppers shall be sized to prevent the depth of ponding water from exceeding that for which the roof was designed as determined by Section 1101.7. Scuppers shall have an opening dimension of not less than 4 inches (102 mm). The flow through the primary system shall not be considered when sizing the secondary roof drain system. Section 1108.3 reinforces the importance of not causing the depth of water to exceed that for which the roof was designed. This premise would override an arbitrary height requirement. So, if the existing overflow scupper was an inch above the roof, you shouldn’t raise it or make it smaller (see picture 11 above). Now that we have some of the background information, let’s get back to the question: “Is the roofing contractor required to add secondary drainage?” An argument can certainly be made that elements

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according to the current code, but doesn’t have any, that you consider doing several things. ■ Determine if adding secondary drainage is practical or even feasible. Some wall construction can be challenging to cut an opening in. Brick, stucco on clay block (old Mediterranean architecture), glass curtain walls, stone veneered panels, ACM (Aluminum Composite Material) and even standard CMU (concrete masonry unit) can be problematic when cutting large holes, and often beyond the typical scope of many roofing contractors. ■ If adding secondary or emergency overflow scuppers is feasible, consider adding them as an alternate on your bid or proposal. Picture 11

(drainage) that are not being changed during a reroof and that were in compliance with the code when the building was built do not have to be changed. However, there may be some potential problems with this approach. I strongly recommend that if you are going to reroof a building that would require secondary drainage

3498_SS_FRSA-Half-Page-Ad-June-2020_FA_OL.indd 1

FLORIDA ROOFING | September 2020

This accomplishes several things. It brings the condition to the owner’s attention and involves them in the decision. If cutting the opening is more than you choose to tackle, require openings to be done by others and that exemption included in your contract. If the owner chooses to opt out, you will have that information in hand. If the decision is to forgo adding secondary or emergency overflow scuppers or drains (which can

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prove even more difficult), it is prudent to bring the decision to the AHJ (Authority Having Jurisdiction) or Building Official. Look at the code section below as to why this should be considered, keeping in mind that a reroof is a level 1 alteration.

Florida Building Code (FBC) – Existing Building (EB), Sixth Edition (2017) Chapter 3, Provision for All Compliance Method Section 301, Administration 301.1 General. The repair, alteration, change of occupancy, addition or relocation of all existing buildings shall comply with one of the methods listed in Sections 301.1.1 through 301.1.3 as selected by the applicant. Sections 301.1.1 through 301.1.3 shall not be applied in combination with each other… Exception: Subject to the approval of the code/official, alterations complying with the laws in existence at the time the building or the affected portion of the building was built shall be considered in compliance with the provisions of this code unless the building is undergoing more than a limited structural alteration as defined in Section 907.4.4. New structural members added as part of the alteration shall comply with the Florida Building Code, Building. Alterations of existing buildings in flood hazard areas shall comply with

Section 701.3. So, “subject to the approval of the code/official” certainly should enter into your considerations. Again, I want to stress that if you take nothing else from these articles, remember that you should not reduce the size of an existing drainage system that was part of the original building design or a properly permitted addition or alteration. I plan on writing a third installment in this series sometime within the next several months that will deal primarily with conductor heads, gutters and downspouts. Many of the code requirements for these are also in the plumbing code.

FRM

Mike Silvers, CPRC is owner of Silver Systems Inc. and is consulting with FRSA as Director of Technical Services. Mike is an FRSA Past President, Life Member and Campanella Award recipient and brings over 40 years of industry knowledge and experience to FRSA’s team.

www.floridaroof.com | FLORIDA ROOFING

FRSA Executive Committee and Board of Directors Lisa Pate, FRSA Executive Director

■ Vice President – Matt Criswell, Weathershield One of the ceremonies performed during the Roofing Group Inc., Longwood Convention is the passing of the torch or, in this case, gavel from the outgoing FRSA President to the incom- ■ Immediate Past President – Brian Swope, CPRC, ing one. Since we were not able to do this in the usual Tampa Roofing Co. Inc., Tampa way this year, the FRSA Executive Committee incorpo■ President – Adam Purdy, CPRC, Edwards Roofing rated it with during August budget meeting. Co. Inc., Pensacola FRSA Immediate Past President, Brian Swope, ■ President-Elect – Joe Byrne, Byrne Roofing Inc., CPRC, handed over the reins of the Association to W. Palm Beach President Adam Purdy, CPRC. Part of the informal ceremony included Brian presenting Adam with a gold ■ Secretary-Treasurer – Les Sims, CPRC, Armstrong FRSA lapel pin. Adam then presented Brian with a Roofing Inc., San Mateo plaque thanking him for his many years of service to Once we are able to hold face-to-face meetings, the Association and the industry. we’ll perform the ceremony with the entire Board of On the front cover of the magazine, the group Directors. posed for a picture in front of FRSA’s new building. Elections were held electronically and a new Board Pictured left to right are FRSA 2020-2021 Executive of Directors also begin their term. The Directors are as Committee members: follows:

District One ■ Ralph Davis II (2020-2023 & CRSA Affiliate) – Streamline Rfg. & Construction, Tallahassee ■ Rip Hanks (2019-2022) – Weather Shield Metal Roofing, Inc., Gulf Breeze

District Two ■ Bill Boyer, CPRC (2018-2021) – Duro-Last Roofing Inc., St. Johns ■ Todd Brown (Appointed) – SPEC Building Materials, Jacksonville ■ Bo Copeland (2019-2022) – Gulf Coast Supply & 30

FLORIDA ROOFING | September 2020

Mfg., Newberry ■ Shane Dickens (NEFRSA Affiliate) – Stonebridge Construction Services, Jacksonville ■ Donna Dove (2019-2022) – IKO Manufacturing, St. Augustine ■ Alfy Fyock (2018-2021 & VFRSA Affiliate) – Alfy’s Roofing Inc., Ormond Beach ■ Charlie Kennedy (2019-2022) – Gainesville Roofing & Co Inc., Bronson ■ Chase Kennedy (NCFRSA Affiliate) – Gainesville Roofing & Co Inc., Bronson ■ Dick Pittman, CPRC (2020-2023) – Dick Pittman Roof Services, St. Augustine

District Three ■ Trent Cotney (2018-2021 & WCRCA Affiliate) – Cotney Construction Law, Tampa ■ Wayne Heironimus (2018-2021) – Delta Rep Group, St. Petersburg ■ Steven James II, CPRC (2018-2021) – James Roofing Services Inc., St. Petersburg ■ Lance Manson (2018-2021) – McEnany Roofing & Construction Inc., Tampa ■ Jason Scarlette (2020-2023) – Versico Roofing Systems, Tampa

District Four ■ Stephanie Daniels (2018-2021) – Atlas Roofing Corp., Orlando ■ Diana Diedrich (TCRCA Affiliate) – Leeward Roofing LLC, Sebastian ■ George Ebersold (2019-2022) – Tom Tanenbaum Inc., Orlando ■ Wallace Fulton (CFRSA Affiliate) – Collis Roofing, Longwood ■ Justin Koether (2019-2022 & SCLRCA Affiliate) – Hough Roofing Inc., Palm Bay ■ Phillip Lane (2018-2021) – Insurance Office of America, Melbourne ■ Matthew Leonard (2018-2021) – Architectural Sheet Metal Inc., Orlando ■ Luis Quevedo (2019-2022) – Complete Quality Roofing Co., Orlando

District Five ■ Eddie Buyama (2018-2021) – Bama Construction Co., Ft. Lauderdale ■ Sal Delfino (2018-2021) – Petersen Aluminum Corp., Coral Springs

■ Manny Oyola (2018-2021) – Eagle Roofing Products, Boca Raton ■ Ken Parent (2018-2021) – State Pride Roofing of FL, W. Palm Beach ■ Riku Ylipelkonen (2019-2022) – ICP Adhesives & Sealants, Coral Springs

District Six ■ Rob Foote (Appointed) – Furman Insurance, Pompano Beach ■ Tibor Torok (2019-2022 & RCASF Affiliate) – Bob Hilson & Co., Inc., Homestead

District Seven ■ Josh Brown (2019-2022) – Sunniland Corp., Sarasota ■ Tammy Hall (2018-2021 & SWFRCA Affiliate) – CFS Roofing Service LLC, Ft. Myers ■ Tom Jacques (SMRSMCA Affiliate) – Avery Roof Services LLC, Sarasota ■ David Mull (2018-2021) – Ad-Ler Roofing, North Port

District Eight ■ Diana King (2018-2021) – Springer-Peterson Roofing & Sheet Metal, Eaton Park ■ Ernie Nickle (PCRCA Affiliate) – Gulfeagle Supply, Lakeland

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■ Tim Graboski (2020-2023) – Tim Graboski Roofing Inc., Deerfield www.floridaroof.com | FLORIDA ROOFING

The Rise of Cyber Risk in the Construction Industry Brian Cooper, Sr. Managing Director, US Construction Practice and John Liston, Area Senior Vice President, Construction, Gallagher Cyber risk has risen to one of the top concerns across almost every business, as threat actors continue to attack organizations of all sizes and across industry sectors. As businesses increasingly depend on technology, require immediate access to data and rely on a cyber-secure vendor supply chain, the attack surface and the threat grow larger by the day. The construction industry epitomizes this reality.

The Expanding Cyberattack Surface in Construction

Construction-related businesses face the same fundamental cyber threats as other industries but have unique risks that are associated with specific tools they use for managing data, delivering services and systems control. These include: ■ 3D Building Information Modeling (“BIM”) — building information models use computer-based files to support efficient decision-making for planning, design, construction and building operations and maintenance. ■ 5D BIM — provides an enhanced visualization and project-management platform. In the future, augmented- and virtual-reality technology will be added to allow offices and the worksite to collaborate in real-time. ■ Industrial Control Systems (ICS) and Supervisory Control and Data Acquisition Systems (SCADA) monitors and controls equipment and plant operations. ■ Drones — enables job site surveillance, surveying and access to previously inaccessible places. ■ Autonomous Construction Machinery — used for the remote navigation of excavators, bulldozers, backhoes and dump trucks for higher utilization rates and lower operator costs. ■ Robotics — deployment of robotics in bricklaying and road paving, to replace highly repetitive, systematic manual processes. ■ Biometrics — increasingly used to manage and control construction sites and projects, through access control to secure sites, on-site attendance reporting, health and safety, compliance and remote management of multiple workforce. ■ Cloud technology — the use of vendors to store data on behalf of the business. ■ Mobile devices — allows the highly decentralized construction industry to enhance collaboration at all stages of the construction process, including 32

FLORIDA ROOFING | September 2020

productivity tracking, report generation, document management, material logistics, inventory management and data analytics. ■ Internet of Things (IoT) — provides for remote operation of wearables and machinery, supply replenishment, tracking of tools and equipment and remote usage monitoring.

Cyberattacks in the Construction Industry

Several recent studies provide evidence that cyber threat actors have the construction industry in their crosshairs. According to a recent Forrester survey, more than 75 percent of respondents in the construction, engineering and infrastructure industries have experienced a cyber-incident within the last 12 months. Moreover, it is projected that cybercrime will cost businesses approximately $6 trillion per year on average through 2021. Specifically, cyber risks expose construction businesses to: ■ Liability to third parties such as employees, clients and regulators arising from computer security failure and breach of private information. ■ The costs of dealing with the failure of security or breach of privacy, including notification, ransom payment, forensics, legal services, data restoration and lost income through business interruption. ■ Breach of confidential business information, through storing and sharing bid and project data/ specifications, owner’s processes and project management. ■ Unauthorized access and interference with project plant, data and specifications in SCADA and Building Information Modeling (BIM). ■ Bodily injury and property damage through the failure of IoT, robotics and remote control of processes and physical security. ■ Liability for delay and business interruption caused by unauthorized access to project data and systems

Transferring the Risk

Gallagher has worked closely with the cyber insurance market to develop tailored risk transfer solutions for businesses across all industry sectors, including the construction sector. While there is no standard cyber-insurance policy, there are some commonly offered coverages that are excellent mechanisms to save bottom line costs in the Continued at the bottom of next page

Cybersecurity Protection Steve LaPha, Vice President, Dytech Group Cybersecurity is one of the most important aspects of computer usage today. Security has always been important, but the bad actors are so advanced now that we need to stay at least one step ahead of them. Ransomware attacks that encrypt your data are a real problem. Email Phishing schemes are always trying to compromise your passwords. These hackers are successfully stealing money from companies. The local antivirus software is no longer sufficient to protect you. We suggest multiple layers of security to protect your business. Are you protected by a UTM firewall? (A unified threat management [UTM] provides multiple security features and services in a single device or service on the network, protecting users from security threats in a simplified way. UTM includes functions such as anti-virus, anti-spam, content filtering and web filtering.) Do you have a company security policy? Are your employees receiving security awareness training? Is your computer consultant properly protecting you against these current security threats? Some companies are required to meet certain security compliance by their customers or contractors. Now is the time to have a conversation with your computer expert about security. Start with a simple “How well am I protected?” and “What do I need to do to properly protect my company?” type of questions. Only after this talk can you plan and budget to implement a security solution. Today, your servers may be hosted in a cloud, locally in your office or you may not even have a server. No matter where your data is located, it is at risk. It can be stolen, encrypted or deleted. The bad guys will hold it for ransom or blackmail you by threatening to publish it on a public website. At a minimum, they could cause you embarrassment so you lose credibility with your customers or, worse yet, they could lock up your data and keep you from operating your business. You do have a good backup of your data that is stored offsite in case of a disaster, right? Of course, your backup has been tested by performing an actual restore to make sure it can be recovered. It could still take days to recover from this. In the meantime, your productivity can suffer. Remember the time to plan for

and protect yourself from a disaster is before it happens. Do not put it off any longer. Start planning and protect yourself today. Here are some of the areas that we look at first when developing a security plan: ■ Local physical security: building, server room, computers. ■ Company policies: security, hiring, procedures and disaster recovery. ■ Training: employee computer training and security awareness training. ■ Local network security: a UTM firewall. ■ Server security, including data backup and disaster recovery. ■ Computer security: endpoint security protection. A good computer security consultant should offer you a free consultation on this. They will help you setup a plan. A thorough security assessment should be performed, reports generated and then reviewed.

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Steve LaPha, Vice President, a thirty-plus year veteran of the computer industry, started with Dytech Group 18 years ago as a Network Engineer. He came from the government computer sales and service industry where he owned his own business for 15 years supplying personal computers to NASA at the Kennedy Space Center. He was promoted to Service Manager, General Manager and now Vice President of the company. He works along with Dennis Bell, President, running the business and supervising thirteen employees. The IT service business employs eight full time Network Service Engineers. The primary business is providing Computer Network Service and Managed Services to small and medium size businesses in Orlando and the Central Florida area under the DytechONE brand.

Cyber Risk, continued from the previous page

aftermath of a cyberattack. Other policies, including crime, property, liability, kidnap and ransom and error and omissions, may also offer some limited coverage to cyber exposures. However, a comprehensive standalone cyber insurance policy usually affords the most comprehensive coverage for cyber risks while traditional insurance lines are increasingly tightening policy language to exclude cyber risk related costs.

John Liston, Area Senior Vice President, Construction, john_liston@ajg.com and Brian Cooper, Sr. Managing Director, US Construction Practice, brian_cooper@ajg.com both work for Gallagher, an insurance, risk management and consulting partner serving communities around the globe.

FRM www.floridaroof.com | FLORIDA ROOFING

Ventilation Under Tile Roofs Tyler Allwood, Director of Business Development, Eagle Roofing Products A concrete tile roof is one of the most energy efficient and durable sloped roofing systems on the market. A concrete tile roof system’s long-term performance and energy efficiency is due in large part to roof tile’s unparalleled thermal mass that significantly reduces heat transfer into the attic space. In addition to thermal mass, concrete roof tile systems include functional air space between the back of the tile and the roof deck. The air space above the roof deck creates an insulative effect that further enhances the heat transfer resistance and combines to extend the life span of the system. The heat transfer reduction that occurs on a concrete tile roof has been studied at length and there have been several very informative studies that have quantified the benefits of the air space under tile. The research report, The Equivalent Thermal Resistance of Tile Roofs with and without Batten Systems (Miller, Olson and Graves), looked at the data collected in several studies and showed that, depending on location and the size of the airspace, the R-value equivalency of a concrete tile roof system can be more than R-4 equivalence.

The concrete roof tile industry has developed installation systems to build upon the foundation offered by these studies. While the researchers accounted for the buoyancy of the air space, they did not make any efforts to measure the impact of encouraging functional airflow. By adding intake at the eave of the roof and exhaust near the top of the roof, passive airflow can be achieved between the tile and the roof deck. It’s also possible to increase the size of the airspace with raised or ported wood battens. Eagle Roofing Products has taken the next step to provide a packaged system to promote maximum airflow under tile roof systems. The Ventilated Roof System is an all-in-one concrete tile roof system that focuses on energy efficiency, savings and performance. It is comprised of three key elements that revolve around facilitating airflow. 1. Perforated eave closures allow for air intake, while 2. Arched battens expedite airflow across the roof deck; 3. Finally, O’Hagin Attic Vents are used for proper air exhaust. Circulating airflow underneath a concrete tile roof keeps the space cooler, thereby reducing heat transfer from the attic into the overall living area, conserving energy and increasing comfort. In addition, it extends the long-term performance and lifespan of the underlayment and components. The Ventilated Roof System is a smart, aesthetically pleasing installation method that improves a home’s efficiency and comfort by decreasing heat retention, which in turn saves money on electricity bills.

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Tyler Allwood is the Director of Business Development for Eagle Roofing Products and a member of the Tile Roofing Industry Alliance Government Relations Committee and FRSA’s Roof Tile Committee. Tyler was a roofing contractor in Florida prior to joining Eagle and served as President of the Sarasota/Manatee affiliate of the FRSA. 3 min video

FLORIDA ROOFING | September 2020

TAMCO_Tile Products_Half Page.qxp_Layout 1 3/7/20 1:28 PM Page 1

FRSA Awards $2,000 in Prizes

Delivering Quality Metal Roofing Products And Accessories Since 1979

Cheryl Sulock, FRSA Director of Convention and Expo With the cancellation of FRSA’s Annual Convention and Expo, plans were made to convert many components of the annual event to digital or print formats. While we focused on the important components, such as seminars, we made sure not to forget the fun stuff – like cash prizes!

FRSA Square Challenge

The FRSA 25 Square Challenge was converted from an expo hall scavenger hunt to an online scavenger hunt. Participants visited the websites of 25 exhibiting companies to answer trivia questions. Those that answered at least 20 questions correctly were entered into a drawing for a $1,000 prize. Patsy Hyslop, Fillingham Roofing & Sheet Metal, Inc., Jacksonville, was the lucky winner! Patsy has worked at Fillingham Roofing & Sheet Metal, Inc. for 48 years. She started as a secretary taking dictation in shorthand in February 1972. From there, she advanced to billing clerk, payroll clerk, accounts receivable, accounts payable clerk and then to a full-fledged bookkeeper. She currently serves as SecretaryTreasurer and handles all phases of the business.

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The Annual Grand Prize sponsored by the FRSA Self Insurers Fund is typically awarded during FRSA’s Officer Installation Dinner. This year, the game was converted to print format as participants were asked to search for answers to trivia questions located throughout the FRSA Expo Guide. Ten correct answers were needed to be entered into the drawing for the $1,000 prize. Kelli Anderson Wood, Springer-Peterson Roofing & Sheet Metal, Inc., Eaton Park, was the lucky winner! Kelli was hired as a Project Coordinator in August 2014 and promoted to her current position, PreConstruction Manager, in July 2017. Congratulations to Patsy and Kelli and thank you to everyone who participated in this year’s challenges!

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FRSA-SIF 2019 Outstanding Safety Achievement Awards North Florida

Matt Savin, FRSA-SIF Safety and Loss Control Consultant We want to congratulate A+ All Pro Roofing, Inc. as winners of one of the FRSA-SIF’s Outstanding Safety Awards for 2019. A+ All Pro Roofing, Inc. was started in 2000 when Jeff and Wade Tackett decided to add roofing to their original company, B&T Metal Works. After a few bumps in the “safety” road, they soon realized the need for the culture of their businesses to begin promoting safety first and that quality and craftsmanship would follow naturally. They worked hard toward this goal, first by training their employees properly on all aspects of roofing safety and then having regular safety meetings, along with a commitment by management to continue to express

the importance of safety in all aspects of their work. A+ All Pro Roofing’s commitment to safety has proven to be beneficial to the company, not only by preventing injuries but in cost savings to all through lower experience modifications, reduced concerns over potential exposure to fines and legal sanctions, increased productivity, retention of trained employees and satisfaction among employees. Congratulations to all at A+ All Pro Roofing, Inc.! Keep up the good, SAFE work!

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South Florida

Jorge Castanon, FRSA-SIF Safety and Loss Control Consultant The 2019 Outstanding Safety Achievement Award for the South Florida District goes to Wesley Cone, President of RoofTech Roofing and Sheet Metal Inc. in Pompano Beach. Wesley’s knowledge and passion for the industry is the driving force behind RoofTech Roofing and Sheet Metal’s outstanding reputation, growth and success. Wesley started in the roofing business in 1998 as a laborer. In 2001, his father, Billy Cone founded RoofTech Roofing and Sheet Metal and Wesley took over the business in 2017. Since then, Wesley has continued growing the company to one of the most elite roofing companies in South Florida. In part, Wesley contributes his success to his passion, honesty, integrity and expertise. He also owes his success to his loyal, hardworking employees, along

with everyone’s commitment and dedication towards workplace safety. RoofTech Roofing and Sheet Metal prides itself in putting safety first. Through his active safety program, Wesley has established means for the control and prevention of losses, giving him an outstanding loss history record that has earned him this esteemed award. A hardy congratulations to Wesley and all the RoofTech Roofing and Sheet Metal employees!

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Central Florida

Kevin Lindley, FRSA-SIF Safety and Loss Control Consultant R/J Group, Inc., located in Port Orange, is the 2019 recipient of the FRSA-SIF’s Outstanding Safety Award for the Central Florida district. Richard and Debra Johnson are the owners of R/J Group, Inc. where Richard has been in the roofing industry for the past 26 years. Sons Ian, Vice President, Shaun and Kyle Johnson have been operating the company since 2004 and together have grown the business into the organization it is today.

R/J Group, Inc. has been a member of the FRSASelf Insurers Fund since 2016 and has improved its Experience Modification Rating down to .72 in that Continued on page 39

FLORIDA ROOFING | September 2020

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Our composite barrel roof tile offers the authentic look of clay or concrete tile, and it’s easy to install on existing homes, buildings, and new construction. This made in the U.S.A. proprietary material ensures virtually no breakage during installation or shipping, which saves you time and money. And it’s Miami Dade approved, so you and your customers can rest assured it’s designed to withstand even the most severe weather. Visit www.bravarooftile.com to request a sample.

Advances in Asphalt Shingle Technology Greg Keeler, Technical Service Leader, Owens Corning

Let’s face it, when you hear the words “technology” and “asphalt shingles” used together, you might be skeptical. To most people, it doesn’t seem like much has changed in the past 50 years in the asphalt shingle industry. And while this speaks to the long-term durability of the asphalt shingle, there is certainly more than meets the eye. Asphalt shingles were invented in 1903 and, by the late 1930s, were being used widely in the US. Early asphalt shingles were manufactured using an organic felt sheet that was coated with asphalt, then covered with mineral granules for protection against the elements. Variations to the size and shape of shingles were made over the next several decades, but the basic construction remained the same.

Excellent Adhesive Power Helps thethe shingle layerslayers laminated. Helpskeep keep shingle laminated.

Outstanding Grip The strip enhances the already TheSureNail SureNail strip enhances The SureNail strip enhances amazing grip ofamazing our proprietary the already grip Tru-Bond of our the already amazing grip of our sealant for exceptional wind resistance of proprietary Tru-Bond sealant for proprietary Tru-Bond sealantoffor aexceptional 130-MPH wind warranty. * wind resistance a ®

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Patented SureNail Technology Patented SureNail Technology** is the is the only nailing reinforced first andfirst only and reinforced zone nailing zone onshingle. the face of the on the face of the ®

shingle. “No Guess” Wide Nailing Zone Thistough, tough, engineered wovenThis engineered woven-fabric strip fabric strip inisthe embedded in thean is embedded shingle to create shingle to strong, createdurable an easy-to-see easy-to-see fastener zone. strong, durable fastener zone.

Triple Layer Protection + A unique unique“triple “triple layer” of relayer” of reinforcement inforcement thethe occurs whenoccurs the fabricwhen overlays fabric overlays two two shingle layers,the called theshingle common layers, called the common bond area. bond area. Double the Common Bond SureNail features up toup a 200% wider SureNail features to a 200% common bond areabond in the area nailingin zone wider common over standard shingles. the nailing zone over standard shingles.

FLORIDA ROOFING | September 2020

In the 1950s, manufacturers started applying sealant to the shingles during the manufacturing process to increase the wind resistance of the shingles. In the 1960s, manufacturers made a concerted effort to convert all shingles from organic to fiberglass mat. Owens Corning had invented Fiberglas, a glass fiber reinforcement, in the late 1930s. A fiberglass mat at the core of shingles was designed to make asphalt shingles stronger, perform better long term, and provide better fire performance versus organic mat asphalt shingles. At this point, 3-tab shingles were the prominent shingle in the market. In the early 1970s, development of what we now call “laminate,” “dimensional” or “architectural” shingles began. These shingles were designed to look

more like natural roof coverings such as wood shakes and are still constructed in much the same way today, with two layers of shingle overlapped and adhered together. Asphalt shingle design didn’t change much from the 1970s to around 2007, except for the addition of a few new shapes and colors. That all changed in 2007 when Owens Corning launched a new shingle, Duration, with a game-changing nail zone design. There has been a lot of talk in the roofing industry about nail zones and making shingles that are easier and faster to install. Owens Corning patented SureNail Technology

incorporates a tough, engineered fabric in the shingle nailing zone. This technology offers numerous benefits: ■ An easy-to-see, “no guess” nailing target ■ Creates a 3-layer reinforced nailing zone, reducing potential for nail blow- and pull-through ■ Provides a superior bond with a factory-applied sealant compared to a granule- or sand-coated surfaces, which allows for a 130-mph wind warranty, with only a 4-nail application. Extensive testing against competitors with wide, single-layer nailing zones, demonstrates that Duration Series shingles with SureNail Technology offer the following performance benefits: ■ 2.5 times the nail pull-through resistance ■ 9 times the nail blow-through resistance ■ 2 times better delamination resistance Owens Corning continues to examine innovative technologies that will improve shingle product performance.

Frequency Discounts

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FRSA Membership Directory

SIF Safety Awards, continued from page 36

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time. Ian attributes the company’s safety culture to a consistent safety program supported by its management, employees and FRSA-SIF team. Knowledge is power: safety meetings and site inspections have kept its employees constantly thinking about safety on the job, working together as a team and maintaining focus on each job from mobilization to completion. Ian, Shaun and Kyle take an active role in the company safety program and are dedicated to the safety of the team. They attend all meetings and respond quickly to issues as they arise. They are proactive in obtaining information before starting each job to ensure their employees have all the tools and equipment needed for each project before they arrive on the job to make them successful from day one. R/J Group, Inc. gladly welcomes their FRSA-SIF Safety Consultant to provide safety meetings on a regular basis, conduct onsite inspections and regularly seek consultation on safety concerns and pre-site inspections to ensure they have the knowledge and are applying safety practices in the field. R/J Group, Inc. provides roofing services in a wide range of applications and services a large territory. Without all the team members – administratively and in the field – and their personal buy-in to their safety program, they would not be where they are today. We congratulate the entire Johnson family and all of their employees at R/J Group, Inc. for receiving this award and wish them continued success with their business!

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Geographic Breakdown For advertising inquiries, contact Kelsey O’Hearne kelsey@floridaroof.com | (800) 767-3772 ext. 127 www.floridaroof.com | FLORIDA ROOFING

COTNEY CONSULTING GROUP John Kenney

Calculating Gross Profit and Developing Your Selling Strategy Part 3 In Part 1 (Florida Roofing, July 2020), we discussed how the estimating process begins with a comprehensive understanding of your project’s scope of work and a knowledgeable and well-trained estimate following solid processes and procedures that must be implemented into your Estimating Department. In Part 2 (Florida Roofing, August 2020), we covered how to gather your costs, properly mark up your estimate and develop a consistent and dependable review process. In this last section, we will learn how to apply gross profit margins to our estimates properly and develop a sales strategy.

Stage 5 – Calculating Gross Profit

Key Takeaways of Gross and Net Margins in Construction

Gross profit refers to a company’s profits earned after subtracting the costs of goods purchased, labor to install, subcontractors or equipment used and furnishing and installing its services. Net income indicates a company’s profit after all of its operating expenses have been deducted from gross profit revenues and is what is left over at the bottom of the income statement and referred to as the “bottom line” (see Table 1).

Understanding that Gross Profit or Gross Margin is not a markup is key to properly calculating it on your estimates. The gross profit margin is present on the income statement every company prepares as a part of its accounting process. Gross margin is the amount left over after a business subtracts the cost of goods Formulas for Calculating Gross and Net Margins sold from the net sales revenue for products or serGross Margin Dollars vices sold. As such, the gross margin of your estimates ■ (Sell Price) minus (Estimated Cost) equals (Gross to determine your selling price must be greater than Margin Dollars) your companies operating expenses or you will not achieve the goal of a successful business: profit. Sell Price $ 257,000 Profit margin goals are set by a company’s manEstimated Costs $ 175,000 agement or ownership, then provided to an estimator or estimating team as either a range or minimum Gross Margin $ 82,000 percentage to achieve. You may receive this as either gross profit or net profit targets depending on your Gross Margin Percentage company’s strategy and you will need to know ways of ■ Gross Profit Percentage = (Total Revenue – Cost of achieving these goals during the estimating process. Goods Sold)/Total Revenue x 100

Expressing the Margin as a Percentage

It is useful to express the gross or net margin as a percentage. For instance, if you want to compare the margins of two projects of different types, the margin percentage is a more applicable and useful comparison, then the amount of profit.

■ ($257,000 – $175,000) / $257,000 X 100 = 31.90 or 31.90% Net Profit Margin and Percentage ■ Net Margin Dollars = (Gross Profit Dollars – Operating Expense Dollars)

Table 1 – Condensed Financial Statement Example

Revenue

1,500,000

Gross Margin

82,000

Cost of Goods Sold

1,000,000

Operating Costs

75,000

Gross Profit

500,000

Net Profit

7,000

Operating Expenses

425,000

Net Profit

75,000

FLORIDA ROOFING | September 2020

33% 5%

■ Net Profit Margin Ratio = (Net Profit / Revenue) Net Profit

7,000

Revenue

257,000

Net Profit %

0.03

Operational Efficiency

Systems and procedures you need in place (Standard Operating Procedures – SOP) include: 3%

■ Client prescreening/qualifying process (Estimating Filter) ■ Sales process and funnel

Understanding Profit

When calculating the profit on estimates, I have always found that you must know the company’s net profit goals to assure you are selling at the proper gross profit margin to guarantee you are meeting the company’s bottom-line goals. To further explain and expand upon this, you need to understand that burdened overhead mark on a project estimate can vary depending on the ratios of labor to materials and overhead recovery methods. Proper overhead recovery in a construction business is a detailed and sometimes complicated subject depending on whether you use straight line or dual overhead recovery methods. That is a subject we will cover in another issue. If your company has set a net profit goal of 6 percent as a minimum that they will accept for any project you estimate, then the net profit becomes the determining factor over gross profit in setting your lowest acceptable sell price. All numbers are driven backward off the bottom-line requirement (see Table 2 below).

■ Accurate estimating and quoting process ■ A systematic and prompt proposal process ■ Project scheduling procedures ■ Contract review and execution process ■ Invoicing process system ■ Change order and document-control process ■ Field production/operations procedures ■ Project closeout procedures ■ Warranty program Changing the way you do business and implementing these procedures will not be easy, but it will be a necessary process to accomplished. Change is never easy, but it can be straightforward. If you make these changes in your business, it is a win-win strategy. Your customers will be pleased about their purchase when you deliver on the value that you sell, and you make more money.

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John Kenney has over 45 years’ experience in the roofing industry. John started his career by working Developing a profitable selling strategy involves more as a roofing apprentice at a family business in the than estimating the costs, applying markups and calNortheast grew to operate multiple Top 100 Roofing culating your profit margins. You need to interpret how Contractor businesses. As Chief Operating Officer, your customer thinks: not only how they feel about John is intimately familiar with all aspects of roofyour price in relationship to your services, but also ing production, estimating, and operations. During what they may think about your competitors’ prices. his tenure in the industry, John ran business units Your goal is to make more profit while performing associated with delivering great workmanship and fewer projects over the year. Just raising your rates is unparalleled customer service while ensuring strong not a strategy to accomplish this; that alone will fail. net profits for his company before joining Cotney The key is to change the level of service you provide. Consulting Group. If you would like any further informaYour clients are willing to pay for value-added pricing. tion on this or another subject, you can contact John at To sell value instead of price, you must be prepared to jkenney@cotneyconsulting.com make operational changes.

Stage 6 – Developing Your Sales Strategy

Table 2 – Net Profit as a Determing Factor in Setting Sell Price

Selling Price

Total Direct Cost

Gross Profit Received

Gross Profit Percentage

Net Profit

Net Profit Percentage

$144,535

$108,625

$35,910

25%

$8,336

www.floridaroof.com | FLORIDA ROOFING

Giving Back

FRSA Members Giving Back to the Community

Helping Hands: Roofing Community Teams Up to Repair Ft. Lauderdale Home

A Ft. Lauderdale family is sleeping soundly after years of struggling. When Hurricane Irma hit South Florida in September 2017, the Walters family knew their roof was in trouble. Annette and Clayton Walters, the unfortunate homeowners stated, “As it rained, it just got heavier and heavier, and we knew soon it (the roof) was just going to collapse. It was very bad. It started caving in.” The roof collapsed in the bedroom. Then, mold started growing, making the family sick. “I stayed in the hospital constantly and I knew it was because of the mold. All four of us moved to the den. We sleep in the den. That’s where we had to stay because everything had just fallen apart,” said Annette. With no insurance, there wasn’t any money for a new roof, but one day, after almost three years of misery, neighbors saw a woman fixing a roof nearby. They reached out to her and discovered a group called National Women in Roofing (NWIR). MaryBeth Reed, NWIR, commented, “We reached out to the construction and roofing community and said, ‘Hey, we’ve got this family seriously in need. What can we do to help them?’ And really, it was the power of all these women. We have well over 120 members here in South Florida and nearly 2,000 throughout the country.” With their urging, it didn’t take long for local businesses to get involved. Sandy Giel, NWIR, stated, “We

literally had probably 10 people within the first three hours and just snowballed from there. It’s just an amazing, amazing thing.” In all, 37 South Florida companies stepped up offering labor, materials or donations totaling an estimated $45,000. Colin Kepley, Skilcon Roofing and Waterproofing noted “It’s a nice thing to be able to help out somebody that’s in need and just bringing the communities together in Ft. Lauderdale. We’re a hardhit area with COVID-19 and it’s great to see everybody collaborating to do this.” When they started the project, volunteers were shocked at the condition of the house. The wood was damaged and you could see where the mold and the water damage occurred. Soon, it was out with the old roof, stripping it off, fixing the carpentry, trusses and installing a new flat roof and shingles. Inside, the mold is being removed and new drywall for the ceiling was installed. Clay Thomas, Advanced Roofing, commented, “The fact that we can come in and not only stop the problem but improve that immediate environment, I think that’s huge.” For the volunteers, it was a labor of love. For the Walters family, it’s a gift they’ll never forget. “If they hadn’t come into my life, my family and I would literally be homeless. They are amazing. They are my angels,” stated Annette. The roofing industry coming together, their many helping hands making a difference for a family in need – it’s what National Women in Roofing stands for.

FRM

FLORIDA ROOFING | September 2020

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