By Emma Peterson. 

Learn how Cotney Consulting Group’s training elevates individuals, businesses and the industry as a whole.  

Having a properly trained team is one of the biggest factors in not only promoting individual growth but also long-term business success. But, in the busy world of roofing, it can be hard to find time for training. To solve this problem, John Kenney and the team at Cotney Consulting Group have developed online training courses that help train everyone from estimators to project managers and superintendents. To learn more about this, Megan Ellsworth sat down with John for an episode of Roofing Road Trips®. 

John started by sharing some philosophy behind Cotney’s training courses: 

Most field leaders are promoted because they're great roofers. You do your job very well and you go into the next position. What we realized is that when they make that jump, they don’t always get the training they need to succeed. So, our programs were built to help bridge that gap...The goal is to give these leaders confidence and structure so they're not reacting all day and they're actually managing proactively.  

By switching to proactive management strategies, not only will the individuals getting trained find more success in their new position, the entire business and roofing industry will benefit as well. John explained, “From an individual standpoint, training and certifications create pride, credibility and a clear growth path; all of which are important for retaining good people. That retention helps businesses and having those skilled and credible folks in in the roofing world standardizes the industry.” 

And you don’t have to take John’s word alone for the benefits of Cotney’s proactive management training. Contractors and professionals who have taken the courses find that their communication improves greatly, and they finally understand why things went wrong on past jobs and how to prevent problems from continuing.  

Interested in signing up for training? Visit www.shopcotneycg.com to see available course! Want to hear more from John? Listen to the whole Roofing Road Trip podcast!

By Emma Peterson. 

Whether you’re new to the industry or a veteran, Cotney Consulting Group has online training that can help you grow.  

In the roofing industry, training is the key to sustainable growth, both for individual careers and for businesses on the whole. But finding time to fit that training into a busy schedule can be difficult. Luckily, Cotney Consulting Group, a leading roofing business consulting firm, has developed training courses that can be taken at your own pace from your own office. 

These online training courses are a great opportunity for roofers to improve their skills and increase their profitability. As John Kenney, CEO of Cotney puts it, “Cotney Consulting Group helps roofing contractors find success by focusing on the operational review of their companies combined with industry-specific online and in-person training resources...Each client’s journey is different, but the destination is always the same: successful transformation [that increases] revenues and profitability.” 

Cotney has trainings for every role in your business, from your estimator to your foreman, marketing specialist and service team. Here are a few of their offerings:  

• Roofing Estimator Advanced Training: Designed for those who want to refresh or improve upon existing estimating skills, this specialized course will take anyone’s roofing estimation acumen to the next level.  
• Director of Estimating Training: This one-on-one training opportunity is perfect for individuals who want to develop both their career and their business. 
• Roofing Project Manager Training: Dynamic and self-paced, this course takes participants through the essentials of managing roofing construction projects, both from organizational and strategic perspectives. More than an educational experience, this training course is a game changer for those looking to climb the roofing managerial career ladder. 
• Roofing Superintendent Training: This course equips attendees with the skills needed to run efficient jobsites. Covering topics like construction contract basics, project organization, subcontractor collaboration, claims management, quality control and effective communication, this is a must-attend session for those looking to rise to the position of roofing superintendent. 

All of these trainings from Cotney are based on real-world learning, as John explained:  

We did not learn business consulting from a book but with real-world experience. CCG brings 45+ years of experience running eight-figure, multi-million-dollar roofing companies. This positions us ahead of other business consultants solving the problems roofing contractors face daily. 

Get started with Cotney Consulting Group's online training today!

By Emma Peterson. 

APOC’s latest study quantifies the performance and profitability of roof restoration projects.  

In May of 2026, APOC, a leading liquid-applied roof restoration manufacturer and a member of ICP Building Solutions Group, released a new benchmark study all about the performance and profitability of roof restoration projects. The study compared restoration practices to traditional reroofing methods and showcased a shift that many contractors have experienced colloquially – that in an increasingly constrained labor and cost environment, restoration can be a powerful and profitable path forward.  

How the study was conducted 

This study is a part of APOC’s broader commitment to “innovation, education and industry leadership, equipping professionals with the tools, training and insights needed to maximize performance in the field.” In the study, APOC compared key performance indicators of 118 commercial roofing projects, noting which ones used restoration methods versus which went the traditional reroofing route. These indicators include profitability, labor efficiency, timeline and margin strength.  

The study was developed in partnership with Cotney Consulting Group, a roofing-specific consulting firm led by roofing leader John Kenney. John shared his thoughts about the importance of this survey, adding, “I’ve been in this industry for over 40 years, and most of that time it’s been widely accepted that restoration is the more profitable path when the roof supports it. But widely accepted and proven are two different things. This study closes that gap. Finish faster, run a smaller crew, keep more margin. That’s not theory anymore; now we can show you the numbers.” 

Key findings  

The numbers show that restoration delivered average gross margins around 43% (outperforming many reroofs which have typical margins between 30%–60%), required up to 85% less labor intensity than tear offs and could be completed with crews 1/3 smaller than reroof crews. These are just three examples of the study’s findings, which all support the idea that restoration “minimizes operational disruption for building owners, reduces project risk and supports scalability across a wide range of commercial roof sizes.” 

As Johnny Walker, a national technical manager at APOC, explained:  

At a time when contractors are under pressure to do more with less, this research provides clear, quantifiable evidence that restoration is not just a viable alternative, but it’s often the smarter business decision. At APOC, we’ve always believed in the power of restoration, when viable. Now we can show contractors exactly why it makes sense to their bottom line. 

Access the full restoration index report for free!

By Emma Peterson.  

A conversation with John Kenney on preparing for the integration of robotics and automation. 

In a new Read Listen Watch® (RLW), Karen Edwards sat down with John Kenney to talk about robotics and automation in the roofing industry. John is the CEO of Cotney Consulting Group and no stranger to these types of foundational industry shifts, having been in the roofing world for over 45 years as a contractor prior to taking on his current role as a consultant.  

The first thing he emphasized about automation in roofing is that we are not going to be taken over by robots. He shared, “A lot of times when we get into these topics, people start thinking about robots taking over, or some other futuristic science fiction scenario, and that's really not where we're going.” 

So, what are we using robotics for? Many leading manufacturers, such as Hyundai Motor Group and Boston Dynamics, are investing in robotics and automation as long-term, scalable investments. John explained what is motivating these companies to take this step, saying, “We're getting to the point where major manufacturers are trying to solve issues like labor shortages, safety exposures and productivity pressures and the answer they are coming to is robotics.”  

These issues might sound very familiar to roofers, as they are the same issues that our industry has been facing for the last few decades. John shared some thoughts about this crossover of issues:  

Big factories are the proving grounds; they're a controlled environment which gives robotic companies a place to improve reliability, safety, movement, decision making and human interaction. So, the future I see is the further maturing of these systems and then the introduction of them into labor-intensive and high-risk industries with similar issues – like roofing...That doesn't mean that robots suddenly are going to show up replacing crews next year. But it does mean our industry is now officially on the radar, and it's time to start taking robotics and automation seriously.  

What can you do to prepare for the introduction of robotics? John recommends reviewing the core operations and procedures your business is built on. He explained, “You have to ask yourself whether your operations are ready for automation if it becomes practical. Because technologies don't fix chaos, they actually expose it. And that's a big thing people are starting to find out with things like AI...So as I always say, before you worry about things like robots, make sure your own workflows are functioning consistently from estimating all the way up to production.” 

Listen to the whole episode or Watch the recording to learn more about robotics and the roofing industry. 

By Jesse Sanchez. 

Proven methodologies outline how roofing sales professionals build trust, clarity and sustainable results across competitive markets. 

According to an article by John Kenney from Cotney Consulting Group, roofing sales success depends on disciplined methodology rather than installation expertise alone. John outlines core practices guiding roofing sales professionals toward stronger outcomes, focusing on communication, preparation and consistency. The article positions roofing sales as a consultative process built on understanding needs, expectations and decision drivers. 

The foundation begins with market awareness. John explains that researching weather patterns, materials and competitors allows sales teams to align conversations with regional realities. Early rapport also matters. Clear, confident interaction establishes trust quickly and sets expectations before technical details enter the discussion. Education follows, helping homeowners understand materials, warranties and maintenance without confusion. 

Technology plays a practical role throughout the process. Tools such as drone inspections, roof modeling and mobile applications support accuracy and transparency. Consistent follow up maintains momentum, allowing opportunities to ask questions while keeping projects moving forward. 

Compensation structures also shape performance expectations. John explains that roofing sales roles vary between commission only, base plus commission and draw against commission models. Understanding those frameworks affects motivation, planning and long-term satisfaction for sales professionals entering the field. 

Assessing customer needs remains a critical turning point. John stresses thorough inspections paired with open ended questions such as, “What issues have you noticed with your roof?” and “Are you interested in energy efficient roofing options?” Identifying pain points allows solutions to align with priorities rather than assumptions. 

Communication ties each phase together. John advises using simple language, visual aids and benefit focused explanations while listening actively. Structured sales methodologies then guide lead generation, presentations, closing and post sale follow up. Long-term success grows through delivering on promises, maintaining contact and educating customers consistently. 

Learn more about proven roofing sales methodologies that support trust driven conversations, consistency and measurable growth outcomes!

Roof Restoration Benchmark Report quantifies what contractors have long believed — restoration is often the smarter business decision.

APOC, a leading manufacturer of liquid-applied roof restoration solutions, announced findings from a new benchmark study that provides data validating the performance and profitability of roof restoration compared to traditional reroofing methods.

While experienced contractors have long thought that restoration could be the more profitable path when conditions allow, actual data to support this has been limited — until now. APOC’s latest research changes that.

Developed in partnership with Cotney Consulting Group, the study analyzed 118 commercial roofing projects and compared restoration methods with traditional reroofing approaches across key performance indicators including profitability, labor efficiency, time to completion and margin strength. The findings showcase a shift in how contractors can approach project delivery in an increasingly constrained labor and cost environment.

“At a time when contractors are under pressure to do more with less, this research provides clear, quantifiable evidence that restoration is not just a viable alternative, but it’s often the smarter business decision,” said Johnny Walker, national technical manager, APOC. “At APOC, we’ve always believed in the power of restoration, when viable. Now we can show contractors exactly why it makes sense to their bottom line.”

Key findings from the APOC Roof Restoration Index include:

• Significantly higher profit productivity: Restoration projects generated approximately 85% higher gross profit per crew day — due to smaller crew sizes and fewer days needed to complete a job — compared to reroofing benchmarks, with average returns of ~$8,000 per crew day versus ~$4,300.
• Major time savings: Restoration projects averaged ~8 crew days for a 30,000 SF roof, compared to 13 for recovery and up to 30 for tear-off, enabling faster project turnover and increased annual capacity.
• Improved labor efficiency: Restoration required up to 85% less labor intensity than tear-off methods and could be completed with crews approximately one-third smaller.
• Stronger, more consistent margins: Restoration delivered average gross margins around 43%, with typical ranges between 30%–60%, outperforming many reroofing scenarios.

The study further demonstrates that restoration minimizes operational disruption for building owners, reduces project risk and supports scalability across a wide range of commercial roof sizes.

As labor shortages persist and project backlogs grow, APOC’s research positions restoration as a strategic move for contractors seeking to improve efficiency, increase profitability and remain competitive in a rapidly evolving market. Industry estimates suggest that 30–50% of roofs** that are ultimately reroofed may instead be viable candidates for restoration, representing a significant potential market opportunity based on contractor evaluation patterns and field experience.

“I’ve been in this industry for over 40 years, and most of that time it’s been widely accepted that restoration is the more profitable path, when the roof supports it,” said John Kenney, research consultant, Cotney. “But widely accepted and proven are two different things. This study closes that gap. Finish faster, run a smaller crew, keep more margin. That’s not theory anymore, now we can show you the numbers.”

The Roof Restoration Benchmark Report is part of APOC’s broader commitment to innovation, education and industry leadership, equipping professionals with the tools, training and insights needed to maximize performance in the field.

To learn more about APOC’s roof restoration research and solutions, download the restoration report.

*Modeled benchmark based on anonymized contractor performance data and measured crew-day benchmarks; applies when the roof is a valid restoration candidate; not a guarantee of results.

** Estimate based on structured industry assessment, contractor decision patterns and commercial roofing field experience; not derived from a statistically sampled industry dataset. 

About APOC

APOC is part of the ICP Group and is a premier manufacturer of commercial and residential roofing, construction and maintenance products that maximize productivity, performance and energy efficiency. Based in Tampa, Florida, in business since 1913 and with 18 manufacturing plants in the United States, APOC is a global supplier of full-system, liquid-applied roof restoration products with local support and customer service. For more information, visit www.APOC.com.

About ICP

ICP Group is a leading specialty chemical manufacturer in North America and provides coatings, adhesives and sealants globally. With operations headquartered in Andover, Massachusetts, and multiple manufacturing facilities around the world, ICP serves multiple end markets, including building materials, specialty construction and sports surfaces. ICP is privately held and manufactures products under several recognized specialty groups. For more information, visit www.ICPGroup.com.

ICP is a portfolio company of Audax Private Equity.

In this Read Listen Watch®, host Karen Edwards is joined by John Kenney of Cotney Consulting Group to break down how robotics and automation are beginning to influence the construction industry and what that means for roofing contractors. Rather than focusing on fear or speculation, the conversation centers on awareness, preparation and operational readiness. John shares where robotics are most likely to show up first, why this shift is more about process discipline than machines and how contractors can begin familiarizing themselves with emerging technology without disrupting crews or culture. This session is about staying informed, strengthening operations and making sure roofing companies are positioned to adapt rather than fall behind.

Register today!

In this Read Listen Watch®, host Karen Edwards is joined by John Kenney of Cotney Consulting Group to break down how robotics and automation are beginning to influence the construction industry and what that means for roofing contractors. Rather than focusing on fear or speculation, the conversation centers on awareness, preparation and operational readiness. John shares where robotics are most likely to show up first, why this shift is more about process discipline than machines and how contractors can begin familiarizing themselves with emerging technology without disrupting crews or culture. This session is about staying informed, strengthening operations and making sure roofing companies are positioned to adapt rather than fall behind.

Register today!

CCS Influencer John Kenney says successful contractors position themselves as advisors who understand multiple solutions. 

If you’ve been around this industry long enough, you’ve heard it before. A building owner or consultant looks at a fluid-applied system and says, “I’d rather just replace the roof.” In many cases, that reaction isn’t based on bad information — it’s based on incomplete information or past experiences that didn’t go well. 

The reality is, fluid-applied systems have come a long way. But selling them successfully still requires more than just presenting a product. It comes down to how you guide the conversation, how you position the solution and how well you understand the concerns sitting on the other side of the table. 

Most skepticism starts with one of three concerns: durability, long-term performance or fear of covering up existing problems. Those are valid concerns. The mistake contractors make is trying to overcome them too quickly instead of addressing them directly. 

When someone questions durability, they’re usually comparing coatings to traditional systems like single-ply or modified bitumen. Instead of pushing back, it’s more effective to shift the conversation toward system performance and application. A fluid-applied system is not just a coating — it’s a reinforced, continuous membrane when installed correctly. The key phrase there is “when installed correctly.” That’s where your credibility comes in. 

This is where experience matters. You can’t sell these systems effectively if you don’t understand them in the field. Owners and consultants can tell when someone is repeating a manufacturer’s brochure versus speaking from real job-site experience. When you can explain how surface preparation, detailing and thickness control impact performance, the conversation starts to change. 

Another common objection is the concern that coatings are just a temporary fix. This is where contractors need to reframe the discussion around lifecycle value. Not every building needs a full tear-off at that moment in time. Many roofs still have structural integrity but need protection and extension. A fluid-applied system allows the owner to preserve what’s working while deferring a larger capital expense. 

That doesn’t mean every roof is a candidate. And this is where trust is either built or lost. If you recommend a coating on a roof that clearly needs replacement, you may win the job, but you’ll lose credibility in the long term. The contractors who turn skeptics into long-term clients are the ones willing to say, “This roof isn’t a good fit for a coating system.” That level of honesty carries weight. 

Performance data and track records are important, but how you present them matters just as much as the data itself. Throwing technical sheets at an owner rarely changes their mind. Walking them through real examples does. Show them projects similar to theirs. Talk about how long those systems have been in place, what maintenance has been required and how they’re performing today. 

Better yet, when possible, let them see it. A site visit to a completed project is often more convincing than any presentation. When an owner can walk a roof, see the system's condition and understand how it’s held up over time, skepticism tends to fade quickly. 

Consultants, in particular, want to understand risk. They’re not just evaluating performance — they’re evaluating whether the system will hold up under scrutiny. That’s where proper specifications, documented application processes and manufacturer support come into play. When they see a structured approach, not just a product pitch, confidence increases. 

At the end of the day, selling fluid-applied systems isn’t about convincing someone they’re better than every other option. It’s about helping them understand when they are the right option. That shift in approach changes the entire conversation. 

The contractors who succeed in this space don’t try to “sell coatings.” They position themselves as advisors who understand multiple solutions and recommend the one that fits the building, the budget and the long-term plan. When you approach it that way, skeptics don’t feel like they’re being sold — they feel like they’re being guided. 

And once that trust is established, those same skeptics often become your strongest long-term clients, because they know you’re not just there to close a deal. You’re there to help them make the right decision. 

By Emma Peterson. 

Robotics and automation are coming to the jobsite. Are you prepared?  

Robotics and automation have long been a part of manufacturing processes. But where these two pieces of technology have historically played behind-the-scenes roles, that norm is quickly changing. Both in our personal and professional lives, we are seeing the integration of robotics and automations, whether that’s a robot bartender in Las Vegas or a delivery robot on a college campus. With this shift into day-to-day uses, it’s not hard to imagine how these technologies will be introduced into other roles, such as on the jobsite. 

To learn more about robotics and automation, and how they might influence the construction industry, Karen Edwards will be hosting a Read Listen Watch® (RLW) with John Kenney of Cotney Consulting Group about the topic on May 21, 2026.  

John is the perfect guest for this conversation as he comes with over 45 years of experience in the roofing and construction industries. He started his career as a laborer in a family-run construction business and eventually worked up to being a COO of a commercial contracting firm. Today, John is CEO and co-founder of Cotney Consulting Group; a board member of Roofing Technology Think Tank (RT3); an active part of the National Women in Roofing (NWIR)’s membership committee; and a member of countless other international and national technical associations.  

Each of these experiences have granted him insights into the roles technology has and will continue to play across the building envelope and the trades. From changing the ways businesses operate to how contractors can begin familiarizing themselves with the evolving robotic and automation developments without disrupting crews or culture, he has great advice for navigating these changes. 

The conversation will take on this topic that is often mired in fear and speculation, instead approaching it with an outlook that centers on the importance of awareness and preparation. John and Karen will not only discuss the emergence of new robotics and automations but also dive into how contractors can prepare their operations for the changes these tools bring.  

Want to learn more about how robotics will work in the world of roofing? Tune into the live Read Listen Watch® (RLW) on May 21, 2026! Register to save your spot.