HOW TO SELL FLUID APPLIED ROOF SYSTEMS

How to train your sales team to sell roof restoration instead of traditional re-roof.

There are many factors that go into making the decision whether to reroof or restore. A good estimate is over 70% of today’s re-roofs could have been restoration opportunities.  Many times, whether to remove and replace a roof vs. restore has nothing to do with the roof itself.  The decision usually comes from roof consultants unaware of the advantages, or the experience and knowledge of the contractor inspecting it. They will always be drawn toward the products and systems they are familiar with.

Most of the time roof failures occur in only 5 to 10% of the roof.  It is unnecessary to tear-off a still viable roof. You can repair the damaged areas along with reinforcing and reconditioning the entire roof surface.  These fluid applied systems can bring much as 20 more years thus giving new life to the roof while saving the landfills. Being environmentally responsible while saving time, labor and money is the way to go.

To change it up, let’s assume each roof you inspect should be a restoration candidate, then let’s look for a reason not to use a FARR, fluid applied reinforced roof system.

• If you have rotted decking or wet substrates that will not dry out that might be a reason. If those areas are not extensive limited areas of decking can be replaced.
• Bad adhesion (attachment) of the existing membrane is probably a reason to recommend a complete tear-off over a FARR restoration.
• If the roof has too many layers, it may be a reason to remove the existing roof. However, check your local codes in the case of multiple layers. Often time the restoration system does not count as another layer as they are usually light in weight. It can be classified as maintenance and repair.

If you have a fluid applied roofing system manufacturer that your work with, (Western Colloid for example), are you familiar with their specifications and approvals?  Are they approved to go over the substrate you are inspecting?

If you are not sure Western Colloid has a support team that can help you make those determinations along with 50 years of experience restoring almost any kind of roof surface, even gravel. We can provide the tips and information to help you sell this terrific roof option.

Please Contact Western Colloid today and let us help you learn more about our win-win solutions today.