Florida
October 2026
ROOFING A Publication of FRSA – Florida’s Association of Roofing Professionals
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Contents
8 | When the Storm Work Does Not Come: Scaling Down the Right Way
16 | Uncertainty Surrounds New FBC Requirements for Metal Hip and Ridge 24 | What to Expect for Metal Roofing in the 2026 Florida Building Code
FRSA-Florida Roofing Magazine Contacts: For advertising inquiries, contact: Skip Heymann at: skip@floridaroof.com (800) 767-3772 ext. 127 All feedback and reprint permission requests (please include your full name and address) 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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28 | Metal Roofing: Beyond The Bottom-Line Price
Florida
ROOFING Available Online at www.floridaroof.com/florida-roofing-magazine/
October 2026
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. 11, NO. 10), October 2026, (ISSN 0191-4618) is published monthly by FRSA, 3855 N. Econlockhatchee Trl. Orlando, FL 32817. 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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Navigating the Deluge: Steady Work and Strong Advocacy for Florida’s Roofers FRSA President Matthew Leonard, Architectural Sheet Metal Inc. As we move through the late summer and into fall, we find ourselves experiencing something of a welcomed anomaly in Florida: a historically slow hurricane season. While seasoned contractors know better than to let their guard down before the season officially ends in November, the lack of catastrophic, landfalling storms so far has provided a much-needed reprieve for our local communities and material supply chains. However, a quiet hurricane season certainly hasn’t meant a dry one. Across the state, we have seen relentless, heavy rainfall over the past several months. For those of us in the roofing industry, we know exactly what that translates to: steady work. These daily torrential downpours have rigorously tested aging roof systems and exposed vulnerabilities, driving a massive surge in service calls, maintenance requests and re-roofing projects. Our crews are out there every day, tracking down leaks and securing the integrity of both residential and commercial buildings. The sheer volume of rain has kept schedules packed and crews moving, proving once again that, in Florida, water is the
SAVE THE DATE for FRSA’s 105th Annual Convention & Expo
July 7-9, 2027 Gaylord Palms Resort & Convention Center, Kissimmee
ultimate stress test for our trade. While you have been managing busy project schedules and dispatching service teams, FRSA has been working just as hard behind the scenes. We recently wrapped up a series of highly productive Association meetings focused on core issues impacting our day-to-day operations. During these sessions, leadership tackled some of the most pressing challenges facing the Florida roofing environment today. We engaged in deep-dive discussions on regulatory updates, building code interpretations and the ongoing complexities of the state’s insurance market. Most importantly, we strategized about how to continue elevating our trade through workforce development and standardized safety practices. The progress made in these meetings ensures that the voice of Florida's roofing contractor remains strong, respected and influential at the state level. We are actively shaping policies that protect our businesses and customers. As we continue to push through the remainder of this rainy season, I want to emphasize the importance of jobsite safety. The combination of slick, wet roofs and intense late-summer heat creates a high-risk environment for our crews. I encourage all members to double down on your safety protocols – particularly fall protection and heat exposure controls – to ensure every worker gets home safely at the end of the day. It is a privilege to represent this resilient group of professionals. Keep your standards high, keep your crews safe and keep delivering the exceptional craftsmanship that defines our Association. Stay dry and stay safe out there. Kind regards,
Matthew Leonard FRSA President matthew@asmfl.com
www.floridaroof.com | FLORIDA ROOFING
5
Industry Updates QXO Names Ken West President, COO
QXO has named longtime industrial executive Ken West President and COO, putting a veteran of Honeywell and PPG Industries in charge of day-to-day operations as the building products giant continues scaling its roofing and distribution platform. He will report to CEO Brad Jacobs. West joined Honeywell in 2018 and rose to lead three major business segments within six years. Prior to leading Honeywell Process Technology, he served as President and CEO of the company’s Energy and Sustainability Solutions segment, President and CEO of Honeywell UOP and President of Honeywell Advanced Materials. In his most recent role, West helped shape Process Technology into a more growth-oriented business, including the spin-off of the independent company now known as Solstice Advanced Materials. He also led the acquisition of Sundyne and oversaw its integration into Honeywell’s automation and digital platforms. “Ken is an exceptional operator with the executional rigor to lead QXO’s operations,” Jacobs said. “He has demonstrated an ability to achieve outstanding results across a number of industrial businesses. His leadership will be instrumental as we look to scale our platform and deliver outsized shareholders.” “I’m excited to join QXO at this pivotal moment in its growth,” West said. “We have an extraordinary opportunity to build the preeminent company in the building products industry and I’m eager to help transform the QXO team’s bold vision into reality.”
Stormseal Now Available Through ABC Supply, MuleHide and SRS Distribution Branches
Stormseal, the game-changing storm response solution that provides powerful protection to homes and buildings until permanent repairs can be made, announced it is now available through ABC Supply, MuleHide and SRS Distribution, America’s largest building products distributors. Partnering with trusted distributors will ultimately help communities recover quicker from damaging weather events. “With over 2,000 building products locations across the U.S. and Canada, contractors now have easy access to Stormseal for storm response work and to make temporary repairs, no matter where in the country the storm damage occurred,” explained Stormseal CEO and Founder Matthew Lennox. “When it comes to protecting properties and lives, only the highest performing products will do and we deliver the ultimate protection for homes and buildings until permanent repairs can be made.” SRS Distribution Senior Director of Private Label said, “At SRS Distribution, we are committed to supporting our vendor partners with solutions that meet 6
FLORIDA ROOFING | October 2026
the urgent needs of contractors and homeowners. We are excited to support Stormseal and their line of temporary roof repair products, which provide reliable protection and peace of mind following a storm or significant weather event. Together, we are dedicated to helping communities recover quickly and safely.” Stormseal is field proven and third-party tested for puncture resistance, wind uplift and fire resistance. It was developed and patented by Lennox after many years of frustration that came from temporary tarps that would fly away with a strong wind. “We have years of development and testing, along with proven performance in the real world that this temporary protection system is unsurpassed,” he said. “We are thrilled to be able to offer this proven protection to even more properties through this relationship with our distribution partners.”
Owens Corning Appoints Jonathan Collins as Chief Financial Officer
Owens Corning announced that Jonathan Collins has been named Executive Vice President and Chief Financial Officer. Collins is a seasoned finance executive with strong operational expertise and a proven background in scaling rapidly evolving businesses and driving growth. Collins succeeds Todd Fister, who assumes the role of President and Chief Operating Officer, following a planned transition from his previously announced dual responsibilities. Fister will lead the execution of key enterprise initiatives to drive growth and performance, leveraging the company’s unique OC Advantages to further integrate its go-to-market strategy and simplify and standardize work across the enterprise. Brian Chambers, Chair and Chief Executive Officer, said, “Jonathan is an experienced public company CFO with a track record of delivering strong results and leading high-performing teams. He will bring valuable perspective as we continue to advance our strategy. At the same time, Todd’s deep strategic and operational expertise, combined with his knowledge of our customers, markets and applications, will be critical to capturing the benefits of our more focused company. Together, Jonathan and Todd have a powerful combination of capabilities to accelerate our growth and create additional value for customers and shareholders.” Collins joins Owens Corning from Clarivate, a global provider of transformative intelligence through data, insights, analytics and workflow solutions, where he served as CFO since 2021. There, he led the capital deployment to integrate generative AI into the company’s solutions while significantly expanding free cash flow. Prior to joining Clarivate, he was CFO at Dana Incorporated where he led the financial, information technology, corporate strategy and business
development functions as well as the digital solutions and aftermarket businesses. Collins said, “I am excited to join Owens Corning at this important point in the company’s evolution. Owens Corning has leading market positions, a disciplined operating model and commitment to delivering strong performance and cash generation that provide a compelling foundation for long-term value creation. I look forward to working with the team to build on the momentum of the reshaped, residential-focused company and support its strategic priorities.” Both Collins and Fister will report directly to CEO Brian Chambers.
MuleHide Expands Business Development Team
Low-slope roofing manufacturer MuleHide has expanded its business development team, adding Ryan Baldwin as a Strategic Account Manager. He will work with general contractors, building owners, private developers and national chains across the United States. Baldwin has more than 15 years of outside sales experience, including seven in the roofing industry. He comes to MuleHide from Duro-Last, where he was a National Account Manager. Prior to that, he was Southwest District Sales Manager for TRUFAST. He began his sales career in the medical field, working for Stryker Sustainability Solutions. “Ryan’s deep experience in the roofing industry, along with his proven ability to build strong client relationships and industry partnerships, will make him a valuable asset for our customers,” said National Business Development Manager Kyle Stavish. “We are excited to welcome him to the MuleHide family.”
Roofing Alliance Expands Professional Training Program with New Sustainability and Resiliency Course
The Roofing Alliance's Clemson University Professional Training Program has launched its newest course, Roofing Sustainability and Resiliency. This fully online, self-paced training course gives roofing professionals practical knowledge of sustainability and resiliency across the roofing supply chain and participants can now earn eight AIA continuing education credits. Topics explored during this new course include: ■ Sustainability and resiliency ■ Raw material extraction and procurement ■ Manufacturing and production process
The new course joins three existing professional training courses: ■ Roofing fundamentals ■ Roofing management ■ Roofing business and leadership Participants have 60 days to complete each course and, upon successful completion of the coursework and final examination, earn a Certificate of Completion. NRCA members save $100 per course and Roofing Alliance members save $300 per course. Bulk pricing is also available. To learn more about Roofing Sustainability and Resiliency, visit www.floridaroof.com/ra4. FRM
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7
When the Storm Work Does Not Come: Scaling Down the Right Way Trent Cotney, Partner, Adams & Reese, LLP and FRSA General Counsel Florida roofing contractors know that hurricane seasons can change a business almost overnight. A major landfall can produce years of repair and replacement work, create backlogs and push contractors to add crews quickly. The opposite can also happen. When Florida avoids major hurricane impacts and storm-generated demand slows, companies built for a larger volume of work can find themselves carrying too much overhead for the market in front of them. That is the position some contractors are confronting now. The Atlantic season is not over and no Florida contractor should assume the state is out of danger. But the relative lack of major storm-driven roofing work can expose a difficult business reality: capacity that made sense after a busy storm cycle may no longer make sense when normal retail and commercial demand must support the company. Scaling down may become necessary. The key is doing it deliberately rather than waiting for cash flow to force the decision. The first step is to know your numbers. Contractors should separate fixed overhead from costs that rise
8
FLORIDA ROOFING | October 2026
and fall with production and determine the monthly revenue needed to cover both. Review backlog, accounts receivable and staffing levels. Do not base decisions on the hope that the next storm will solve the problem. A hurricane is not a business plan. Labor decisions usually create the most difficulty. Many roofing contractors fought hard to build reliable crews and administrative teams during stronger markets, so reducing headcount can feel like giving up capacity that will be difficult to replace. Before making cuts, consider whether positions can be consolidated or underused employees reassigned to service or business development. If layoffs become necessary, plan them carefully.
Review employment agreements and policies, finalpay requirements, benefit obligations and WARN Act exposure for larger reductions. Contractors should also examine their physical footprint. Trucks, warehouse space and satellite offices often accumulate during periods of rapid growth. Each expense may appear manageable by itself but together they can create substantial monthly burn. Selling unused vehicles, renegotiating space and eliminating redundant technology can reduce overhead without impairing the company’s ability to perform its core work. Marketing and sales require a different approach. Cutting all marketing because leads have slowed can make the problem worse. Instead, contractors should shift from storm-driven customer acquisition toward work that produces more predictable demand. Maintenance programs, reroofing for aging buildings and relationships with property managers and consultants can help smooth the cycle. Companies that developed strong storm-response sales teams may need to retrain those employees to sell value rather than urgency. Cash management also becomes critical during a contraction. Accelerate billing, enforce collection procedures and identify disputed receivables before they become stale. Review contracts for notice requirements and preserve lien and bond rights. Contractors sometimes tolerate slow payment when revenue is strong but that approach becomes dangerous when new work is not replacing old receivables. Cash in the bank matters more than revenue on a spreadsheet. Be equally careful about how reductions affect existing projects and customers. A contractor that cuts too quickly can create scheduling delays or supervision gaps. Review active contracts before eliminating key personnel or closing locations and make sure the company can still satisfy completion dates and warranty commitments. A cost reduction that causes a claim is not a savings.
Finally, contractors should protect the parts of the business that will matter when the market turns again. Do not cut estimating capability, quality control or customer service so deeply that the company cannot execute the work it wins. The goal is not to become smaller at any cost. The goal is to create a leaner organization that can remain profitable at current volumes and still scale when demand returns. Florida roofing has always been cyclical. Storms can create extraordinary opportunity but they can also disguise inefficient overhead and encourage companies to size themselves for temporary demand. A quieter period provides an opportunity to correct that. Contractors that scale down early, preserve cash, protect their best people and focus on sustainable work will be in a much stronger position when the next cycle begins. FRM Disclaimer: The information contained in this article is for general educational and informational purposes only and is not intended as legal advice. Laws and regulations vary by jurisdiction and may change. Contractors should consult qualified legal and financial professionals regarding their specific circumstances. Trent Cotney is a partner and Construction Team Leader at Adams & Reese, LLP and FRSA General Counsel. You can reach him at 813-227-5501 or email trent.cotney@arlaw.com.
Free Legal Helpline for FRSA Members
Adams & Reese is a full-service law firm dedicated to serving the roofing industry. FRSA members can contact Trent Cotney to discuss and identify legal issues and to ask general questions through access to specialized counsel. They offer free advice (up to 15 minutes) for members. If additional legal work is required, members will receive discounted rates. This is a pro bono benefit provided to FRSA members only. Contact Trent at 813-227-5501.
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www.floridaroof.com | FLORIDA ROOFING
9
What Does Amendment 3 Mean for Consumers? Kylee Bo, Government Affairs Advisor, GrayRobinson Property taxes emerged as the single most dominant issue leading into the 2026 legislative session. The House convened a Select Committee to study the issue, the Senate engaged staff to conduct its own review and Governor DeSantis discussed property tax relief at nearly every available opportunity. During the regular session, the House passed a joint resolution that would have immediately and permanently eliminated all non-school homestead property taxes, while requiring local governments to maintain public safety funding. The Senate did not take up the measure and the Legislature subsequently convened a special session in June to consider and act on the Governor’s proposed property tax plan. During the special session, the Legislature approved a constitutional amendment that would make significant changes to Florida’s property tax system. The proposal would increase the homestead exemption for non-school property taxes to $150,000 beginning January 1, 2027 and $250,000 beginning January 1, 2028, with the exemption indexed to inflation beginning in 2029. The proposal would also reduce the annual assessment growth cap for non-homestead property from 10 to 5 percent and establish a five-year residency requirement for new Florida residents before they could receive the enhanced exemption. The amendment would also establish new constitutional limitations on how local governments may use property tax revenues, generally restricting funding to defined core governmental purposes, including public safety, infrastructure, education, flood control, debt service and core administration. These provisions create uncertainty regarding the continued use of ad valorem revenues for activities such as economic development, parks and recreation, community events and certain social services. The ultimate scope of these restrictions may depend on future legislative and judicial interpretation. The implementing legislation would further constrain local governments’ ability to increase millage rates. Generally, local governments would be limited to the rolled-back rate, with increases above that rate requiring additional governing-body approval or in certain circumstances, voter approval. Because the new calculation removes the current adjustment for changes in per capita personal income, the changes could reduce the baseline property tax revenue available to many local governments and place additional pressure on local budgets. 10
FLORIDA ROOFING | October 2026
The amendment’s ballot language was subsequently challenged in court on the grounds that it was unconstitutionally promotional and misleading. A Leon County judge ordered the Attorney General to revise the ballot language, expressing concerns with the Legislature’s original title, “Save Our Homes From Excessive Property Taxes.” Opponents argued that the title improperly advocated for a “yes” vote and failed to adequately communicate the amendment’s broader fiscal and governmental impacts. The court’s ruling changed the ballot language but did not alter the substance of the proposed constitutional amendment. The Attorney General’s revised ballot title is “Increased Homestead Exemption; Lower Cap on Increases in Non-Homesteaded Property Assessments.” Amendment 3 remains on the November 3, 2026, General Election ballot with the revised title and summary. Passage requires approval from at least 60 percent of voters. If approved, state economists project that Amendment 3 would reduce local government revenue by nearly $12 billion on a recurring basis. Additionally, the Legislature’s Revenue Estimating Conference projects that local governments collectively could experience an estimated $45.8 billion reduction in property tax collections over five years. As a result, local governments could face difficult decisions regarding how to maintain existing services and staffing levels. Potential responses could include reductions in services or personnel, increased reliance on fees for service or identifying other revenue sources. A study conducted by Guo and Cheng on behalf of the Florida League of Cities further highlights the potential impact on municipal budgets. According to the study, public safety represents approximately 56 percent of general fund expenditures for Florida municipalities. This could make public safety one of the most significant areas of concern as local governments evaluate how to respond to potential reductions in property tax revenue.
The proposal has also generated concerns among renters and commercial property owners, who argue that reductions in property tax revenue could ultimately result in a shift of costs to other taxpayers and consumers rather than representing an overall reduction in the cost of government. Recent polling has placed Amendment 3 near or above the 60 percent threshold required for passage. A survey of 800 Florida voters conducted by Sachs Media on August 18, 2026, found that 63 percent support Amendment 3, while 37 percent are opposed. Support was highest among Republican voters, while Democrats were more divided and NPA voters also showed majority support. Following the release of the revised ballot language, support among Democrats and NPA voters increased by six percentage points, reaching 42 percent, while Republican support declined slightly from 89 to 86 percent. Other statewide surveys of Florida voters have shown similar results, with Amendment 3 continuing to poll around or above the 60 percent threshold required for passage. Regardless of the outcome in November, Gubernatorial candidate Byron Donalds, House Speaker Designate Sam Garrison and Senate President Designate Jim Boyd have indicated that property tax relief would remain a priority in the 2027 Legislative Session. Each has expressed a commitment to pursuing measures intended to provide relief to Florida residents related to property taxes and insurance costs. Simultaneously, the Florida Taxation and Budget Reform Commission will begin its constitutionally mandated review of Florida’s tax and budget structure. The 25-member commission convenes every 20 years and is tasked with examining Florida’s taxation, budget and governmental spending practices. The commission may propose statutory changes or amendments to the Florida Constitution for consideration by voters on the 2028 ballot. The commission is composed of 11 members appointed by the Governor who are not current members of the Legislature; seven members appointed by the Speaker of the House who are not current members of the Legislature; seven members appointed by the President of the Senate who are not current members of the Legislature and four non-voting ex officio members who are current legislators. Two of the ex officio members are appointed by the Speaker of the House, including one member of the minority party and two are appointed by the Senate President, including one member of the minority party. With Amendment 3 on the November ballot and the Taxation and Budget Reform Commission set to convene, Florida’s property tax structure will remain
a major topic for local governments, businesses and taxpayers well beyond the 2026 election. FRM Kylee Bo, GrayRobinson, is a Government Affairs Advisor specializing in policy and appropriations at both the Florida Capitol and local levels. Based in Orlando, she offers clients strategic insights, summaries of state and local hearings and tailored government affairs updates and reports. Kylee works to strengthen relationships with elected officials across the state and represents GrayRobinson at key board meetings. She also delivers educational briefings to select groups, including college students pursuing careers in the legislative field.
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11
Developing the Next Generation of Roofing Estimators John Kenney, CPRC, CEO, Cotney Consulting Group I have worked with roofing companies where nearly every significant estimate passed through one person. That estimator knew the customers, the systems, the crews, the production history and all the small details that never made it into a written procedure. For years, the arrangement seemed to work well. The company trusted the estimator, the bid pipeline kept moving and everyone assumed the knowledge would always be there when needed. Then something changed. The workload increased. The estimator took time off. Retirement moved closer. In some cases, the person left. Suddenly, the company realized how much estimating knowledge had been held by any one individual and how little of it had been transferred to others. That is when estimator development stops being a training issue and becomes a business risk. Roofing contractors understand the importance of accurate estimating because every job begins with the numbers developed before the work is sold. What is often overlooked is how long it takes to groom someone who can produce those numbers with sound judgment. A new estimator can learn to use takeoff software, measure roof areas, enter material pricing and apply labor rates. Those skills are important but they represent only part of the job. The harder part is learning how to think like an estimator. An experienced estimator recognizes when a drawing is incomplete, when a specification introduces risk or when access conditions will affect production. That person understands that two roofs with similar square footage may perform very differently because of staging, height, congestion, detail work or schedule restrictions. Those decisions are rarely obvious to someone who is only learning the technical process. Experienced estimators also make hundreds of small decisions during the course of a bid. Many of those decisions have become instinctive. They may question a production rate without stopping to explain why. They may recognize a missing scope item because they have seen the same problem before. They may add contingency because the phasing creates a risk that is not immediately visible in the quantities. A junior estimator sitting nearby may see the final number without understanding the reasoning that produced it. That is why simply watching a senior estimator work is not enough. Real development begins when that reasoning is explained.
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FLORIDA ROOFING | October 2026
The next generation of estimators can come from several areas within the company. Some of the strongest candidates begin in the field because they understand installation sequencing, crew movement and the realities of working on a roof. Others come from project management and already understand scheduling, cost control, coordination and customer expectations. Technical salespeople may bring strong system knowledge and supplier relationships. Each background provides an advantage but each also leaves gaps. A field employee may understand how the work is installed but need help reading construction documents, building scopes, applying pricing and writing clear proposals. A project manager may understand execution but need stronger takeoff discipline. A technical salesperson may know products and assemblies but have limited experience with production rates and labor planning. There is no single path into estimating. The company’s responsibility is to recognize what a candidate already knows and then build the areas that are missing. Attention to detail matters but so does curiosity. The best developing estimators tend to ask why one job performs differently from another. They want to understand where labor is gained, why certain details create risk and how an estimator decides whether a project fits the company. Those traits are often more valuable than prior experience with a particular software platform. Once the right candidate is identified, responsibility should increase gradually. A new estimator might begin by completing quantity takeoffs on limited scopes. From there, the person can begin pricing selected portions of a project, attending pre-bid meetings, participating in roof walks and reviewing specifications with a senior estimator. The next step may involve preparing a complete estimate for internal review before taking ownership of smaller or less complex opportunities. That progression gives the developing estimator room to make mistakes, ask
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questions and learn before those mistakes become customer commitments. Internal review is one of the most effective development tools a company can use. However, the senior estimator should not simply correct the junior estimator’s work and move on. The review should become a discussion about scope, production assumptions, exclusions, schedule risk and overall bid strategy. A good review should challenge not only the quantities and extensions but also the assumptions behind labor, access, sequencing, exclusions and risk. Why was that labor rate selected? What conditions could slow the crew? Is the specification asking for something the drawings do not show? Has access been accounted for? What assumptions need to be clarified in the proposal? Those discussions are where judgment starts to develop. Even experienced estimators benefit from review, particularly on complex work. A second set of eyes can identify missing scope, unrealistic production assumptions or unclear exclusions. When review becomes part of the estimating culture rather than a response to mistakes, it strengthens both accuracy and development. The field also has a major role in building the next estimator. A developing estimator should attend jobsite visits before work begins and return during production when possible. Seeing the difference between what was drawn and what the crew actually encounters creates understanding that cannot be gained from a screen. Access limitations, material movement, rooftop congestion, protection requirements and coordination with other trades become much more meaningful when viewed in real conditions. I also believe developing estimators should see completed work and, when possible, difficult jobs. Successful projects show what worked. Problem jobs often teach even more because they reveal where assumptions, planning or production broke down. Project closeout is equally important. When a new estimator compares the original labor assumptions with actual performance, estimating stops being theoretical. The person begins to understand how crew composition, weather, site conditions, subcontractor coordination and planning affect production. A job that exceeds budget should not simply be labeled a bad estimate or poor execution. The estimator needs to understand where the variance occurred and why. This connects directly to cost history. A company cannot develop strong estimators if completed job information never makes its way back to the estimating department. Production rates, material usage, equipment costs and project-specific conditions should all inform future decisions. The developing estimator should learn not only how to retrieve historical data but also how to interpret it.
One unusual project should not automatically reset a production rate. At the same time, recurring labor overruns on the same type of work should not be dismissed as isolated problems. Learning the difference requires both data and judgment. Technology has changed estimating significantly and younger estimators often become proficient with digital tools very quickly. That is an advantage but it can also create false confidence. A digital takeoff can measure with remarkable precision but it cannot always tell the estimator whether the crew can realistically achieve the selected production rate under the conditions shown. It may identify a quantity but not recognize the risk buried in a specification, a phased schedule or a difficult access plan. Software supports the estimator. It does not replace the need to understand roofing. Documented estimating standards also help development but they should provide a framework rather than become a substitute for thinking. Production rates, cost codes, markup practices, proposal language and review procedures should be clearly defined so new estimators are not forced to learn everything through memory and informal instruction. At the same time, standards need room for judgment because roofing projects are rarely identical. Communication is another area that cannot be overlooked. Estimators interact with owners, sales teams, project managers, suppliers and general contractors. They need to explain assumptions clearly, identify exclusions and defend pricing without becoming defensive. An accurate estimate can still create problems if the scope is poorly communicated. Having developing estimators present their work internally helps build that skill. It forces them to explain how they arrived at the number and where they see risk. It also reveals whether they truly understand the estimate or have simply completed the process. Succession planning should begin while the current estimating structure is still stable. Many contractors wait because the senior estimator is productive and the system appears to be working. That is exactly when development should start. Knowledge transfer is much easier when there is no immediate crisis and the experienced estimator still has time to teach, review and explain. Once retirement is close or the workload becomes unmanageable, the senior estimator is often expected to maintain the bid pipeline while also transferring years of knowledge, a difficult task to accomplish in a few months. Production intuition, customer history, vendor relationships and system familiarity are built over time. Companies should also think about estimating as a leadership path. Estimators influence which work the company pursues, how risk is priced, what production Continued on page 34
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FLORIDA ROOFING | October 2026
Uncertainty Surrounds New FBC Requirements for Metal Hip and Ridge Mike Silvers, CPRC, Owner, Silvers Systems Inc. and FRSA Technical Director With the implementation of the 2026 Ninth Edition Florida Building Code (FBC) quickly approaching on December 31, 2026, Florida’s roofing industry, like many others, is trying to grasp the recent code changes and figure out just what impact they will have. Among the most concerning is the new requirement for hip and ridge flashing installation methods for metal roof coverings to be tested. This was added to the code after many reports of major damage caused by flashing failures at these locations, often during less than design wind speed events. To better understand the issue, let’s first look at the actual new code language shown in blue text and underscored both in the Building and Residential volumes. 2026 Florida Building Code, Building, Ninth Edition CHAPTER 15 ROOF ASSEMBLIES AND ROOFTOP STRUCTURES SECTION 1504 – PERFORMANCE REQUIREMENTS 1504.3.1: Other roof systems 1504.3.1.1 Metal hip and ridge covers. Metal roof hip and ridge covers shall be tested for uplift resistance in accordance with ANSI/MCA FTS-1.
The code clarifies that when hip and ridge covers are made of metal they are flashing and must be corrosion resistant and comply with Table 1503.2 Metal Flashing Material, below. 2026 Florida Building Code, Building, Ninth Edition CHAPTER 15 ROOF ASSEMBLIES AND ROOFTOP STRUCTURES 1503.2 Flashing. Flashing shall be used to seal roofing systems, where the system is interrupted or terminated and shall be installed in such a manner to prevent moisture entering through the roof system and components at intersections with walls and penetrations through the roof system.
1503.2.1 Locations. Flashing shall be installed at wall and roof intersections, 2026 Florida Building Code, Residential, Ninth Edition at roof edges around roof openings, penetrations and where there is a change in roof slope or direction or a CHAPTER 9 ROOF ASSEMBLIES change of roof covering types. Where flashing or other SECTION R905 – REQUIREMENTS FOR ROOF components are metal, the metal shall be corrosion COVERINGS resistant with a thickness of not less than provided in 905.10: Metal roof panels. Table 1503.2 or incompliance with RAS 111. R905.10.4.1 Metal hip and ridge covers. Metal roof hip and ridge covers shall be tested for uplift resistance in accordance with ANSI/MCA FTS-1.
TABLE 1503.2 – METAL FLASHING MATERIAL MATERIAL
MINIMUM THICKNESS (INCHES)
GAGE
Copper Aluminum
1 (16 oz) 0.024
Stainless Steel
16
WEIGHT (LBS PER SQ FT)
28
Galvanized Steel
0.0179
26 (Zinc Coated G90)
Aluminum Zinc Coated Steel
0.0179
26 (AZ50 Alum Zinc)
Zinc Alloy
0.027
Lead
2.5 (40 oz)
Painted Terne
1.25 (20 oz)
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Exceptions: 1. This requirement does not apply to hip and ridge junctions on steep slope roof coverings (2/12 or greater) other than those made of metal. 2. This requirement does not apply where there is a change in direction or roof slope of less than 25 degrees in low slope roof coverings (less than 2/12). Due to these code changes, we now have an additional requirement: to comply with ANSI/MCA FTS-1. In practice, metal flashings are often fabricated by or for the roofing contractor with profiles and dimensions that are adjusted depending on job conditions or desired functionality. Hip and ridge covers are often fabricated from metal flashing material (sheets or coils) according to manufacturer’s installation instructions. So, will this testing requirement change that? To understand what should be required it helps to look at the test method itself, which is included in the code as a reference standard. Below, only the portions applicable to hip and ridge are shown. (Note: I seldom dive into a test method to this degree. I hope this will help reinforce my concern.) ANSI/MCA FTS-1-2019 Test Method for Wind Load Resistance of Flashings Used with Metal Roof Systems (portions of the test method)
Test cycle – a series of increasing, sustained loads. Ultimate load – the maximum sustained load resisted by the specimen. 5.0 Summary of Test Method 5.1 This test method shall include all of the following: (1) attachment of the stiffening plate or other test apparatus components to the flashing specimen as needed, (2) attachment of the flashing specimen to the bed of the test apparatus, (3) application of a series of uniform line loads to the test specimen and (4) observation and recording of the loads resisted and mode or modes of failure of the test specimen. 5.2 The increments of load application shall be chosen so that results from a minimum of four sustained loads are recorded. If failure occurs before a minimum of four loads have been sustained, the test shall be deemed invalid. 6.0 Apparatus 6.1 Description of Apparatus The apparatus for two load tests shall include the major components shown in Figure 2 and Figure 3. The Optional Stiffening Plate shown in these figures, if used, shall be no wider than 2” (51 mm) and no thicker than 1/8” (3.2 mm). Figures 1, 2 and 3 indicate how loads are applied to various generic flashing configurations. Actual flashing and configuration connection shall be per the design and manufacture of the flashing to be tested.
ANSI/MCA FTS-1-2019
1.0 Scope (portions of) 1.1 This test method evaluates the wind load resistance of flashings to be installed at the roof perimeter and roof plane transitions of metal roof systems by testing the flashing and its attachment to the supporting structure using line loads. 1.3 This test method provides a standard procedure to demonstrate wind load resistance under uniform line load. This procedure is intended to represent the effects of uniform loading on exposed elements on a building surface. Two methods of testing are provided: 1.
Face Load and
ANSI/MCA FTS-1-2019, Figure 3 – Two Load Test Apparatus
Load Application Load Application Mechanism Mechanism Optional Stiffening Plate Optional Stiffening Plate
Flashing Assembly Flashing Assembly Supporting Structure Structure Supporting
Load Load
2. Face Load and Top Load. 3.0 Terminology (portions of) Failure – fracture, disengagement or unrestrained deformation of components, including fasteners, such that the specimen is not capable of resisting additional load. Specimen – the entire assembled unit submitted for testing. Sustained load – a load resisted for specified time. Note: only Figure 3 is shown from ANSI/MCA FTS-1-2019 18
FLORIDA ROOFING | October 2026
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6.2 Supporting Structure The supporting structure shall be representative of field conditions and sized to allow the secure attachment of the specimen. Anchorage shall be required to hold the supporting structure in place while load is applied during the test. The supporting structure shall be representative of field conditions. 6.3 Load Application System (portions of) 6.3.1 The load application system shall consist of a tensile tester or other device capable of providing concentrated load and fitted with a load cell capable of indicating loads of at least the anticipated ultimate load.
8.2.4 For flashings loaded on two separate faces simultaneously, the loading shall progress as described above based upon the anticipated ultimate vertical load (applied to the more horizontal surface).
6.3.2 The load application system shall be attached to the specimen in the center of the tested face and shall be capable of uniformly distributing the load to the specimen. The spacing of the specimen attachment to the load application system shall be no greater than 12 inches (300 mm) on center. The load application system shall be attached to the face centered on its width.
8.2.5 The test shall be concluded when any of the following happen: the specimen fails, the capacity of the test apparatus is reached, or at the direction of the party conducting the test. Failure in the specimen shall be when any of the following conditions occur: 1 ) Fastener failure (ex. pull-out, pull-over or breakage), 2) Unlatching of a panel or flashing, 3) Component failure (ex. rupture, tearing or cracking).
7.0 Test Specimen (portions of) 7.2 The flashing specimen shall be a minimum of 120 inches (3000 mm) in length, without laps in the flashing, unless the flashing is only produced in lengths less than 120 inches (3000 mm).
8.2.6 A minimum of four sustained loads shall be recorded before a test cycle is concluded. If the specimen fails before four sustained loads are recorded the test cycle shall be deemed invalid and shall be repeated with a lower anticipated ultimate load that will yield four sustained loads.
7.4 The minimum number of specimens shall be based on the number of load cases and test cycles required for the flashing. Three test cycles shall be performed for each load case. A new specimen shall be used for each test cycle. 7.4.2 For flashings with two exposed faces, one load case shall be required; therefore, three specimens are required. Loads shall be applied to the two faces simultaneously. Loads shall be applied with a ratio of 2 psf (96 Pa) vertical to 1 psf (48 Pa) horizontal. If both faces are expected to receive approximately equal loading in field applications (e.g. ridge cap), then both faces shall be tested with equal load simultaneously. The Two Load Test Apparatus shall be employed for flashings in this category. Load shall be applied perpendicular to the face. 8.0 Loading Procedure (portions of) 8.1 Orientation The test set up shall be oriented such that gravity shall not have an undue influence on the test other than that experienced by in-place field applications. Only loads resisted by the specimen shall be included in the reported loads. 8.2 Procedure This procedure shall be designed to produce a test cycle with a minimum of four sustained loads. 8.2.1 The typical loading cycle shall consist of two phases: a load phase and an unload phase. 20
8.2.2 The load phase shall apply the line loading in increasing magnitudes. The first loading shall be at one third of the anticipated ultimate load. Subsequent loadings shall be increased by up to one sixth of the anticipated ultimate load. For loads of up to 150 psf (7.2 kPa), the load shall be achieved within 1 minute. For loads greater than 150 psf (7.2 kPa), the load shall be achieved within 2 minutes. Each loading shall be held for at least 1 minute.
FLORIDA ROOFING | October 2026
9.0. Test Report 9.1 Date of test and date of report shall be included in the test report along with the name of the testing organization and location. The observers, their qualifications and affiliation shall be included. 9.2 The test report shall describe the specimen, including the manufacturer, location of manufacture and dimensions. The testing equipment including load cell and load application device shall be described. 9.3 The test report shall include cross-section drawings of the specimen including flashing, panels, panel attachment method and supporting structure. The drawings shall identify type, location and spacing of fasteners and show how and where the test apparatus is attached to the specimen. 9.5 The test report shall include the measured thickness and yield strength of the specimen. 9.6 Tabulation of the loadings and load durations, including the anticipated ultimate load, shall be included in the test report. 9.7 The test report shall include visual observations including failure mode, the sustained loads applied, and the ultimate loads. The ultimate loads from the performed test cycles shall be averaged and recorded as the test result. 9.8 The test report shall include a statement that the test(s) were conducted in accordance with this test method, noting any deviations.
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Edge Metal Test Hip and Ridge Test Standard Detail
Tested Detail Butyl Sealant Tape #10 x 1" Wafer Screw Head (3 per support) 9" Z Closure Support, 20ga Steel, 18" O.C.
1 5/8" 125º 2 1/2"
Ridge Detail RIDGE DETAIL
1"
BEFORE BEFORE
AFTER
AFTER
22
AFTER
FLORIDA ROOFING | October 2026
To better understand the test method, see the ridge detail graphic and the photos on page 22 that were reproduced with permission of MCA, ATAS International, MBMA and Farabaugh Engineering and Testing; some of which are represented by the code modification’s proponent. The ridge detail on the left side of the peak (standard detail) is similar to many manufacturers’ existing hip and ridge flashing installation instructions. On the right side of the peak (Tested Detail) notice the angled Z closure support, which from my observations, is unusual. Also note the location of the rivet which is very close to the edge of the cover and the typical eave Z closure. The rivet location is, in my opinion, a weak point. As seen in the pictures, it does little to prevent the hem from unfolding and, so, disengaging from the typical Z closure’s flange. Also, due to the rivets' closeness to the edge, it leads to pull-through of the hole in the flange, adding to the eventual failure. I point this out not as a critique of this particular design but to demonstrate the importance of the astested design chosen by the manufacturer of the roof covering. The details as tested should be shown in the manufacturer’s installation instructions. The instructions should state compliance with the standard and the uplift resistance achieved in psf. This information is needed to ensure that uplift resistance of the flash-
ing meets or exceeds the codes wind resistance requirements established in ASCE 7. This test method is not overly complicated as test standards go. It has not been widely used but clearly has been done. I’m surprised by the apparent lack of tested installation instructions despite the fact that the implementation date is quickly approaching. Hopefully, the industry can respond in time. To say we must expedite this is an understatement – and we don't need unnecessary bureaucracy to slow us down. These flashing details have existed as installation instructions for decades. The only difference now will be a requirement for them to have been tested. All that contractors need is the information mentioned earlier: demonstrated compliance with the test standard and the pressure resisted. I hope we are not toasting the New Year and preparing for a new code without a resolution to this uncertainty. FRM Mike Silvers, CPRC is Owner of Silvers 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 50 years of industry knowledge and experience to FRSA’s team.
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23
What to Expect for Metal Roofing in the 2026 Florida Building Code Bo Copeland, Owner, Hogtown Roofing and Construction LLC The Ninth Edition of the Florida Building Code takes effect December 31, 2026 and, while the tile and shingle trades have had the spotlight in most of the coverage so far, metal roofing contractors have their own set of changes to plan for – some of them significant enough to affect sourcing, pricing and jobsite documentation starting now, not on New Year’s Eve.
Corrosion Resistance Components
The single biggest change affecting exposed fastener metal panel installers is Table 1711.1 Corrosion Resistance of Fasteners and Connectors (see below). FRSA Technical Director, Mike Silvers, released a great article outlining these details in the August 2026 issue of Florida Roofing. The short version is that the fasteners, clips and connectors within the distances and conditions referenced in these tables may require corrosion resistance not previously required. This is not a punishment; this is just a good practice for these conditions and we, as roofing contractors, should be installing these corrosion resistant products already.
Two Key Notes to Keep in Mind
“Coastal shoreline” isn’t defined yet. There’s an active push for clarity on where the 300/3,000-foot measurements start, leaving a lot of room for interpretation. When in doubt, assume it’s within these setbacks and use the proper corrosion resistant products for your application needs.
Non-ferrous fasteners (copper, bronze, aluminum) aren’t addressed at all in the new language. If you’re specifying those, you’re relying on the referenced standards, product approvals or manufacturer instructions – not this new table. Until fastener compliance is nailed down on paper, include language in your purchase orders specifying corrosionresistance needs the fastener must meet, if you can’t confirm the requirement, default to stainless.
Metal Hip and Ridge Now Require Uplift Testing
New Sections 1504.3.1.1 (Building) and R905.10.4.1 (Residential) require metal hip and ridge to be tested for uplift resistance under ANSI/MCA FTS-1 (see page 16). To date, there has never been a requirement for this, which means all manufacturers selling in the state will now be required to have this testing completed for each of the system assemblies. This too is not a punishment for the metal guys but a much-needed standard. Too often hip and ridge
Table 1711.1 — Corrosion Resistance of Fasteners and Connectors BUILDING LOCATION
Exposure Description
24
Less than or equal to 300 feet from coastal shoreline
Greater than 300 feet and up to 3000 feet from coastal shoreline
Screws, bolts, lag screws (including nuts and washers), nails and glulam rivets
Connectors and Metal Plates
Screws, bolts, lag screws (including nuts and washers), nails and glulam rivets
Connectors and Metal Plates
Exterior-Partially Sheltered and Exterior-Open Exposed
Stainless Steel in accordance with Section 1711.1.1.1
Stainless Steel in accordance with Section 1711.1.2.1
Galvanized in accordance with Section 1711.1.1.2
Enhanced Galvanized in accordance with Section 1711.1.2.2
Unconditioned InteriorVented Enclosed
Galvanized in accordance with Section 1711.1.1.2
Enhanced Galvanized in accordance with Section 1711.1.2.2
Galvanized in accordance with Section 1711.1.1.2
Enhanced Galvanized in accordance with Section 1711.1.2.2
Unconditioned InteriorUnvented Enclosed
Galvanized in accordance with Section 1711.1.1.2
Standard Galvanized in accordance with Section 1711.1.2.3
Galvanized in accordance with Section 1711.1.1.2
Standard Galvanized in accordance with Section 1711.1.2.3
FLORIDA ROOFING | October 2026
assemblies are not properly attached, resulting in these trims blowing off in wind events. By requiring a testing standard, all manufacturers will now properly prescribe how their systems must be installed to meet these requirements, resulting in a better roof system for your client and less callbacks.
The key take away is it has not yet been determined how the state or local municipalities will govern these tests. I expect that manufacturers will be scrambling to get products approved through FTS-1 testing over the next several months and especially when they announce how they will manage the requirement.
TABLE 2 Exposure Description
Exterior-Partially Sheltered and Exterior-Open Exposed
Exposure Definitions From Table 1711.1 Footnotes Exterior-Partially Sheltered: Locations are areas where fasteners and connectors are exposed to salt air but not exposed to fresh rainwater to remove accumulated salt. Exterior-Open Exposed: Locations are areas where fasteners and connectors are exposed to salt air, but also exposed to rainwater to allow rinsing of the accumulated salt, and also more likely to dry after rain
Unconditioned Interior-Vented Enclosed
Unconditioned Interior-Vented Enclosed: Locations are those where fasteners and connectors inside a part of the building that also has vents to the outside environment that would allow salt air to enter
Unconditioned Interior-Unvented Enclosed
Unconditioned Interior-Unvented Enclosed: Locations are those that are inside the building, but not in the conditioned space
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25
TABLE 3 Exposure Description
Exposure Appropriate Roof Covering and Roof System Fasteners
Exterior-Partially Sheltered and Exterior-Open Exposed
Metal Panel Fasteners – Through Fastened Other Exposed Fasteners
Unconditioned Interior-Vented Enclosed
Underlayment (Without Sealed Overlay) Asphalt Shingle Nails Clay and Concrete Tile Fasteners Metal Panel Fasteners and Clips Metal Shingle Fasteners Slate Fasteners Wood Shake and Shingle Fasteners Photovoltaic Module and Shingle Fasteners Roof-To-Wall Connectors in Unsealed Attics and Concealed Spaces with Vents
Unconditioned Interior-Unvented Enclosed
Underlayment (with Sealed Overlay) Clay and Concrete Tile Anchor Sheet and Backnailing Built-Up Fasteners Modified Bitumen Fasteners Single Ply Fasteners Roof-To-Wall Connectors in Sealed Attics and Concealed Spaces without Vents TABLE 4
From: Table 1711.1 Corrosion Resistance of Fasteners and Connectors
Corrosion Resistance Requirements From: 1711.1.1.1 and 1711.1.1.2
Screws, bolts, lag screws 1711.1.1 Screws, bolts and nails. Screws, bolts and nails shall be corrosion resistant by (including nuts and washers), composition (stainless steel or nonferrous metal) or by coating or galvanization as specinails and glulam rivets fied in this section and Table 1711.1. Stainless Steel in accordance 1711.1.1.1 Stainless steel. Where required by Table 1711.1 fasteners shall be manufactured with Section 1711.1.1.1 from ASTM A240 Type 304, Type A305 or Type 316 stainless steel. 1711.1.1.2 Galvanized. Where required by Table 1711.1, fasteners shall be in accordance with the following: 1. For fasteners with diameters greater than 3/8 inch (9.5 mm), the minimum corrosion resistance shall comply with or be equivalent to ASTM A153, Class C. 2. For fasteners with diameters 3/8 inch (9.5 mm) and less, the minimum corrosion resistance shall comply with or be equivalent to one of the following methods: Galvanized in accordance with Section 1711.1.1.2
2.1. ASTM A153, Class D. 2.2. ASTM A641, Class 3S. 2.3. Corrosion resistance exhibiting not more than 5 percent red rust after 1,000 hours of exposure in accordance with ASTM B117. 2.4. Corrosion resistance exhibiting not more the 5 percent red rust after 280 hours of exposure for nails, 1000 hours of exposure for roof tile fasteners or 360 hours of exposure for other carbon steel fasteners in accordance with ASTM G85, Annex 5.
Additionally, expect building officials to require detailed manuals or installation guides with permit packages to verify hip and ridge assemblies in the field if no clear direction is issued on how they will be managed. 26
FLORIDA ROOFING | October 2026
Clarity for Drip Edge on Metal Roofs
Section 1507.4.6.1 (and its residential twin, R905.10.6.1) spell out drip edge installation for metal roof panels in much greater detail than the current code:
■ Minimum 3-inch lap between drip edge sections ■ Eave drip edges must extend 1/2 inch below the sheathing and 2 inches back onto the roof deck ■ Drip edge installed over the nailed underlayment ■ Self-adhering underlayment (ASTM D1970) is permitted over a primed drip edge flange ■ Mechanical fastening at a maximum of 4 inches on center
and Residential roofing chapters. These seminars are available to roofing contractors as well and are a great opportunity for you to sharpen your knowledge and get to meet some of the building officials you may encounter in the field. For more information on these seminars, please visit the calendar section of FRSA’s website, www.floridaroof.com. FRSA members receive a discount on the seminars. FRM
Bo Copeland has been in the metal roofing industry for over 13 years and has spent most of his career in metal roofing manufacturing, starting with Gulf Coast Supply as an Outside sales representative and later as inside sales manager. Bo then worked for integrity metals as business development manager, where his What to Do Between Now and December 31 role was much broader, growing the company with sales, training, technical product and new product The rule development process still has moving parts development. He teaches several CE accredited metal – a “glitch” and errata comment cycle runs through mid-October, and the final rule hearing date is yet to be roofing courses and is a licensed roofing and building determined. That means there’s still time to weigh in if contractor. Bo recently started his own company, any of this affects your business in a way you think the Hogtown Roofing and Construction. He serves on FRSA’s Board of Directors, as Secretary-Treasurer on Florida Building Commission hasn’t fully considered. the Executive Committee, is active on the Codes and In addition, FRSA and BOAF are partnering on four-hour CE seminars specifically on the Ninth Edition Governmental Affairs Committees and is the chair of FRSA’s Educational Foundation. He’s also an Earl Blank roofing changes and metal roofing fundamentals, Memorial Heart Award recipient. including a side-by-side comparison of the Building None of this is new but it’s the kind of thing that turns into a callback or a failed inspection when it’s assumed rather than documented. Update your installation specs and field checklists now so your crews aren’t relearning this in the field after December 31.
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27
Beyond the Bottom-Line Price: How Florida Contractors Can Present Metal Roofing as a High-Value Upgrade to Land More Jobs Frank Whitehead, General Manager, Mission Metals Manufacturing For many Florida homeowners, choosing a new roof begins with one simple question: How much will it cost? While that question definitely matters, the upfront price tag almost never gives homeowners the actual true cost of what they’ll be paying. In a state shaped by hurricanes, wind-driven rain, intense sun and heat, humidity, salt air and rising insurance costs, a roof is not simply a line item. It is the home’s first layer of protection and a decision that can affect maintenance, comfort, insurability, appearance and future replacement costs for decades. All of these factors not only affect how much you actually pay over time but it can also create an opportunity for roofing contractors to offer metal roofing as a premium upgrade without a high-pressure pitch. It’s as simple as identifying what the customers’ needs are and helping them understand what the added investment can provide, so they can truly compare options and make an informed decision.
Start With the Homeowner’s Priorities
The most effective upselling begins before the product presentation. Ask what the homeowner is trying to solve. How long will they stay? Are hurricanes, cooling costs, curb appeal or maintenance major concerns? How close is the property to saltwater? Are they replacing the roof because of age, storm damage or an insurer’s requirement? A homeowner planning to sell next year may evaluate the upgrade differently from someone building a forever home. A coastal property may need a different substrate, coating, fastener and warranty discussion than an inland home. South Florida property may also fall within the High Velocity Hurricane Zone. Asking the right questions make the recommendation specific to the property instead of a rehearsed list of features that most customers have already heard from other contractors they have contacted. The addiional info that most contractors leave out may be what sways the customers’ decision.
Translating Features into Homeowner Benefits
Contractors understand gauges, profiles, substrates, coatings, fasteners, underlayments and test standards 28
FLORIDA ROOFING | October 2026
and homeowners should not have to become roofing experts. The contractor’s job is to connect technical details to outcomes they value. Simply put, a homeowner wants to hear how it benefits them. How much value it brings and how it can make their lives easier, save them money and protect them and their home. Sharing these benefits may help with: ■ Long service life. Explain that a properly specified and installed metal roof is intended as a long-term roofing system. In Florida weather a shingle roof may last 15-20 years, while a metal roof will have a lifespan of 40-50 years or longer. Discuss the actual manufacturer warranty, finish warranty, maintenance requirements and environmental conditions rather than making a blanket “lifetime roof” promise. ■ Storm performance. Show how the complete assembly – not merely the panel – addresses wind uplift, wind-driven rain, flashing details and attachment. Florida product approvals, evaluation reports, engineering, installation instructions and local code requirements should be part of the value discussion. ■ Energy performance. Florida’s long summer season makes roof heat gain relevant. Some metal roofing colors and coatings have strong solar-reflectance and thermal-emittance properties. Explain that actual savings vary with color, insulation, ventilation, building design, orientation and utility rates. Product-specific ratings are more credible than broad savings claims. ■ Lower maintenance potential. Metal systems can reduce some of the deterioration concerns associated with other roof coverings but no roof is maintenance-free. Set expectations for periodic inspections, sealants, fasteners where applicable, debris removal and care around rooftop work.
■ Curb appeal and design choice. Today’s metal roofing includes multiple profiles, colors, finishes and architectural styles. Samples and photographs help homeowners picture the finished home and move the conversation beyond the old stereotype of a plain agricultural roof. ■ Coastal durability and proper specification. Salt exposure can change available product offerings. Explain why substrate, coating, cut-edge practices, compatible accessories, dissimilar-metal separation and warranty exclusions must be reviewed for the home’s actual location.
Sell the Difference, Not Just the Roof
If the metal option appears on an estimate as one larger number, the homeowner sees only the price gap. A better proposal makes the differences visible. Present two or three clearly defined choices using the same scope categories: roof system, underlayment, ventilation, flashing, warranty, expected maintenance, available finishes and any tested performance relevant to the property. This good/better/best approach keeps a familiar option available while showing why metal carries a premium. Be careful with unsupported side-by-side claims; performance and service life depend on product selection, environment, workmanship and maintenance.
Make Florida Compliance Part of the Value
Florida homeowners often hear terms such as “Florida approved,” “hurricane rated” or “Miami-Dade approved” without understanding their limits. Contractors can create value by explaining that an approval is tied to a specific application and set of installation conditions. Panel profile, material, deck type, underlayment, clip or fastener type, spacing, roof height, slope, exposure, location and roof zone can all matter. One test result or design pressure should never be presented as a universal wind-speed guarantee. A clean closeout package is a selling point. Provide the contract, permit information, applicable product approval or evaluation report, installation details, warranties, photographs and wind-mitigation documentation within the contractor’s scope. In Florida’s insurance environment, organized records may be nearly as important as the product.
Put the “Premium” Part in Perspective
Homeowners often compare only today’s prices. Broaden the comparison to the expected ownership period or the lifetime of the roof. Instead of saying, “Metal costs more,” explain what the investment purchases: a different service-life expectation, maintenance profile, design options and performance supported by testing and warranties. This includes
explaining the potential money saved and the added peace of mind that comes along with the purchase. When appropriate, show the monthly-payment difference between the base roof and the metal upgrade, along with total financed cost and terms. Never hide the premium or imply guaranteed savings. Transparency builds trust.
Answer the Common Objections Directly ■ It costs too much. Acknowledge the higher initial investment, then return to ownership horizon, system life, maintenance, warranty and the homeowner’s priorities. ■ It will be noisy. Explain that sound depends on the complete roof assembly, including the deck, underlayment, insulation, attic space and installation method – not metal alone. ■ It will rust. Describe the selected substrate, metallic coating, paint system, cut edge and installation practices, environmental limitations and warranty. Coastal conditions require special attention. ■ It attracts lightning. A metal roof does not attract lightning. Discuss grounding or building-specific questions with the appropriate qualified professional when necessary.
Make Proof Part of the Presentation
Premium products require premium proof. Bring color and profile samples, project photographs, product approvals, installation details and warranties. Explain who makes each component and what preserves coverage. A well-organized presentation shows that the contractor is selling a complete system – not simply sheets of metal. The installation conversation is equally important. Homeowners should understand the value of trained crews, correct fastening, properly executed penetrations and transitions, jobsite protection, final inspection and jobsite cleanup. Metal roofing magnifies both good craftsmanship and poor craftsmanship. Contractors who clearly explain their process give customers a reason to compare qualifications instead of choosing solely on price.
In the End, the Best Upsell is an Educated Choice
Metal roofing will not be the right answer for every Florida house, budget, exposure or ownership plan. That honesty is a sales advantage. When a contractor listens first, explains benefits in plain language, documents product-specific performance and offers transparent choices, the upsell stops feeling like an upsell. It becomes professional guidance. The homeowner receives a clearer picture of what the additional investment can deliver. The contractor Continued on page 34 www.floridaroof.com | FLORIDA ROOFING
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What Separates the Contractors Who Scale from the Ones Who Stall Gary Cohen, Executive Vice President, Certified Contractors Network (CCN) Every market has them: two roofing contractors who started around the same time, work in the same area and go after the same customers. One of them is running a $5 million company with a real management team and a growing reputation. The other is still doing $1 million a year, still personally estimating every job, still putting out the same fires they were putting out five years ago. Same market. Same opportunity. Completely different outcomes. The difference is almost never talent. It is almost never work ethic. The contractors who stall are usually working just as hard as the ones who scale, sometimes harder. The difference is what they are working on.
Scaling is a Decision, Not an Outcome
Most contractors treat growth as something that happens to them. They get busy, they hire, they get less busy, they cut back. Revenue goes up and down based on weather, referrals and storm cycles rather than any deliberate strategy. That is not scaling. That is surviving with fluctuating revenue. Scaling is a choice you make about the kind of company you are building. It requires deciding, specifically, what you want the business to look like in three years and then building the systems, the team and the processes to get there. Contractors who scale are not just working harder than contractors who stall. They are making different decisions about where their time goes and what they are willing to build.
The Bottleneck is Usually the Owner
Here is the pattern that shows up in stalled companies more than any other: the owner is the most important person in the business. They are the best estimator, the best closer, the best problem-solver and the first call anyone makes when something goes wrong. They are proud of that and in the early years it made sense. But at some point, that strength becomes the ceiling and that is a weakness. A company can only grow as fast as its owner can personally handle. When the owner is the bottleneck, adding more revenue just adds more stress. You hire more people but the owner is still in the middle of everything. You win more jobs but quality becomes inconsistent because there is no real process, just the owner’s instincts applied unevenly across the crew. Contractors who scale figure out how to remove themselves from the critical path. Not by disappearing but by building systems and developing people who can handle what used to flow through the owner. That 30
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transition is uncomfortable. It requires trusting people before they have fully earned it and tolerating some short-term inefficiency in exchange for long-term capacity.
Systems and Processes are What Make Growth Stick
The easiest way to tell the difference between a scaling company and a stalled one is to ask what happens when the owner is not there. In a stalled company, things slow down or go sideways. In a scaling company, the answer is: roughly the same thing that happens when they are. That consistency does not happen by accident. It comes from documented processes, trained people and clear standards that exist independently of any one individual. How does an estimator prepare and present a proposal? What happens on day one of every job? What does the post-job follow-up look like? What is the standard for how a completed roof is inspected before the crew leaves? In most stalled companies, the answers to those questions live in the owner’s head. In scaling companies, they live in a system that anyone on the team can follow and be held accountable to.
The Financial Discipline Gap
There is another separator that is not talked about enough: financial discipline. Contractors who scale know their numbers and that includes KPIs in every functional area of their business. They know their gross margin by job type. They know their overhead to the dollar. They know their demo rate and close rate. They understand which marketing dollars are delivering a strong ROI and they also know marketing dollars that are not delivering a return for them. They know which product lines and services make them money and which ones they are essentially doing at cost. They fully understand their financial statements and can make data-driven decisions based on performance metrics and not their gut. They price with intention, not with gut instinct and hope that it works out. Stalled contractors are often flying blind financially. Revenue looks okay so they assume everything is fine, until it is not. A slow quarter hits; cash gets tight and
they have no clear picture of what is actually driving the problem. When you do not know your numbers, you cannot make good decisions about pricing, hiring or where to invest in growth. Get your job costing right. Know your gross margin targets before you set your prices. Review your financials monthly, not just at tax time. That discipline alone will separate you from a significant portion of your competition.
Who You Learn from Determines How Far You Go
The contractors who scale are almost always learning deliberately. They are reading, attending industry events, joining peer groups and surrounding themselves with other owners who are operating at a higher level. They are not too proud to admit what they do not know and they are not waiting for experience alone to teach them. Stalled contractors tend to be isolated. They are busy, so they skip the conference. They have been doing this for fifteen years, so they assume they have already heard whatever is being taught. That attitude is a costly mistake. The roofing industry is changing faster than it ever has, from insurance dynamics to financing options to how customers find and evaluate contractors. The owners who stay ahead of those changes are the ones who are actively seeking knowledge, not waiting for it to find them.
The Question Worth Sitting With
If your revenue has been roughly flat for two or three years, that is not the market’s fault. It is a signal that something in how you are running the business needs to change. The question is whether you are willing to look honestly at what that is. Are you the bottleneck? Are your systems and processes inconsistent? Are you pricing by feel instead of by math? Are you the only one in your company who really knows what is going on? Scaling is not about working more hours. It is about making different decisions with the hours you work. The contractors who figure that out are the ones you hear about. The ones who do not still run the same $1 million company they were running five years ago, wondering why growth feels so hard. Florida roofing contractors have a great partner in FRSA and should be tapping into their plentiful resources. CCN is a proud training partner for FRSA and we have been able to teach and train numerous roofing contractors across the state. If you recognize your business in this article, it may be worth taking a closer look at what a structured coaching and training relationship could do for your revenue growth and profit trajectory. To learn more, please visit www.contractors.net/talk-to-ccn/. FRM
USE CODE
FRSA
www.contractors.net www.floridaroof.com | FLORIDA ROOFING
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Giving Back
FRSA Members Giving Back to the Community
Healing Hometown Heroes (H3)
The roofing industry is built on determination, teamwork and a commitment to supporting others and those qualities were on full display during the 2026 Pushups for Heroes challenge in July. Organized by Jacob Piazza, Director of Roofing and Repair Services, Nearmap, it brought together roofing professionals from across the industry with a shared goal: raise awareness and support for veterans and first responders while promoting physical and mental health and community involvement. What began as an ambitious challenge to complete 25,000 pushups quickly grew into an industry-wide movement, resulting in an impressive 36,368 pushups completed in 30 days, proving what can happen when roofing professionals unite behind a meaningful cause. The final scoreboard for the challenge was topped by Greg Bloom of QXO, who recorded 6,575 pushups. He was followed by: ■ Steven James, James Roofing Services Inc. – 5,000 ■ Brianna Stemple, Mission Metals Manufacturing – 4,409 ■ Brandon Cox, Owens Corning – 3,100 ■ Jacob Piazza, Nearmap – 3,098 ■ Tyler Allwood, Eagle Roofing Products – 3,000
■ Matt Criswell, WeatherShield Roofing Group – 3,000 ■ Bo Copland, Hogtown Roofing and Construction – 3,000 ■ Matt Leonard, Architectural Sheet Metal – 2,641 ■ John Campbell, Eagle Roofing Products – 2,564 H3 is a non-profit organization that provides safe spaces for counseling, peer support and outdoor adventure therapy for veterans, first responders and their families at no cost. Its mission is to bridge the gap to access proactive mental health care by recognizing the unique challenges heroes face and by providing innovative solutions, community-driven action and unwavering determination to empower these heroes to heal, grow and thrive. Each member who participated in the challenge also found a sponsor for the event, raising $4,100 for H3. During FRSA’s September Board and Committee meetings, Brittney Smith and BJ Isom from H3 spoke about the programs and the support they offer heroes. Thanks to the Pushup Heroes for giving back! FRM FRSA is proud of the volunteer work completed by members in the industry and would like to share those projects as often as possible. If you have a community service project you’ve completed, please send it to Lisa Pate at lisapate@floridaroof.com.
Bo Copeland, Jacob Piazza, Brittney Smith, JB Isom, Steven James, Matt Criswell and Matthew Leonard
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FRSA Affiliate Updates Last month in West Palm Beach, FRSA’s newest Affiliate, the Southeast Roofing Contractors Association of Florida (SRCAF), held its launch meeting to a standing room only crowd. FRSA Executive Director, Lisa Pate, conducted the meeting with team members Kelly Sealander, Membership Director and Amber Morris, Convention Director. In addition, FRSA leadership Tibor Torok, Bob Hilson & Co., Lyle Jacobs, Crown Roof Tile and Manny Oyola, MOJR Consulting were in attendance along with Bridget Keller, Roofing Contractors Association of South Florida (RCASF). Pate recognized a team of volunteers FRSA enlisted who worked to build the foundation for SRCAF: drafting bylaws, setting up corporate documents, membership application, logo and engaged Legal Counsel, Trent Cotney. Volunteers included: ■ Joe Parent, State Pride Roofing ■ Wesley Cone, RoofTech Roofing & Sheet Metal ■ George Jacobazzi, Complete Roofing Solutions ■ Joe Jacobazzi, Complete Roofing Solutions ■ Regina Reed, ABC Supply ■ Richard Kasper, Richard J. Kasper & Associates ■ John Rich, Gulfeagle Supply ■ Manny Oyola, MOJR Consulting and FRSA Past President ■ John Klingel ■ Ingrid Mejia, Elevate Roofing Solutions ■ Mike Jacobazzi, Roofing Concepts Unlimited FL ■ Jose Franco, ICP Group ■ Matthew Hoyt, Eagle Roofing Products Objectives and subject matter for future SRCAF meetings were discussed based on suggestions from those in attendance. Volunteers offered to serve on the Board, which will consist of contractor officers led by Wesley Cone and Joe Parent. Their next meeting is a luncheon on October 14 and will feature FRSA’s Technical Director, Mike Silvers, CPRC, who will present the 2026 FBC roofing-specific changes. The 2026 code will go into effect December 31, 2026. For more detailed information, please visit the calendar section of FRSA’s website, www.floridaroof.com. FRM
2026 FRSA Affiliates Meetings
October 8 – FRSA & BOAF Seminars, Gainesville October 8 – SCLRA, Dinner Meeting October 14 – SRCAF, Lunch Meeting, 2026 FBC Roofing-Specific Changes Seminar October 21 – RCASF, Dinner Meeting, NWIR October 22 – WCRCA, Quest for Tampa Bay October 23 – NEFRSA, Annual Golf Tournament October 27 – FRSA & BOAF Seminars, Tampa November 3 – FRSA & BOAF Seminars, Tavares November 4 – FRSA & BOAF Seminar, Green Cove Springs November 12 – NEFRSA, Happy Hour November 17 – RCASF, Safety Night December 4 – RCASF, Holiday Party December 4 – NCFRSA, Christmas Party December 10 – FRSA & BOAF Seminars, Tampa December 10 – NEFRSA, Christmas Drop in Social & Celebration For more detailed information, please visit the calendar section of FRSA’s website, www.floridaroof.com.
www.floridaroof.com | FLORIDA ROOFING
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Estimators, continued from page 14
expectations are established and whether the backlog supports the company’s margin goals. Senior estimators are not simply takeoff specialists. They help shape the future workload of the business. When employees see a clear career path in estimating, they are more likely to treat the role as a profession rather than a temporary assignment. Mentoring opportunities, defined levels of responsibility and visible advancement all help build that commitment. After more than 45 years in this industry, I have seen roofing companies spend years building estimating knowledge and then realize too late that most of that knowledge lived with one person. The risk usually is not obvious while that estimator is still producing. It becomes obvious when the company suddenly needs someone else to carry the responsibility. Developing the next generation of estimators is not about replacing one individual with another. It is about making sure the experience, judgment and lessons built over years do not leave the company when someone retires or moves on. The strongest
estimating departments I have seen are the ones where knowledge is shared, reviewed and carried forward. Every estimate should help develop the estimator who prepares it. Every completed project should add to that person’s judgment. If a company can build that kind of learning into its estimating process, it is doing more than preparing the next bid. It is building the estimating leadership it will need for the future. FRM John Kenney, CPRC is CEO of Cotney Consulting Group, Plant City. He has decades of experience on commercial roofing projects, providing him with a unique understanding of what it takes to succeed in roofing – on the roof, in the office and at scale. John saw the need to provide contractors with strategic guidance built on real-world field knowledge. Cotney Consulting offers COO on Demand, online training, technology solutions, business advisory consulting, collections, contracts, Castagra estimating training, safety and OSHA training. John partners with FRSA to provide educational seminars. For more information, contact John at jkenney@cotneyconsulting.com or 813-851-4173.
Metal Roofing, continued from page 29
earns trust, differentiates the company and has the opportunity to increase the value of the project. Most importantly, the final decision is based on more than the lowest number at the bottom of the bid – it is based on the value of the roof over the years the homeowner expects it to perform. FRM
in Old Town. Throughout his career, Frank has held a variety of positions with multiple metal roofing manufacturers. This broad range of experience has given him an extensive understanding of the metal roofing industry, from manufacturing and operations to contractor relationships and sales. Frank is also actively involved with FRSA, where he serves on the MemberFrank Whitehead has been part of Florida’s metal roof- ship and Convention Committees. Outside of the ing industry for more than 21 years. He currently serves roofing industry, Frank enjoys watching Gator football, cruising, grilling and spending time with his two teenas General Manager of Mission Metals Manufacturing age sons, Kasen and Luke. U.S. POSTAL SERVICE STATEMENT OF OWNERSHIP, MANAGEMENT, AND CIRCULATION (Required by USC 3685)
1. Publication title: Florida Roofing Magazine; 2. Publication No. 2472-8705; 3. Filling Date 10/1/26; 4. Issue Frequency: monthly; 5. Number of Issues: 12; 6. Annual Subscription Price: $0; 7. Complete Mailing Address of Known Office of Publication: 3855 N. Econlockhatchee Trail, Orlando, FL 32817; 8. Complete Mailing Address of Headquarters or General Business Office of Publisher: 3855 N. Econlockhatchee Trail, Orlando, FL 32817; 9. Full Names and Complete Mailing Address of Publisher, Editor and Managing Editor: Florida Roofing and Sheet Metal Contractors Association Inc., 3855 N. Econlockhatchee Trail, Orlando, FL 32817; Publisher: Lisa Pate, Florida Roofing and Sheet Metal Contractors Association Inc., 3855 N. Econlockhatchee Trail, Orlando, FL 32817; Editor: Lisa Pate, 3855 N. Econlockhatchee Trail, Orlando, FL 32817; Managing Editor: Lisa Pate, 3855 N. Econlockhatchee Trail, Orlando, FL 32817; 10. Owner: Florida Roofing and Sheet Metal Contractors Association Inc, 3855 N. Econlockhatchee Trail, Orlando, FL 32817; 11. Known Bondholders, Mortgagees, and Other Security Holders: None; 12. Tax Status-The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes: Has Not Changed During Preceding 12 Months; 13. Publication Title: Florida Roofing Magazine; 14. Issue Date for Circulation Data Below: October 1, 2026; 15. Extent and Nature of Circulation: 15a. Total Numbers of Copies: Average No. Copies Each Issue During Preceding 12 Months: 5,500; 15a. Number of copies of Single Issue Published Nearest Filing Date: 5,500; 15b. Legitimate Paid and/ or Requested Distribution: b.1. Outside-County Paid/Requested Mail Subscriptions Stated on PS Form 3541: None; b.2. In-County Paid/ Requested Mail Subscription Stated on PS Form 3541: None; b.3. Sales Through Dealers and Carriers, Street Vendors, Counter Sales, and Other Paid or Requested Distribution Outside USPS: None; b.4. Requested Copies Distributed by Other Classes of Mail Through the USPS: None; c. Total Paid and/or Requested Circulation: 5,500; 15d. Nonrequested Distribution; d.1. Outside-County Nonrequested Copies included on PS Form 3541: None; d.2. In-County Nonrequested Copies Included on PS Form 3541: None; d.3. Nonrequested Copies Distributed Through the USPS by Other Classes of Mail: None; d.4. Nonrequested Copies Distributed Outside the Mail: None; e. Total Nonrequested Distribution: None; f. Total Distribution: 5,500; g. Copies Not Distributed: None; h. Total: 4 None; i. Percent Paid and/or Requested Circulation: 100%; 16. Electronic Copy Circulation; a. Requested and Paid Electronic Copies: None; b. Total Requested and Paid Print Copies + Requested/Paid Electronic Copies: None; c. Total Requested Copy Distribution + Requested/Paid Electronic Copies: None; d. Percent Paid and/or Requested Circulation: None; 17. Publication of Statement of Ownership for a Requestor Publication is required and will be printed in the October issue of this publication. 34
FLORIDA ROOFING | October 2026
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