By Emma Peterson. 

Honor the past, celebrate the present and get ready for the future at this year’s NWIR conference!  

Originally conceived in 2014, but officially founded in 2016, the National Women in Roofing (NWIR)'s goal has always been to support the women “breaking [the stereotype that the roofing industry is geared towards men] by pursuing a variety of career paths and demonstrating that a diverse industry is a stronger industry.” One of the ways they work towards fulfilling that mission is by hosting their annual conference, NWIR Days!  

NWIR Days is an event always full of opportunities for attendees to not only network and learn together, but to build each other up and create a stronger community of roofers. This upcoming NWIR Days will be hosted from January 17-18, 2026, at the Sahara Hotel in Las Vegas, Nevada. Keep reading to learn more about the special events, keynotes and sessions happening at the upcoming conference! 

Special events 

On Saturday, January 17, attendees can attend one of two luncheons hosted by the DEI Committee and the NWIR Hispanic Council. Following lunch, attendees can choose from a variety of education sessions presented in Spanish or the inaugural Council Leader Training session. That evening will feature an optional ticketed event themed “Starry, Starry Night.” This is a great way to catch up with old friends and make new ones while celebrating 10 years of NWIR! The welcome event runs from 6 p.m. to 8 p.m. 

Day two is the “main event” and includes an exciting Grand Opening Kickoff Celebration marking NWIR’s incredible 10 years of existence! From speaking with the founders about the organization’s beginnings to looking ahead at the new areas of focus for 2026, this celebration will be a great way to learn more about NWIR.  

More highlights of the day include three blocks of informative education sessions and the 2026 Awards Luncheon featuring the 2026 World Awards and Rising Star winners. Later in the day, CertainTeed and QXO are hosting a networking event including refreshments and the QXO Challenge – A fun challenge/race that attendees can take part in and win prizes! 

Finally, the 2026 conference will end with the Closing Ceremony thanking outgoing chair Christee Roberson and installing new chair, Christine Mockenhaupt! 

Check out the full event schedule.

Education sessions 

This year’s conference boasts over a dozen different sessions across three blocks on Sunday, January 18, 2026. We can’t cover them all, but we wanted to highlight some of the ones that Coffee Shop crew members and customers are a part of:  

• Roofing is like a sandwich – Understanding the basics: Taught by Lynn Picone and Kimberly Santiago of GAF, this foundational course is perfect for anyone who is new to the roofing industry looking for a fun way to gain “essential knowledge of roofing systems, materials, terminology and common practices.” 
• Bridge the gap with your content – How to create videos that convert: In the modern era, video and visuals are the language of modern marketing. In this session, our very own Heidi J. Ellsworth will moderate a discussion all about building engagement and trust with an audience through video.  
• Strong teams and tough conversations – A panel discussion: Featuring Maya Irizarry of Solutions by Maya, LLC, Dave MacLean of the Certified Contractors Network and Elise Schmidt of Benchmark, Inc., this panel will dive into ways to strengthen your team with key communication tools. 
• Build loyalty, not turnover – Supporting working parents in roofing: Presented by the NWIR DEI Committee and moderated by The Coffee Shops’ Megan Ellsworth, this panel will talk about how you can support your employees as they navigate one of life’s biggest challenges – parenting.  
• Shark tank savvy: Software tools to help you up your game – Maureen Greeves and Mardee Billingsley of Tremco will dive into how contractors can use SafetyCulture, Smartsheet and 0365 Power Apps to make their operations more efficient.  
• What roofing can learn from HVAC and technology – In a session all about operational efficiency and service-based models, Sue Drummond and Angie Snow from ServiceTitan share what we can learn from the HVAC and tech sectors. 
• Speak up, show up: Building confidence in work and life – Whether you are asking for a raise at work or setting a personal boundary, Mandy Mcintyre (Level-Up Consulting) wants to help you find the language and mindset to stand tall.  

Explore all the education sessions.

Registration for NWIR Days 2026 is now open! There is also a special room block available at the Sahara for attendees. 

By Gary A. Cohen, Florida Roofing and Sheet Metal Contractors Association. 

Learn how to build trust and grow your business when closing sales. 

Trust is the core foundation on which the roofing industry is built. When you are working with a client, they are trusting you with not just their money, but their home. This is a big deal. That’s why finding success in the sales sector should not just be about having the best pitch or cleanest marketing, it should be about being the best at listening to each customer’s needs and guiding them to solutions that will help. 

In an article for Florida Roofing Magazine, Certified Contractors Network President Gary Cohen shares his thoughts on how sales professionals can do more than just push products, they can help them make informed decisions about their homes. 

Why selling doesn’t work and what does instead 

Traditional sales tactics rely on persuasion and pressure, which can leave customers feeling uneasy or skeptical. Homeowners today are more informed than ever. They don’t want to be “sold” – they want to be heard, understood and advised. That’s why the key to closing more deals is shifting from a sales-first mentality to a customer-first approach. 

A successful sales conversation isn’t about what you want to sell – it’s about what the customer needs. Instead of talking at prospects, effective sales reps ask the right questions, listen intently and provide solutions that align with the homeowner’s specific concerns. 

The power of trust and relationships 

Closing a sale is not a one-time event; it’s the start of a long-term relationship. Homeowners are far more likely to buy from someone they know, like and trust. That trust isn’t built through flashy presentations; it’s built through sincerity, transparency and problem-solving. 

How to build trust that converts to sales 

• Ask before you offer: Start with open-ended questions that uncover the homeowner’s true concerns. 
• Listen more than you talk: Pay attention to what’s really driving their decision-making. 
• Educate, don’t pitch: Provide expert insights that empower them to make the best choice. 
• Offer tailored solutions: Show how your product or service directly addresses their unique needs. 
• Be a guide, not a salesperson: Customers should feel like you’re helping them, not pressuring them. 

Recognizing buying signals and closing at the right time 

Many sales reps lose deals because they push too soon or they wait too long. The best closers understand timing. Instead of forcing a decision, look for natural buying signals: 

• Increased engagement (asking detailed questions, showing excitement) 
• Expressed interest in specific features or benefits 
• Positive feedback about your product or service 
• Concerns about missing out on an opportunity (FOMO). 

When these signals appear, guide the conversation toward the next steps. Closing isn’t about “getting the sale,” it’s about making it easy for the customer to say yes. 

Sales success is a team effort 

Winning more business doesn’t just happen in the sales department – it’s the result of a well-orchestrated experience across multiple teams. From marketing and call centers to customer service and production, everyone plays a role in making the sales process seamless. 

A strong sales culture ensures that: 

• Marketing generates high-quality leads. 
• Call centers set clear expectations before the in-home consultation. 
• Sales reps deliver a consistent, structured presentation. 
• Customer service and production teams reinforce trust post-sale. 

Creating a repeatable sales process that works 

One of the biggest mistakes companies make is allowing each sales rep to “wing it.” A proven, structured, consultative sales process ensures every customer gets the same high-quality experience every time. 

Every sales rep should be following the same framework that prioritizes: 

• Building rapport and trust from the start. 
• Diagnosing pain points like a doctor before prescribing solutions. 
• Educating and advising rather than hard selling. 
• Closing naturally based on timing and readiness. 

Final thoughts: Shift Your mindset, close more deals 

The most successful roofing sales professionals don’t sell; they solve. They don’t pressure; they empower. And they don’t just chase one-time transactions: they build lifelong customer relationships. If you want to increase your close rate, stop focusing on “making the sale” and start focusing on earning the customer’s trust. When you do that, closing more sales becomes the natural outcome of a strong, customer-centric approach. 

Original article source: FRSA

By Emma Peterson.

Get ready for FRSA’s 103rd Convention and Expo this June!

Every year, the Florida Roofing and Sheet Metal Association (FRSA) hosts the largest regional roofing show in the country. This year the event is happening at the Gaylord Palms Resort & Convention Center in Kissimmee, Florida from June 4 to 6, 2025. With over 240 companies coming to exhibit, this is a great opportunity to learn about the latest products and services in the industry. The best part? As always, the Expo floor (open 11:00 a.m. - 5:00 p.m. on June 5 and 10:00 a.m. - 3:00 p.m. on June 6) is free for all roofing contractors!  

In addition to the extensive Expo, there are a variety of Convention events happening over the course of the show. Keep reading to learn more about what will be happening!

Make connections  

The show features a variety of networking opportunities to boost your business and industry connections!

Foundation auction
Support the FRSA Educational and Research Foundation by bidding in this exciting auction! There are incredible packages that include items like gift cards and toolkits available to bid on. There is even a certificate for a podcast from RoofersCoffeeShop® in the mix (lot #2040)! Bidding goes live on Friday, May 30, 2025, and concludes on June 6, 2025.

FRSA’s Welcome Reception
Start the show off right with the free opening reception on Wednesday, June 4 from 5:30 p.m. to 7:00 p.m. This is the perfect opportunity to network with your industry peers while enjoying delicious food stations and an open bar.  

FRSA Business Luncheon  
Enjoy your lunch on Thursday, June 5, while watching the elections for FRSQA officers and directors. At this event, which runs from 11:15 a.m. – 1:00 p.m., life and honorary memberships will also be bestowed and FRSA Educational Foundation scholarship recipients honored.

FRSA Lounge Bar and Beer Bust
Stop by the lounge area on Thursday for a relaxing drink with other attendees or crack open a cold on Friday courtesy of FRSA’s sponsors. Both events run from 11:00 a.m. to 2:00 p.m.

FRSA Casino Night
Want to test your card skills? On June 5, FRSA will be opening the casino floor to a night of games, food, dancing and prizes. Between games, attendees will get to see new FRSA Officers installed and awards (including the prestigious Campanella Award) presented. There will also be a friendly competition as FRSA affiliate chapters from around the state compete in a Texas Hold’em tournament from 7:00 p.m. to 9:00 p.m. All the proceeds of this tournament benefit FRSA’s 2025 Charity of Choice, Foundation Scholarships.

Boost your knowledge

With three days of seminars and talks, this is the perfect place to learn everything from skylight safety to licensing details. Attendees have a great opportunity to attend an all-day Certified Contractors Network (CCN) bootcamp on managing numbers on June 4. Seminars do require tickets, which may be purchased at $50 per hour. These tickets are limited and available on a first come, first served basis, so make sure to check out the full list of offerings so you can plan to get your tickets!

Learn more about the sessions available.

Fun for everyone

In addition to the fun that will happen at the networking events, FRSA has planned events during the course of the entire show for every member of your team.

Sports tournaments
For anyone looking for some fun and friendly competition, there are a variety of tournaments on Wednesday, June 4. The day kicks off at 6:30 a.m. with a fishing tournament heading out of Sunrise Marina, Port Canaveral. The registration fee for this event includes access to the boats (that will carry groups of six along Florida’s East Coast); rod and reel; tackle; beverages; grab-and-go lunches; and prizes.

If fishing isn’t your thing, there will also be a golf tournament running that day! Held at the nationally recognized Falcon’s Fire Golf Club, this is a fun opportunity to hang out with your industry colleagues as you explore over 7,000 yards of championship course. There can only be 128 players in this tournament, so make sure you register early! The registration cost includes green fees, cart, range balls, refreshments, continental breakfast, lunch and prizes. The tournament will be structured as a 4-person scramble and tee-off is at 8:00 a.m.

Not feeling fishing or golfing? There will also be a clay shooting tournament hosted in Tenoroc Shooting Range from 10:00 a.m. to 1:00 p.m. Comprised of several stations at different shooting levels, this is a great event if you're a beginner or an expert. The ticket includes range fees, ammunition, lunch and prizes. Please note that participants must provide their own gun and registration is limited to 75 people.

Indoor activities
Not feeling like trying to stay cool under the Florida sun? FRSA is also hosting a variety of indoor activities on site. Thursday, June 5 will feature a candle crafting workshop from 9:00 a.m. to 11:00 a.m. and there will be a bread baking workshop on Friday, June 6, also from 9:00 a.m. to 11:00 a.m. For both events, all supplies, beverages and breakfast pastries are included in the ticket price.  

For the kids
The show is conveniently scheduled right before the weekend, so if you want to balance out the work part of this trip with some family fun in Florida, this is a great opportunity. To keep your kiddos busy, FRSA has also planned some fun events for them during the show (that also give you the opportunity to attend more adult events without worrying about them!)

The show kicks off for kids on Wednesday night with an entertaining and interactive balloon show and cookie decorating activity. Hosted from 5:30 p.m. to 9:00 p.m. (perfectly timed for you to be able to attend the welcome reception), the tickets for this include a dinner at Wreckers, entertainment, cooking decorating supplies and chaperones.  

The following night, on June 5, you can get tickets for your kids to grab dinner and two hours of unlimited game play in giant game trucks equipped with large screen TVs, the latest game consoles and almost any game your kid could want. 

This event runs from 5:30 p.m. to 10:00 p.m., making it perfect if you want to go participate in some more grown-up games at the FRSA casino night. Last but not least, there will be a fun, all-day (9:00 a.m. to 2:00 p.m.) arcade event for kids on Friday, June 6. Tickets for this event give access to activities in a private arcade, lunch and snacks.  

Register for the show today and register for the sessions and events you don’t want to miss!

Por Emma Peterson. 

Desde paneles tecnológicos hasta clínicas prácticas, descubre todas las oportunidades educativas en el próximo evento de IRE. 

International Roofing Expo (IRE) lleva la industria de la techumbre a otro nivel. ¡Desde increíbles espacios de networking y comunidades hasta un salón de exposiciones con más de 500 stands para explorar, no hay escasez de cosas que ver en IRE 2025 en San Antonio, Texas! Y mientras exploras todas estas oportunidades, hay innumerables formas de llevar tu experiencia al siguiente nivel a través de eventos educativos. 

El programa de conferencias de IRE presenta a expertos de la industria de la techumbre y la construcción exterior. Con más de 45 sesiones educativas en nueve categorías diferentes, hay clases para todos los niveles de experiencia, desde profesionales experimentados hasta quienes se inician en la industria. En The Coffee Shops™ estamos especialmente emocionados por la sesión Navegando el Paisaje Tecnológico, que será moderada por la presidenta de The Coffee Shops™, Heidi J. Ellsworth. El panel contará con miembros del Roofing Technology Think Tank (RT3) y se llevará a cabo el viernes 21 de febrero de 2025, a las 8:30 a.m. Heidi y otros expertos allí presentes analizarán la guía de madurez empresarial de RT3 y la tecnología aplicada a los negocios de techado que esta destaca. También revisarán los recursos del paisaje tecnológico de RT3, que brindan un contexto adicional sobre las soluciones tecnológicas disponibles para los contratistas. 

Además de las sesiones educativas del programa de conferencias, el equipo de IRE ha incorporado oportunidades educativas en todo el piso de exposiciones. Estas ofrecen a los asistentes formas convenientes y accesibles de mejorar su experiencia mediante sesiones técnicas en grupos pequeños. Funcionan bajo la modalidad de primeros en llegar, primeros en ser atendidos y cubren temas que van desde marketing digital y servicio al cliente hasta entrenamiento en techado de una sola capa y demostraciones de herramientas de fabricantes. Las sesiones del piso de exposiciones se dividen en cuatro categorías principales: 

1. Clínicas de construcción: Son la oportunidad principal dentro del salón de exposiciones. Son sesiones interactivas que cubren temas como tejas metálicas, costura de metal, tapajuntas y más, todo en un contexto de instalación real. 
2. Seminarios de expositores: Impartidos por miembros destacados de la comunidad de expositores, estas sesiones son un excelente espacio para escuchar análisis profundos e innovadores sobre soluciones prácticas para tu negocio. 
3. Demostraciones de expositores: El piso de exposiciones de IRE alberga a algunos de los proveedores y fabricantes más grandes de la industria y ver sus demostraciones es una excelente manera de observar sus soluciones de vanguardia en acción. 
4. Escenario educativo: Esta es una sección especial del piso de exposiciones destinada a sesiones más formales organizadas por miembros de la industria, como Certified Contractors Network. 

¡Mantente atento al sitio web de IRE conforme se acerque el evento de febrero de 2025 en San Antonio, Texas, para conocer más sobre las oportunidades educativas disponibles! 

Practices, systems and processes designed to scale contractors’ businesses.

Owens Corning and the Certified Contractors Network (CCN) are partnering to help roofing and home improvement contractors scale their businesses and drive sustainable growth. The CCN Partnership Program is exclusive to Owens Corning Roofing Contractor Network (OCCN) members and includes one-on-one coaching, member roundtable discussions and targeted training to drive continuous improvement across the contractor’s business. Tailored to the roofing and home improvement industry, the CCN Partnership delivers best-in-class coaching designed to help improve performance in critical areas including business planning, operations, financial statements, sales management, marketing and more. 

The partnership provides OCCN members with unlimited access to a full-course curriculum at a deeply subsidized rate – 60% off the list price for the first year of membership. Curriculum modules help members transform their businesses by systematically improving systems and processes. Content addresses macro-issues, like lead-generation, that affect the entire enterprise, as well as specific functions, such as scheduling protocols and checklists. 

CCN Vice President Gary Cohen said that CCN helps contractors implement proven systems and processes designed to achieve revenue and net profit results. “Many members joined CCN with modest revenues and by fully engaging in our proven processes, have achieved robust sales with net profits of 15% to 20 %,” he said. Cohen added that CCN emphasizes frequency and continuous improvement, through a strategy that leverages coaching to keep members engaged. “We are thrilled about our partnership with Owens Corning. Our goal is to help Owens Corning Roofing Contractor Network members achieve measurable results in the first 90 days and then we systematically tackle each area of the business to further improve performance,” Cohen said. The strategy aims to help business owners focus on vision and strategy, as their teams cultivate the capabilities and confidence to manage different parts of the business. 

Jon Gardner, marketing leader, learning and development at Owens Corning, said, “Today’s roofing and home improvement contractor understands that investing in the health and sustainability of the business is critical to its success. We see this throughout the OCCN network, as many of our members are extensively leveraging the exclusive resources available to them through our program to help them achieve their goals. CCN’s unique blend of coaching, networking, training and consultation offers a proven environment to help with that, with over 25 years of experience and proven results. We are excited to make the CCN resources available to all OCCN contractors via this exclusive partnership and subsidy pricing.” 

In addition to education, the CCN Partnership Program provides members with access to digital roundtable discussions and limited tickets to three annual conferences. The full-course curriculum also includes National Association of the Remodeling Industry (NARI) bootcamps, which award certificates of completion to participants successfully finishing each bootcamp.

More information about the CCN Partnership is available online.

By Hannah Ford. 

Overwhelming support flooded in for the granddaughter of a Certified Contractors Network employee. 

For over ten years, Troy Timmer has worked for Certified Contractors Network (CCN) as a dedicated employee. And over a year ago his granddaughter Ellie was unfortunately diagnosed with cancer. He had been there to support her through her recovery while hundreds of crews, clients and contractors came to support Troy.  

Troy has worked as a corporate coach for CCN to help build high- performance management teams. Before his work at CCN, he was the president of Timmer Roofing Inc. Throughout his years at CCN and his entire professional career he has made a profound impact on those who work with him. Troy has dedicated his time to serving others and helping them learn to be successful.  

Young Ellie had been resilient in her battle against Leukemia. After several rounds of chemotherapy, she began to prepare for a bone marrow transplant; however, after the surgery, the family was informed that Ellie had relapsed. May 28 was a day that was supposed to be full of joy and celebration of her remission, yet the medical professionals suggested that the family begin to consider alternative treatments.  

The risks of having a second transplant were significantly higher than the first and the family continued to do everything they could to support Ellie. Ellie’s willingness to continue this fight was a true example of the incredible strength she carried. Recently, Ellie passed away due to her illness. 

CCN has banded together to help the Timmer family and support them during this difficult time. More than offering their thoughts and prayers, Troy’s team has been working tirelessly to give financial support to him and his family. In December, a GoFundMe account was started for Ellie. Many of Troy’s colleagues and clients have offered their support. Her parents were unable to work now as they were taking care of Ellie, and the donations have helped greatly. Over the past few months over 300 people have donated to Ellie’s cause. Roofing is about helping others in a time of need and supporting a community, and this is what many people have done for Ellie and her family. 

Please consider donating to this resilient family in their time of need.  

By Anna Lockhart.  

Implementing sound, streamlined management practices across your business can elevate your success. 

Sales are critical to the success of a contracting business. Although quality installations, superior customer service and high-end products are essential, they won't matter without projects lined up to work on. Many contractors struggle with consistently generating new sales and closing major deals, making the sales process one of the biggest business challenges in their industry. Hiring a sales manager can significantly improve this aspect, but it's only the first step to making major change. Implementing proven sales management strategies and best practices are key to driving your business toward more jobs. 

Creating a dedicated sales management team within the company can be a game-changer for many businesses. While contractors are typically skilled in their craft, some lack expertise in the basic sales practices that dedicated sales representatives are well trained in. A competent sales manager has the skills and experience to generate leads, close deals and increase company profits. They can also oversee a larger sales team, ensuring that everyone follows a consistent and effective sales process, making them an invaluable asset to your team. 

However, simply hiring a sales manager is not enough. A successful contracting business must have a standardized sales process that the entire team rigorously follows. Finding this approach can be challenging due to varying customer needs, but professional contractor networks like Certified Contractors Network (CCN) can help. CCN offers their members access to proven strategies through events, webinars and training programs that help contracting companies improve their sales processes and expand their businesses. 

Partnering with CCN provides contractors with insider knowledge and access to a network of business and contracting professionals with decades of experience. By joining, contractors can gain the strategic insights and partnerships needed to boost sales and grow their businesses!  

Learn more about Certified Contractors Network and their proven sales processes today!

By Certified Contractors Network. 

Learn how data-driven marketing can make a difference for your company. 

Marketing is crucial across all aspects of the industry. No matter where your operations focus, generating and closing on leads is key to creating a successful business. Further, in industries like contracting, word of mouth reputation is crucial. The difference between two proposals for many homeowners and building owners is the reputation of each company.  

Because of its importance, most contracting companies have some extent of existing marketing. But marketing can be complicated and difficult to use effectively for those without prior experience or understanding of basic marketing tactics.  

One of the key issues beginners face is collecting and understanding data and how to optimize what was gathered. In an industry that is always changing and generating new data, it can be tempting to avoid this area. But when used correctly, data is key to actualizing your business’s goals. At Certified Contractors Network, they pair contractors up with a construction management consultant to demystify the data process and create tailored-to-the-business marketing strategies. 

Marketing is much more complex than simply advertising your services and waiting for people to inquire. It's a living, breathing process that needs professional direction. Most contracting companies don't have these innate skills, so it can be very beneficial to receive help.  

Construction consulting services can provide you with actionable advice and data-driven strategies that encourage growth. Industry insights are a huge part of successful marketing, and a consultant can provide these for you. They'll give you clear information on where the industry is headed, what customers are looking for, and what you can do as a business to evolve. Some data points you'll want to pay special attention to are: 

• Demographics: Who is your typical customer? You should know the precise characteristics of who is likely to invest in your services, that way you know where to market. 
• Style trends: Homeowner preferences can change from year to year. It's important to know what the popular installation materials are. 
• Pricing: Is homeowner investment expected to increase or decrease in the coming year? You should know these numbers so that you can take the correct plan of action. 

With help from a consultant, all this research and data aggregation will be done for you. You'll be able to devise a strategy that's driven by facts, not feeling. 

Certified Contractors Network is the nation's leading contractor consultant. We are dedicated to helping our members achieve immense success in their industry, and data-driven strategies are a key aspect of our work. Additionally, we provide contractor training, certification assistance and sales training to help you expand your business even further. 

Original article source: Certified Contractors Network

By Certified Contractors Network. 

How one company increased their revenue by 170% by finding a supportive network in a competitive industry.  

Randy Hann has been the CEO of Contract Exteriors in South Carolina since its 2009 founding. The first four years of the company’s existence were lonely for Randy. His construction and remodeling business was doing well, but he was looking for more. He wanted to find pathways to grow and ensure a strong future for Contract Exteriors in a very competitive market.  

As the only person handling the company’s growth and day-to-day operations, Randy felt overwhelmed. There was no balance for him between the time spent on sales and running the larger business, but he didn’t know who to turn to for advice about how to find that balance.  

But then Contract Exteriors joined Certified Contractors Network (CCN) in the fall of 2013. CCN’s contractor training helped Randy and his team find a better balance between new construction jobs and remodeling jobs. They’re constantly learning and streamlining every business process. They’ve increased revenue. And, just as importantly, Hann now has someone to talk to. He has an entire network of contractors at his disposal. 

Since joining CCN, Contract Exteriors has experienced remodeling jobs increased by 20% and an overall 170% increase in revenue 

Challenges 

Randy was a construction industry veteran even before he founded Contract Exteriors. He has a degree in Construction Systems Management from Ohio State University, and he’s been working in the South Carolina construction industry since 2000. He isn’t new to the game, to say the least. 

Randy believes success comes from hard work and customer satisfaction. In his own website bio, he writes: “No matter what type of construction, I believe that when you do the right thing and put the customer first, success follows.” 

Randy had the mindset, the skill, the knowledge and the desire for success. He was working hard and getting results. Still, there was room for improvement. When he started Contract Exteriors in 2009, Randy felt frustration in at least four areas of his business: 

• He needed his business to grow. He didn’t want to stagnate or get left behind. 
• He needed to spend less time being involved with every little day-to-day aspect of his business. He didn’t want to handle every sale himself. Instead, he wanted to run his business. He wanted to put his management skills and construction knowledge to work – he wanted to build a better company. 
• He needed his business to make more money. A business can’t grow, thrive and sustain if it’s not profitable. 
• He needed a network. He wanted to share ideas with and learn from other contractors. He didn’t want to operate in a bubble. 

“If we wanted to grow our business, I couldn’t be the sole purpose for the sales and growth of the company. We needed to hire a sales staff,” Randy says of his desire for business growth. 

He needed to generate more leads, and he needed a sales staff to close those leads. Even if he worked himself to death, Randy couldn’t do everything by himself and run a successful business. He was thinking of the bigger picture. “The other [concern we had] was running a business at a financially healthy level. So that you’re running a business for the long term and not the short term,” says Randy. 

Randy couldn’t solve his problems by pulling a magic trick out of his hat. He had the education and the skill, he just needed to see how other contractors overcame the same obstacles he was facing– but that was easier said than done. “As an owner, most times, whatever city you’re in, you’re by yourself, because you can’t talk to a competitor… you really can’t talk to your competition about what you’re going through,” Randy notes. 

“The way I look at it is this: you’re either getting better or getting worse; you’re never staying the same,” he says. The only solution for Randy was to get better. 

The solution 

In his own words, Randy is a “system-oriented person.” He needed a support network for his contractor business, but he also needed a better system if he wanted to grow, make more money and focus on running his business. When Randy saw CCN’s President, Scott Siegal, speak at a conference, he knew he’d found the gateway to that system.  

Hann, on his first experience with CCN: “I went to a GAF expo where Scott Siegal was the guest speaker. Listening to him talk, he mentioned a lot of the things I was going through as an owner. I realized that an organization like that would be beneficial to me… to have a network of people you could talk to would be a great environment to be in. 

When Scott spoke, he talked about some of the things I was going through, like being involved in the business too much instead of running the business. So I went to [CCN’s Fall Conference] as a guest with CCN, and it really felt like what I needed. The aha moment happened when Scott was talking. Then going to the CCN conference later on and talking to all the members felt like, at that time, an organization I definitely wanted to belong to. “ 

After that CCN Fall Conference, Randy found someone to talk to. At that conference, and after joining CCN, he gained access to an entire network of successful contractors, most of whom were overcoming the same problems he was struggling with. “Joining an organization like CCN allows you to talk to other people in companies like yours and learn from their mistakes, and develop new ideas; with other members that you build relationships with,” says Randy. 

CCN also helped Randy construct a sales process. He hired a sales staff, took CCN’s training seriously, and started growing Contract Exteriors. As a system-oriented person, that was valuable to his business growth, “We didn’t have any of that before CCN,” Randy says. 

For Randy, continuing education is important for a successful contractor business. CCN’s contractor training allowed him to incorporate new systems, refine his old systems and change what just wasn’t working. 

CCN’s training programs helped Contract Exteriors to focus more on remodeling jobs instead of just new construction projects, which has helped Randy secure more time to run his business. It’s helped Contract Exteriors grow, too. 

Randy, on his learning experience: “When it first started, we were a new construction-dominated business. There were a lot of parts I maybe didn’t know to that business. I was very excited about the new parts. Whether it’s sales, how to track the jobs, lead generation… when you’re new construction-dominated, what the builder sells is what you do. In the remodeling industry, it’s how you develop your leads. That’s how you get your sales… it’s a whole process. Being a system-oriented person, it just fit my mindset so I could take what I’m learning and lead the company in that direction. 

I knew I couldn’t put one foot in the water and expect results. So, we dove in the deep end and embraced what’s talked about at conferences, and the training sessions, and the boot camps. We’ve really taken it to heart for the core culture of our business.” 

Taking the training to heart, implementing new systems, building a sales team and finding a network of like-minded contractors through CCN was Contract Exteriors’ solution. That solution produced results. 

The results 

“When I joined CCN in the Fall of 2013, we were a $5 mil business that year. This year, we’re estimated to do about $13.5mil,” says Randy. Since joining CCN, contract exteriors has experienced a 170% increase in revenue. They’re also taking on more remodeling work and less new construction work. Those changes have helped Contract Exteriors achieve a better balance. 

From Randy: “When we joined CCN, our business was 92% new construction. Today we’re at 72% new construction, which has helped us get our books a little more healthy. We’re at a better balance, and we’re getting toward an even better balance between new construction and remodeling. With that, we’ve seen substantial growth in our business.” 

Contract Exteriors now does 20% more remodeling jobs than it did before joining CCN. Though they still do a good amount of new construction, Randy says CCN’s processes and training has helped them improve both parts of their business. He explains that “CCN is geared toward remodeling, but the systems and the processes they teach are good for new construction as well. I know that we wouldn’t be talking about doing $13.5mil or even more if we didn’t join CCN. Not to say that we wouldn’t have ever done it, but we wouldn’t have done it as quickly or as efficiently.” 

CCN’s systems and education work for Randy. He says you don’t have to reinvent the wheel, you “just have to figure out which wheel is right for your company. Every time I go to a CCN event, I learn how to add a new piece to the wheel and it makes us more efficient.”  

Randy’s affinity toward processes and systems makes CCN’s methodology work for Contract Exteriors. He does note, however, achieving his business goals didn’t come to him without some amount of adaptability and self-reflection: “CCN is not for everyone, I will say that. If you’re not willing to change, or look in the mirror, and admit where you need to improve or what you need to change, it’s not for you. But for those who are willing to change and make their business better… the networking you get out of CCN, the training you get out of CCN… you [get access to] a lot of companies that have been successful for many years. You don’t have to try to do this on your own.” 

Before joining CCN, Randy was already an educated and skill construction professional with a desire to provide next-level service. CCN helped Randy network with other successful contractors, grow Contract Exteriors, make more money and spend more time running the business. “It’s been the best thing I’ve ever done, as far as an owner. Since I’ve started the company. I would recommend it to anyone who is a system-based company that is willing to change, learn and improve. CCN’s for them,” Randy concludes. 

Original article source: Certified Contractors Network

By Emma Peterson. 

From tech panels to building clinics, learn about all the education opportunities at the upcoming IRE show! 

The International Roofing Expo (IRE) showcases the roofing industry on another level. From incredible networking and community spaces to an expo hall with more than 500 booths to explore, there is no shortage of things to see at this year’s IRE in San Antonio, Texas! And as you explore the expansive opportunities, there are countless ways to take your exploring to another level through educational events.  

The IRE conference program features industry experts in the roofing and exterior construction industries. With over 45 educational sessions across nine different tracks, there are classes for every level of experience, from seasoned professionals to those new to the industry. Here at The Coffee Shops™, we are especially excited for the Navigating the Technology Landscape session that will be moderated by The Coffee Shops’ own president Heidi J. Ellsworth. The panel features Roofing Technology Think Tank (RT3) members and will take place on Friday, February 21, 2025, at 8:30 a.m.  She and the other experts there will be looking at the RT3 business maturity guide and the contracting business technology that it highlights. They will also be looking at the RT3 technology landscape resource for further context on technological solutions available to contractors. 

In addition to the conference program education sessions, the IRE team has incorporated education opportunities throughout the show floor. These offer attendees convenient and accessible opportunities to enhance their experience with small-group technical sessions. Run on a first-come first-serve basis, these opportunities cover everything from digital marketing and customer service to single-ply roofing training and manufacturer tool demonstrations. There are four main categories that the show floor sessions can fall into: 

1. Building clinics: These are the main exhibit hall opportunity. They are interactive sessions that cover topics like metal shingles, standing seam, flashing and more in real-world installation context.  
2. Exhibitor seminars: Taught by incredible members of the exhibitor community, these sessions are a great space to hear in-depth and innovative analysis of practical solutions for your business. 
3. Exhibitor demos: The IRE show floor hosts some of the biggest suppliers and manufacturers in the industry and watching their demonstrations is a great way to see their cutting-edge solutions in action! 
4. Education stage: This is a special section of the show floor set aside for more formal sessions hosted by industry members like the Certified Contractors Network. 

Keep an eye on IRE’s website as we get closer to the February 2025 show in San Antonio, Texas to hear more about the education opportunities available!