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CCS Influencers
Selling fluid-applied systems to skeptics starts with how you frame the conversation
CCS Influencer John Kenney says successful contractors position themselves as advisors who understand multiple solutions. If you’ve been around this industry long enough, you’ve heard it before. A building owner or consultant looks at a fluid-applied system and says, “I’d rather just replace the roof.” In many cases, that reaction ...
To sell coatings, build a relationship first
CCS Influencer Will Lorenz says the central parts to being a trusted partner are discussing the customer's roof condition, budget and future property plan. Editor's note: The following is the transcript of a live interview with Will Lorenz of General Coatings Manufacturing Corp. You can read the interview below, Listen to ...
Creating solutions for liquid applied systems
CCS Influencer Joe Sorrentino offers several strategies to promote liquid-applied roofing systems to non-believers. Editor's note: The following is the transcript of a live interview with Joe Sorrentino of JoeSorrentino LLC. You can read the interview below, Listen to the podcast or Watch the recording. Lauren White: Hello everyone, this is Lauren ...
Explaining coatings rather than just selling them
CCS Influencer Shawn Morgan shares insight into helping skeptical business owners understand what coatings can do for their projects. Selling roof coating systems to skeptics isn’t about pushing product…It’s about lowering their risk and helping them rethink how they view their roof. Most skepticism comes from a past failure, a bad ...
Price vs. performance: Understanding roofing lifecycle value
CCS Influencer John Kenney says the key responsibility for contractors is helping building owners understand the difference between price and value. When building owners start evaluating roofing options, the conversation almost always begins with price. What does a coating system cost? What does a new single-ply roof cost? Those are fair ...
The market is not as simple as coatings versus single-ply
CCS Influencer Shawn Morgan says the best approach to any roof is diagnosing first and prescribing second. The conversation of coatings versus single-ply has gotten a lot more nuanced over the past few years. It’s not as simple as “coatings are cheaper” and “replacement is expensive.” Markets have shifted, labor dynamics ...
The evolution of coatings and membranes
CCS Influencer Joe Sorrentino says there's always going to be an evolution within the systems because no matter how hard human nature tries, we will not beat Mother Nature. Editor's note: The following is a transcript of a conversation with Joe Sorrentino. You can listen to the interview or read the ...
How fluid-applied systems are evolving into full membrane solutions
CCS Influencer Greg Hlavaty says coating systems can provide some key features, economy, sustainability and energy efficiency. Roof coatings and fluid applied systems have long been used as an alternate to a complete re-roof for multiple reasons. First, they can be more economical when budget constraints are a motivating force. They ...
More than maintenance: Roof coatings today
CCS Influencer Will Lorenz shares his thoughts on the rise of coatings in the roofing industry. Editor's note: The following is a transcript of a conversation with Will Lorenz of General Coatings. You can listen to the interview or read the transcript below. Jenny Yu: Hey there everyone, my name is Jenny ...
From coating to membrane: What the shift means for roofing contractors
CCS Influencer John Kenney says that, in the right application, installed correctly and specified properly, coatings are becoming permanent solutions. The line between coatings and membranes has been blurring for several years, but now it’s crossing into a true shift. Fluid-applied systems are no longer viewed strictly as maintenance coatings ...
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