July 2020

Florida

July 2020

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

2020 Shining Star

S&S Roofing Systems Inc Receives Top Honors FRSA Executive Committee When is it Too Late for Maintenance or Coating?

FRSA Foundation Seminar Speakers FRSA Building Update Roof Maintenance

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40 | 2020 Shining Star

Contents 10 | FRSA Executive Committee

FRSA-Florida Roofing Magazine Contacts: For advertising inquiries, contact: Kelsey O’Hearne at: kelsey@floridaroof.com (800) 767-3772 ext. 127

29 | When is it Too Late for Maintenance or Coating?

37 | FRSA Foundation Seminar Speakers 40 | S.T.A.R. Award Recipients – Spotlight Trophy for the Advancement of Roofing 48 | FRSA Building Update

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 View media kit at: www.floridaroof.com/ florida-roofing-magazine/

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50 | Roof Maintenance On the iPad

Florida

ROOFING Available Online at www.floridaroof.com/florida-roofing-magazine/

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July 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. 07), July 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.

www.floridaroof.com | FLORIDA ROOFING

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PRESIDENT’S COLUMN Brian Swope, CPRC

Farewell from President Brian Swope, CPRC Well, we made it…sort of.

To say the least, this final column is a little different than originally expected!

This is generally considered to be the President’s Welcome to the annual Convention. Unfortunately, due to circumstances beyond our control, the Convention and Expo plans did not happen. As you all know, after careful consideration and review of all options, FRSA’s leadership canceled the Convention. So, there will be no “Welcome” letter. Instead, this will be a thank you letter for all who have helped and meant so much to me this year.

First, I want to thank my wife, August. August, you have held down the fort at home for the past year, as well as the previous years, as I have moved through the Executive Committee chairs. Between the Board meetings and conference calls, you have allowed me to take on this added responsibility. You also stepped WAY outside of your comfort zone and chaired the Ladies Committee this year. I could not have done this without you.

I also want to thank my parents, Keith and Diane Swope. Mom, you do so much for us. Whether it’s taking the boys to school several times a week or dropping everything for a last-minute babysitting tour of duty, you are always there for us. Dad, thank you for holding down the company while I have been out for meetings. Between Florida Building Commission and FRSA meetings, it has added up over the past few years, and I thank you for always being there.

I want to thank FRSA staff. Until you go through the chairs, you don’t really know how much they do behind the scenes on a day-to-day basis. They work extremely hard to make things run as seamlessly as possible.

I want to thank all of our Board and Committee members. As you all know, FRSA is a member-driven Association that relies solely on volunteers. This association would not be what it is today without your hard work and dedication.

Finally, I want to thank all our manufacturers, suppliers, exhibitors and sponsors. The financial stability of this Association is a direct result of your continued support.

In closing, I want to thank all of you for the privilege of serving as President this past year. It has truly been an honor.

As many of you know, much of the financial success of the Association every year hangs on the success of the annual Convention and Expo. As times have changed and the economy goes up and down, the Convention has also responded. I can FRSA President remember as a little kid Brian Swope, CPRC Vice President, being in the trade show Tampa Roofing Co., Inc. and wondering how they got all the massive equipment inside the building. The Convention has always been an annual event that is automatically marked on the family calendar every year and something we look forward to.

This year, things are obviously quite a bit different.

Canceling your largest source of revenue is not exactly the most ideal situation to be in, but it was the right thing to do and the Association will get through it.

As always, FRSA’s associate members and sponsors stepped up to the plate and quite a few have chosen to roll their booth funds from this year over to next year, helping to soften the blow to this year’s budget.

However, there are a group of exhibitors who went above and beyond and donated their booth fees to FRSA. This is a tremendous gesture and I would like to thank each of you. The companies are: A.C.T. Metal Deck Supply Berridge Mfg. Co. Eagle Roofing Products Goss Inc. Gulfeagle Supply Insurance Office of America IR Analyzers / Vector Mapping Johns Manville Mid-States Asphalt Millennium Metals Inc. PBP Sales Corp.

Polyglass USA Inc. Resisto USA Roof Assessment Specialists Inc. Thank you all for your continued support of FRSA! Brian Swope, CPRC

www.floridaroof.com | FLORIDA ROOFING

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2020 FRSA Convention and Expo Premium Sponsors Platinum Sponsor • TAMKO Building Products LLC

Galena, KS • 800-641-4691 • info@tamko.com • www.tamko.com TAMKO Building Products LLC is a leading independent manufacturer of building products, crafted with American pride for more than 75 years. With a cornerstone in residential roofing, TAMKO’s business includes the well-known brands of Heritage Series laminated asphalt shingles, Elite Glass-Seal asphalt shingles, MetalWorks steel shingles, Awaplan roll roofing, CoolRidge ventilation, Synthetic Guard, Moisture Guard underlayments and the TW line of waterproofing products. For more information about TAMKO, visit www.tamko.com.

SF ER

Winter Park, FL • 800-767-3772 • debra@frsasif.com • www.frsasif.com FRSA-SIF has been providing the highest quality service-related workers’ compensation insurance coverage for the lowest possible cost to members since 1955. We offer an unsurpassed dividend program: over $168 million in dividends have been returned to valued members over the past 30 years.

UN D

Special Event Sponsor • FRSA Self Insurers Fund

S E L F INS

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Diamond Sponsor • Cotney Construction Law

Tampa, FL • 813-579-3278 • info@cotneycl.com • www.cotneycl.com Cotney Construction Law is a full-service law firm dedicated to representing the roofing industry and serves as General Counsel to FRSA. The lawyers at Cotney Construction Law routinely handle all aspects of construction law, including litigation and arbitration and most have real-world construction backgrounds.

Diamond Sponsor • Dan’s Custom Sheet Metal Inc. (DCSM)

Naples, FL • 239-594-2064 • info@dcsm.net • www.dcsm.net DCSM is a sheet metal manufacturer offering a complete line of standard and custom metal roofing products. Founded in 1993, Dan’s Custom Sheet Metal has grown to become a leader in the industry. With over 30 years of hands-on experience and extensive knowledge of metal roofing systems, DCSM serves customers with great confidence. As a metal roofing distributor, DCSM offers wholesale and retail sales. All DCSM products and panel systems are in full compliance with all Florida statewide building codes, including HVHZ and have a certified Quality Assurance program. All products are UL rated and DCSM complies with the most stringent hurricane testing and engineering available.

Diamond Sponsor • Insurance Office of America Inc. (IOA)

Melbourne, FL • 321-433-4004 • phillip.lane@ioausa.com • www.ioausa.com Insurance Office of America (IOA) is a full-service insurance agency founded in 1988. IOA is ranked 13th on Insurance Journal’s 2019 Top 100 Independent Property and Casualty Agencies report and was named a National Underwriter Agency of the Year in 2018. IOA has more than 1,200 associates in over 60 offices in the US and London.

Diamond Sponsor • Polyglass USA Inc.

Deerfield Beach, FL • 954-233-1330 • avirtue@polyglass.com • www.polyglass.us Polyglass is an ISO 9001:2015 certified, leading manufacturer of modified bitumen roofing, waterproofing membranes and roof coatings for low- and steep-slope applications with over 25 years of experience in North America.

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FLORIDA ROOFING | July 2020

Diamond Sponsor • Versico Roofing Systems

Carlisle, PA • 800-992-7663 • info@versico.com • www.versico.com As one of the largest single-ply membrane roofing system providers in the world, Versico offers quality and expertise in the commercial roofing marketplace. For decades, Versico has provided the commercial roofing industry with the most innovative, energy-efficient roofing solutions available. Versico offers EPDM, TPO and PVC membranes and accessories.

Gold Sponsor • ABC Supply Co., Inc.

Beloit, WI • www.abcsupply.com ABC Supply is the nation’s largest distributor of roofing materials and one of the largest distributors of siding, windows, gutters and other select exterior building products.

With more than 700 locations in 49 states, ABC has exclusively served professional contractors for over 35 years.

Gold Sponsor • CertainTeed

Oxford, NC • 919-693-1141 • phyllis.s.stokes@saint-gobain.com • www.certainteed.com CertainTeed is the leading manufacturer of exterior and interior building products, including commercial roofing and the industry’s most extensive offering of residential roofing products.

Gold Sponsor • Gulf Coast Supply and Manufacturing LLC

Newberry, FL• 352-498-0778 • info@gulfcoastsupply.com • www.gulfcoastsupply.com As the Southeast’s trusted choice for metal roofing for over two decades, Gulf Coast Supply and Manufacturing has set out to provide the best value in metal roofing through product availability, fast and reliable service and industry expertise. They offer start-to-finish metal roofing products.

Gold Sponsor • IKO

St Augustine, FL • 904-430-7200 • donna.dove@iko.com • www.iko.com For nearly 70 years, IKO has been a pioneer and leader in the global roofing and related waterproofing and insulation industry for residential and commercial markets. A family-owned business for four generations, IKO remains rooted in its founding values of integrity and performance and provides best-in-class products and services. Visit www.iko.com.

Gold Sponsor • Millennium Metals Inc.

Jacksonville, FL • 877-358-7663 • tonyac@mmi2000.net • www.mmi2000.net Millennium Metals Inc. specializes in steel and aluminum accessories and its extensive product line includes flashings, ventilation and a complete line of metal panel systems and components. Millennium Metals has supported distributors and contractors for over twenty years. Experience the difference Millennium Metals can make on your next project.

Gold Sponsor • Reed’s Metals

Cross City, FL• 352-498-0100 • lucas.cc@reedsmetals.com • www.reedsmetals.com Reed’s Metals is one of the largest providers of metal roofing in the South. Their manufacturing sites utilize state-of-the-art technology and fabrication methods to provide unprecedented quality and service – offering same-day availability on standard roofing orders, on-site roll-forming for standing seam projects and jobsite delivery within 72 hours. Reed’s Metals has been providing services to customers for over 21 years. Your #1 trusted metal company with over 20 colors to choose from, a 45-year paint warranty and 8 locations to serve you.

www.floridaroof.com | FLORIDA ROOFING

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Ruby Sponsor • APOC

Tampa, FL • 813-248-2101 • jking@apoc.com • www.apoc.com Headquartered in Florida, APOC is your premier manufacturer of construction and maintenance products that maximize productivity, performance and energy efficiency.

APOC offers proven silicone roof restoration systems that dramatically reduce roof surface temperatures, lower heat transfer to buildings, reduce energy consumption and extend roof life.

Ruby Sponsor • GAF

Parsippany, NJ • 973-628-3200 • www.gaf.com More homes and businesses in the US are protected by a GAF roof than by any other product.

GAF is the leading roofing manufacturer in North America, with plants strategically located across the US. A member of the Standard Industries family of companies, GAF is part of the largest roofing and waterproofing business in the world.

Ruby Sponsor • Sunniland Corp.

Sanford, FL • 407-322-2421 • lpressley@sunnilandcorp.com • www.sunnilandcorp.com Sunniland Corp. has 20 roofing supply locations in Florida and 2 in Southwest Georgia, offering residential, commercial, tile and metal. If it goes on a roof, Sunniland has it!

Sapphire Sponsor • FiberTite Roofing Systems

Wooster, OH • 330-262-1111 • credick@seamancorp.com • www.fibertite.com FiberTite Roofing Systems provides operational security to the world’s most powerful brands with an innovative, high performance coated fabric membrane. Its unique four-layer technology sets the performance standard in roofing with a proprietary proven formula utilizing Elvaloy Ketone Ethylene Ester (KEE) and provides unmatched puncture, chemical and UV resistance.

Sapphire Sponsor • Gibraltar Building Accessories Division

www.gibraltarbuildingproducts.com The Gibraltar Building Accessories Division consists of leading manufacturers in the building products industry to include Southeastern Metals, DOT Metal Products, Appleton Supply, Award Metals, Construction Metals Inc., Norwesco and Noll. This specialized group of metal manufacturing facilities provides construction solutions that serve customers in a variety of industries throughout the United States.

Silver Sponsors Atlas Roofing Corp.

Bitec Inc. Boral Roofing Certified Roofing Specialists Inc. Johns Manville Kennedy Skylights Mid-States Asphalt

Bronze Sponsors A.C.T. Metal Deck Supply Architectural Metal Flashings Attic Breeze Direct Metals Inc. Duro-Last Inc. PAC-CLAD | Petersen Tarco Titanium / RhinoRoof 8

FLORIDA ROOFING | July 2020

Owens Corning Senco Sherwin Williams Roofing Solutions Sika Sarnafil Corp.

SOPREMA Inc. Valero Marketing & Supply

Affiliate Sponsors Central Florida Roofing & S/M Contractors Association (CFRSA) Northeast Florida Roofing & S/M Contractors Association (NEFRSA) Roofing Contractors Association of South Florida (RCASF) Sarasota/Manatee Roofing & S/M Contractors Association (SMRSMCA) Southwest Florida Roofing Contractors Association (SWFRCA) Space Coast Licensed Roofers Association (SCLRA) Treasure Coast Roofing & S/M Association Inc. (TCRSA) Volusia-Flagler Roofing & S/M Contractors Association (VFRSA) West Coast Roofing Contractors Association (WCRCA)

Your Single Source for Single-Ply Roofing

For more than 25 years, Versico Roofing Systems has positioned itself as one of the top single-ply roofing system suppliers in the U.S. by focusing its efforts on quality products and exceptional service. From humble beginnings as Goodyear’s Roofing Products division, Versico has a network of nearly 900 distribution partners and over 2,500 authorized contractors and has been instrumental in the development of today’s leading technology in the commercial roofing industry.

Versico’s single-ply roofs have been installed on a wide range of buildings across the U.S., including schools, warehouses, hospitals, retail facilities, office buildings, and apartment complexes. With EPDM, TPO, and PVC membranes in a variety of thicknesses, widths, and colors all backed by warranties ranging from five to 30 years, Versico has a membrane for almost any roofing project and is your single source for all your single-ply roofing needs.

BUILDING VALUE 800.992.7663 | www.versico.com

Versico and the Versico logo are trademarks of Versico. © 2020 Versico.

FRSA Executive Committee Brian Swope, CPRC President

Brian has been Vice President of Tampa Roofing Co. Inc. for the past 17 years.

He is a fourth generation roofing contractor, two of whom are FRSA Past Presidents. Brian is married to August and has two sons, Luke and Evan. An Ole Miss graduate and a recipient of the CPRC designation, he loves the way FRSA works together as a group to promote common goals through education and professionalism.

Adam Purdy, CPRC President Elect

Adam is President of Edwards Roofing Co. Inc., Pensacola, where he has worked for the past 15 years.

He and Tracy have been married for 14 years and have four children. Adam has a BA degree in Finance, has earned the CPRC designation and serves as a trustee for FRSA’s Educational and Research Foundation, the Endowment Board of Governors and the FRSA Self Insurers Fund. He loves working with the people in the industry that make up FRSA.

Joe Byrne Vice President

Joe is the President of Byrne Roofing/BRI Roof Consulting, West Palm Beach, has been in the roofing industry for over 50 years and is an Honorary Member of FRSA. He received the “Jim Carr Lifetime Achievement Award” and is a four-time “Golden Hammer Award” winner with the Palm Beach County Roofers Association. Joe and his wife Vicki have two children and two grandchildren. He loves that FRSA provides a great exchange of information and numerous friendships in the industry that he loves.

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FLORIDA ROOFING | July 2020

Matt Criswell Secretary Treasurer

Matt is President of WeatherShield Roofing Group, Inc., Longwood, where he has worked since 2006.

He is married to wife Jackie and they have two children, Elizabeth “Ellie” and Aniston.

Along with being a Bieler “Enthusiasm Gets It Done” and a S.T.A.R. Award recipient, Matt has degrees from UCF and Rollins College. He loves the closeness, education, problem solving and camaraderie that the Association brings to every event.

Bruce Manson Immediate Past President

Bruce is President of Manson Roofing, Inc., Bradenton, a company he started with his wife, Barbara. Bruce and Barbara have been married for 45 years and have five children and two grandchildren. His company is a past Manatee Chamber of Commerce Small Business of the Year recipient. What Bruce most enjoys about FRSA is working with peers that are knowledgeable professionals.

Les Sims, CPRC Incoming Secretary Treasurer

Les is President of Armstrong Roofing, Inc., San Mateo, where he began his roofing career in 2000 after being honorably discharged from the US Navy. He started as a laborer and worked his way up to President in 2018. Les has been married to Gina for 20 years and they have three children. He takes pride in owning a company that was started in the late 1940s, values the lifelong friendships he has made as a member of FRSA and looks forward to many more years in the industry.

FRM

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FRSA LEGAL COUNSEL Cotney Construction Law

Business Cyber Security Risks Trent Cotney and Elliot Haney, Attorneys, Cotney Construction Law Across the country, the COVID-19 pandemic has forced companies to transition to remote working.

While doing so is necessary to ensure the health and safety of your employees, businesses must recognize the additional risks that working from home has on its cyber security. It is essential that all companies encouraging employees to work from home understand the increased risk their business has of a data breach and the necessity of implementing new standard operating procedures to combat cyber threats.

The first step in preparing a cyber security plan should be to conduct a risk assessment, taking into account the ramifications remote working has on the exposure of your company’s sensitive data. By allowing your employees to access corporate servers or VPNs from their personal devices, businesses run the risk of pre-existing malware or ransomware infiltrating your company’s data. This can cause a variety of serious data breaches, including the release of customer information, proprietary or trade secret knowledge and financial data.

In light of the increased exposure, your business should implement critical cyber security policies into its standard operating procedures. As a preventative measure, businesses should: ■ require employees to install updated firewall and virus protection on their personal devices, ■ mandate frequent password updates and dual authentication, ■ introduce administrative oversight to monitor employee usage and ■ conduct ethical hacking and penetration testing to ensure that your new policies are effective.

To help reduce your business’s potential liability should your company experience a data breach, companies should immediately introduce and/or update its managed equipment policy, personal equipment policy, acceptable usage policy, security and maintenance policy and policy for record retention and destruction of corporate documents. Cyber liability insurance is also a worthy investment in these particularly vulnerable times.

The final step in developing an effective cyber security protocol is to develop a crisis management plan that will guide the company in handling a breach should one occur. The legal impacts of a security breach can be detrimental to your business, both from a reputational and financial standpoint. The release of confidential customer or employee information, while 12

FLORIDA ROOFING | July 2020

unintentional, can subject a business to liability if proper procedures are not in place both prior to the breach, as well as after. A crisis management team should be well-equipped with the necessary resources and team members to react within 24 to 48 hours of a breach. Your plan should be developed with input from legal counsel, cyber security experts and technical support to ensure all your bases are covered.

As businesses struggle to stay afloat during these tough economic times, preventing a crippling data breach could be the difference between your company surviving the pandemic and falling victim to it. Working preventively is the best practice, by introducing standard operating procedures focused on reducing your company’s exposure to cyber risk and by developing a crisis management team to react quickly should a breach arise. But it is not enough to simply put these procedures into place; your business should run routine audits of your cyber security systems to enforce a culture of security and compliance.

FRM

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

Cotney Construction Law is an advocate for the roofing industry and General Counsel of FRSA. For more information, contact the authors at 866-303-5868 or go to www.cotneycl.com.

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FRSA LEGISLATIVE COUNSEL Chris Dawson

State Senate Races in Play The 2020 election season promises to be intriguing up and down the general election ballot. One legislative body that will be hotly contested this year is the Florida State Senate. Currently, Republicans hold a slim 2218 majority in the state’s “upper chamber,” but they’re now on the defense with a number of Senate seats up for grabs in November. Four (or five depending on who you ask) priority races will shape the balance of the state senate for the next two years and set the stage for a potential power shift in Tallahassee. If Democrats manage to pick up just two seats, while protecting those they currently hold, the Senate would be evenly split at 20-20, a makeup not seen since 1992 when Ander Crenshaw (R – Jacksonville) and Pat Thomas (D – Quincy) each took a year (in the two year cycle) as President of the Senate. Suffice to say, much is at stake.

The battle lines are drawn for the Republican Senate Majority, led by incoming Senate President Wilton Simpson (R – Spring Hill) and the Democrats’ Senate Victory effort, which is led by incoming Minority Leader Senator Gary Farmer (D – Ft. Lauderdale). Let’s explore these races that promise to be some of the most contentious – and expensive – battles in recent legislative history.

SD 9 (Seminole and Volusia Counties)

Incumbent long-time Senator David Simmons (R – Longwood) is termed out, setting up a showdown for this open seat. The district, once a reliable Republican seat, has become more and more competitive in recent years. In 2018, Rick Scott received 50 percent of the vote in a district that consists of 36 percent Republican, 35 percent Democrats, and 29 percent other (mostly NPA). Accordingly, the Democrats believe it is in play. Republican heavyweight and former State Representative Jason Brodeur leads the race with cash on hand, but has a formidable challenger in Democrat, and local attorney, Patricia Sigman.

SD 20 (Hillsborough, Pasco and Polk Counties)

Senator Tom Lee, former President of the Florida Senate, recently announced that he will not be seeking reelection, prompting the Governor to issue an executive order for a special election to fill the vacant seat.

Former State Representative Danny Burgess has resigned as Executive Director of the Florida Department of Veterans’ Affairs and announced his candidacy with the support of the Senate Majority committee. While the district encompasses three counties, the majority of voters reside in Hillsborough County. If a strong Democrat files for this seat, it could be a race to watch.

SD 25 (Martin, Palm Beach and St. Lucie Counties)

Incumbent Senator Gayle Harrell (R – Stuart) seeks to defend a seat that has been trending purple in recent cycles, but still holds as a “Republican” seat. Both Scott and DeSantis received 53 percent of the vote in the district in 2018. She will have the full weight of the Senate Majority campaign machine behind her as she takes on the winner in the Democratic primary between Reinaldo Daniel Diaz and Corinna Balderramos Robinson.

SD 27 (Lee County)

Powerful Senate Rules Chair Lizbeth Benacquisto (R – Ft. Myers) vacates this seat due to term limits.

Up to bat for the Republicans in this district, which leans Republican, is former House Majority Leader Ray Rodrigues (R – Ft. Myers). He will face off against Democratic candidate Rachel Brown in the November general election.

SD 39 (Miami-Dade and Monroe Counties)

Another seat being vacated because of term limits is Senator Anitere Flores’ (R – Miami) seat in SD 39. The bulk of the population is in Miami-Dade County, where formerly strong conservative seats have seen demographic and political shifts push them into contention in recent years. The Republicans have put up rising star State Representative Ana Maria Rodriguez (R – Doral), a long-time veteran of the legislative process, who is completing her first term in the Florida House of Representatives. The Democrats have put up a formidable challenger in Javier Fernandez, who is likely to win a contested Democratic primary against Daniel HortonDiaz in August. In 2016, Trump only garnered 43 percent of the vote in this district, while DeSantis and Scott fared slightly better with 49 percent of the vote. Thus, the performance of this district puts it solidly in the swing category, especially in a Presidential Election year.

There will be many interesting angles and storylines emerging from these races (and others) as we get into the heat of Florida’s political season. With the Presidential contest at the top of the ballot, we can expect that there will be trickle down impacts on the races below. With the balance of power in the Florida Senate hanging over these key races, expect a long and expensive road ahead between now and November.

FRM

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FLORIDA ROOFING | July 2020

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©2020 TAMKO Building Products LLC. TAMKO, TAMKO logo and Heritage are registered trademarks of TAMKO Building Products, LLC.

Industry Updates help the many families and their loved ones who struggle with it,” said Stephen Shanton, President and CEO of Venture Construction Group of Florida, Founder of OMG Roofing Products has unveiled the most comprehensive Wind Calculator in the commercial roofing the Shanton ALS Foundation.

“With more than 1,600 people living with ALS in industry for determining the uplift requirements for the state of Florida at any given time, we could not do a building’s edge metal (i.e. fascia or coping) system. what we do without the ongoing generosity and supThe new calculator, available in the new OMG Roofing port of businesses like Venture Construction Group of App, as well as at OMGRoofing.com, is based on the Florida.

Donors touch the ALS community with hope latest IBC and ASCE standards. Specifiers, contractors for the future.

This terrible disease knows no racial, and end users simply provide a few pieces of data for ethnic or socioeconomic boundaries. It can strike immediate project design pressure information. anyone at any time.

Every 90 minutes, someone is Required inputs include project zip code, building diagnosed with ALS and every 90 minutes, someone height, project name, wind exposure category (B, C dies from ALS. Time isn’t on the side of those afflicted. or D) and the building’s classification or risk category.

Fighting ALS is a full-time job.

And we will not quit until ‘Smart’ software allows users to provide a specific there is a treatment and cure,” says Cal Brooks, Vice wind speed value for the project or use a specific President of Development, ALS Association Florida ASCE 7 version to look up values. chapter.

Unlike other wind calculators on the market, the OMG Wind Calculator provides comprehensive data Mark Pagel Named General Manager at for each of the various zones on the roof, including DaVinci Roofscapes pressures for the perimeter, corners and field of the DaVinci Roofscapes, a subsidiary of Royal Building roof, as well as horizontal wall pressure and the calProducts, has announced that Mark Pagel has been culated vertical and horizontal design pressures. The results also present the actual wind speed and velocity appointed as General Manager of the company.

Effective immediately, Pagel, who has served as inpressure. terim General Manager for DaVinci Roofscapes since “This is an excellent and highly valuable new tool February of 2020, will now fill that role on a permanent for anyone specifying an edge metal system,” said Karan Patel, Product Manager for OMG EdgeSystems. basis.

In his position, Pagel will lead the DaVinci compos“Our goal was to provide an easy-to-use system that ite roofing and siding business. Pagel will also continue presents specifiers and contractors with the detailed to manage the National Builder Program for Royal pressure information they need to design an effective Building Products, where he has worked for the past edge metal system. Based on the simplicity of this cal10 years. culator, we are confident that the market will be very Pagel, from Northfield, Minnesota, has extensive pleased with the results.” industry background in roofing and siding. He has The calculator is free to use and available at worked for manufacturing, distribution and installation www.omgroofing.com/windcalculator and on the new companies throughout his nearly 30-year career.

OMG Roofing App, which is available on the Apple App Store or Google Play.

New Advanced Wind Calculator Available from OMG Roofing Products

Venture Construction Group of Florida Sponsors ALS Campaign

Venture Construction Group of Florida (VCGFL) is the proud sponsor of ALS Association Florida’s annual fundraising events to find treatment and ultimately a cure for ALS. Over seven Walk to Defeat ALS events were scheduled to take place all over the Sunshine State prior to the COVID-19 coronavirus pandemic outbreak. The events will be rescheduled and will end with an educational symposium in Orlando.

“We are honored to sponsor the ALS Association.

They do terrific work seeking treatment for ALS. Our hopes are that, with the help of everyone, we ultimately find a cure to end ALS once and for all. Having lost my father to ALS, I really wish to see this through and 16

FLORIDA ROOFING | July 2020

Carlisle Construction Materials Changes Name of Its Coatings, Adhesives, Sealants and Elastomers (CASE) Business

Carlisle Construction Materials, an operating segment of Carlisle Companies Incorporated, announced that it is changing the name of its CASE business from Accella Polyurethane Systems to Carlisle Polyurethane Systems (CPS). Carlisle acquired the Accella Performance Materials family of companies, which included spray foam insulation, tire fill and CASE businesses, in November 2017. In 2019, the spray foam insulation business was rebranded to Carlisle Spray Foam Insulation and tire fill into Carlisle TyrFil. This name change to Carlisle Polyurethane Systems will complete the evolutionary process to incorporate the CASE business into the Carlisle family of

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companies. Carlisle Polyurethane Systems brings to the industry a premier level of product innovation, technology and above all else, customer service.

Carlisle Polyurethane Systems will continue to focus on foams, surface and specialty coatings, binders, casting resins, adhesives, sealants and elastomers.

“The Carlisle brand represents industry-leading innovation, supply chain excellence and customer problem-solving and are thrilled to leverage those attributes; as well as the storied history of our parent company; in our new name,” stated Bill Brengel, Vice President and General Manager for Carlisle Polyurethane Systems.

FRSA Member Paul Alfrey Running for Mayor of the City of Melbourne

Paul Alfrey, Alfrey Roofing Inc., Melbourne, is running for Mayor. “In these challenging times, many small businesses are struggling and residents feel uncertain. Community-minded leadership is more important than ever in an elected official. I strive every day to be that leader,” stated Alfrey in a recent interview.

“As each day brings new challenges, it also brings another opportunity to make our community better, safer and stronger,” he noted. “In an effort to help rebuild Melbourne’s local economy I, along with others, have worked tirelessly to reduce regulation to create a pro-businesses environment.”

Alfrey represents Melbourne’s District 5 and was elected to the Melbourne City Council in 2016. His current term ends in 2020. Paul is also a member of the Space Coast Transportation Planning Organization.

Alfrey is an entrepreneur and Melbourne multiple small business owner. He is a Florida Certified Contractor, Home Inspector and Insurance Agent and President of Alfrey Roofing, Incorporated, American Standard Insurance Group and former owner of Humpty Dumpster.

Alfrey served as a law enforcement officer, including three years at the Sanford Police Department and 12 years at the Melbourne Police Department, retiring in 2012.

Alfrey is a member of Florida Roofing and Sheet Metal Contractors Association (FRSA) and past President of one of Brevard’s oldest associations, the Space Coast Licensed Roofer’s Association (SCLRA).

He also served on the FRSA Unlicensed Contractor’s Task Force Committee.

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FLORIDA ROOFING | July 2020

Huntsman Unveils Spray Polyurethane Foam as Huntsman Building Solutions Huntsman Corporation announced that it has branded its world leading spray polyurethane foam (SPF) business as Huntsman Building Solutions (HBS). HBS is a global platform within Huntsman’s Polyurethanes division.

The SPF Business was formed when Huntsman acquired leading North American SPF company, Icynene-Lapolla, in February and combined it with Demilec, which Huntsman acquired in 2018. HBS is now one of the world’s leading SPF providers and the fifth largest insulation manufacturer. Simon Baker, previously President of Demilec and Doug Kramer, formerly President of Icynene-Lapolla, jointly lead HBS. Baker is responsible for Canada and international business and Kramer for US business.

Commenting on the new name, Tony Hankins, President of Huntsman’s Polyurethanes division, said “Integration of the two legacy companies is progressing well and the selection of the new name is an important milestone for the business. I’m excited about the opportunities that lie ahead, notwithstanding the current challenges caused by the COVID-19 pandemic. SPF is a highly attractive growth business: we have a product offering that is second to none and our products provide significant environmental benefits – not just in terms of energy savings, but also in terms of the upcycling of PET bottles and scrap, which are used in our TEROL polyols, a key ingredient in the production of SPF. HBS will consume significant volumes of our lower margin polymeric MDI – the other key ingredient in SPF formulations – to produce higher margin specialized SPF systems.”

Free NRCA ProCertified Roof System Installer Performance Exams through Cotney Construction Law

Cotney Construction Law will be providing NRCA ProCertified roof system installer performance exams at no charge for anyone in the Tampa or Orlando areas interested in testing for the asphalt shingle or thermoplastic ProCertification designation by NRCA. “We are excited to support NRCA’s efforts to increase ProCertification membership and professionalism within the roofing industry,” says Trent Cotney, CEO of Cotney Construction Law. The National Roofing Contractors Association (NRCA) offers a ProCertification program that assists in maintaining a professional, knowledgeable roofing industry workforce. ProCertification includes recommended training, readiness checklists and various certifications for roof system installers and foremen that will continue to attract and recruit high quality members of the workforce within the roofing industry. To receive this certification, you must pass an online exam and installers must also pass a practical hands-on test that will be scored by a Qualified

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FRM

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Meet the FRSA Team Lisa Pate, FRSA Executive Director FRSA is a full-service Association offering member benefits and customer service, industry-specific educational programs, code and technical support, meetings and events and publications. Through the Credit Union, we offer equipment loans, project financing and banking services. FRSA is a one-stop shop for the services and support a contractor needs for business. It’s FRSA’s team of staff members who make all these services possible. Between the Association (FRSA) and the Credit Union, we’re a small staff of nine full-time employees and one consultant, each person with specific skill sets that make the whole organization run smoothly.

As I started to write this article, I asked each staff person to tell me what they liked about their position and working for FRSA and to provide me with their favorite quote. Let’s meet the team.

Michelle Ospina, Office Manager/ Receptionist

Michelle is new to FRSA, having been with us for only three months. She began just as COVID-19 started and was part of a very limited onsite staff.

Since we were shortstaffed, Michelle learned very quickly how to handle many of our daily functions: phones, mail, deposits and database operations. She is responsible for overseeing our office, handling the vendors, office orders, electronic equipment, machinery, office supplies, mailings, phone systems and databases. She assists both the Executive Director and the Director of Convention and Expo, as well as other staff members on an as-needed basis.

Part of Michelle’s responsibilities include working on Convention and Expo items. During the interview process, we prepared her for the need to hit the ground running, to get up to speed on all things Convention because this is a large event and something we needed to get in front of. Ironically, we’re now working on undoing items that have been worked on over the past ten months and learning new steps for conducting a virtual convention.

Michelle stated, “I’ve been here for a few months and, while unique due to circumstances, it has been great. I’m still just as excited as I was the first day to have been given the opportunity to join the FRSA 24

FLORIDA ROOFING | July 2020

Team. I look forward to continuing to learn and grow here along with mastering my role and hopefully exceeding expectations sooner rather than later. I have a hospitality background that’s just as in-depth as my real estate experience and this is still the most professional, yet lighthearted environment I’ve had the pleasure of being in.” If she thinks we’re fun, wait until she meets our members!

John Hellein, Director of Educational & Research Foundation

John has been with FRSA for eight years, beginning as the Editor of Florida Roofing magazine. Over the years, John transitioned from a staff person to a consultant, laying out the graphics for the magazine and creating promotional material for the Convention and Expo. He came back full-time in March as Foundation Director. His duties include staff liaison for the Education Foundation, the Endowment Board of Governors and the Worker Training Subcommittees. John’s strengths include technology skills, which have come in extremely handy as we move Convention events online. He’s created the Online Auction and worked with speakers to record and transition seminars from a classroom setting to online format.

When asked about his job, he stated, “Seeing people move from problems to solutions is one of the great things that I like about working at FRSA: members and staff working together in a thousand different ways make it possible for people to provide for their families through the Florida roofing industry.”

One of his favorite quotes comes from John Lennon, “Everything will be OK in the end. If it’s not OK, it’s not the end.”

John’s light-hearted personality and humor keep us laughing and mindful to not take ourselves too seriously.

Kelsey O’Hearne, Ad Sales Manager

Kelsey has been with FRSA for about three years and her main job is to sell advertising for Florida Roofing magazine, but her speed and efficiency enable her to assist with other programs and services. She handles our social media and supports programs for the Convention and Expo.

Kelsey started off as our Office Manager, but with her outgoing personality and positive attitude, we knew she was destined for other challenges.

At the end of last year we brought Florida Roofing magazine ad sales inhouse for Kelsey to tackle.

She also has great technology skills and was able to bring the magazine to life electronically.

Kelsey also works on various parts of the Convention and Expo, creating social and electronic media, in addition to handling the mobile event app.

“What I enjoy most about working for FRSA is the small family it has given me. Our staff cares for one another, we look out for each other and our members do the same for us. There is nothing like that sense of community. They say, ‘It takes a village,’ and it’s nice to have that village with the FRSA family,” noted Kelsey.

Maria Armas, Director of Member Services

Maria started with FRSA six years ago and her two main areas of responsibility include bringing in new members and working with our Affiliates. We consider both the lifeblood of our Association.

Over the years, she has revised membership marketing material, researched new affinity programs and created new promotions for membership. The “Sorry Charlie” membership campaign was one of the most successful and engaging challenges to date. She works with all 13 Affiliate groups, keeping the lines of communication open and sharing information.

Maria is also the staff liaison for the Young Professionals Council working with the under 40 crowd. They’ve begun recording Podcasts that can be found on our Spotify channel. Recently, I called on Maria’s creative talents to create ads, artwork for the website and social media platforms and graphics for the magazine. When asked about her position, Maria

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replied, “I like to work here because I love to interact with FRSA members, making sure they are aware of their benefits. I love my job not only because I get to have a yellow chair (for her office in the new building), but because it lets me be creative.” Her favorite quote is “If you change the way you look at things, the things you look at change.”

Cheryl Sulock, CMP, CSEP, Director of Convention & Expo

Cheryl plans FRSA’s Convention and Expo in addition to the Board of Directors quarterly meetings and is staff liaison to the Convention and Ladies Committees.

Before starting at FRSA, Cheryl worked for the Orange County Convention Center as the Event Manager for FRSA’s trade show. With a stroke of good fortune, Cheryl was looking for a change and we had just the position for her! She’s been with us for seven years and I’m thankful for all she does.

A huge portion of Cheryl’s time is spent planning

the Convention and Expo, making sure all the individual components of the event come together successfully: everything from event contracts, promotional material, venue set-up, vendor, exhibitors, social events, sponsorships and sporting tournaments to the Ladies and Kids Programs. I’m very grateful she’s so organized!

When asked about her job, Cheryl replied, “I love seeing all of the components of our annual event and a year’s worth of planning fall into place onsite at FRSA’s Convention and Expo. Working with FRSA’s exhibitors and sponsors to create the largest and best regional roofing expo in the country is amazing.”

Mike Reed, CPA, Controller and General Manager

Mike is FRSA’s money man and has been here for over 28 years. He prepares and oversees all aspects of the financials for the Association, Services Corp. (our for-profit entity for Florida Roofing magazine), Educational and Research Foundation,

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FLORIDA ROOFING | July 2020

the Foundation Endowment and the Political Action Committee. Mike also handles the investment accounts for all entities and he’s as conservative with our money as he is his own. When he first started with FRSA, our financials were a mess and an accurate financial statement had not been produced in some time. He quickly got up to speed on our many entities, and within a month, had us on track. Mike is an FRSA Honorary Member and a Florida CPA. Many of you have probably met Mike at our annual Convention as he oversees the registration desk and is the staff person manning the clay shooting and pistol tournaments onsite. Mike is staff liaison to the Governmental Affairs, Advisory and Executive Committees.

Mike also serves as my sounding board when I have questions or concerns about certain topics. It’s with his support that I’m able to navigate tough issues. He has a great sense of humor and often helps me put concerns in perspective with a witty comment.

“I have enjoyed working at FRSA over the years because the Association represents the good guys who are often competing with less-than-scrupulous competition,” stated Mike.

Mike Silvers, CPRC, Director of Technical Services

After working with Mike as a member for 30-plus years, it was a pleasant surprise when he agreed to work with FRSA as a consultant. I have worked with Mike in just about every facet of the Association, not only as a member, but when he served as FRSA President in 1994. There are very few people who know the Florida Building Code as well as Mike does and I was elated when he came on board as our Technical Director.

Mike is a Life Member, Certified Professional Roofing Contractor (CPRC) and a Campanella Award Recipient.

Mike is passionate about FRSA and has volunteered his time in the code’s arena for as long as I can remember and is a well-respected figure at the Florida Building Commission meetings. He serves as liaison to the Codes and Roof Tile Committees and Codes Subcommittee and is willing to share his vast knowledge with anyone. FRSA members often call Mike with their code questions or when they are facing difficulty with a local building inspector.

When asked about his position with FRSA, Mike commented, “After more than 40 years as a member and regular FRSA volunteer, the challenges and rewards that come with my new position are numerous.

The opportunity to share my perspective and the knowledge I’ve gained as a contractor with our contractor and associate members, architects, engineers, building officials, regulators, students and consumers is very rewarding. Our industry is becoming more complex every day and having sources of information on code and technical issues is critical.”

Lisa Pate, CEM, Executive Director

I have the honor of serving as the Executive Director overseeing FRSA’s programs and services. I’ve been with the Association for 35 years, starting in the accounting department while I was still in college. Over the years, I’ve had the good fortune to work in every department and with every FRSA committee. Our members are like a second family to me. I’ve watched many of them grow up and take over their family businesses where I knew their fathers and grandfathers.

I’m a hands-on manager and assist staff wherever I’m needed most – whether it’s working on the Convention and Expo (my favorite area) or gathering articles for the magazine. Our industry has so many wonderful and generous people that are more than happy to share their knowledge, donate time or write an article, making our jobs as staff much easier. My favorite saying at work is “Teamwork makes the dream work,” and I love the way our staff pitches in to accomplish so much. I like to remind them; we work hard, we play hard. I’m thankful for their fun-loving, outgoing personalities.

Adrienne Paul, FRSA Credit Union Member Service Representative

If you’ve ever called the Credit Union, it’s a safe bet that you’ve spoken with Adrienne. Her bubbly personality makes her the perfect choice for Credit Union customer service, whether assisting walk up shared branching customers or those members she deals with remotely.

A big part of Adrienne’s job is assisting members with applying for and processing loan applications. She has been with the Credit Union for almost seven years and is one of two staff people who run this successful www.floridaroof.com | FLORIDA ROOFING

27

business. If you haven’t utilized the Credit Union, give Adrienne a call and let her bring you up to speed on all it has to offer you, your family, your employees and even your customers.

I asked Adrienne what she likes about her position and she replied, “I like working here because of the positive environment and great coworkers. I like getting to speak with and know our members.” Her favorite quote is “Be yourself; everyone else is already taken.”

Susan Lee, FRSA Credit Union CEO/ Manager

Susan is the other half of the Credit Union staff and has been here two and a half years. She works with the state examiners to ensure the Credit Union is in compliance with state regulations and with state regulators who come onsite to perform yearly audits. Susan also handles accounting, marketing and member services, in addition to developing new services for members.

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FLORIDA ROOFING | July 2020

She works closely with the Credit Union Board of Directors and the Supervisory Committee who review all loan documents.

Susan started at the Credit Union the week before Hurricane Irma hit Florida and worked diligently to make sure member services continued uninterrupted as we moved to a remote location to operate.

“What I most enjoy about managing the Credit Union is working in a smaller environment. It gives me the opportunity to get to know and work with the members on a one-on-one basis,” stated Susan.

Her favorite quote comes from Eleanor Roosevelt, “Happiness is not a goal...it’s a by-product of a life well lived.”

FRM

When is it Too Late for Maintenance or Coating?

Mike Silvers, CPRC, Owner Silvers Systems Inc. and FRSA Technical Director For most roofing contractors, maintenance departments are an important part of their operation. They are critical to provide a full-service approach for their customers. Proper maintenance or coatings applications can significantly prolong the life of a roof system.

This is especially true with low slope roof coverings.

The presence of roof drains, scuppers, parapet walls, perimeter edge flashing, mechanical equipment, pipes, conduit lines and cables, as well as many other penetrations and conditions, warrant careful inspection.

Where applicable, any deficiencies or obvious causes for future problems should be addressed. Having trained personnel that perform these tasks regularly are an asset for your company and your customers.

Maintenance and coatings, which are often done by maintenance personnel, are usually solid profit centers for contractors and should be viewed as such.

It can be tempting to do as much of this work as you can find and usually rightfully so. Typically, it’s a winwin. There is a difference between maintenance and a repair. Most roofing contractors will try to repair, that is, to stop water intrusion on most roofs, often on some pretty poor roof coverings. This is, after all, what we strive to do. It is imperative, though, that when we attempt to repair a roof covering that is at or past the end of its serviceable life, that we share that with the owner. That brings me back to the question, when is it too late to propose doing maintenance or coating a roof? I think that’s when “it is at, or past it’s serviceable life.” If there is nothing left to maintain, or no life left to extend, it’s kind of like doing surgery on a dead person.

Over the years, I’ve told many customers with worn out roofs that we will attempt to stop the leaks (no guarantees), but this roof is well past effective maintenance. A nationally known attorney said in a seminar years ago that it is hard to explain to a judge why you took an owner’s money to coat a roof in order to extend its life when it had no life left to extend! The same could be said for long-term preventative maintenance.

So, when is it too late? The answer varies with roof types. If you’ve been at this a while it is usually pretty easy to recognize: to paraphrase Supreme Court Justice Potter Stewart (1964), I know one when I see one. That is okay for those of you who are experienced, but probably not if you don’t have enough experience. I will try to share a few tips about different types of low slope roof coverings and when it may be too late.

Bituminous Built-Up Roofs

Built-up roofs (BUR) have proven that if properly

installed and maintained they can last for many, many decades. The asphalt or coal tar acts as the waterproofing for as long as the reinforcement has tensile strength. I’ve explained tensile strength to people over the years by using a pair of jeans as an analogy. If you’ve ever stooped down and the knee of your jeans ripped, they have lost tensile strength and thereby could not resist the force exerted on them. If your mother ever tried to patch them (with newer thereby higher tensile strength denim patches), you know what eventually happened. The old jeans ripped right next to the patch. I’ve seen this same occurrence when new modified bitumen membrane is used to patch an old BUR. So, if a built-up roof splits in the field (open area) of the roof, it has most likely lost its tensile strength, so any attempt to maintain it will eventually prove futile.

A test cut should indicate if there was a workmanship issue that caused the split, if not it’s time for a reroof.

Modified Bitumen Roofs

Modified bitumen roofs, like BUR, have a long-proven track record but can also suffer loss of tensile strength. If they are fiberglass reinforced, they can split much like BURs. Some polyester reinforcements have high initial tensile strength and greater elongation properties that may maintain them longer.

The elongation properties of the modified asphalt can help make up for the loss of tensile strength but eventually they will succumb to age as well. The laps on modified membranes can be problematic due to improper installation or, in some cases, they can fail www.floridaroof.com | FLORIDA ROOFING

29

with age. Crazing can also take place as the bitumen ages. These can eventually permit water to migrate through the membrane. In this case, some high-quality coatings may be helpful because the reinforcement in the membrane may still be viable. A well-designed and installed modified bitumen roof covering that has high wind uplift resistance (more information on this later) may be the most sustainable roof covering available.

If a high-quality roof coating system is installed when the roof is in the proper condition and then maintained and recoated, this system can provide many decades of service. Just how many we don’t know yet. The ability of the coating to bond to a clean, well adhered granule surface is typically very good and better than many other roof coverings.

Thermoset Single Ply

Seam failures are the most common problem with thermoset membrane roofs. These roofs are almost all EPDM (synthetic rubber). They require seam adhesives that eventually break down. Sealant tapes have improved these systems, but laps (or seams) are still the weak spot. Once seam failures occur repairs are seldom successful on a long-term basis. Coating will do nothing to reseal between the laps. As these products age, they become more brittle and eventually will crack in the field. Any of these conditions indicate the roof is in need of replacement. Historically, coatings have not always worked well on these systems.

Adhesion can be an issue. These roof coverings are not as prevalent in Florida as they are in other parts of the country, so I will leave it at that.

Thermoplastic Single Ply

Thermoplastic single ply roof coverings are clearly the most popular membrane roofing material currently on 30

FLORIDA ROOFING | July 2020

the market. They include TPO, PVC, CPE, CPA, EIP and TPA, which have heat or solvent welded seams. These seaming methods have proven to be very effective and enduring when done properly. The failure mode for these are usually associated with crazing or the loss of polymers or plasticizers, leaving little except the reinforcement and the rapidly diminishing waterproofing material. These occurrences can be harder to spot than many of the failures on other roof coverings.

Holding a piece of the membrane to a light source and looking for small pin hole type openings can work, but in some cases testing under a head of water is needed.

Historically, like with thermoset membranes, coating these systems has not always worked well. Adhesion has been an issue. With many new and improved coatings available, these concerns are being addressed.

Hopefully, they will prove as efficient as coatings have on other systems. When the membrane is too far gone to be a good base for coating remains to be seen. We will learn more as these systems age and more of them require maintenance.

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Metal Panel Systems

Coating structural metal panel roof systems has proven to be very effective and has been successfully done for many decades. As with any coating, proper surface preparation is critical for a properly performing application. There are several conditions in which coating may not be advised. The two most common are rusting or corrosion and surface contamination.

Coating over badly rusted panels is destined to fail. If the panels have deteriorated to the point that multiple areas have holes or cracks, they should be replaced.

If the surface has had a previously-applied coating or coatings of unknown make-up or are poorly adhered, you should consider replacement instead of additional coating. If leaks have occurred primarily near the eaves, coating may have no effect if surface tension of water runoff is pulling the water under the panel termination and behind the wall. Please do not apply coating

over a skylight that will mask its location. Replace them with a matching metal panel or at least delineate the perimeter and apply a hazard or no step marking on the skylight.

Some of the issues discussed can be better addressed with a liquid or fluid-applied roof covering that incorporates a reinforcing membrane with coating. In many situations, these systems have advantages over just a coating without a continuous reinforcement.

But because these are considered roof coverings not just coatings, several things must be considered. You must meet the requirements for positive drainage.

Also, you are now recovering this roof, so the replacing vs. recovering portions of the code, as shown below, apply. Bolding and underscoring have been added for emphasis.

2017 Florida Building Code - Existing Building, Sixth Edition CHAPTER 7 ALTERATIONS—LEVEL 1 SECTION 706 EXISTING ROOFING 706.3 Recovering versus replacement.

New roof coverings shall not be installed without first removing all existing layers of roof coverings down to the roof deck where any of the following conditions occur: 1. Where the existing roof or roof covering is water soaked or has deteriorated to the point that the existing roof or roof covering is not adequate as a base for additional roofing.

2. Where the existing roof covering is wood shake, slate, clay, cement or asbestos-cement tile.

3. Where the existing roof has two or more applications of any type of roof covering.

4. When blisters exist in any roofing, unless blisters are cut or scraped open and remaining materials secured down before applying additional roofing.

5. Where the existing roof is to be used for attachment for a new roof system and compliance with the securement provisions of Section 1504.1 of the Florida Building Code, Building cannot be met.

Exceptions: 1. Building and structures located within the HighVelocity Hurricane Zone shall comply with the provisions of Sections 1512 through 1525 of the Florida Building Code, Building.

2. Complete and separate roofing systems, such as standing-seam metal roof systems, that are designed to transmit the roof loads directly to the building’s structural system and that do not rely on existing roofs and roof coverings for support, shall not require the removal of existing roof coverings.

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FLORIDA ROOFING | July 2020

3. Reserved.

4. The application of a new protective coating over an existing spray polyurethane foam roofing system shall be permitted without tear-off of existing roof coverings.

5. Roof Coating. Application of elastomeric and or maintenance coating systems over existing asphalt shingles shall be in accordance with the shingle manufacturer’s approved installation instructions.

So, if the roof is water soaked or not adequate as a base, it must be removed. If the existing roof has two or more applications, you must remove all layers down to the deck. Any blisters must be addressed before installing a new roof covering. As I mentioned earlier, how well the original roof is attached is critical. Item 5 above is very important: it clarifies that when the existing roof is to be used for attachment of a new roof system (as in adhering a fluid applied reinforced roof covering) and the original roof’s attachment method doesn’t comply with current uplift requirements, it must be replaced unless the attachment can be enhanced to meet those current requirements.

With nearly every code revision cycle, many of the attachment requirements are increased. So, many existing roofs will not provide the sufficient attachment required by current code. Also, consider that any roof recovering eliminates the ability to save (reuse by mechanically attaching through) any rigid insulation under the original roof covering because now all layers must be removed down to the deck.

When recommending maintenance, coating or recovering, these code requirements and the roofs overall condition should always be considered. We need to sell roof services, but it may be best to apply a few temporary repairs until proper replacement can be accomplished. A wise contractor told me once “You’ll

never get in trouble from the ones you walk away from.” And hopefully by doing so when appropriate, you can sell a proper reroof instead.

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.

Acrylic/Silicone Hybrid System The Acrylic/Silicone Hybrid System combines the best performance characteristics of the acrylic and silicone liquid applied roof coating lines.

• • • • •

991 Standard Solids Silicone 630/993 Flashing Grade 640-1 Gray Acrylic (Fabric Embedded) VFI Recommended Primer Approved Substrate

The Acrylic/Silicone Hybrid System is unique to the liquid applied roofing industry and is exclusive to Volatile Free, Inc. and VFI approved distributors.

(800) 307-9218 | www.volatilefree.com

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FLORIDA ROOFING | July 2020

Manufacturer and Distributor of Quality Metal Roofing Products Since 1993

Metal Roofing Systems

• Standing Seam

• 5-V Crimp

• R-Panel

• Curved & Radius

• Domes & Frames

• Awnings & Frames



Available in 26 & 24 gauge Galvalume, Aluminum and 16 oz. Copper



All flashings and accessories are fabricated from the same coil stock as the roof system



FBC product approval, HVHZ, and NOA, etc.



Matching metal roof ventilation systems

Roofing Components and Flashings



• Tile Metal Eave Closure

• Drip Edge

• Ridge Anchor

• Preformed Tile Valley

• Flashings

• Ridge Vent Systems

All DCSM flashings and components are made in Galvalume, for greater corrosion resistance in a variety of colors. Also available in aluminum and copper.

DCSM Vent Systems

DCSM continuous ridge vents in Standing Seam and 5V profiles, provide efficient ventilation for your metal roof.

Our Standing Seam and 5V metal roof vents replace typical range, plumbing and dryer vents. Made from the same coil stock matching the main metal roof system.

Dan’s Custom Sheet Metal, Inc. 5700 Washington St | Naples, Florida 34109 Phone: 239.594.0530 | Fax: 239.594.2064 | Email: info@dcsm.net

Call today toll-free at: 866-989-DCSM

See our full product line at: www.DCSM.net

Polyglass: Evolving Through Innovation Tomorrow’s Ideas in Your Hands Today

As a pioneer of self-adhered roofing membranes, Polyglass manufactures premium roofing and waterproofing solutions for low-slope and steep-slope applications. For nearly 60 years, we’ve helped roofing professionals install world-class roof systems designed to withstand the harshest of elements and endure the test of time.

Today, we continue to lead our industry in innovation, pushing the bar ever higher with our state-of-the-art roofing solutions. We offer a wide range of roof coatings, membranes, underlayments and other products.

Here is a quick overview of some of the products and technology that have solidified Polyglass as a global leader in roofing and waterproofing:

ADESO — Self-Adhered Roofing Technology Many of the products we manufacture at Polyglass feature our revolutionary ADESO Self-Adhered Technology. ADESO dual-compound self-adhered (SA) membranes use a true APP or SBS formulation on the top, weather-facing side, while a powerful self-adhered formulation backs the bottom side. This technology also integrates several patented features to enhance lap sealing and is adaptable to customized surfaces.

Learn more about ADESO Technology at www.polyglass.us/product-type/ adeso-self-adhered-technology/

FASTLap — Granule-Free End Lap

Designed as a solution to create stronger seams while saving time and labor, FASTLap is a patented, granule-free end lap that eliminates the need for heating and scraping at the roll ends. FASTLap’s simple, stress-free application process saves an average of 200 minutes per hundred squares.

Learn more about FASTLap at www.polyglass.us/ fastlap-demo/

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FLORIDA ROOFING | July 2020

Velociflex — High-Speed Wind Protection

Velociflex is our state-of-the-art waterproof roof assembly system specifically designed for high-wind resistance applications. It consists of two plies of modified bitumen membranes with a “loose-laid” base sheet that is mechanically attached in the side laps to make it easy to install. Velociflex has been independently tested and certified for high wind protection up to 270 pounds per square foot.

Learn more about Velociflex at www.polyglass.us/ product-type/velociflex/

Polystick XFR — Fire-Resistant Underlayment

The latest innovation from Polyglass, Polystick XFR is an advanced dual-purpose waterproof/fireproof underlayment for combustible decks with metal roofs and other high-temperature applications.

Designed to achieve UL Class A fire ratings, Polystick XFR combines two technologies, our patented ADESO technology and patent pending Burn-Shield Technology, to integrate superior fire protection with unbeatable waterproofing capabilities — all within a single 80 mils thick layer.

Learn more about Polystick XFR at www.polyglass.us/ product/coming-soon-polystick-xfr/

What’s Your Next Roofing Project?

At Polyglass, we pride ourselves on producing innovative roofing and waterproofing products that exceed our customers’ needs and expectations. Let us show you how our products and solutions can enhance your roofs’ quality and performance while saving you time and money. To learn more, contact your local roofing experts today at www.polyglass.us/ sales-representative-locator/

FRM

FRSA Foundation Seminar Speakers FRM Staff FRSA has converted the instructor-led Convention seminars to an online educational format, working with the same professional and knowledgeable speakers you already know.

We’re partnering with Rob Irion, AAA Construction School, Jacksonville, to host FRSA’s Convention seminars. To register for the seminars, visit FRSA’s website, www.floridaroof.com and click on the “Register” button on the right. Seminars are competitively priced and Florida and industry specific. A full 14-hour package is $69, a 7-hour package is $39 and a single hour is $14. Below is a list of courses being offered, along with their credit designation and board approval(s).

Due to the Florida Building Code (FBC) cycle, seminars based on the new FBC 7th Edition (2020) code are only available for general (G) credit hours. We encourage you to pay close attention to these courses (marked with an asterisk) as they will become the new code on December 31, 2020.

Seminar #1

2020 Florida Building Code 7th Edition* Mike Silvers, CPRC CILB-0613402, BCAIB-5008589, ARCH-9878861 (G) Gain knowledge of updates to the 2020 Florida Building Code 7th Edition Building, Residential and Existing Building code requirements for roof coverings, noting changes from the 2017 Florida Building Code 6th Edition. Learn about ASCE 7-16 and how it affects the roofing portions of the code.

Seminar #2

Critical Contract Provisions Trent Cotney CILB-0613261 (BSP) Delve into an overview of critical construction contracts. Explore contract formation and pertinent construction provisions that contractors and subcontractors should include in their contracts.

Seminar #3

Licensing and MBE/WBE Requirements Trent Cotney and Clayton Osteen CILB-0613263

(L&R) Covers the laws, rules and regulations governing construction contractors in Florida and the requirements for minority business enterprises (MBE) and women business enterprises (WBE).

Seminar #4

Solar Roofing Codes & Best Practices Susan Stark CILB-0613318 (G) Explore the Florida Code requirements pertaining to Solar PV mounting, flashing and racking. You will leave with an understanding of Solar PV codes, standards and best practices relating specifically to the Florida Building Code and typical Florida roof systems. Codebased plan set review and inspection criteria will also be provided.

Seminar #5

Safety and Housekeeping – The Perfect Combination Jim Brauner CILB-0610083 (WPS) Gain an understanding of OSHA concerns and trends, fall hazards, site safety, production flow and material handling, demolition and debris removal, programs and training and the financial impact of accidents on the jobsite. www.floridaroof.com | FLORIDA ROOFING

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Seminar #6

Roof-to-Wall Connections Jon Levey CILB-0613450 (G) Expand your knowledge of the current code requirements for retrofitting roof tie downs. You will be provided with information from the Florida Building Code Building, Structural and Existing Building requirements for roof-to-wall retrofitting.

Seminar #7

Wage & Hour: Potential Pitfalls Ben Briggs CILB-0613090 (BSP) Understand the legalities of various wage and hour issues, as well as the most applicable employment laws for contractors. Topics include the hiring process, employment documentation, I-9 issues, hiring and firing and workers’ compensation insurance.

barriers, gable end enhancements, wall connections, fasteners and bracing, and retrofitting

Seminar #10

How to Use Data to Drive Sales for Your Entire Organization Greg Hayne CILB-0613319 (G) Data is everywhere, yet roofing contractors have been slow to utilize data to separate themselves from their competition. This presentation will show how to collect data, what data to collect and how to then use it to sell to your customer base. It can (and should) be used in conjunction with both service sales and project (reroofing) sales and gives a contractor a tremendous advantage in the marketplace over those contractors who still think getting work is about a low bid price.

Seminar #11

Workers’ Compensation Coverage and the Perils of PEOs Brett Stiegel and Debbie Guidry CILB-0613082

Seminar #8

2020 FBC and Major Changes in Metal Roofing* Lance Manson CILB-0613402 (G) Explore updates to the 2020 Florida Building Code 7th Edition Building, Residential and Existing Building requirements for metal roof coverings, noting changes from the 2017 Florida Building Code 6th Edition. Learn about ASCE 7-16 and how it affects the metal roofing portions of the code.

Seminar #9

Wind Mitigation Methods, the Law! Rob Irion CILB-0609669, BCAIB-5008093 (WMM) Materials reviewed will include wind zone areas, insured and ad valorem taxation criteria requiring compliance, reroofing, water 38

FLORIDA ROOFING | July 2020

(WC) Identify the legal requirements for a contractor to maintain workers’ compensation coverage in Florida, how and where to obtain proper coverage and the potential perils of employee leasing (PEOs) in the workers’ compensation system as it relates to contractors.

Seminar #12

Designing for Performance – Single Ply Roofing Lessons Jeff Sommer CILB-0613358 (G) Evaluate singly-ply roofing installation conditions that provide best-practice approaches to installations enhancements, including case studies and visuals

showing conditions and remedies. Gain knowledge in areas of single-ply roof systems design, including but not limited to industry concerns, metal edging, air infiltration, flashings, membrane securement, insulation adhesion, membrane adhesion, insulation options and membrane details.

Seminar #13

2020 Florida Building Code 7th Edition* Mike Silvers, CPRC CILB-0613402, BCAIB-5008589, ARCH-9878861

roof coverings, noting changes from the 2017 Florida Building Code 6th Edition. Learn about ASCE 7-16 and how it affects the low slope roofing portions of the code.

Seminar #15

Best Practices for Preventing Cybersecurity Breaches Roy Richardson CILB-0613405 (G) Learn why cybersecurity is important. Review multiple cybersecurity concepts, including how to secure your business and examine different everyday cybersecurity scenarios. Gain an understanding of the most common areas of concern and actions small business owners can take to prevent cybersecurity breaches.

Seminar #16

(G) Gain knowledge of updates to the 2020 Florida Building Code 7th Edition Building, Residential and Existing Building code requirements for roof coverings, noting changes from the 2017 Florida Building Code 6th Edition. Learn about ASCE 7-16 and how it affects the roofing portions of the code.

Cover Wrap Excellent front and back cover exposure.

What Does Advertising in Florida Buy You?

ROOFING Print Circulation

4,500

INDUSTRY PROFESSIONALS

Seminar #14

2020 FBC and Major Changes in Low Slope Roofing* Riku Ylipelkonen CILB-0613471 (G) Explore updates for the 2020 Florida Building Code 7th Edition Building, Residential and Existing Building requirements for

a ent rid nm Flo ver Go

FRSA-TRI Tile Manual 6th Edition Review Paul Oleksak and Manny Oyola, Jr. CILB-0613422, BCAIB-5008602, ARCH-9878862 (G) Gain an understanding of how and when to use the roof tile manual for designing and permitting roof tile systems. Learn methods for code compliance through proper use of tables for designing, permitting and installing roof tile systems. Important changes to ASCE 7-16 will be covered.

FRSA-TRI Tile Manual 6th Edition Review* PaulFrequency Oleksak and Manny Oyola, Jr. Discounts CILB-0613422, BCAIB-5008602, ARCH-9878862 (G) Gain an understanding of how and when to use the FRSA Membership Directory roof tile manual for designing and permitting roof tile systems. Learn methods for code compliance through proper use of tables for designing, permitting and inyear-round. stalling roof tile systems. Important changes to ASCE 7-16 will be covered.

FRM

M D anu Se istrib fact rvi ut ure ce ors rs Pr & , ov ide rs

Roofing and Sheet Metal Contractors

Outside Florida

Unlimited Digital Exposure Florida

Geographic Breakdown To find out more, contact Kelsey at 800-767-3772 ext 127 or kelsey@floridaroof.com www.floridaroof.com | FLORIDA ROOFING

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S.T.A.R. Awards – The Spotlight Trophy for the Advancement of Roofing The Spotlight Trophy for the Advancement of Roofing is an awards program designed by FRSA to recognize members’ unique and outstanding projects. A panel of judges evaluates the entries for inclusion and outstanding performance in each category.

This year, there were 48 submissions for placement in one of four categories: Low Slope, Steep Slope, Community Service and Craftsmanship.

Judging criteria include aesthetics, special circumstances, unique project design, complexity of project, workmanship, teamwork, testimonials and creative problem solving along with other considerations. The

judges use before, in-progress and completed photos and videos to assist in the judging process.

Congratulations to the following S.T.A.R. Award winners and their team MVP!

FRM

This year’s Shining Star Award, the overall top roofing project selected by the industry judges, was awarded to S&S Roofing Systems, Inc. for its Jaleo by José Andrés project at Disney Springs (see page 41 for more info). Congratulations!

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FLORIDA ROOFING | July 2020

S.T.A.R. Awards — Community Service First Place – Capital City Roofing & Sheet Metal Association (CRSA) Wallwood Scout Reservation Volunteer Re-Roof, Quincy Type of Roof Application: Standing Seam Metal Roof Roof Size: 3 buildings totaling 14,000 sq. ft.

Roof Height: One-story Contractor: CRSA Estimator: Farley Maxwell Project Manager: Farley Maxwell Superintendent: Ralph Davis Foreman: Farley Maxwell Manufacturer: Sheffield Metals International Distributor: Gulfeagle Supply

Project MVP Farley Maxwell Second Place – Northeast Florida Roofing & Sheet Metal Contractors Association (NEFRSA) Charles E Bennett VFW Post 1689, Jacksonville Type of Roof Application: Shingles Roof Size: 8,700 sq. ft.

Roof Height: One-story Contractor: Ralph DeCicco Estimators: Ralph DeCicco and Todd Brown Project Manager: Paul Tillotson Superintendent: Wayne Williams Foreman: Shane Dickens Architect/Roof Consultant: Andrew Hassan Manufacturer: Owens Corning Distributor: Roofing Supply Group

Project MVP Paul Tillotson Third Place – Saint Raphael Roofing, Inc. Miles of Smiles Ranch, N. Ft. Myers Type of Roof Application: PBR Panel 26 Gauge Mill Finish Metal Roof Size: 8,000 sq. ft.

Roof Height: 24 feet Contractor: Steven Olesen Estimator: Jorge Albinagorta Project Manager: Michael Calabrese Superintendent: Micheal Calabrese Foreman: Eusebio Zurita Lopez Architect/Roof Consultant: Daniel Wayne Homes Manufacturer: Union Corrugating Supplier: ABC Supply

Project MVP Michael Calabrese

S.T.A.R. Awards — Craftsmanship First Place – S&S Roofing Systems, Inc. Jaleo at Disney Springs, Orlando Type of Roof Application: Radius Standing Seam Roof System IMETCO Series 300 Panel | Roof Size: 13,400 sq. ft.

Roof Height: 42 feet Contractor: George Donovan Estimator: Ardie Duncan Project Manager: Ardie Duncan Superintendent: Alex Gomez Foreman: Alex Gomez Architect: Howell Belanger Castelli Architects, P.C. Manufacturer: IMETCO, Adam McNabb Suppliers: Triangle Fasteners, Joe Collinsworth ABC Supply, James Carducci, CPRC General Contractor: PCL Construction Project MVP Ardie Duncan

Shining Star

Second Place – Perry Roofing Contractors UF Griffin Floyd Hall, Gainesville Type of Roof Application: Siplast 2-Ply Modified Bitumen System with Ludowici French Tile Roof Size: 99 squares Roof Height: 50 feet Contractor: Keith Perry Estimator: Austin King Project Manager: Brian Klepp Superintendent: Rick Erdman Foreman: Enemias Lopez Architect: Thomas Hammer, AIA, Rowe Architects, Inc. Manufacturers: Ludowici Roof Tile, Jann Hughes Siplast, Inc., Dylan Kloeppner Supplier: ABC Supply, Randall Smith General Contractor: The Brentwood Company Project MVP Rick Erdman Third Place – Old World Craftsmen Inc. FSU Earth Ocean and Atmospheric, Sciences Building, Tallahassee Type of Roof Application: Ludowici Clay Roof Tiles with 20 oz. Copper Soffits and Built-in Gutter Fascia Roof Size: 160 squares Roof Height: 100 feet Contractor: Jeff Ganskop Estimator: Jeff Ganskop Project Manager: Matt Ganskop Superintendent: Matt Ganskop Foreman: Kerry Fontenot Architect: Bohlin Cywinski Jackson Manufacturer: Ludowici Roof Tile, Jann Hughes Distributor: ABC Supply, Bill Sanders General Contractor: Ajax Building Corporation Project MVP Matthew Ganskop

S.T.A.R. Awards — Low Slope First Place – Springer-Peterson Roofing & Sheet Metal Hillsborough County Court Annex, Tampa Type of Roof Application: 80 mil TPO using Rhinobond plates Roof Size: 327 squares Roof Height: 40 feet Contractor: Rob Springer, CPRC Estimator: Chris Berlin Project Manager: Cam Raby Superintendent: Jack Donaghy Foreman: Jorge Sifuentes Architect/Roof Consultant: GLE Associates Manufacturer: GAF, Manny Sierra Supplier: ABC Supply, Chris Dixon General Contractor: JVA Construction, Jannet Varon Project MVP Jorge Sifuentes Second Place – Advanced Roofing Inc. Riverside Hotel, Ft. Lauderdale Type of Roof Application: Carlisle 60 Mil PVC Kee Membrane Roof Size: 43,500 sq. ft.

Roof Height: 13 to 132 feet Contractor: Bill Arseneau Estimator: Cody Stunkard Project Manager: Todd Avery Superintendent: Terry Tilson Foreman: Roberto Cotton Manufacturer: Carlisle SynTec, Anthony Taddeo

Project MVP Terry Tilson Third Place – Martin Roofing Services Inc. The Current, An Autograph Collection, Tampa Type of Roof Application: Fleeceback TPO – Siplast 3 Ply Modified – Guardian Pavers Roof Size: 224 squares | Roof Height: 120 feet Contractor: Brantley Dice Estimator: Jason Mudry Project Manager: Omar Roman Superintendent: Jeremiah Dice Foreman: Chris Sheets Architect: PFVS Architects & Interiors Manufacturers: GAF, Sean Ramsey Siplast, Inc., Dylan Kloeppner Distributor: JGA Beacon, Jeff Pattersen General Contractor: Welbro Building Corporation Project MVP Omar Roman

S.T.A.R. Awards — Steep Slope First Place – Complete Roofing Solutions Inc. First Church of Christ Scientist, West Palm Beach Type of Roof Application: Ludowici Tile over Hot Mopped CertainTeed GMS Roof Size: 13,500 sq. ft.

Roof Height: 50 feet Contractor: George Jacobazzi Estimator: George Jacobazzi Project Manager: Joseph Jacobazzi Foreman: Jose Avila Manufacturer: Ludowici Roof Tile, Mike Anusbigian Supplier: Gulfeagle Supply, Erica Izquierdo

Project MVP Jose Avila Second Place – Streamline Roofing and Construction, Inc. The Club at Mexico Beach, Mexico Beach Type of Roof Application: Streamline 175SL Standing Seam Roof Size: 180 squares Roof Height: 60 feet Contractor: Ralph Davis Estimator: Ian Miller Project Manager: Ian Miller Superintendent: David Edwards Foreman: Hedilberto “Eddie” Garcia Manufacturer: Streamline Roofing and Construction Distributor: Tom Southerland

Project MVP Hedilberto “Eddie” Garcia Third Place – Carroll Bradford Roofing Todd Braid Project, Indialantic Type of Roof Application: Boral Plantation Smooth Tile in Midnight Black with a Copper Drip Edge Roof Size: 52 squares Roof Height: 40 feet Contractor: Jonathan Menke Estimators: Cody Bates and Ryan Kruse Project Managers: Cody Bates and Ryan Kruse Superintendent: Gustavo Musa Manufacturer: Boral Roofing Distributor: Roofing Supply Group

Project MVP Cody Bates

This year, the FRSA Convention & Expo is coming to you Expo Guide

Florida contractors, keep an eye on your mailbox! We’re sending out over 10,000 Expo Guides where you’ll meet Exhibitors and S.T.A.R. Award winners, take a shot at the $1,000 Square Challenge giveaway and find more fun games and cash prizes. Also available in digital format.

Continuing Education (CE) Seminars

The FRSA Educational & Research Foundation is working hard to produce online versions of every CE course that would have been offered at the Convention. 17 hours of codes, business practice, roofing skills and more. Target launch is July 1. Visit www.floridaroof.com for updates.

Mike Silvers, CPRC Seminar: Florida Building Code

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Foundation Online Auction | July 10-17 Donate. Bid. Win. Score vacation getaways, roofing tools and supplies, restaurant gift cards and much more.

Donate an item now at www.floridaroof.com and your company can be seen during the auction. Starting July 10, text FRSA to 243735 to register and start bidding.

Save the dates for future events www.floridaroof.com

‘21 Daytona Beach ‘22 Kissimmee, FL ‘23 Kissimmee, FL

Gaylord Palms Resort | July 21-23

100th Anniversary! | July 20-22

Gaylord Palms Resort | July 12-14

FRSA Online Auction Runs July 10-17 First, thank you to each of the donors listed below for your generous donations that make supporting the work of FRSA’s Educational & Research Foundation fun and rewarding. Many more people donated after we went to print (in fact, you can still donate through Tuesday July 14 and we will get your item posted to the auction right away), so we will include more donors next month as well as on www.floridaroof.com.

Register and Bid

See instructions below to register and bid in the Online Auction. This is the first year we attempted the online format, so we would love to hear your feedback: what went well, what needs improvement. You can reach John Hellein at 800-767-3772 ext 123 or john@floridaroof.com.

FRM

Thank you to our Online Auction Donors!

21c Museum Hotels ABC Wines Abita Brewing Company American Victory Ship & Museum Andretti Thrill Park Atlanta Movie Tours Atlantic Asphalt & Equipment Atlas Roofing Corp Autobahn Indoor Speedway Avalon Manufacturing Bad Daddy’s Burger Bar Bayside Resort Big Joe Blackadder Brewing Blink by Amazon Blue Sky Golf Club Brauner Safety Services

Cuba Libre Restaurant & Rum Bar Cyclebar Winter Park Denver Zoo Disney Golf Courses Duffy’s Sports Grill Duro-Last Inc Eagle Roofing Products FL Empower Adventures Eufy By Anker Few Spirits Flamingo Gardens Florida Roofing Magazine Foxtail Coffee Co GAF Garden Theatre Gardenfresh Restaurants Gaylord Palms Resort

How to Bid and Win in the

FO U ATION ND

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Butterfly World Cabot Cheese California Innovations - Arctic Zone Cason Photography Celebration Golf Club Celebration Restaurant Group Central Florida Zoo & Botanical Gardens CertainTeed Chicago Cubs Clearwater Marine Aquarium Cooper’s Hawk Winery & Restaurants Cotney Construction Law Cougar Paws Craneworx Crayola Experience

Foundation Online Auction Mobile Bidding

1. Text FRSA to 243725 2. Follow the link you receive to register 3. Start Bidding!

4. Share items with your friends and followers on Facebook, Twitter, email or text.

1.

2.

Welcome to the Annual FRSA Auction! Thank you for supporting the Foundation. Please follow the link: http://...

3.

From a Web Browser

4. Know someone

who would be interested in an item? Share it with them!

Visit www.FloridaRoof.com and follow the Online Auction link.

Winner’s Tips 1. Set a Maximum Bid. If you’re outbid, the system will automatically raise your bid.

2. Bid high and bid often!

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FLORIDA ROOFING | July 2020

3. Watch for outbid notices in your messages.

4. Be the highest bidder ;-)

Grand Hyatt Tampa Bay Gulfeagle Supply Guy Harvey Resort Hammock Beach Resort Harpoon Brewery HGU NYC High Museum of Art Irish 31 Pub House & Eatery Jack’s Studio Jackalope Brewing Co Jacksonville Ice & Sportsplex Jacksonville Jumbo Shrimp Johnsons Popcorn JW Marriott Denver Cherry Creek KC Wand Kennedy Space Center Visitors Complex Kings Dining & Entertainment Lazy Moon Pizza Main Event Orlando Mastermind Vodka Inc Medieval Times MFM Building Products Corp Milk Jar Cookies Mosh Jacksonville Mpix.com Mrs Prindables National Corvette Museum NRCA

Ocean Breezes Design O’Hagin Orlando Starflyer OUE Skyspace Panera Bread Perez Art Museum Miami Pizzalley’s PRP Wine International Puro Sound Labs RDV Sportsplex Rifle Paper Co Rodizio Grill Brazilian Steakhouse Roof Assessment Specialists Inc RoofersCoffeeShop Roofing Contractor Roque Pub Rosen Shingle Creek Roser USA Stone Coated Steel Roofing Sazerac Company Inc Scenic Cruise St Augustine Schnebly Redland’s Winery Seaman Corp Shedd Aquarium Showcase Of Citrus Silver Systems Inc Sonny’s BBQ SOPREMA Splitsville Luxury Lanes

Sprinkles Cupcakes St Augustine Alligator Farm Stafford Portraits Steinel America Inc Sun-Tek Skylights Tapa Toro Tarco TC Parker & Associates The Barrymore Hotel Tampa Riverwalk The Birchwood Inn The Field Museum The Florida Aquarium The Island by Hotel RL The Island in Pigeon Forge The John and Mable Ringling Museum of Art The Sherwin Williams Building Solutions Group Tijuana Flats TooJay’s Deli TopGolf Orlando Total Wine & More Wawa Foundation Whistle Pig Whiskey Wonderworks Orlando Woody Creek Distillers World of Coca-Cola Zoo Tampa

FRM

www.floridaroof.com | FLORIDA ROOFING

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FRSA Building Update Lisa Pate, FRSA Executive Director Work continues on the interior and exterior of the FRSA building, as we await a pre-power electrical inspection. The relay switch for the generator finally arrived and was installed along with electrical panels and the alarm system. Even with the electrical delay, crews were able to find other work to keep busy.

One day last month, I arrived onsite for my morning update and found seven different trades working around each other, digging irrigation lines for sprinklers, grading dirt for landscaping, masons finishing outside stone work, painters prepping the building and taping windows, plumbers working in the bathrooms, tile installers and a crew installing the base foundation

48

FLORIDA ROOFING | July 2020

for the flagpole. With rain daily, I was concerned construction on the building would be delayed.

Inside, cabinetry has been installed in the training center, breakroom, bathrooms, mailroom and conference room and tile flooring has been placed in the breakroom and bathrooms. The remaining ceiling tile is also being installed. The building is finally beginning to look like our new home.

Currently, the outside of the building has been primed and Kynar latex paint will be applied next week, providing the weather cooperates. More information on this unique product next month.

FRM

www.floridaroof.com | FLORIDA ROOFING

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It’s Always a Good Time for Roof Maintenance Lucio “Leo” Vasquez, Technical Manager, Sherwin-Williams Roofing Solutions Marisol Masferrer, Regional Account Manager, Sherwin-Williams Company Regular inspection and maintenance are critical components of building management. This is particularly true when it comes to the roof. Catching a problem early and preventing leaks through regular maintenance can save a building owner thousands of dollars in structural and property damage. For contractors, partnering with building owners on a maintenance program and regular inspections makes good business sense.

While any roof observation can come with its share of surprises, there are certain focus areas you will always want to keep in mind. Next to following proper safety protocol, having a solid game plan can be the most important part of any inspection. Notes from the install, previous repair work or inspections will help in this area. Consulting with the building owner in advance on any issues they have experienced or repairs that maintenance staff may have performed, will also provide better insight.

Unfortunately, many roof problems are caused by individuals who have no legitimate reason to be on the roof or who do not know or care about the proper precautionary measures required to protect the surface. It is strongly recommended that access be limited to authorized personnel only, that all individuals

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FLORIDA ROOFING | July 2020

or working parties are logged in and out to establish responsibility for any mechanical abuse and that all unnecessary foot traffic is strictly avoided.

All roof systems should have a complete inspection semi-annually in the spring and fall, after any major weather event and after any structural damage to the building. More frequent inspections are required for structures that evacuate or exhaust debris onto the roof surface. Examples include manufacturing facilities and restaurants which often expel substances that can rapidly deteriorate the membrane. Inspect the exterior of the building and parapets for signs of settling that may result in distortion or damage to the membrane and/or flashing components. The condition of the roof and all systems should be noted on an inspection report.

All roof flashing surfaces should be carefully inspected for any abnormal conditions such as:

■ Signs of stress, e.g., wrinkles, blisters, fish mouths etc.

avoid clogged drains. Check all drain clamping rings for proper attachment. Ensure drain strainers are in place. Ensure overflow drains and scuppers are free of ■ Evidence of mechanical abuse, e.g., bare spots, debris. punctures, cuts etc.

Roof Membrane – Check for exposed bare spots, ■ Unusual wear due to excessive foot traffic. open laps, blisters and wrinkles. Inspect flashing ■ Evidence of damage caused by chemical attack or components to ensure water-tightness. Most of these other adverse reaction to substances discharged items must be repaired immediately. on the roof or membrane Walls – Repair bad mortar joints, caulking and copings.

■ Ponding water conditions.

Metal Counter Flashings – Check regularly for cracks or loose joints. Flashings must be properly Areas to Maintain attached and sealed at all times to remain watertight.

Entire Roof – At least twice a year, normally in spring For face-mounted counter flashings, verify caulking and fall and after major weather events, inspect the and attachment are satisfactory. membrane for damage. Inspect exposed membrane Vent Stacks – Carefully check metal for any defor signs of deterioration or damage. Leaks occur terioration.

Ensure that the caulking is well adhered, most often at flashings, curbs and other penetrations resilient and free of cracking and shrinkage. to the membrane. Pay attention to corners and end Gravel Stops and Metal Edge – Pay careful attencaps. Keep the membrane clean and free of debris, tion to the condition of the metal including rust, wind vegetation, excessive bird droppings and items thrown deformation and joint integrity.

Note any resulting on the roof. Have a trained maintenance person acstressed roof or membrane areas.

Examine caulking at company contractors. the exposed edge of the membrane to ensure proper Drains – Aid drainage by keeping roof drains, scupadhesion and integrity. pers or two-stage drains and adjoining areas clean to Expansion Joint Covers – Check the assembly attachment and the condition of both the flexible and metal components (including joints).

Reflective Coatings – If roof membrane has a reflective coating, ensure coating remains clean and free of accumulated dirt, dust and debris. Proper maintenance of the reflective coating is essential to maximizing roof longevity.

Cleaning the Roof – Roofs should be cleaned on a regular basis and kept free of debris at all times including those periods between semi-annual inspections.

Remove all leaves, branches, cans, bottles, rocks, dirt and debris that may impede roof drainage or cause puncture damage to the roof. Again, check all drains, gutters and scuppers to be sure they are clear and open. Excessive bird droppings are particularly harmful to most roof membranes and must not be allowed to remain or accumulate on the roof surface.

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FLORIDA ROOFING | July 2020

Maintenance Cleaning Best Practices ■ Wet the surface with clean water ■ Apply approved cleaning solution according to manufacturer’s recommendations. Apply the solution in an arc pattern with a garden sprayer

major issues and go a long way in forging a positive relationship between the roofing contractor and the building owner.

FRM

Leo Vasquez has 19 years’ experience in the construction and roofing industry. He is a Manager of all ■ Allow the cleaning solution to soak for 10-15 minTechnical Aspects for SWRS/Uniflex in North and utes. Do not allow it to dry Central America. Experienced and educated in coatings, roofing, general construction, waterproofing, ■ Lightly scrub the areas of heavy dirt build-up with dampproofing, air barriers and vegetative assemblies. a soft bristle broom (a stiff bristle broom may Leo manages projects of all scopes and sizes. He is cause mechanical damage to the roof system) responsible for creating bilingual (English and Spanish) ■ Thoroughly rinse the cleaning solution from the educational and training curriculum for end users rangroof surface with a hose or pressure washer ing from entry to expert level instruction. Leo partners (<1,500 psi) and advises architects, consultants and contractors on ■ Caution must be taken as the wet roof may be very behalf of The Sherwin-Williams Company, minimizing slippery liability both to his customers, company and the roof■ Any organic growth (mildew, algae etc.) that is not ing industry. Leo is a true ambassador for the roofing removed by the cleaning solution and light scrubcommunity. bing may be treated with environmentally friendly Marisol Masferrer has been with Sherwin-Williams chemicals. Follow the chemical manufacturer’s Company in The Roofing Solutions Group for 9 years instructions. and in the Commercial/Residential Roof Coatings industry for 19 years. As a Regional Account Manager As you can see, inspection and maintenance of a for Florida, Marisol is responsible for servicing and roof is a very detailed process. Having a solid game coordinating roof inspections, sales and training with plan and knowing what to look for will make the job safer and more effective. While it is impossible to pre- distributors (SW and others), roofing contractors, architects, specifiers, engineers, designers and other dict what you may find when you step foot on top of industry professionals. a building, following these basic tips can help prevent

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www.floridaroof.com | FLORIDA ROOFING

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Roofing Alliance 2020 Student Competition Finalist: University of Florida Lauren White, HJE Consulting The Florida roofing community continues to be immensely proud of its University of Florida (UF) Construction Management School roofing team. The Construction Management School has participated in every Roofing Alliance construction management student competition since 2015. In 2020, five of the universities’ current construction management students formed a roofing competition team that became one of five finalist teams in the 2020-21 competition.

The UF team traveled to the International Roofing Expo held in Dallas in February, to present their proposal to a panel of roofing industry judges. A two-time winner in the Roofing Alliance student competition, the current team prepared a bid, plan and presented their proposal as if they were presenting to the general contractor for the project.

The Roofing Alliance competition tests students’ roofing knowledge, project management skills and presentation abilities. This year, the teams were required to submit a qualified bid package for a new roof system on the Ford Center, which serves as the indoor practice facility for the Dallas Cowboys football team.

“The teams researched the project, reviewed the plans and specifications and assembled a full estimate and qualified package proposal that was submitted to a board of Roofing Alliance judges,” according to Kyle Thomas, Vice President of the Roofing Alliance and current chair of the student competition.

2020 Teammates

Each team consists of four team members and an optional alternate. They also have a faculty advisor and a team mentor who is either a Roofing Alliance or a National Roofing Contractors Association member. Jim Sullivan, the Director of the Undergraduate Program for the UF M.E. Rinker, Sr. School of

Construction Management, served as the team’s faculty advisor. The team mentor was Rob Springer, CPRC, President of Springer-Peterson Roofing and Sheet Metal Inc. in Eaton Park, Fla. UF’s team captain, Tony Centro, was the 2019 Roofing Alliance Best Individual Student Presenter and is currently earning his Bachelor of Science in Construction Management. Competing in the Roofing Alliance competition two years in a row, he has also been focused on gaining experience in construction overall. For three months in 2019, Tony was a project management intern at Barton Malow Company where he assisted and supported the team in managing a construction project with planning, tracking completion of milestones, budgeting and scheduling. He also prepared reports and presentations and provided support for project meetings. Since April of 2017, Tony has been a technology consultant at University of Florida, solving client’s IT problems.

Ricardo Madero served in the United States Navy from 2012 until 2016. During his service he was an aviation electronics technician, supervising flight line operations, servicing and inspecting aircraft and testing communication, navigation and data handling equipment. Ricardo worked as a sales associate/key holder at Sherwin-Williams from 2018-2019. Currently, he is an intern in operations at Charles Perry Partners Inc., assisting a concrete crew with forming, demolition and pouring footers, slabs and stem walls. Ricardo designs and builds custom furniture pieces for his woodworking company, Reduce Reuse Refurbish.

From 2012 until 2018, Eric Biggs has worked as a project engineer for Biggs Construction Services Inc. in Pensacola, Fla. He is proficient in Bluebeam, On-Screen Takeoff, Revit, Navisworks, Sketchup and AutoCAD. On campus, Eric is the house manager for

Left to right: Ricardo Madero, Eric Biggs, Palmer Collins, Tony Cento (team captain) and Collin Galinas (alternate).

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FLORIDA ROOFING | July 2020

the Sigma Alpha Epsilon fraternity where he completes day-to-day house maintenance, repairs and improvements. In 2019, Eric was a construction intern for the consumer-packaged goods department at the Haskell Company in Jacksonville.

With basic mechanical drafting skills in addition to proficiency in Building Connected, Procore and Bluebeam, Palmer Collins is earning his BS in Construction Management. He worked as a Project Manager for Bags Inc. in Orlando, Fla. in 2016 and 2017, conducting interviews, planning new hire events and showcases and researching potential new corporate accounts. For three months in 2019, he was a construction management intern at the Haskell Company, reviewing designs for current projects and assisting in creating work production schedules for upcoming meetings.

Collin Galinas, the team’s alternate, has served as a field intern in 2017 and an intern in the estimating department in 2018 for Full Tilt Constructors, Inc. He is skilled in Revit, BlueBeam and TouchPlan and has completed certifications for BIM360 and OSHA30 training. Collin was a field/office intern at Baker Concrete Construction, Inc. for three months in 2019.

While there, he worked on the Walt Disney World Project, Project S. During his internship, Collin led a QA/QC program, which required internal coordination of shop drawings and external coordination with the client, project owner, third party inspection agencies, testing companies and governing jurisdiction’s representatives.

About the M.E. Rinker, Sr. School of Construction Management

In 1935, Building Construction, BCN, began as a program under the Department of Architecture.

BCN is the oldest continuing building construction program in the country and in 1976 it became one of the first construction programs to be accredited by the American Council for Construction Education, ACCE. In that same year, BCN became the School of Building Construction. Over a decade later, in 1989, the school was renamed the M.E. Rinker, Sr. School of Construction Management, in honor of Marshall E. “Doc” Rinker, Sr. and his generous contributions to the school. “Doc,” originally from Indiana, moved to Florida in 1925 and founded Rinker Materials Corp. His company became the largest building materials supplier in Florida by 1988. The Marshall E. Rinker Sr. Foundation, which is led by his son David, has privately supported the University of Florida and its programs and has made a tremendous impact on the university.

When understanding construction management university programs, it is about the planning, coordination and supervision of a project from beginning to completion. Technical, managerial and business courses are all part of the core curriculum, which focuses on understanding the construction management process. Part of the mission of the Rinker School is to

“...advance the industry by creating new knowledge through research and scholarly activities [and] educate individuals in principles, knowledge and skills required to be successful in their professional careers…”

Students interested in careers in construction management, techniques, operations and related areas in the construction industry are ideal candidates for the four-year Bachelor of Science in Construction Management program. For members of the Roofing Alliance, the opportunity to provide positive exposure about roofing to construction management students is a major benefit for the roofing industry overall.

There is also the opportunity to potentially draw these graduates into roofing, which helps overall with the industry’s need for talented future roofing professionals.

Engaging with construction management students is critical for the roofing industry. They are receiving hands-on experience through in-class labs and volunteering, which is critical to prepare for not just construction but also the ability to understand the building envelope. In the past, roofing has not always been a part of these courses but today, due to the efforts of the Roofing Alliance, roofing is now a part of the discussion. In recruiting efforts, the roofing industry is looking to recruit students who are prepared for a construction career with capabilities in planning, directing and coordinating activities. Graduates of UF have been employed by general contractors, developers, home builders, the heavy construction industry, service industries and, in the near future, roofing contractors.

The Rinker School awards nearly $50,000 in scholarships each academic year thanks to the support of numerous industry and community organizations.

Typically, 30-40 scholarships are available with values of $1,000-$2,000. The first- and second-place teams in the Roofing Alliance construction management student competition are awarded $5,000 and $2,500, respectively in scholarship funds for their schools. UF has competed in all of the Roofing Alliance competitions since 2015. Placing first in 2016 and 2017, they continue to bring the highest level of competition to the event.

The Roofing Alliance construction management student competition provides these aspiring construction professionals with a real-world application of what they are studying at the University of Florida.

Participants learn the value of teamwork, how to put together a qualified bid package for a roof system and how to present themselves to a panel of judges. The student competition is the perfect opportunity for students studying building construction and roofing to put their knowledge into practice.

For more information on the student competition and information about the Roofing Alliance, contact Bennett Judson, the Roofing Alliance’s Executive Director, at bjudson@roofingalliance.net or visit www.roofingalliance.net.

FRM

www.floridaroof.com | FLORIDA ROOFING

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COTNEY CONSULTING GROUP John Kenney

Review and Validate Your Estimating Process The estimating process begins with a comprehensive understanding of your project’s scope of work.

Whether it is a scope prepared by an owner’s designer or your own company’s scope recommendation, your estimating team must be able to visualize and mentally build the project, starting with site mobilization through project completion. This estimating skill is best developed by having hands-on experience in the field, which gives you a better insight of means and methods, materials, labor durations and the challenges faced during installation.

A knowledgeable and well-trained estimating team is only one key component to your success. You must have solid processes and procedures in place.

Stage 1 – Pre-Estimate Stage Reviewing Plans and Specifications

In the initial review, you want to identify and note all items to be estimated. Pay special attention to the General Conditions and any Supplemental or Special Conditions of the specifications thoroughly. These sections contain information that may not be part of the actual construction but they will include items that will be relevant in assembling your estimate.

Job Site Visit

An estimator should always visit the project site to address any details that may not be evident from reviewing the plans. Look for site access, staging areas, equipment needed and always verify existing conditions. Take photos, measurements and samples as required.

Stage 2 – Building Your Estimate Build Your Estimate from the Ground Up

The best approach to completing a quantity take-off is to follow the order of the actual construction, from the deck to finished cap flashing. This will provide you a clear mental snapshot of the project. If a project consists of multiple buildings, perform a separate quantity take-off for each building for a more accurate project estimate.

Quantities, Keep Uniform and Consistent

A quantity take-off is a continuous list of items and measurements. Keep your quantity as consistent and straightforward as possible. If estimating in spreadsheets, this is especially important.

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FLORIDA ROOFING | July 2020

Getting the Scale Right

Check the plans carefully for change in scale and plans reduced from their original scale. Check for notes such as “NTS” (not to scale) or discrepancies between plans and specs. As you proceed through your take-off, it doesn’t hurt to do some mental arithmetic if a quantity or measurement seems off. Designers can make mistakes too.

You should verify your plan scale and measurements with the detailed floor plan that has the dimensions on it. This is an excellent way to confirm that the roof plan scale is accurate.

Understand Your Products and Material Pricing

Factors that can affect pricing should be considered, such as: ■ Availability and demand for a product ■ Delivery challenges for materials ■ Is the product or material standard or custom order?

■ Lead times that fall outside the manufacturers’ standard lead time guidelines ■ Seasonal limitations that dictate logistics and adjustments to the price.

Sometimes there are products you are not familiar with specified on projects. Understanding how these products are installed will assist you with your preparation for labor unit costs.

Accurate Labor Units

When you calculate how long it should take a worker or crew to complete a section or assembly of your project in hours, it is not advisable to calculate them on peak productivity rates.

In real-world construction, many factors impact the daily output of productivity, such as working long hours, which causes a decrease in productivity efficiency, as well as increasing costs of overtime rates.

Though you cannot account for abnormal weather events, weather can have a significant impact on your project and should be factored into your estimates.

Other Costs to Include Subcontractor Quotes

A good practice is to get more than one subcontractor for each specific scope of work on a labor and material basis so that you can compare quotes equally to uncover any missing items. Scrutinize your subcontractor quotes with the same evaluation steps you use for your estimates.

estimator, Vice President and Chief Operating Officer with his various companies. John has worked for multiple Top 100 roofing contractors’ companies and is intimately familiar with all aspects of roofing production, estimating and operations. Prior to joining Cotney Consulting Group, John was responsible for the daily operations and performance of a large commercial roofing contractor.

Equipment Needs

Determine what equipment your project will need and whether you own them or need to purchase or rent them.

Always evaluate the most cost-effective solutions and include them in cost preparation.

Include Additional Project Costs These may include: ■ Mobilization ■ Jobsite storage containers, required utilities, portalets ■ On-site supervision (if not included in your overhead) ■ Safety costs ■ Dumpster ■ Clean-up ■ Other miscellaneous items, etc.

Stay tuned for the second article of this series, which will cover what should be included and how to correctly markup your estimate to capture all your costs and part 3, which will cover how to calculate gross profit and develop a selling strategy.

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FRM

John Kenney has over 45 years of experience in the roofing industry and started his career by working as a roofing apprentice at a family business in the Northeast. Because of his skill and hard work, he progressed from roofing laborer, to foreman, estimator, chief

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Sales and Marketing Lee Rust, Owner, Florida Corporate Finance

Future FRSA Convention and Expo Dates For planning purposes, please note these future Convention and Expo dates:

2021 – July 21-23

Gaylord Palms Resort & Convention Center Kissimmee

2022 – July 20-22

FRSA’s 100th Anniversary The Ocean Center, Daytona Beach

2023 – July 12-14

Gaylord Palms Resort & Convention Center Kissimmee

2024 – June 5-7

Gaylord Palms Resort & Convention Center Kissimmee

2025 – June 4-6

Gaylord Palms Resort & Convention Center Kissimmee

2026 – June 10-12

Gaylord Palms Resort & Convention Center Kissimmee www.FloridaRoof.com

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FLORIDA ROOFING | July 2020

You might be amazed at how many of my client’s companies have but a single sales technique. They answer the telephone. Someone calls to say they want to buy a widget or a certain service and the response is, “Oh yes, we make those,” or, “Oh yes, we do that.” Their only active sales work is to rely on their reputation, their past relationships and the “word-of-mouth” system of sales. While those might suffice to maintain a modest level of revenues, they won’t contribute much to growth, adequate market penetration or an operation of significant size.

Many company owners know little of sales and marketing techniques. The reason is simple: most entrepreneurs are better versed in the products they manufacture or the services they provide than how to sell those products or services. They gained their experience making things or doing things and, in many cases, not in selling those things. Once your company is established, however, any owner or principal operating executive should turn their attention to sales and marketing.

Although the words “sales and marketing” are most frequently presented as a single subject, marketing is quite different from sales. For any company owner or executive who wants their operation to be more than a source of personal compensation, they should understand both as well as how both functions can be applied to the growth of the company. Let’s look first at sales.

Selling

To understand how to sell a product or service, start by examining the purchasing decision. List all of the factors that most influence a customer’s decision to buy and then rank those factors by most to least important. Those factors might include quality, design, performance, utility, simplicity, technological advancement, price, size, weight, delivery time, inventory control, customer training, after sales service, the distance from you to your customer, your company’s reputation and your company’s relationship with the customer. Once you have a good feel for what causes a customer to choose your product or service over those of your competitors, you can then concentrate on both improving those factors that are the most important and on presenting them to your potential customers.

Next, study all possible channels into the markets that use your products or services. Determine how those products or services can be most cost

effectively presented to the various markets and sold to the potential customers in those markets. If your customers are limited in number or are all within a relatively small geographic area, direct sales using your own salespeople might be the best approach. For a relatively small company trying to sell products or services to a large number of customers nationwide or in overseas markets, independent sales representatives might be used. Other channels into the markets might include catalog sales, an interactive website or telephone sales. You should use all sales methods that can generate results at a reasonable cost.

Independent Sales Reps

By the way, if independent sales representatives are appropriate, they should be chosen with care, well trained by you and then monitored continuously. I have a friend who has spent most of his long career consulting only independent sales representatives.

He finds appropriate products and services for reps and he finds appropriate reps for companies. He has often told me that training sales representatives is as important as finding and engaging the right ones.

Once you have reached an agreement for an independent sales representative to carry your product or service, you should have them visit your facility at your expense. Make sure they know your key managers, understand how your products are made or your services are provided and know all those factors that affect a customer’s buying decision. You or your sales manager should also make periodic sales calls with each of your reps. Have them devote a day or two to only your product or service with you there so you can demonstrate the sales techniques you use.

Also, get each of your reps to give you quarterly sales goals and then monitor their progress toward those goals no less than monthly. Those who don’t produce should be replaced. In most instances, however, if a sales representative isn’t performing, it’s more your fault than theirs. Virtually all independent sales reps have more than one product or service to promote. They will concentrate their efforts on those that they understand the best, will generate the highest return for their efforts and are pushed by the companies they represent. Actively sell to your representatives, and they will sell for you.

Sales Cycle

Another important element of the sales function is to understand the sales cycle. Is your product or service one that is purchased immediately when needed or one that is sold over an extended period of months?

Do your clients inventory your product? Do they use it or resell it and, if they use it, what is the cycle associated with that use? From the first presentation of your product or service until the purchase decision is made, how can you best follow up with the potential www.floridaroof.com | FLORIDA ROOFING

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customer? A sales program that addresses these questions and is specifically designed for the sales cycle associated with your product or service is the one most likely to succeed.

Know Who Your Customer Is

In addition, know your customer and know who your customer is. If you sell products through retail stores, you might think the store’s customers are your primary customers. They aren’t, the retail store is. The store must make a buying decision before their customers

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If you sell to other companies, determine who within those companies will influence a buying decision and who will ultimately make that decision. Once you’ve determined that, you can then better target your sales efforts.

My father told me years ago that two of the most important elements of selling are to ask for the order and, when you’ve made the sale, shut up and get out.

He was right on both points. Many salespeople do a great job of presenting a product or service but are then reluctant to ask the customer to buy. Make sure you don’t have those types in your sales group. As to the second point, I’ve seen salespeople talk themselves out of a sale after it had already been made. If you’ve made the sale, there should be nothing else to say other than, “Thanks for the order.”

And don’t believe the old adage about the mouse trap. If you design and produce a better product or offer a better service, no one will beat a path to your door. With virtually all products and services offered by my many clients over the years, they all had to be sold. They weren’t simply bought. Don’t just answer your phone; determine how to sell your products or services into a well-defined market and then do it.

FRM

Lee Rust, owner of Florida Corporate Finance, specializes in Mergers & Acquisitions, Corporate Sales, Strategic Planning, Financing and Operations Audits.

He can be reached by phone at 407-841-5676 or by email at hleerust@att.net.

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Looking for "Safe" Workers' Compensation Insurance?

IN CASE OF AN EMERGENCY FRSA Self Insurers Fund membership includes: Safety Meetings Drug-Free Workplace Support Jobsite Inspections

Shop Inspections Construction Pre-inspection Post Accident Investigations

Our Loss Control Representatives are trained in all aspects of OSHA and other safety regulations. We provide a comprehensive Loss Control Manual to all members, which can serve as your written safety program. We believe in providing safety as a service, helping you and your employees by preventing injuries in the workplace.

For more information, visit www.frsasif.com or call 800-767-3772 ext. 200

FRSA’s Annual Meetings Each year, during the annual Convention, all the FRSA’s entities – the Association, Credit Union, Educational Foundation and Self Insurers Fund – hold their required annual membership meetings. This year, we’ll be holding those meetings via a GoToMeeting platform. Members will be able to go to FRSA’s website, www.floridaroof.com, log on, locate the meeting link on the right and participate in the annual meetings.

All meetings will be held on July 16, 2020 beginning at 11:15 am. We invite you to attend.

Association Treasurer’s Report

It should come as no surprise to anyone to hear that the 2020 FRSA Association fiscal year is its most challenging since the early 1990s. The cancellation of this year’s Convention and Expo, and the loss of revenue the event provides has a severe impact on the Association’s bottom line. There is, however, some positive news to share regarding both the Convention and the Association’s financial condition in general.

Due to the generosity of Convention sponsors and exhibitors, FRSA has been able to keep most of the amounts that have been paid for in 2020. A large majority of vendors have chosen to either roll their payments over to 2021, while some have even donated this year’s payment to the Association!

Because FRSA has experienced so many consecutive positive fiscal years, the Association has been able to internally finance construction of the new FRSA building that Association and Credit Union staff will occupy. The building was constructed at less cost than expected due to the further generosity of FRSA members. Several members donated significant amounts of building products that would otherwise have been paid for.

The Association will reach the $650,000 Dues Income amount again this year, meeting budget. The FRSA Training Center was having a successful year until COVID-19 forced the cancellation of several events scheduled for the center. However, Training Center revenue will still approach budgeted amounts.

The FRSA Political Action Committee will be distributing over $30,000 in approved campaign contributions between now and November elections to business-friendly candidates. Many of the checks will be hand delivered to the candidates by members of the FRSA Governmental Affairs Committee, always the best way to provide a contribution.

The FRSA Credit Union continues to expand the services it offers to members. By partnering with another lending institution, the Credit Union is now offering mortgage loans at competitive rates. The established roof-loan program continues to be a success, as do other lending programs due to the low 62

FLORIDA ROOFING | July 2020

rates offered. Shared branch banking has likewise seen tremendous growth over the past year.

Florida Roofing magazine has seen advertisers tighten their spending recently but is still on track to finish with a significant Net Profit this year. The magazine has truly grown into a first-class publication well known throughout the industry.

Last, but certainly not least, the FRSA Educational and Research Foundation is having an interesting year.

Membership Income is $5,000 better than budget, but the cancellation of the Convention also has a large impact on the Foundation. For example, the Silent Auction held at Convention each year has been converted to an online auction for 2020. The Foundation Trustees decided that 2020 was not a time to scrimp on providing financial assistance to deserving students and a record $30,000 in scholarships was distributed this year.

The Association’s history of fiscal success and putting money away for a rainy day has paid off in spades in 2020. The wisdom of past FRSA leaders in planning for these times is to be commended and followed in the future.

Credit Union

A Message from CEO Susan Lee 2019 was a year for growth. The Credit Union business loan portfolio grew by 22 percent and roof loans by 9 percent. Total loans were up 4 percent for the year.

The support that the membership continues to show the Credit Union is invaluable. We couldn’t succeed without the support of FRSA members, starting at the top with the business, to the employees, to your families and, finally, to your customers.

We continue to strive to offer the most up-to-date products and services. In 2020, the Credit Union will be getting a new refreshed website and a cleaner looking mobile app. In addition, we will begin to allow A2A (account to account) transfers from different institutions and you will also be able to make your loan payments directly on the website using your debit card. We are excited to offer these new products to our membership and look forward to hearing any ideas for new products that you’d like to see in 2021.

Thank you for your continued support. It is my extreme pleasure to serve as manager of the FRSA Credit Union.

Supervisory Report, Chair Linda Klomp The Supervisory Committee’s main objective is to review operating procedures as well as to ensure that the staff is in compliance with the Credit Union policies and state and federal regulations. The committee meets monthly to conduct their review. Ewart & Associates, CPA auditors, conducted the 2019

Financial Audit for the Credit Union and found that FRSA Credit Union is operating in a safe and sound manner.

Chairmanâ&#x20AC;&#x2122;s Report, George Ebersold The FRSA Credit Union Board of Directors is made up solely of volunteers. The responsibility of the board is to ensure that all operations and functions of the Credit Union are being carried out in accordance with the bylaws. To achieve this, the board must clearly establish policies, select competent management and assure itself conclusively that management is performing properly. The board meets regularly and is always kept well informed by management.

The success of the Credit Union could not be achieved without the work of the entire Board of Directors and Supervisory Committee. Thank you to all volunteers and staff of the Credit Union.

Board of Directors George Ebersold James Carducci, CPRC Donna Dove Adel Tennyson Phillip Lane Les Sims, CPRC Matthew Criswell Supervisory Committee Linda Klomp Debra Guidry Carl Engelmeier, CPRC Staff Susan Lee Adrienne Paul

FRSA Credit Union Balance Sheet as of December 31, 2019

Assets

2018

2019

28,607

47,934

1,104,667

957,580

43,601

40,210

3,360,323

3,513,863

Furniture & Equipment Less Depreciation

8,840

10,822

Total Accrued Interest Receivable

11,307

11,339

Total Prepaids

3,300

4,816

0

0

4,560,645

4,586,564

7,935

12,199

2,085,865

2,183,948

502,629

514,728

1,496,717

1,384,178

Regular Reserves

212,446

212,446

Undivided Earnings

255,053

279,065

4,560,645

4,586,564

Total Credit Union Cash Investments NCUA Net Loans to Members

Other Assets TOTAL ASSETS TOTAL LIABILITIES Equity Member Shares Share Draft Certificate Accounts

TOTAL LIABILITIES & EQUITY

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FRSA’s Self Insurers Fund 2019 Annual Membership Report

Trustees

Kenneth Parent, Chairman Bob Hilson, CPRC Brad Bowen, III, CPRC Doug Lanier, CPRC Jim Cheshire

Adam Purdy, CPRC Neil Samuels Don Springer

Steve Sutter Ralph Davis, II

A Message from the Trustees

July 2020 FRSA-SIF Members The FRSA-SIF’s 2019 fiscal year ends another very successful year for your FRSA Self Insurers Fund, Inc. Our Membership remains strong and we continue to represent the safest and best of the roofing, sheet metal and air conditioning trades.

2019 will be remembered as the year of continued reconstruction in Florida’s panhandle from the devastation of Hurricane Michael. Our Membership should be commended for their excellent efforts in assisting in Florida’s recovery! Florida’s construction economy also continued to remain very strong, with roofing contractors busy across the state in new and reroofing activities, as well as a heavy demand in the air conditioning trades.

We are all faced today with a new and previously never experienced challenge due to COVID-19. Employers are now facing new challenges with what this pandemic may bring to the current workplace and economy. We are confident that our Membership will respond by helping to keep Florida’s construction economy moving forward and robust, while keeping their employees safe and productive for the benefit of all.

Your Fund continues to strive to bring our Members the best workers’ compensation coverage and service at the lowest available cost to our Membership. Your Fund has now returned dividends to our Membership for 31 straight years that total over $168 million dollars!

On behalf of the Trustees and staff, I am pleased to provide you with this Annual Financial Report highlighting the Financial Strength of your Fund. As an industry, let’s continue to stress the benefits of Safety and Loss Prevention in the workplace for the welfare of our employees, their families and our collective Membership.

Respectfully submitted,

Kenneth Parent

Kenneth Parent, State Pride Roofing of Florida, Inc. Chairman of the FRSA-SIF Trustees

Your Recent Dividend History

Year Dividend 2018 $7,500,000 2017 $10,000,000 2016 $10,000,000 2015 $6,000,000 2014 $5,750,000 2013 $6,000,000 2012 $6,500,000

% of Premium Returned 24% 37% 41% 30% 31% 39% 55%

% of Premium Year Dividend Returned 2011 $4,000,000 41% 2010 $5,000,000 51% 2009 $8,000,000 74% 2008 $4,500,000 33% 2007 $7,000,000 31% 2006 $10,500,000 28% 2005 $11,000,000 30%

Over $168,000,000 in dividends returned over the last 31 years!

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FLORIDA ROOFING | July 2020

FRSA Self Insurers Fund Staff

An experienced and dedicated staff providing expert management of your Group Workers’ Compensation Trust.

Administrator Brett Stiegel

Data Processing Chris Cassella J. Walker

Underwriting Debbie Guidry, CPCU Linda Wood Alexis Ayala Amber Kidder

Accounting Michael Ricker, CFO Linda Klomp

Safety & Loss Control Matt Savin Brad Mang Kevin Lindley Jorge Castanon

FRSA Workers’ Compensation Trust

Claims Department Vanessa Palacio Elaine Yarber Angie Brown Linda Rhoads Mary Kotar Riz Lamb Raven Mompoint

STATEMENT FRSA OF FINANCIAL POSITION - STATUTORY BASIS Workers’ Compensation Trust December 31, 2019- STATUTORY BASIS STATEMENT OF FINANCIAL POSITION December 31, 2019 ADMITTED ASSETS Cash and Invested Assets

ADMITTED ASSETS

Office Building

39,358,649 453,345

Investment in Subsidiary Cash and Invested Assets Total Cash and Invested Assets Office Building

140,298 39,358,649 $39,952,292 453,345

Investment in Subsidiary Premiums Receivable Total Cash and Invested Assets

140,298 1,985,761 $39,952,292 1,912,830

Anticipated Future Investment Income Reinsurance Recoverable Premiums Receivable Interest Income Due Anticipated Future Investment Income

2,088,665 1,985,761 304,502 1,912,830

Total Non-Cash Assets Reinsurance Recoverable

$6,291,758 2,088,665

T otal A dmitted AsAssets sets Total Non-Cash

$6,291,758

Interest Income Due

304,502

LIABILITIES

Total Admitted Assets

Reserve for Unpaid Loss and Loss Adjustment Expenses LIABILITIES Accrued Expenses

Member Reserve Deposits for Unpaid Loss and Loss Adjustment Expenses

Total Liabilities Accrued Expenses Member Deposits

Total Liabilities

Policyholder Dividends

Anticipated Future Investment Income

23,599,000 193,341

1,994,143

$25,786,484

POLICYHOLDER’S SURPLUS

18,544,736

Anticipated Future Investment Income

Total Total PLiabilities olicyholderand s’ SSurplus urplus Total Liabilities and Surplus

$46,244,050

1,994,143 23,599,000 $25,786,484 193,341

POLICYHOLDER’S SURPLUS

TotaDividends l Policyholders’ Surplus Policyholder

$46,244,050

1,912,830

$20,457,566 18,544,736 1,912,830

$20,457,566

$46,244,050 $46,244,050

This statement, as presented, is a summary of the audited financial statement prepared by Shores, Tagman, Butler and Company, P.A. dated December 31, 2019. The full report contains notes and comments that are an integral part of this summary. This full report will be available for review at the Annual Meeting July 16, 2020. Additionally, the Milliman, Inc. report on loss reserves will be This statement, as presented, is a summary of the audited financial statement prepared by Shores, Tagman, Butler and Company, available at this meeting.

P.A. dated December 31, 2019. The full report contains notes and comments that are an integral part of this summary. This full report will be available for review at the Annual Meeting July 16, 2020. Additionally, the Milliman, Inc. report on loss reserves will be www.floridaroof.com | FLORIDA ROOFING 65 available at this meeting.

Mark A. Grenier, Building Official, City of Clermont Mark has been with the City of Clermont for 13 years. He is a member of FRSA’s Building and Codes Committees.

How did you get started in the roofing industry?

“From the bottom up!” My construction career started in the early 1980’s in South Florida, laboring for a custom home builder. I was on several different crews working my way up the ladder to become a carpenter. From framework on slabs to setting trusses and throwing plywood down, I have always been interested in the building industry.

What’s your favorite part of the job?

Back then, I was working outdoors and enjoying the beautiful South Florida weather. Nowadays, it’s all about health, safety and welfare. Making America a safer place to live one building at a time.

What’s the most unusual roofing project that you’ve been a part of?

An Oceanfront resort with Tiki-huts with thatched roofs. It’s amazing how you can see the small openings from underneath but when it rains, they don’t leak.

What do you consider a waste of time?

Sitting in traffic on the interstate, which unfortunately happens a lot in Central Florida.

What’s your favorite vacation?

Cruises to the Caribbean, getting out of work mode to relax and enjoy special time with family.

What is your dream job?

Being a Building Official for the City of St. Augustine, to spend as much time in the historic district as possible. This way work could be educational as well as productive. I got married in St. Augustine and we love to visit there every chance we get.

from Master Mason to Commander in Chief, and to learn from his leadership of people. Chesty Puller, US Marine and outstanding leader of Marines and a brilliant battlefield commander. My father, if not for his early passing, we could have done so much more together. Cherish every day with your loved ones.

How long have you been involved with FRSA? Since 2010.

What do you personally find most rewarding about being involved with FRSA? The camaraderie of being with people who enjoy similar interests and continuing to learn about this exciting evolving industry.

What advice would you give to someone interested in joining the roofing industry?

If you’re going to jump in, give it 100 percent.

What’s your favorite pastime activity?

Playing ball with my 3-1/2-year-old son and building things with our Legos.

What would be your ideal place to live and why?

I can’t think of a better place than Central Florida – for my family it is our ideal place to live. We have it all!

St. Augustine, Disney, Universal Studios, Cape Canaveral, beaches, sunshine, great people, great life.

What other activities and organizations are you involved with?

International Code Council (ICC), Building Officials Association of Florida (BOAF), International Association of Electrical Inspectors (IAEI), Florida Fire Marshals and Inspectors Association (FFMIA), St. John’s Lodge #37 F, Academy of Model Aeronautics (AMA) and Royal Caribbean Crown and Anchor Society.

If you could spend time with three people (living or not), What would surprise others to learn about you? who would they be and why?

I am a remote control F18 jet pilot and love to fly fast!

FRM George Washington, he was an exceptional statesman, 66

FLORIDA ROOFING | July 2020

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