Converting metal demand into business growth

By The Coffee Shops™. 

Fuel metal sales through training opportunities and customer education. 

Training may be the foundation of success in metal roofing, but contractors also need the ability to communicate value to customers. In an episode of the Roofing Road Trips® podcast, Heidi J. Ellsworth sat down for a conversation with Ray Kimble of Western States Metal Roofing, exploring how contractors can confidently sell metal roofing and capitalize on growing market demand. 

According to Ray, education extends beyond installation techniques. He also teaches contractors how to effectively communicate the differences between traditional and metal roofing systems to decision makers. Understanding how to explain the long-term benefits of metal roofing to homeowners and building owners who may be comparing it to lower-cost alternatives is just as necessary as learning how to correctly install metal roofs 

That conversation often centers on durability, energy performance and aesthetics. While metal roofing can require a higher upfront investment, Ray emphasized that contractors who understand the product are better equipped to explain its long-term value. He noted that building owners increasingly view roofing decisions through the lens of lifecycle performance rather than initial cost alone. 

At the same time, demand for metal roofing continues to create opportunities for contractors looking to expand their services. Ray pointed out that many companies are stepping beyond their traditional offerings because customers are actively seeking metal solutions. “The whole reason that you're getting into it is because you know the demand is there, and people want it,” he said. 

For contractors entering the market, choosing the right manufacturing partner can be just as important as learning a new roofing system. Ray stressed the importance of working with knowledgeable suppliers who can provide technical guidance, jobsite support and ongoing training. “Don't learn on the roof,” Ray advised. 

That philosophy reflects the broader message of the discussion: successful metal roofing programs are built on preparation, education and strong partnerships. As interest in metal roofing continues to grow, contractors who invest in both technical expertise and customer communication will be well-positioned to capture new business while delivering better outcomes for clients. 

Listen to the full podcast or Watch the recording to learn more about metal sales strategies and contractor growth opportunities.