ROOFING FLORIDA - October 2014

A Publication of the FRSA ◆ Florida’s Association of Roofing Professionals

Single Ply: Solar Trends in the “Sunshine State” Mobile Fall Protection Carts Expensive Property Insurance Games Young Professionals, Overcoming the Stereotype Construction and Combating Price Increases CFRSA Affiliate Growing Stronger PAC Sponsors and Tournament Winners

October 2014

6

Expensive Property Insurance Games

8

Mobile Fall Protection Carts

11

FRSA Board and Committee Updates

16

CFRSA Affiliate Growing Stronger

7

Young Professionals, Overcoming the Stereotype

10

Construction and Combating Price Increases

12

Single Ply: Solar Trends in the “Sunshine State”

23

FRSA PAC Sponsors and Tournament Winners

Now Available Online at www.floridaroof.com/rfm

A Publication of the FRSA ◆ Florida’s Association of Roofing Professionals

On the iPad

FRSA Executive Director, Lisa Pate, CEM ◆ Editor, John Hellein

For display advertising inquiries and all feedback including Letters to the Editor and reprint permission requests (please include your full name, city and state) contact John Hellein at: john@floridaroof.com (800) 767-3772 ext. 127 RFM, PO Box 4850 Winter Park, FL 32793-4850 View media kit at: www.floridaroof.com/rfm

Any material submitted for publication in ROOFING FLORIDA 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.

www.is.gd/iroofing

ROOFING FLORIDA (VOL. 5, NO. 10), October 2014, (ISSN 0191-4618) is published monthly by FRSA, 7071 University Boulevard, Winter Park, FL 32792. Application to mail at periodicals postage is pending at Winter Park, FL and additional offices. POSTMASTER: Please send address corrections (form 3579) to ROOFING FLORIDA, PO Box 4850, Winter Park, FL 32793-4850.

Membership Has Its Benefits Not a member of FRSA? Here are just a few of the items you’re missing out on. ♦♦Technical support and help with code questions, NOAs, Florida Product Approvals and help in dealing with Building Officials and other code personnel. ♦♦Legislative updates and as-it-happens information through FRSA’s Legislative Counsel, Cam Fentriss. ♦♦Legal information through FRSA’s Legal Counsel Trent Cotney – if your question can be answered easily there is no charge. ♦♦Human Resources information through Seay Management – a free service for basic information.

Don’t miss “Member Mondays” on facebook at www.facebook.com/flroof. ♦♦A “members only” section on the FRSA website, www.floridaroof.com, containing hundreds of ready to use documents on everything from Human Resources, Tool Box talks (safety and on the job documents that can be shared with your employees), disaster preparedness documents for your business, OSHA and EPA documents and much more.

♦♦Access to the FRSA Credit Union – a banking facility created by members for members. The Credit Union can compete with any banking institution for vehicle, equipment and auto loan rates and offers online banking, debit cards and a very successful roofing loan program offering contractors’ customers an option for financing.

♦♦Discounts for FRSA Education Foundation seminars.

♦♦Access to the FRSA Self Insurers Fund for workers’ compensation insurance. Over the past year, SIF returned $5 million in dividends to its policy holders. Safety consultants help policy holders establish good safety programs and provide monthly safety meetings for keeping your workers up to date with safety measures.

♦♦Free Revised Fifth Edition of the FRSA-TRI Florida High Wind Concrete and Clay Roof Tile Installation Manual – also available in the members only section online.

♦♦Each year, FRSA members receive a coupon book offering approximately $7,000 in savings from Manufacturer and Supplier members. ♦♦Free Human Resources booklet providing valuable information for employers.

For more information, contact Maria Armas, FRSA Director of Member Services, at (800) 767-3772 ext. 142 or maria@floridaroof.com.

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ROOFING Florida

F L O R I D A M E TA L R O O F I N G

October 2014

www.GulfCoastSupply.com

Florida CFO Jeff Atwater announced the arrest this month of “five of NBRC Roofing Company employees for organizing a $525,000 insurance fraud scheme.”

This Tampa-based company alledgedly left “97 Florida homeowners with unfinished roof repairs and liens on their homes after stealing insurance money intended to pay subcontractors.”

FLORIDA FLORIDA FLORIDA NBRC would visit homeowners folROOFING ROOFING ROOFING APPROVED APPROVED APPROVED lowing a storm, convince them roof repairs were necessaryand help the homeowners file insurance claims for repairs.

Then they convinced the homeowners “to give NBRC the sole right to make the repairs and the assignment of benefits for the insurance claims.” The employees would then pocket the insurance money and never complete the roof work.

Burt Logan ◆ President’s Column

Working Together Fall is finally here… cooler weather, the changing of the leaves and beautiful sunshine-filled days that give us a renewed sense of purpose. Okay, so this scenario is not quite accurate for fall in Florida. We’re still facing record hot weather, rainy days and a work schedule that requires juggling crews to make sure we can get the work done once the rain stops. However, the renewed sense of purpose is still going strong and was evident last week during FRSA’s Fall Board and committee meetings.

FRSA’s new year began on October 1 ,and our first meeting of the new board and committees, held in Sarasota, was well attended. The Executive Committee asked that each committee begin their meeting by developing goals for a revised Strategic Plan. Enthusiastic discussions took place and committee members reviewed important items that allowed for growth and promoted strengthening FRSA to provide a path for the next two years. Participation was overwhelming and gave committee members the opportunity to help determine a game plan going forward. Staff will take the goals developed and prepare a new version of the Strategic Plan, which will be adopted at the January board and committee meetings. For more specific information about committee plans, see page 11. As a reminder, any FRSA member is welcome to participate on committees and I encourage you to get involved. I’ve probably learned as much about business at these meetings as I have on the job. There is an incredible amount of knowledge that is shared at these meetings; I always take away something new and useful.

PAC Tournaments The annual fund raising event for FRSA’s Political Action Committee (PAC) was held in conjunction with the Fall meetings: skeet shooting and a golf tournament.

Funds raised for the PAC enable FRSA’s Legislative Counsel, Cam Fentriss, to support candidates that support issues that are important to the industry. Cam has been our lobbyist for over 20 years, is well respected in Tallahassee and is FRSA’s voice before legislative and code bodies.

She represents us as a founding member of the Construction Coalition, as a charter member of Building A Safer Florida and

established FRSA in the Disaster Contractors Network. Thank you to those who sponsored and participated in the PAC tournaments. A complete list of sponsors and tournament winners is located on page 23.

Open House FRSA’s Open House is scheduled for November 8 and is sponsored by Southeastern Metals.

Come by and meet the FRSA staff and Executive Committee, tour the offices and training center and stay for lunch. We’re extremely proud of the training center, which is sponsored by FRSA’s Educational & Research Foundation. Plans include stepping up the amount of training and the types of seminars being offered. With the FRSA President Burt Logan, availability of classroom, hands-on indoor and CORE Roofing Systems outdoor space, options for education have vastly increased. FRSA is partnering with member companies to offer specific and customized training on everything from social media to torch applied systems.

Long-term plans include developing worker training programs.

Revised Tile Manual The Revised FRSA-TRI Fifth Edition Florida High Wind Concrete and Clay Roof Tile Installation Manual is now approved as an Equivalency of Standards to the FRSA-TRI Fourth Edition tile manual and is available from FRSA. If you encounter a building official who has questions about the new manual, or if you have questions yourself, don’t forget FRSA’s technical resource, Mark Zehnal, CPRC at mark@floridaroof.com or at the phone number below. Members receive their first copy free by contacting Janette at (800) 767-3772 ext. 100 or by email at janette@floridaroof.com. Additional copies of the manual are available for purchase.

Workers’ Comp Hearings As I’m writing this, FRSA Secretary-Treasurer Charlie Kennedy is in Tallahassee testifying before the Office of Insurance Regulation, supporting a proposed decrease in the current workers’ comp rate. Each year, FRSA appears before the commission to testify at the rate hearing and is the only trade association that represents its industry. During his testimony, Charlie pointed out that FRSA continues to have concerns with cheating and fraud within the PEO industry, many of whom misclassify workers, cheat on payroll premiums and avoid experience modifications. All of these misdeeds work against honest professional contractors and make competing on a level playing field difficult.

We’ll keep you posted on the hopefully successful outcome of our efforts.

In closing, I want to thank each of you who has donated your time to help make this Association stronger. I know working together is not always without its challenges but it is together that we are making a difference in the industry.

president@floridaroof.com

www.floridaroof.com

5

Cam Fentriss ◆ FRSA Legislative Counsel

Expensive Property Insurance Games There must be a group of lawyers who just flip through insurance laws and policies looking for ways to tilt the scales in favor of an easy buck.

By 2003, we had seen the workers’ comp system turned into a personal profitable playground for claimant lawyers. In too many cases, attorney fees were several times greater than benefits awarded to injured employees. These instances – that should have been the exception – became the rule for the claimant lawyer who could make that happen.

It seems we are now seeing similar games with property insurance.

There are times when property owners really do need help from a lawyer to keep property insurance companies honest – these cases are not the problem.

The bad news comes when a claim for property damage swells like a balloon because there is, somewhere, somehow, a lawyer involved.

I doubt I can pinpoint the source of this problem, but I can describe a few known contributing factors.

For instance, when you see a “restoration” company’s contract with more attention given to legalese than to actual work to be performed, you can be pretty sure that the goal is to get the customer out of the way (by use of an assignment of benefits) and nail an insurance company, preferably with the expensive help of a preselected lawyer.

This type of tactic is aggressive and predatory, and the insurance industry When you see a cannot just sit there and let “restoration” it happen because it would go broke and be accused company’s contract turning a blind eye to with more attention of obvious cheating. Among given to legalese other things, the insurance industry will often combat than to actual work these schemes by establishto be performed, you ing policy limits, such as $10,000 for “mold is gold” can be pretty sure claims. That’s great except that the goal is to in two instances: a) when get the customer out the customer has a larger legitimate claim for damof the way (by use age, and b) when the mold of an assignment of repair company (with or benefits) and nail an without its buddy lawyer) uses its strong arm tactics insurance company, to easily collect $10,000 for preferably with the claims worth only $2,000.

Just as was the case expensive help of a with workers’ comp, the pre-selected lawyer. property insurance industry is turning into a screwed up 6

ROOFING Florida

October 2014

mess of greed that makes most of us pay too much in premiums so a few cheaters can play games and get wealthy.

What’s an honest guy to do? For starters, we can try to understand more about how this whole system of cheating works. Once we know that, we can learn more about how to document and stop the problems.

For example, if we find that there is often an insurance adjuster involved in claims that do not look right, then we should know how to file a complaint against the license of an adjuster (just as we know how to file complaints against contractors). The same is true for lawyers and insurance companies.

We should also think about the old saying “where there’s smoke, there’s fire,” and consider that if there is a ring of cheaters, at least one person in that ring is likely to be an unlicensed contractor – we need to look for signs of that in these types of schemes.

We would do well with reaching out to consumers to encourage them to make decisions more carefully from the first step of buying insurance all the way to the steps involved in filing a claim and contracting for repairs. I can say with certainty that consumer education is needed more than anything here.

Finally, we can try to impress upon the insurance industry that it makes more sense to work with FRSA (as well as with consumers and other trade associations) to try to solve this problem, rather than taking goofy corporate steps based on reports and graphs geared toward profits, not actual management or enforcement or integrity. After all, this really is about OUR money, and we should all have a say.

If you have any good information about this, please do share. I can be reached at afentriss@aol.com.

–RFM– Anna Cam Fentriss is an attorney licensed in Florida since 1988 representing clients with legislative and state agency interests. Cam has represented FRSA since 1993, is an Honorary Member of FRSA, recipient of the FRSA President’s Award in 2002 and received the Campanella Award in 2010. She is a member of the Florida Building Commission Special Occupancy Technical Advisory Committee, President of Building A Safer Florida Inc. and past Construction Coalition Chair (1995-1997).

Young Professionals, Overcoming the Stereotype

By John Hellein, RFM Editor Christina Sturgill loves to sing. At least that’s what she calls it. She says her husband, parents and people she works with are more likely to call it screeching. Certainly, it is not something that she ever hopes to do for a living. Sales, on the other hand, comes naturally, even if it requires a lot of hard work. Her Dad, Chris Moons (JC Moons and Associates) always knew she’d be in sales when she grew up. “She had the ‘gift of gab’ in school,” he says. His foresight proved accurate and today Christina finds herself selling roofing products for Gulfeagle Supply.

Pursuing her degree in Business Management and Marketing at the University of Central Florida, however, a career in the roofing industry seemed about as likely as one in the music industry. Along with some of her friends at school, she looked forward to working in pharmaceutical sales. She doesn’t recall any negative experiences growing up with her Dad in the roofing industry; despite this, a strong stereotype had developed in her mind that looked something like a grungy installer contending with asphalt on a hot Florida roof. “It never seemed attractive to me,” she says.

What Changed?

Today, Christina co-chairs the newly-formed FRSA Young Professionals Council open to under-40-year-old FRSA members. Over the past year, the members of the committee have been working on developing an identity, mission statement and goals for the group. One of the goals is to attract young people coming out of school into the industry and Christina knows that she and her colleagues are facing the same stereotype. Her own experience, however, has given her a story to share with the next generation.

Graduating from UCF in the middle of the recession, Christina decided to take up her sales calling under her Dad’s guidance at JC Moons and Associates. As soon as she began working with people in the industry, the stereotype melted away. “When I actually got into the industry,” she says, “I was dealing with roofing contractors, distributors, manufacturers.” Instead of finding herself sweating on a roof deck, she discovered an industry full of “good people” wherever her sales work took her, whether at

the job site or in the office. She quickly realized that there was so much more to the industry than she had imagined from the outside.

And that’s part of the message the Young Professionals want to share. At its quarterly meeting in October, the group spent time discussing strategic goals. “There’s a lot of enthusiasm about how FRSA Young Professionals we can attract young Chair Christina Sturgill people to the industry,” Christina says, adding that several others in the group have had similar experiences to hers and realize there’s work to be done when it comes to helping others appreciate what the industry has to offer.

The new committee has attracted an energetic group of next-generation roofing professionals. Christina says that meetings have a very welcoming “no-idea-is-a-badidea” atmosphere. “Lots of guys are feeding off of each other’s ideas and adapting them to their situation. There’s been a lot of brainstorming in the last few meetings.”

The next meeting is scheduled during the Winter FRSA Board and Committee meetings in Amelia Island (January 22-24). Other than the age limit and the antitrust guidelines, there’s really only one rule for attending: no one ask Christina to sing the National Anthem.

–RFM– FRSA members under forty are encouraged to get involved with the Young Professionals as it continues to develop its strategic goals and seeks to make a difference in the roofing industry. For more information, you can contact Cheryl Sulock at (800) 767-3772 ext. 177 or cheryl@floridaroof.com. FRSA members can request to join the Young Professionals LinkedIn discussion group at www.is.gd/FRSA_YP.

Our mission as a group of FRSA Young Professionals is to bridge the gap between current and future roofing industry professionals through networking, technology and education. We will strive to promote the advancement of the roofing industry through new and innovative technologies while preserving the roots that our industry was founded upon. – Young Professionals Mission Statement www.floridaroof.com

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Mobile Fall Protection Carts

By Jim Brauner, Owner, Brauner Safety Services In 1971, OSHA took its first shot at regulating fall protection in the construction industry. In 1994, the latest version of Subpart M, dealing with fall protection The regulations recognize three conventional fall protection systems: 1. Guardrails 2. Safety nets 3. Personal fall arrest.

They also allow for the use of warning lines and safety monitors, and for alternate fall protection plans in limited applications.

In this article, I want to look more closely at mobile fall protection carts, a method of fall protection included in the "personal fall protection" category.

About halfway through the 40 years of OSHA fall protection regulations, Ted Palmer, a Canadian roofing contractor, developed the first mobile fall protection system. The PR600, first available in 1991 (and since redesigned), attaches to a roofing cart and provides fall protection for up to three people: two for fall arrest and one for fall restraint. The system includes a claw-like pivot point and a ballast basket. If a fall occurs to a worker attached to the system, the pivot point is forced into the roof deck and the ballast in the basket resists the overturning moment.

Together they arrest the worker’s fall.

Since the introduction of the PR600, other companies have developed mobile fall protection carts. Today, these carts offer fall protection for up to five people (three arrest/two restraint). Here are some important things to understand about these systems.

Sketch from the PR600 Mobile Fall Protection System brochure.

The system was first introduced in 1991 and met OSHA’s requirements for personal fall arrest systems on flat roofs.

Fall Arrest Versus Fall Restraint The terms "fall arrest" and "fall restraint" refer to two different aspects of fall protection. Fall restraint provides less freedom of movement for a person by not permitting him to work in a location where a fall can occur: at the roof’s edge for instance. The fall restraint system must keep a person at least a foot back from the edge of the roof, eliminating the possibility of a fall occurring.

When it is necessary to work along the edge of a roof and the possibility of a fall cannot be eliminated, a fall

OSHA Fall Protection Timeline

1971 – OSHA published Subpart M for Floor and Wall Openings and interpreted it as applying to low-slope roof perimeters.

1975 – OSHA interpretation struck down by Federal Court: “a floor is not a roof.”

1971 8

ROOFING Florida

1980 – OSHA introduces warning-line and safetymonitoring systems.

1975-80 – NRCA, the roofers union and OSHA worked to develop a roof-specific standard.

1975 October 2014

1980

1986 – OSHA announces intention to update fall protection standards.

1986

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arrest system needs to be used. The fall arrest system provides freedom of movement and the necessary components to stop a person who falls off the edge, with as little injury as possible, from making contact with the ground.

Mobile cart systems must be set back a minimum of 15 feet from the roof edge. As work is completed, the cart can be moved laterally to conveniently allow work to continue on the unfinished portion of the edge. Mobile fall protection carts eliminate the need for warning lines as long as all workers required to have fall protection are using the system.

If a Fall Occurs If a person using a fall arrest system of a mobile cart does fall, he will need to be rescued in a timely manner in order to avoid additional injury (if any injury occurred as a result of the fall). OSHA requires that the rescue not be an afterthought but a part of your overall fall protection plan. The first thing that should be done in the event of a fall is to call 9-1-1 and report the incident to emergency responders.

The fall protection harness that saved the person from falling will put pressure on the femoral artery in the leg while he is suspended. This can cause blood to pool Continued on page 22

Source: OSHA Fall Protection Timeline, Professional Roofing (www.is.gd/OSHAFPTimeline) 1994 – OSHA issues new Subpart M reducing change in height at which fall protection is required from 16 to 6 feet.

Residential fall protection limted to conventional systems.

1999 – OSHA issues Advanced Notice of Proposed Rule Making and requested public comments on issues related to fall protection, including a number of topics affecting residential roofing work.

2013 – Full implementation of OSHA's residential fall protection directive.

2010 – OSHA issues a new directive effectively eliminating slide guard use for residential construction.

1994 1995 1999 1995 – OSHA publishes Interim Fall Protection Compliance Guidelines for Residential Construction allowing alternative fall protection for some residential work.

2010

2013 www.floridaroof.com

9

Trent Cotney ◆ FRSA Legal Counsel

The Escalating Cost of Construction and Combating Price Increases How can a roofing contractor protect itself from labor and material price increases on a project? The roofing contractor should first consider the payment method on a project. The ideal way to combat a cost increase is to perform the project on a cost plus basis. In other words, the roofing contractor’s payment is based on the actual cost plus a certain amount for profit and overhead.

Although this payment method may be preferable, it is often difficult to obtain cost plus contracts given the desire for owners and prime contractors to have a fixed price.

Accordingly, the roofing contractor should consider adding terms to its contract to protect it from labor and material price increases. The roofing contractor’s contract should include a price acceleration clause which consists of the following: If there is an increase in the actual cost of the labor or materials charged to the Contractor in excess of five percent subsequent to making this Agreement, the price set forth in this Agreement shall be increased without the need for a written change order or amendment to the contract to reflect the price increase and additional direct cost to the Contractor. Contractor will submit written documentation of the increased charges to the Prime Contractor/Owner upon request. As an additional remedy, if the actual cost of any line item increases more than 10 percent subsequent to the making of this Agreement, Contractor, at its sole discretion, may terminate the contract for convenience.

There are three components to the price acceleration clause. First, the price acceleration clause provides that the roofing contractor may adjust the contract price to reflect the revised actual cost of the labor and materials.

Generally, assuming the contractor is using its own labor force, there should not be a significant enough increase in labor costs to warrant an adjustment of the contract. As a result, the price acceleration clause is primarily limited to increases in materials over the course of a project.

The second component of the price acceleration clause is providing the prime contractor or owner with documentation supporting the claim for additional compensation. By doing so, the roofing contractor is providing the prime contractor or owner with evidence of the increase in actual cost.

The third and final component of the price acceleration clause can be a termination for convenience provision if the price of any single item increases by more than 10 percent. Although disfavored, a termination 10

ROOFING Florida

October 2014

for convenience clause may allow the roofing contractor to escape a contract if the cost of materials has increased exponentially or the materials themselves have become difficult or impossible to find. Generally, this last component is removed because of the uneasiness prime contractors and owners have with the idea of a termination for convenience.

A roofing subcontractor may find it difficult to include the price acceleration clause in its contract with a prime contractor because both the owner and the prime contractor are looking for fixed prices prior to the start of the construction. In that situation, the roofing subcontractor may buy and store materials prior to the start of construction to avoid increases and may request a deposit to purchase the requested materials depending on the nature of the job. To the extent that a roofing contractor adds a price acceleration provision to their contract, the roofing contractor should consider requesting that the prime contractor add a similar provision in its contract to allow the prime contractor to seek additional funds from the owner for any labor or price acceleration that occurs. Roofing contractors should also use common sense with regard to providing firm bids for contracts for projects that may not begin construction for more than three months from the time the proposal is submitted. Under those circumstances, the roofing contractor faces additional exposure to the increase in the cost of labor and materials. Therefore, estimating those jobs appropriately can make or break a roofing contractor.

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

Trent Cotney is Florida Bar Certified in Construction Law, a Florida Supreme Court Certified Circuit Civil and Appellate Mediator, Qualified Florida Court-Appointed Arbitrator, General Counsel and a director of the Florida Roofing Sheet Metal and Air Conditioning Contractors Association (FRSA), a director of the West Coast Roofing Contractors Association (WCRCA) and a member of Associated Builders and Contractors (ABC) and Pinellas County Contractors Association (PCCA). For more information, contact the author at (813) 579-3278 or tcotney@trentcotney.com. Follow Trent Cotney at www.trentcotney.blogspot.com, on YouTube at FLConstructionLaw and on twitter @trentcotney.

FRSA Board and Committee Updates

By Lisa Pate, CEM, FRSA Executive Director

Educational and Research Foundation The committee discussed the need to develop a worker training program, possibly working with other industry partners and affiliate members of NRCA. The Foundation also discussed funding of research projects through the University of Florida and will work with the Codes and Regulatory Compliance Committee to suggest projects. Seminars for Affiliate Council the year, along with plans for the 2015 convention were disFRSA has 13 affiliate locations throughout the State where cussed and will be finalized by year end. the Affiliate President and Affiliate Rep from each location make up the Affiliate Council. The Affiliate Rep also Executive Committee has a seat and voting rights on FRSA’s Board of Directors. The committee discussed FRSA’s Open House scheduled for Eleven of the thirteen Affiliates had representation at the November 8 and the launch of the FRSA Training Center to the industry. Final plans were made for attending the meeting and focused on the need for improved communiworkers’ comp proposed rate hearings in Tallahassee and cations between the Affiliates, the membership and FRSA. supporting the National Council on Compensation Insurance During the January 2015 Board and Committee meetings, recommendation of an overall 3.3 percent rate reduction. which will be held at Amelia Island, the Affiliates will parEach year, an Executive Committee member testifies beticipate in an Affiliate Roundtable meeting. FRSA staff fore the Office of Insurance Regulation and Commissioner will provide each participating Affiliate with pertinent McCarthy and FRSA is the only trade association to do so. information on conducting meetings, holding successful social events, building a speaker database and offering Governmental Affairs Committee Focus was on four court cases involving workers’ comp, that support. if challenged and lost, could greatly affect the cost of workCodes and Regulatory Compliance Committee ers’ comp. The committee reviewed a list of candidates that The committee focused on two new research projects FRSA will be supporting during the November elections the Florida Building Commission will be undertaking; through the FRSA Political Action Committee.

The Impact of Spray Foam Insulation on Durability of Plywood and OSB Roof Decks and the Investigation of Membership Committee Fasteners – both projects suggested and supported by Membership dues invoices were sent out and there was an FRSA. The implementation date of the Fifth Edition of the overwhelming response with 150 members renewing within Florida Building Code was discussed, noting that the new the first ten days. Members will receive a Human Resource guide book, focusing primarily on employer issues, as a code would more than likely go into effect in June 2015. thank you for renewing. A new video promoting FRSA membership benefits has been developed and will be launched in Convention Committee Members discussed the success of the 2014 Convention the next few weeks. Also in the works are website and video and Expo, noting an increase in attendance, strong edu- updates which will highlight in more detail specific member cational seminars and the success of recent reformatting benefits and affinity programs. changes. Sporting events were successful and will be Public Relations and Marketing Committee expanded to accommodate an anticipated increase in parThe committee focused on the 2015 S.T.A.R Awards proticipation for the coming year. The extremely successful motion, reminding contractors to document their current S.T.A.R. Awards Program will continue and will be heav- industry projects for submission next year. FRSA will be ily promoted, encouraging members to document 2014 working to increase our social media presence and is curprojects for submission next year. Submissions doubled rently on Facebook (www.facebook.com/flroof) and Twitter during this, the second year of the awards program. (@flroof).

As mentioned in FRSA President Burt Logan’s column, the Fall Board and Committee meetings held in Sarasota were well attended, with some standing room only.

Committees focused on developing short term goals for FRSA’s new Strategic Plan and laid the ground work for committees going forward.

Disaster Preparedness and Response Committee Members established goals for the new year which include working with Emergency Operation Centers (EOC), press releases on the importance of hiring a licensed professional roofing contractor and creating social media promotional information for the consumer on hiring FRSA contractors members.

Roof Tile Committee The Revised FRSA-TRI Fifth Edition Florida High Wind Concrete and Clay Roof Tile Installation Manual was distributed. The manual was approved by the Florida Building Commission as an Equivalency of Standards to the Fourth Edition. Copies of the Revised Fifth Edition can be purchased through FRSA. Members receive one free.

Continued on page 19

www.floridaroof.com

11

Single Ply: Solar Trends in the “Sunshine State”

By Mike Ennis, RRC It’s no wonder that Florida’s commercial rooftops are becoming a popular platform for the installation of solar photovoltaic (PV) electricity producing systems. These low-slope roofs offer both an economical and sustainable structural foundation for renewable solar energy.

Florida roofing professionals are also aware that the roof’s function is, first and foremost, to protect the building contents and its people from the elements.

In this regard, roofing contractors, architects, PV subcontractors and property owners need to anticipate the potential risks associated with the installation of a roofmounted PV system (array). This sort of due diligence is particularly important when installing PV systems on existing warranted roofs in the State of Florida.

To help in these industry efforts, members of SPRI have developed “PV Ready” roof assemblies and services designed to provide maximum protection for the roof (and maintain its warranty coverage). SPRI is the trade association representing sheet membrane and component suppliers to the commercial roofing industry.

In September 2013, SPRI’s technical committee and board of directors approved and distributed to its members Technical Bulletin 1-13A, “Summary of SPRI Membrane Manufacturer Photovoltaic (PV) Ready Roof Systems and Services.” The bulletin contains general guidelines from SPRI related to “PV Ready” roof assemblies and is available for free download at www.is.gd/pvready.

More recently, SPRI has released a technical bulletin that zeros in on some potentially problematic performance issues. Specifically, these issues relate to surface mounted, non-structurally integrated rooftop support systems. SPRI Industry Information Bulletin 1-14 (April 25, 2014) emphasizes the extra care that needs to be taken by roofing professionals when specifying and installing rooftop supports for PV solar panels, piping, equipment,

and other rooftop items. The bulletin can be viewed and downloaded at www.is.gd/rooftopsupports.

This document includes factors to consider when choosing rooftop supports and also addresses material compatibility. To help in this area, the bulletin includes an extensive chart on dissimilar metal compatibility and potential galvanic reactions between different metals (see Table 1).

There are four factors contractors need to consider when choosing rooftop supports. These include material compatibility, load distribution, thermal movement, and weathering/durability (photo courtesy of ENRICO International Corporation).

Table 1: Dissimilar Metal Compatibility Zinc Galvanized Steel Aluminum Cast Iron Lead Mild Steel Tin Copper Stainless Steel

Zinc None Low

Galvanized Steel Low None

Medium High High High High High High

Medium Medium Medium High High High High

Aluminum Cast Iron Medium High Medium Medium None Medium Medium Medium Medium High High

Medium None Low Low Low Medium Medium

Lead Mild Steel High High Medium High Medium Low None Low Low Medium Medium

Medium Low Low None Low Medium Medium

Tin High High

Copper High High

Stainless Steel High High

Medium Low Low Low None Medium Medium

High Medium Medium Medium Medium None Low

High Medium Medium Medium Medium Low None

Dissimilar metal compatibility and potential galvanic reactions between different metals.

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October 2014

www.floridaroof.com

13

Florida’s commercial rooftops are becoming a popular platform for the installation of solar photovoltaic (PV) electricity producing systems (photo courtesy of Johns Manville).

These include: 1. Material compatibility, 2. Load distribution, 3. Thermal movement, and 4. Weathering/durability.

Over the years, the roofing industry has developed various solutions to safely support rooftop pipelines, HVAC equipment, antennas and other paraphernalia that

SPRI also examines load distribution, thermal movement and weathering and durability issues. A second chart, Rooftop Support Material Durability and Weathering Performance Guide, lists the effects of humidity on 10 common rooftop support materials and finishes (see Table 2).

Recommendations for Rooftop Supports There are four general factors that roofing profession- The advent of PV has significantly increased the complexity of als need to consider when choosing rooftop supports. choosing rooftop supports (photo courtesy of GAF).

Table 2: Rooftop Support Material Durability & Weathering Performance Guide Rooftop Support Materials & Finishes Exposed wood (Treated pine/ redwood/etc.)

EPDM* High Density Polyethylene* (HDPE) Polypropylene* Nylon* PVC Electro Galvanized (EG) Hot Dip Galvanized (HD) Aluminum Stainless Steel

Low Humidity and/or Atmospheric Impurities

Geographic Location Moderate Humidity and/or Atmospheric Impurities

High Humidity or Aggressive Atmosphere

Not Recommended

Not Recommended

Not Recommended

Better

Better

Better

Better

Better

Better

Better Better Good

Better Better Good

Better Better Good

Good

Not Recommended

Not Recommended

Better

Better

Good

Better Best

Better Best

Better Best

*Results in the chart above are based on the assumption that these materials have an added UV stabilizer to assist with weathering and durability.

The effects of humidity on ten common rooftop support materials and finishes.

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Florida roofers are often faced with, particularly in reroofing applications. However, the advent of PV has significantly increased the complexity of choosing rooftop supports.

Because of the increase in rooftop PV installations, contractors need to widen their knowledge of potential material compatibility issues. That’s why it’s always a good idea to check with the membrane manufacturer if a potentially dissimilar material will be in contact with the roof membrane.

As always, rooftop supports should consist of similar metal components or the metal components should be galvanically compatible metal pairs. Consult Table 1 for detailed information on dissimilar metal compatibility.

The load distribution and compressive strength of the roof system should always be taken into account prior to design and/or installation. Rooftop loads should not exceed the roof and component manufacturers’ recommendations. For support spacing, always follow the component manufacturer’s guidelines.

Reduced spacing of support components may also be required. When supporting pipe or Continued on page 22

Members of SPRI have developed “PV Ready” roof assemblies and services designed to provide maximum protection for the roof and maintain its warranty coverage (photo courtesy of GAF)

‘Solar’ State Catches Up Surprisingly, the “Sunshine State” ranks third in the nation for solar potential, but seventeenth for cumulative solar capacity installed. That is likely to change, as solar proponents say a new coalition is pushing hard for increased use of renewable energy in Florida. The coalition includes three major renewable and clean energy organizations: the Florida Solar Energy Industries Association and the Florida Alliance for Renewable Energy, as well as the nonprofit Southern Alliance for Clean Energy.

The State of Florida’s full list of incentives related to renewable energy PV solar systems is far too long to list here. In general, Florida’s Renewable Energy Tax Credit provides tax credits to offset the costs of purchasing solar systems, including a 30 percent tax credit for photovoltaic (solar electric) and solar thermal systems (solar water heating), concentrated solar power and solar hybrid lighting.

Gainesville Regional Utilities currently offers a Business PV System Rebate of $1.50/Watt that caps at $37,000. Similarly the Jacksonville Electric Authority offers to reimburse property owners for 30% of the cost of a PV system on qualified, pre-approved low-slope roofing applications. Progress Energy is less generous, but still offers a monthly EnergyWise credit for PV and other solar installations.

These state-run programs are in addition to rebates listed by the Interstate Renewable Energy Council and federal programs, such as the Solar Investment Tax Credit and U.S. Dept. of Energy tax breaks.

Another trend that is stimulating the growth of PV systems in Florida and other Sunbelt states is electric utility demand charges.

For commercial users of electricity in Florida, there may be two parts to their energy bills: Energy charges (the total amount of energy used) and a Demand charge (based on the highest 15-minute peak demand each month).

The demand charge is universally highest between 10 a.m. and 6 p.m. on weekdays. It can represent from 30% to 70% of the total commercial user’s electric bill, and is higher in summer (due to cooling demand) than in winter.

Every state in the U.S. has some type of demand charge in place, but levels in Florida are particularly high due to high electrical cooling demand.

Demand charges are rightfully procured from customers to cover utilities’ fixed costs of providing a given level of power: In other words, the “hottest day in July” scenario when utilities must have enough capacity on standby to supply all customers with heavy HVAC loads.

These peak load charges make it desirable for large customers to shift electrical usage to non-peak hours and/or reduce power usage during peak hours. However, in the real world, the strategy of conducting one’s business during “off hours” is either difficult or unacceptable. Instead, rooftop PV systems can help ease the burden by generating electricity during the hottest hours of the day.

–RFM– www.floridaroof.com

15

CFRSA Affiliate Growing Stronger

By John Hellein, RFM Editor At a Central Florida affiliate meeting last year, seven people attended and most of those were not contractors.

The latest CFRSA meeting boasted 37 participants and this month, the organization hosted its Fall Festival for its member companies’ employees and families. The turnaround is the result of CFRSA’s effort to reach out to roofing contractors while providing meaningful opportunities to build relationships, develop professionally and have some fun along the way.

CFRSA’s current President, Kristal Wingate (Roof Top Services of Central Florida), says that she and others have spent “a lot of time this year putting things back together.” During this time of rebuilding, effort has focused on building contractor participation and also raising the public’s awareness that there is somewhere people can turn to find reputable contractors.

Doug Lanier (Collis Roofing) serves as CFRSA Secretary this year. When he became involved a couple of years ago, he discovered that the organization was in need of some, well, organization. “We didn’t know what to do,” Lanier says, referring to himself and Jeff Hewitt (Gold Key Roofing) who became involved at the same time and

serves as CFRSA Vice President. “We weren’t groomed by the person before us and we were flying by the seat of our pants; we’re more organized now.”

Hewitt recalls showing up at a CFRSA meeting and there were only eight people there. He remembers feeling embarrassed. The feeling converted itself to action and Jeff started cold calling contractors to encourage them to attend a CFRSA meeting. “For the last meeting I got three RSVPs,” he says, “and one came to the meeting. That’s not too bad.” He says that the Association buys dinner for new attendees. When he knows someone new is planning to attend, he encourages existing members to reach out to them. He says it’s important to make people feel comfortable and for the affiliate to go out of the way to welcome first timers.

One initiative that appears to be paying dividends for CFRSA is consistent, proactive communication. Members typically receive two emails a week, keeping them current on what’s happening in their affiliate. However, the CFRSA executive members don’t rely on email when it comes to efforts to boost participation. In addition to calling prospective members, Hewitt says they also call

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October 2014

Tug-of-war at the 2014 CFRSA Family Picnic.

people who didn’t make it to the previous meeting to let them know about the next one.

Of course bringing in new members is only effective when the meetings provide value. A lot of effort goes into keeping an eye on the calendar, planning events well in advance and finding good speakers for meetings. “That is challenging,” Wingate says of finding good speakers. “We have tried to find speakers who help us be successful at what we do day-to-day.” She says it is important to find speakers who address topics that are meaningful to both residential and commercial contractors. Lanier agrees with the challenging nature of finding engaging speakers. While some speakers are able and willing to travel throughout the state, he feels that developing a group of quality local speakers is more feasible.

Traditionally, CFRSA held evening meetings at a local golf course club house. A few years back, the venue changed to a lunch setting. While this worked well for a few of the contractors, attendance suffered. Lanier says that for contractors from smaller companies, who represent the heart and soul of the business, getting away during the day wasn’t realistic. “In the evenings, there’s a lot more participation,” he says, “a lot more energy than there was at lunch.”

Not all meetings include a speaker and some months CFRSA schedules other events instead of a meeting.

Lanier says that building consistency helps but then there is a need to offer some variety as well so that things don’t become stale. One of the special meetings held every year focuses on local building officials. In June, the affiliate invites officials from all the local jurisdictions and gives them a chance to meet member contractors. Often, Lanier says, the building officials from different counties and cities are not on the same wavelength with each other. When an official realizes that many of his peers are handling this or that code issue a certain way, they may become more accepting of an idea. “It has helped make things more consistent with building officials,” he notes, recognizing the benefit to himself and other contractors. Another special meeting is a foreman training program. Foremen from member companies can spend a morning at four of the available eight stations including asphalt shingles, modified, single-ply, metal and other roofing system skills – all provided by associate members.

Instead of meeting in October, CFRSA hosts a Fall Festival. It’s for the member’s employees, Hewitt says, “for the guys who make us who we are.” Hewitt says he makes a point, when he’s at a member supply house for example, to speak to the employees and make sure they know about the event. “It’s on Lake Conway,” he says, “there will be a bounce house, it’s catered, a DJ, face painting.” He’s even planning on renting a water jet pack.

The affiliate closes the year with its Christmas party in December. “It’s always a huge hit,” Wingate says. She feels strongly that social events like the Christmas party and the Fall Festival provide an environment in which members can let their guard down and relate as people facing common challenges. “A lot of members learned that we are not competitors, we’re friends. Events like these have helped to reinforce the relationships we’ve made.”

In order to reach consumers with its message of the importance of doing business with licensed and insured contractors, CFRSA launched a new website this year (www.CFRSA.org). The front page reads: “Do yourself a favor, hire a CFRSA contractor. Experienced, licensed and insured so you can rest assured your job goes off without a hitch.” The user-friendly site provides a member listing, consumer and community involvement information and an event calendar.

The bond between members of CFRSA’s Executive Board is critical to the growth of the affiliate. Lanier said that, initially, planning sessions were attempted via Skype but the virtual connection proved lacking. Now, he, Wingate, Hewitt and Jared Mellick (Universal Roof and Contracting – CFRSA treasurer and newest member of the Board) meet face-to-face before monthly meetings to strategize and plan for a positive experience for the people who attend.

Each of the four board members brings his or her strengths to the effort. “It’s such a diverse group,” Hewitt says, “I am the real ‘ham and egger’, Kristal and Doug know a lot about the industry and Jared is really strong in sales and technology.” Together, the board members are continuing to give the CFRSA affiliate the attention it needs to keep growing.

–RFM– Visit the CFRSA website for board member contact information.

www.floridaroof.com

17

Emotional Intelligence

By Raleigh F. “Sandy” Seay, Jr. Ph.D., Chairman, Seay Management Consultants

Every so often in the business world, we begin to hear of a new term that, in some way, seems to resonate with management. For example, we might use the term “in search of excellence” to describe performance goals. Instead of “new employee orientation,” we now say “onboarding process.” At the end of a meeting, the leader might say, “Here are the takeaways,” instead of “Here is what I want you to remember.” And – a personal favorite – instead of “terminating” an employee, today we might, “transition him out.”

A new and interesting term that is making its way through the management ranks these days is “Emotional Intelligence” and we can define this term by looking at both words. We can say that emotions are instinctive, intuitive feelings that arise from our moods, circumstances or relationships with others and they can be quite powerful. We don’t seek out emotions; instead, they come upon us, unbidden, sometimes unexpectedly. Examples include fear, anger, love, compassion, sadness and happiness. Intelligence, we might say, is the ability to learn and understand, the use of wisdom and judgment, the ability to apply knowledge and to reason or respond rationally.

So, we can say that Emotional Intelligence is the ability to recognize and understand the power and energy of our emotions and then deal with them in a rational and sensible way. If we let emotion take charge, we could be in trouble and do things we might later regret; if we overcome emotion and allow reason to take charge, we’re more likely to make a better decision. For example, an employee accuses her supervisor of yelling and bullying her. Management talks to the supervisor who says he may have spoken directly to her but did not yell or bully. The supervisor gets angry that someone would say this about him because he always treats people fairly. He wants to call the employee and “read her the riot act” – but, using his intelligence rather than his emotion, he refrains. Or, a manager might have his eye on an attractive co-worker and mentally plays with the idea of flirting or exploring a relationship with him or her; however, Emotional Intelligence says, “Bad idea. I recognize the emotion of attraction but I know that this could lead to a sexual harassment claim.”

Thus, our modern term of Emotional Intelligence is very similar to the ancient world’s explanation of human behavior. On that account, the interior person (Plato would call this the soul) is composed of three parts: 18

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(a) the emotive part (fear, happiness, anger, etc.) (b) the appetitive part (various appetites for food, pleasure, comfort, etc.) and (c) the rational (the power to reason).

The ancient world recognized the powerful energy of emotions and appetites but realized that the rational part must be in control. Otherwise, life gets badly out of balance. Plato gives us the image of a charioteer (reason) who is, with great difficulty, controlling two very spirited horses (emotions and appetites).

Aspects of Emotional Intelligence Listening Skills If we are going to harness our emotions and handle them rationally, one of the first things we need to do is learn to listen effectively. Communications experts identify four basis communications skills – reading, writing, speaking and listening. Listening is something we do as a matter of our will and requires focus and concentration. Here’s why – we can talk at the rate of about 125 wpm, but we can listen at the rate of about 750 wpm. Since we can listen so much faster than someone can talk, we sometimes tend to either daydream or jump to conclusions. Listening requires a location where there are no distractions, like noise, televisions, cell phones, lack of interest or time pressures. Thus, Emotional Intelligence means that we behave rationally by listening to employees, even while being bombarded by distractions that produce emotions like anxiety, tension or apprehension. One of the most common complaints by employees is, “Nobody listens to me around here.”

The Effect of Stress When we are under great stress, we are prone to feel emotions like fear and anger. For example, anger is energy that must be burned to be dissipated and, according to Aristotle, is “the boiling of the blood and the hot stuff around the heart.” We often do or say things when angry that we would never do otherwise and that we regret later.

Most experts say that stress, in the right amount, is a positive force. Like a guitar string, too little stress produces a “plunk” and too much stress can break the string, but just the right amount of stress produces a pleasing sound. On almost any list of the most stressful jobs, management is listed in the top two or three spots. Further, we know that stress is directly proportional to the amount of control in a person’s life – the more control, the less stress; the less control, the more stress. Thus, Emotional Intelligence involves knowing

when we are under stress, understanding the emotions The Perfectionist personality temperament has we feel, and then dealing rationally with the situation. to get things “right,” and there is only one way for it to be “right,” and if it’s not that way, it’s not “right.”

Personality Temperament They are very detail oriented and ask lots of questions, Personality Temperament is our tendency to live our particularly “Why?” This temperament is a good fit for lives in a certain way: accounting, finance or IT positions, or any position (a) hard charging Type A or not, requiring precision and accuracy. Because of their ob(b) detail oriented or not jectivity, other employees sometimes see them as cold, (c) around other people or working alone, or calculating and emotionless. If an emotional employee (d) multi-tasking or one job at a time. enters a Perfectionist’s office, the Perfectionist is likely All of us have these characteristics in different doses to ask, rather brusquely, “Why are you crying?”

If you recognize your specific personality temand it is the combination of them that determines our personality temperament. We are born with our spe- perament and realize the emotions that you naturally cific temperament and it does not change throughout feel, you are more likely to be able to use Emotional our lives. Some of these personality temperaments are Intelligence to manage employment situations sucless sensitive to emotions while others wear their emo- cessfully at work. tions on their sleeves. For example...

A Hard Charging Type A personality tempera- The Takeaway ment will be “bottom line” oriented and motivated by So, at work, we can say that Emotional Intelligence achievement and accomplishment. This temperament means recognizing the powerful energy generated by is very good in leadership positions like management our emotions and appetites, and giving them their and supervision but will be very objective and does place in the natural order, but knowing that we must not like to deal with emotions, except for anger, when control them through rational thinking and reasonthings don’t go his way. If an emotional person enters able behavior. This sounds like Common Sense. But a Type A’s office, the Type A might say, “Go away until Common Sense, under the influence of emotion, is no you can get yourself under control!” longer either common or sensible. I have often said A Sanguine personality temperament is motivated that when I write my book one chapter will be called, and energized by being around other people. Sanguines “When Smart People do Dumb Things,” and one reaare very talkative and generate a lot of good will, al- son they do “dumb things” is that the emotions or the though they are less tuned in to time and detail. They appetites are in charge and are determining their beare a good fit for sales, patient care, customer care or havior. Thus, like the charioteer, we struggle to control anything involving people and they run on emotions. the emotions, but we make sure that rational thinking If an emotional person enters a Sanguine’s office, the and reasonable behavior are in the driver’s seat.

Sanguine might say, “Oh, I’m so sorry... tell me about it...”

–RFM– The Phlegmatic, above all, seeks peace in the workplace and avoids conflict at all costs. He is extremely At Seay Management, our philosophy is that our emdependable and works within the rules. Phlegmatics ployees are our most important assets and we will do not want to deal with emotions, especially those in- only be as good as our employees. We will be devolving conflict, they just want everyone to “get along.” lighted to talk with you and help you achieve your HR A Phlegmatic will not want to enter your office because objectives. You can find out more at www.seay.us or that might produce conflict.

(407) 426-9484.

Continued from page 11

Unlicensed Activity Taskforce The committee will focus on creating and distributing information to consumers on the dangers of hiring unlicensed contractors. FRSA and the Central Florida Affiliate will be working with DBPR to set up a program to target unlicensed contractors, partnering with building officials, code enforcement, law enforcement, the Department of Agricultural, the Division of Insurance Fraud and Workers’ Comp and the State Attorney’s office. This program will mirror the highly successful program already in place in Sarasota County.

Young Professionals Council Employee training was of specific interest and goals for developing a worker training program, to be called the Roofing Technician Training Program, were outlined. A new Young Professional’s LinkedIn group will be created and used as a means of communication by the group.

FRSA members are welcome to participate on any of the above committees. If you’re interested in volunteering time as a committee member, please contact FRSA Executive Director Lisa Pate at (800) 767-3772 ext. 157 or by email at lisapate@floridaroof.com.

–RFM–

www.floridaroof.com

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How to Get the “Wow” Response from Customers

by John Chapin The e-mail came in at 9:07 p.m. and I responded immediately. The customer response: “Wow! That was quick.

Thanks. Trying to get my staff to deliver those "wow" moments myself.”

The truth is, these days it’s easier than ever to create the “wow” response with customers mostly because customer service, follow-up, and all related business protocol leave so much to be desired. Not only are most companies not delivering “wow” service, most are failing to meet even average expectations. Even though it’s easier than ever to get noticed, there are some definite steps to making sure you step up, stand out, and deliver the WOW. Four Steps for Getting to “WOW”

who’s completely committed and super-responsive to the customer.

Step 3: Be Proactive.

Keep open, active communication with the customer and stay out ahead of any issues. If there is a price reduction, rate decrease, or anything else that can help them, pick up the phone and let them know. Once you’re responding to a call about a better price, better rate, or better anything elsewhere, you’re on defense and behind the eight ball and this makes your battle to keep the business that much more difficult. And all this is assuming they called you and didn’t simply switch to the competition without letting you know.

Also, build strong, solid relationships that can withstand a mistake or two, or an all-out onslaught from the competition. It’s simple, your friends will pick up the phone before leaving you for something better. In addition, you will miss a delivery, botch an order, or make another mistake if you work with someone long enough. If you’ve proactively built the iron-clad relationship ahead of time, you’ll be able to weather a storm or two.

Step 1: Be Completely Committed.

Wowing the customer begins with a complete and total commitment to the customer and making sure they have a fantastic experience. Without a total commitment, you won’t have the energy, excitement, and creativity you need to make “wow” a reality. No prima donna, “I’m-doingthe-customer-a-favor” attitudes here. You must have a “customer-is-always-right,” “go-above-and-beyond,” and Step 4: Be Original and Creative. “do-whatever-it-takes” attitude.

The dental rep who hand-delivers emergency items the same-day so clients don’t have to reschedule patients and Step 2: Be Responsive.

As with the e-mail in the opening example, you have to do have dentists with empty schedules stands out from the comthe unexpected and a big part of that is being super-respon- petitor who Fed Exes the product for next-day delivery. The sive. Part of being super-responsive is responding quickly sales rep at an installation after midnight helping the installand outside of normal business hours and normal business ers anyway possible and giving the customer updates, stands days. I’ve heard people say, “If I respond too quickly, people out from the competitor who’s never been to an installawill think I’m not busy and thus must not be that good.” Take tion and doesn’t even know there’s an issue. The banking it from a #1 sales rep for 26+ years, I’ve always run my busi- equipment sales rep who drives by an ATM on the weekend, ness by responding as soon as possible and it has paid huge notices it isn’t working, and proactively calls his company’s dividends. In fact, it’s one of the things I’ve gotten the most service department, stands out from the competitor who compliments on and it adds greatly to the trust, credibility, drives by and either doesn’t notice or says, “I’m sure they and likeability factor. In fact, I’ve made such an impression already know about it and they have people that handle that on people by answering my phone and e-mail during off anyway. And besides, it’s the weekend and I’m not working.” hours that several people have decided to do business with These examples could go under being responsive or beme for that reason alone. ing proactive, but they also take original thought and some It’s simple, if you are in sales and customer service, creativity. You’ve got to constantly ask yourself how you can your objective should be to deliver the best service possible deliver more service, better service, and be different in a and part of that is responding quickly. Additionally, I’ve good way. How can you stand out and show extraordinary never known a consistent, high-level producer who wasn’t commitment? What can you do to let the customer know responsive. The more time that elapses between the moment you care, that they are important to you, and that you will someone contacts you and the moment you respond, the do whatever you can to make their experience exceptional? more bad things can happen.

As with most other things in life, the most important inOne of the things that sets me apart is that I tell people I gredient here is attitude. If you have the right attitude and have 24/7 customer service. I say, “If you have insomnia and are determined to do whatever it takes to “wow” your cusit’s 3 a.m., call my cell phone. Hopefully I remembered to put tomers, the wows will naturally and abundantly flow. it on silent and I’ll call you back when I wake up. However,

if I do leave the ringer on, and it rings, I’ll answer it.” It’s –RFM– simple: I know there are maybe one or two people out there with that kind of commitment, that’s why I do it. Most peo- John Chapin is a professional sales speaker and trainer. For ple say, “I only answer my phone during business hours.” his free newsletter, or if you would like him to speak at your That’s fine, just realize you’ll never beat your competitor next event, go to: www.completeselling.com.

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Workers’ Comp Q&A Debbie Guidry, FRSA Self Insurers Fund Underwriting Manager Why does workers’ comp insurance require an employer to pay premiums even when the employee is on vacation or has sick days?

If an employee was away on vacation for two weeks and then, when he returned to work, was injured and made a claim, the work comp carrier would pay benefits based on his last 13 weeks of wages earned. So even if he was not physically working, the vacation (or any paid time off) is still wages or payroll that he received and must be included in his benefits.

Here is a list of the types of payroll that are to be included for workers’ compensation insurance premiums: Wages, salaries, cash, commissions, draws, bonuses, vacation pay, sick pay, holiday pay, piecework pay, extra pay for overtime work, payment by an employer of amounts that would have been withheld from employees to meet statutory obligations for insurance or pension plans like Social Security and Medicare, payment or allowances for hand tools, incentive pay, profit sharing, rental value of housing provided to an employee, value of meals received by employees as part of their pay, payments for salary reduction, employee savings plans, retirement or cafeteria plans that are from the employee’s gross pay, annuity plans, and any other substitute for money received by the employees as part of their pay.

Submit S.T.A.R. Awards Projects Now The deadline to send in your S.T.A.R. Awards application is April 30, 2015, but why wait? FRSA member contractors can submit applications as soon as a 2014 project is completed. Be sure to take plenty of high resolution photos. For more information about the S.T.A.R. Awards, contact Cheryl Sulock at (800) 767-3772 ext.

177 or cheryl@floridaroof.com.

The S.T.A.R Awards program is a great opportunity to showcase the premier projects that you are involved in throughout the year. In addition to being recognized at the annual S.T.A.R. Awards Banquet, recipients are also featured on the floor at the Florida Roofing & Sheet Metal Expo and in ROOFING FLORIDA Magazine.

2014 Winner for Sustainable Category Robert Kornahrens, Advanced Roofing Installation of PV Array on JM Family Enterprises, Building 111 in Deerfield Beach

If an employee is on vacation or out sick, can I pay his premium in a lower-rated classification code?

No. Premium must be paid based on the same classification as the employee’s job duties when he is working.

–RFM– If you have a workers’ comp question, we’d love to hear from you. Please email it to john@floridaroof.com or tweet it to @ROOFINGFLORIDA_

www.floridaroof.com

21

purchasing a unit for each person using a personal fall protection system while the cost of the rescue pole or similar system may be limited to the number of locations. Of course, each member of the team should receive proper and thorough training for any personal or team equipment he may need to use.

A mobile fall protection cart system provides fall arrest for two people working at the roof’s edge. This system, manufactured by Garlock Equipment Company, is designed to simultaneously accommodate three people for fall arrest and two people for fall restraint.

Continued from page 9

Mobile Cart Certification Each mobile fall protection cart is required to have a certification card that states that it is free of defects and properly working. Certification must be conducted annually. If a fall is arrested by a fall protection system, components of that system will need to be replaced before it can be used in the field again.

Check with your system’s manufacturer representative to make sure you obtain the necessary replacement parts.

Mobile fall protection carts are more than a neat idea. They have already been credited with saving lives in Florida and throughout the country. With thorough training and proper deployment they represent a wise investment for roofing contractors.

in the legs and limit the blood from reaching the brain and other vital organs. As a result, he may faint if left suspended and serious injury or even death can occur in a short time (minutes). "Suspension trauma," as it is called, can be reduced or eliminated, until prompt rescue occurs, –RFM– with an accessory that allows the person to either sit or stand while suspended, removing the pressure the harness places on the artery. Each harness should include Jim Brauner has provided roofing equipment solutions, such an accessory to reduce the opportunity of suspen- service and training for three decades. You can contact him at Brauner Safety Services at (407) 403-3959 or sion trauma occurring.

The fall protection plan should also include a method jim@braunersafety.com. for rescuing the suspended person. This can range from a personal rescue system that allows the person to lower themselves to the Free NRCA Fall Protection Course | May 7, 2015 ground or a rescue pole that can be at the New FRSA Training Center in Central Florida included at each location. The personal rescue system would require www.is.gd/fallprotectioncourse Continued from page 15

conduit spacing is limited, SPRI recommends referring to MSS SP-58 (www.is.gd/MSSSP58), the National Electric Code, or other applicable codes and standards.

One of the easiest and most cost effective ways to achieve the extra strength and durability required of rooftop PV is to specify a cover board to protect the roof membrane and insulation underneath. That’s why almost every major roofing manufacturer requires the use of a cover board when PV systems are installed with their membranes.

Unanticipated thermal movement is another rooftop support issue that could cause damage to the roof membrane. Rollers on the PV stands are one way to solve this problem, but a “slip sheet” under the PV equipment will not accommodate thermal movement under load.

Lastly, the weathering capabilities and overall durability of rooftop supports must be considered, using the 22

ROOFING Florida

October 2014

geographic location of the project as a guide. Table 2 offers further information on the performance of rooftop supports and finishes in various geographic locations.

In conclusion, it’s important to remember that the underlying roofing system must provide the same minimum investment horizon—generally at least 20 years—to realize the full potential of the rooftop PV system. Rooftop support systems should ideally meet the same requirements.

–RFM– Mike Ennis joined SPRI in 1993. He has chaired a variety of SPRI committees and task forces and served as President from 2004-2006. He became Technical Director of SPRI in 2007. For more information about SPRI, its members, and its activities, visit SPRI’s website at www.spri.org or contact the association at info@spri.org.

FRSA PAC Tournaments Raise Funds to Promote Industry Thank you to our PAC Golf and Skeet Tournament sponsors!

CertainTeed Corp Duro-Last Roofing Edwards Roofing Co FRSA-SIF Hanson Roof Tile IKO Manson Roofing

The Preferred Choice of Roof Vacuuming

Mark Kaufman Roofing Millennium Metals Petersen Aluminum Ridged Systems Tampa Roofing Co Tom Tanenbaum Inc Trent Cotney PA

Golf Tournament Winners First Place Ernie Nickle William Marshall Bill Boyer Gary Register

Second Place Jim Carducci Burt Logan Jim Brauner Matt Criswell

Longest Drive Sarah Hall – 230 yards

Skeet Tournament Winners First Place Rob Springer, CPRC

Second Place (tie) Eric Hunt Les Sims

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PEEL IT. SEAL IT.

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