Asking the right questions

By Emma Peterson. 

Johnny Walker explains how contractors can guide clients through the decision between roof replacement and restoration coatings. 

Coatings can be a reliable and convenient way to improve a roof. But they’re not necessarily right for every situation. To learn how you determine whether to suggest coatings to a client, Megan Ellsworth sat down for a special episode of CoatingsCast™ featuring Johnny Walker from APOC/ICP Group.  

Over the course of his career, Johnny has had around four decades of experience with coating systems. Over the decades, he has found that many building owners instinctively lean towards tear offs and replacements over coatings. He explained, “They think, ‘If I tear it all off, I'm getting a brand-new roof and that's the way I want to go.’”  

And this decision isn’t technically wrong. Some building owners prefer starting fresh, whether it’s because they received the building from someone else and don’t know the pre-existing roof state or just prefer to stay in their comfort zone. But, for a lot of building owners, a contractor who asks the right questions and has the right information to share can shift their decision towards coatings.  

What type of things do you need to ask? Johnny explained:  

The first step is always determining a roof’s physical eligibility. And if it is something you could coat, you then need to think about what the building owner’s priorities are. Because if they want to save on the cost of labor and materials, coatings are going to be a great option. Same with sustainability, if they’re trying to reduce waste and build something that can be perpetually restored rather than replaced, coatings are a great choice. 

Further, roof restorations are less invasive than tear-offs, which can make them a good solution for crucial buildings like hospitals that cannot be closed for the course of project. Overall, it is key for every roofer to take the time to work with their client to understand their motivations. Because by understanding their motivations, you will be better equipped to talk to them about restoring their roof with a coating and the benefits that come with that. 

Listen to the whole episode or Watch the recording to learn more about advising clients making the choice between restoration and replacement.