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Unknown
I. Have,
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Speaker 1
Welcome to Roof Riffs, the podcast for the commercial roofing industry, where we get into conversations happening every day on rooftops, in spec rooms and across loading docks everywhere. I'm Janae Bryson with Division seven sales, and whether you're a contractor, a distributor, an architect, a specifier or a building owner wanting to protect your investment. This show was built for you.
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Speaker 1
Each episode, we sit down with people who know this industry from the inside manufacturers, applicators, specifiers and industry veterans who have seen it all.
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Speaker 1
Because the best education in roofing has always come from the field.
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Speaker 1
Today we're starting where every good lesson begins with what went wrong.
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Speaker 1
Our guest is John McDermott, vice president of sales for Carnac Liquid Applied Roofing Solutions. And throughout his career, he's seen projects at every stage from stack to finished surface to warranty claim. And we're joined by Danny Bryson, founder and owner of Division seven sales since 1990, an independent Carnac rep for over 30 years.
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Speaker 1
We asked John to pull from the vault and share with us some of the worst coding projects he's ever encountered.
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Speaker 1
Not to point fingers, of course, but because failure is the most honest teacher in this business.
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Speaker 1
So let's get to it.
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Speaker 1
Well, but before we start, I do think we should talk about what we're drinking. Let's do that. Let's.
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Speaker 2
Let's take her maker's mark. Manhattan.
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Speaker 1
And why that? Why and why that? John.
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Speaker 2
Well, I was out of, Eagle River.
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Speaker 3
Oh, because the Kentucky Derby was Saturday, and, you know, it's all gone, so.
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Speaker 1
All right.
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Speaker 3
That's what I'm down to.
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Speaker 1
Okay. What do you drink, Danny?
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Speaker 4
Father time bourbon from a customer. A very good customer. I gave me this bottle and I opened it for this. So. Cheers.
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Speaker 1
Okay.
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Speaker 1
What did you get to drink, Jenny?
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Speaker 2
Tequila. I guess I should drink it.
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Speaker 3
Well, it's Cinco de Mayo and it's Taco Tuesday.
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Speaker 2
Yeah. Oh. That's right.
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Speaker 3
I mean, this is this is like, double whammy. I mean, is everybody ready for this? And I'm, of course, drinking bourbon.
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Speaker 1
I've got bourbon.
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Speaker 1
I want an old fashioned right now. That sounds really good.
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Speaker 2
Manhattan. Manhattan is what we got going.
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Speaker 3
I don't. I don't think I can either one of them.
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Speaker 1
All right, so we're ready. Okay.
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Speaker 1
So, John, before we get into the list, how long have you been in the reef coding industry?
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Speaker 2
I've been in the rough coding industry for a while, since, 1987. That's when I joined the roofing distribution company and we were a, distributor of Karnak. And that's how I actually learned about Karnak. So since 87. What is that? Oh my gosh. So 39 years? Yes, I think it is.
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Speaker 1
And you're good at math?
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Speaker 2
Yeah.
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Speaker 1
Pretty quick. Yes. So in your role, what types of things are you able to see in the field?
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Speaker 2
Oh it's everything. You know it. What I do. We have a large sales group and technical group and a contract network and and we all see it all at our company, like, our, our salespeople all see the technical side, or technical people see the sales side. So we we see the pitfalls. We see the the victories. We see things that, we can help, help you avoid, so to speak.
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Speaker 2
And I know this is not a credit commercial, but that's just kind of what what we do in there, right? Everything.
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Speaker 1
So you're in. You're in the. You're in the field quite a bit. Yeah. The access.
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Speaker 2
Yeah, yeah, yeah. Everyone in our company gets in the field so yeah. Quite see quite a lot and have seen quite a lot of the years.
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Speaker 1
So before we get into some of these stories that you are pulling from the vault, so to speak, have a couple of questions for you and Danny.
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Speaker 1
Tell me about the first time that you two met.
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Speaker 1
He was fired. He pulled the truck over on the side of the road, and he was kicked off in a fight. Yeah. He wasn't happy with my sales management style. What? All right, all right. Maybe I needed to adapt a little bit, so, you know. And so I did. And the reality is, So after all these years, 29 years with Carnac, he's actually the only rep that's still with me.
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Speaker 1
But but, that's beside the point. So, no, it was, it was a fun trip. We figured out our boundaries, and that's what you do in business. It's just business. It's not personal. It's just business. So it was, we can really look back on it and laugh a lot, right? I think I think we can say we're friends now.
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Speaker 1
So it's very funny.
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Speaker 1
So let's open that vault. Let's let's hear some of these,
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Speaker 1
coding stories that you have from the trenches.
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Speaker 1
Yeah. Let me tell you my favorite coding story. That's my screw up. So I get the car line, I get the pink catalog. It was sent to me by Jerry, the sales manager at the time, and I thought I knew a lot. So I showed Jenny. I said, look how bad these people are. They even got a marketing typo.
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Speaker 1
It's supposed to be roofing restaurant coating. It says reset. What's the reset trend? I thought it was restaurant.
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Speaker 2
Well, and Google doesn't understand researcher it either. You type it in and it automatically converts the restaurant. Yeah they don't know what researcher it is. Yeah I get that you were gonna click that but that was before Google by the way. Yeah.
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Speaker 3
John what is researcher.
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Speaker 2
It researcher it is is a asphalt cutback product that you would put over an old asphalt roof that's really old and dried and, and, so the asphalt is what they call oxidized, and so it's dried and it's lost. Its elasticity. And you put this research right on it, and you can basically you can restore the whole roof if it's in restore condition and the research rate will go into the top layer.
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Speaker 2
There's a lot of solvents in it along with the asphalt. It sort of softens the whole thing up, and it sort of restores, some of the old properties that that original asphalt roof had, because the solvents reacted with the top surface of the asphalt. So that's what a research rent is. And it's been around for very long time.
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Speaker 2
We still do it in limited markets. You know, where there's all this built up roofing and there's a few companies that are still what I call tar babies. I'm right. I'm a tar baby. I started that way. So I'm always excited when we get research and orders. And it's it's fewer than there than there have.
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Speaker 1
Been in the past, but it's still very good. It's a good system.
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Speaker 2
Okay, great.
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Speaker 1
Well, let the stories begin.
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Speaker 1
I've got a good start. I got called about a project
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Speaker 1
and I remember this like it was yesterday. And there was a gymnasium roof and there was a, coding system over it. And the the owner asked me if I would assist them because they had this coding system applied over the roof. And
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Speaker 1
they couldn't get a callback from the manufacturer.
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Speaker 1
And it was all coming, coming off. And so I said, well, I'll come down and just take a peek right now, it's somebody else's issue, but I'll take a peek at them and tell me who it was. And, and when I got there, I looked at the underside of the gymnasium and everything. You can see there's wet insulation.
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Speaker 1
You can see the, the ceiling tiles. Everything's a mess. And, so there was probably a lot of problems with this job long before they put a restoration coating on it. Which is a problem. And, you know, and it was all coming off in sheets. So it was basically a job that should have never, ever been coated.
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Speaker 1
Right? Ever. And no pre-work was done on the, on the moisture survey side. And, it basically failed because of that. It could have been a lot of many other things as well, but it basically failed because the moisture survey wasn't done. And, and we can't put anything over a wet roof. So selecting the roof that will actually that actually is in a restore condition is so important.
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Speaker 2
Yeah I agree.
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Speaker 1
You got one.
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Speaker 2
No, I was just going to say on that one. It's like if you want to do a coding, call someone out who knows what they're doing
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Speaker 2
to first make sure it can be coded. Rule number one, know how to say no
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Speaker 2
instead of yes all the time when it comes to any sort of roofing project. You know, if it if it smells like a duck and smells like walks like a duck, it's probably a duck.
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Speaker 2
If it looks bad, sounds bad, it's probably a bad thing. So, Yeah.
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Speaker 3
So someone put a coating over a wet roof, because that would.
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Speaker 1
Have a roof that had been leaking for a long time, and all the insulation was wet underneath. And, that's a recipe for for.
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Speaker 2
Sure.
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Speaker 1
For failure. And, it's it's common. It's common. I mean, it just happens. People just they don't, especially in low slope proofing when it comes to metal. That's a whole nother animal. What you see is what you get. And you don't have that. The the underlying insulation issue that you have on those slope roofing where you can't see it, you have to have some sort of diagnostic survey in order to determine if, if it's wet or not.
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Speaker 1
And if it's dry, we're good. Then if it's wet, then we have to cut those areas out.
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Speaker 2
I remember one when, I got called to walk a roof and it was not a contestant for a coating at all. Literally. They had nailed the ice and water shield on. They didn't even pull the back off. They nailed it on, and ice and water. That that was the roof membrane. And they wanted to do silicone on it.
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Speaker 2
And I said, we gotta get the roof right first. And they said, no, such and such was here. I'm not going to say names or products. They said, it's like liquid TPO. You just pour it on and you get a 50 year leak free warranty out of it.
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Speaker 2
I,
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Speaker 2
couldn't get off the roof fast enough.
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Speaker 2
I'm like, call him, call him now.
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Speaker 2
yeah, and I'm pretty sure they reroof that a year later with metal, it was so bad they put a whole new metal roof over it.
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Speaker 1
So when it comes to the proper selection of the rope. I mean, there's just so many things involved on these low slung briefs that you can cannot see.
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Speaker 1
you know, if you can't see the problems, okay. I mean, there's many visual problems that you see. There's no way we're we're throwing this roof.
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Speaker 1
Know all the flashings are falling off the walls, and you know that everything is soaked underneath. You know, you have to do a moisture survey for that. But if in fact, that doesn't exist, and then you just have to do this survey, because if it's wet underneath, no coating system will survive. So it's just not it's not in in what we like to call a historical condition.
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Speaker 1
That's the that's the very first thing any contractor should learn is what is the restore bolt condition? Because they go out on the roof and then they want to do this job. They want to sell this customer coating and help them out. They have to understand if it's a restore level condition, right?
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Speaker 2
Right. That makes sense.
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Speaker 2
Anything to add on that? Danny?
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Speaker 3
No, I agree, I think that's it. But I'm just sitting here talking. I can think of about 100 bad jobs that we've seen over the years. I mean.
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Speaker 2
So does this happen often. What you, what you would they don't assess the refers to determine if it has leaks and moisture.
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Speaker 3
So the biggest thing I see is roofing salespeople.
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Speaker 3
Their desire to get the order is greater than their desire to do it right. Sometimes or understand.
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Speaker 1
That's a good way to put it.
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Speaker 3
Yeah. Or or understanding what they're getting into.
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Speaker 1
I remember one true story.
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Speaker 1
I had to go down
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Speaker 1
into my territory and meet a roofer on a very large metal job that needed a recode. Was almost 3000 squares,
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Speaker 1
and I was walking the roof, and it was a day Janny ran to the basement because there was a tornado that day.
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Speaker 1
And, Yeah.
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Speaker 2
And with that, yes. And the fences were downed in our neighborhood.
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Speaker 1
Right. So I got a call and talking to our had a technical Cris unit at the time, and I'm sending him pictures. He's like, this is horrible, Danny. There's no way we're going to warrant this roof. We will help this roofer do some repairs, but we will not warrant this roof. There were holes four inches wide. All this stuff was horrible.
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Speaker 1
Another manufacturer said we'll do it without ever going down and looking at it.
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Speaker 3
Yeah, yeah. That's right. They're they're not. But that's normal.
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Speaker 1
Yeah. The contractor does the roof
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Speaker 1
leaks like crazy. It's like $500,000 or something. I don't remember the number.
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Speaker 1
A year later it's leaking so bad. The manufacturer paid them on a 300 or a 3000 square roof. I think it's what it was to put a brand new metal roof all over the entire thing. And the reason that we do business with that contractor now is because we told him no.
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Speaker 1
And he's always loved us since because we have the, you know, what's the cajones to tell him? No.
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Speaker 1
But it's one of the worst things where a manufacturer literally said yes without even looking at the roof. Absolutely. Just all in.
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Speaker 3
It's a regular thing. We I know and we get as an industry, you have to get past it. It'll always be there, but we can get better.
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Speaker 1
Agree?
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Speaker 1
I think. I think my favorite funny one is I was at a trade show once
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Speaker 1
and this guy had a ballasted sample. So for the viewers, if you don't know what ballasted it, this was an FDM sample and had rock just loose rock all over it,
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Speaker 1
and the guy had poured, I don't know, in a 24 inch by 24 inch
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Speaker 1
little framed sample.
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Speaker 1
He probably poured a gallon of coating in there, showing that you could actually
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Speaker 1
code a ballasted roof.
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Speaker 1
Oh, not knowing that is, he didn't clean it. There was not. And he was. And these roofers kept walking up to me and said, have you seen that sample? I
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Speaker 1
because even the salesmen didn't understand
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Speaker 1
what you can and can't do with restoration products.
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Speaker 1
Literally. He just made a sample, poured it all over the rock, and said, look, we coated this ballasted roof.
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Speaker 1
yeah, that's not going to work. Not out in Kansas. Too much wind, too much crap. So true story.
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Speaker 1
Okay, the next big issue cleaning, cleaning.
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Speaker 1
It's got a cleaning. It's got to be cleaned. I mean, come on. Sometimes there's no cleaning. That's a problem. It's a lot of dirt. Nothing sticks to dirt.
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Speaker 1
Tell me a story.
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Speaker 2
Oh.
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Speaker 1
Don't even.
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Speaker 1
I wasn't even there, that they just sent me a picture. And they had. They were showing me the pieces of coding that were coming up on this roof. And what should we do about this? And they were showing me the pictures, and the pictures were showing
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Speaker 1
the front side of the coding in this. The back side of the going is big floppy ear like an elephant.
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Speaker 1
You're a thing
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Speaker 1
and it's all covered with dirt and it sticks it. What was the cleaning process? Oh, we had to clean it. Oh, okay. So no cleaning is a problem.
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Speaker 2
Then what did you do? What did you do?
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Speaker 1
Oh, we helped them. Of course we helped them. We helped them, and we gave them some free buckets. And then we told them exactly what to do. He said, you got to clean this area. Are. We got to strip all that out. Clean it off. Gave them some free buckets and, you know, we're not,
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Speaker 1
And this is not a carpet commercial, but yes, we helped them fix their problem. But but the next one, it was so funny. Not funny. None of these are funny, but you go up on the roof and we're up there for the cleaning process and and get off the ladder. And, you know, I don't like
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Speaker 1
climbing ladders, especially like a 40ft extension.
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Speaker 1
So I get off that roof and I'm almost like, crawling, right? And I'm like, and they just clean the whole area there. And I look at my hands and they're all chalky, right? It's not clean. So they did some sort of light cleaning process, a hose or a light pressure wash with no solution, the roof not ready for application of coating, because if there's a bunch of chalky stuff on your hand and you when you wipe your hand on the roof, that's just that's just a bond break for any liquid coating that's going to be put on there.
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Speaker 1
It's generally it's a chemical bond that you get with these coatings. So that was that was another one.
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Speaker 2
So what did you do.
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Speaker 1
On that one? Yeah. You got to clean it again. Couldn't we go John had to climb the ladder.
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Speaker 2
Did you have to climb the ladder twice? Did they have to clean it at the top?
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Speaker 1
No, I told them I wasn't coming back. No. So I would have come back. So. And here's, maybe a smaller deal of pressure washing before we do the repairs. Oh, no. So it's a roof that's got issues. That's why it's been restored. Right? And we have somebody. Maybe it's inexperienced with the pressure washer. We haven't done the repairs of the problems, and we're we're just blowing water into the roof, into the roof system, into the insulation, etc..
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Speaker 1
So let's not do that. And, and I was on one of those, as a matter of fact.
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Speaker 1
and then the last one I have on the cleaning part is, really, if you really want to get a roof clean, you know, there's all variety of roof surfaces. There needs to be some sort of cleaning agent, not just water.
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Speaker 1
So. So we're pressure washing? Sure. Maybe we're using hot water. That's even better. Hot water cleans so much faster than than cold water.
00:19:38:10 - 00:19:51:17
Speaker 1
But you need some sort of cleaning agent, and and on ePDM, you need something very specific. So I'm not going into the Carnac details on this, but you need something on the ePDM that will draw the loose carbon out.
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Speaker 1
And, most manufacturers like us use the same one and then not everything else, some sort of TSP substitute type, you know, type product.
00:20:02:04 - 00:20:15:22
Speaker 1
They not only work better, but they but they're going to speed up the process for the contractor and loosen up all those contaminants so that we have a better fun. So go ahead. And it's your car.
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Speaker 1
A leaf blower is not a means of cleaning a roof. I don't know how many times we've seen people say, well, we took a broom and we used a leaf blower. It should be clean.
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Speaker 2
Well, that's what they used to call broom and blow. And now, now a really good leaf blower actually is is effective for moving dirty water. So you're right. You're washing. And then and then you're using that to help move the dirty water to the drains or the scuppers or the the eaves. Yeah.
00:20:49:17 - 00:20:53:02
Speaker 1
Let's just be very casual and let's talk about
00:20:53:04 - 00:20:56:13
Speaker 1
some of the really bad things that you've seen.
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Speaker 1
Okay, let's go here with, expired material.
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Speaker 1
So.
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Speaker 1
Yeah. I mean, it's tough.
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Speaker 2
Roofing distribution has so many SKUs.
00:21:09:09 - 00:21:36:17
Speaker 1
So the biggest, the biggest write off, as I'm told by two large companies, the largest write off of expired material for them at the end of each year is liquid coatings. So we need to do something about that, right? But, so and we try and we have all kinds of programs to try to avoid that. And I think we're at the minimum when it comes to that.
00:21:36:19 - 00:21:46:05
Speaker 1
But these companies, you know, some somebody brings in a truckload of this and a half a truck to this and six trucks, you know, six pallets of this. And then all of a sudden
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Speaker 1
they've had it there for a year and a half. Well, it may have a one year shelf life. And when they put that in somebody comes and buys that product and they put it on and it doesn't even cure or doesn't perform properly.
00:21:59:16 - 00:22:03:17
Speaker 1
It's a huge problem in our industry, I think. And,
00:22:03:19 - 00:22:07:22
Speaker 1
you know, I'm not faulting distributors that much. They have
00:22:07:24 - 00:22:21:02
Speaker 1
shingles and modified and TPO and PVC and and all these different things. There's a variety of things like that that are not liquid, as though there are shelf lives. But but it's not one year. It's not two years.
00:22:21:02 - 00:22:24:15
Speaker 1
Right. It's a long time. And, these liquid products
00:22:24:17 - 00:22:27:07
Speaker 1
get to pay attention. You got to rotate your stock.
00:22:27:09 - 00:22:42:02
Speaker 1
If you're a contractor and we. We've seen this before. They've gotten some buckets. They they've contacted us or we've heard stories where, hey, this stuff, I don't know, it's like, you know, it's like, cottage cheese.
00:22:42:04 - 00:22:47:23
Speaker 1
There's actually silicone coatings if they're a certain age. We had one put on a roof.
00:22:48:00 - 00:22:57:07
Speaker 1
Silicone coating put on a roof and it was aged out and it basically does not cure anymore. So it goes on the roof. And when it when it would normally cure in like
00:22:57:09 - 00:22:58:17
Speaker 1
a few hours
00:22:58:19 - 00:23:01:20
Speaker 1
it was a month later, it was still liquid. And it's just like.
00:23:01:22 - 00:23:04:11
Speaker 1
So when it comes to expired material.
00:23:04:13 - 00:23:32:05
Speaker 1
The contractors just have to be very vigilant. The distributors have so many products in stock and some things can get past them. And and you just don't want that to happen. You know, there's date codes on everything now production dates and understand what the, shelf life actually is and the useful shelf life is and you know, and not make that mistake because you don't want that to be that to be the thing that ruins the project.
00:23:32:05 - 00:24:00:14
Speaker 1
And once you put it on now you're no, you're in a pickle. You know, if you can move, the can stop that beforehand. It's another one of these things I was I was thinking about our discussion today, and, you know, I was like, 100% of the things we're going to talk about today are preventable 100%. And the goal of all of us, you know, we're manufacturer, you all are representatives, the contractors, distributors.
00:24:00:16 - 00:24:25:08
Speaker 1
You know, the goal is profit. We're in business. And, 100% of these things can kill your profit. And 100% of them are also completely preventable. So let's just, let's just be vigilant on what we're buying from these distribution partners. And, you know, you might be helping them out to, to not cause a bigger problem.
00:24:25:10 - 00:24:26:08
Speaker 1
Sure.
00:24:26:10 - 00:24:34:03
Speaker 1
What else we got? Shoot. Go. Choose warranty over performance. So that's very good.
00:24:34:05 - 00:24:39:06
Speaker 1
Yeah. We don't have to talk about anybody's warranties. Just don't choose warranty.
00:24:39:08 - 00:24:54:06
Speaker 1
Over performance, because that will always end up on the wrong side for for a contractor, for the owner. Performance is everything. Warranty is is something. And.
00:24:54:08 - 00:25:12:04
Speaker 1
You get a warranty. You think it just covers everything that ever happens to your roof and it really doesn't, you know, no coating, warranty, restoration, coating warranty actually covers what's underlying, which is the original roofing and the condition it's in.
00:25:12:06 - 00:25:35:07
Speaker 1
And that's the reality of that. It just doesn't cover the underlying conditions. So there could be something under there that completely, causes problems with the roofing system and the coating on top that's not covered. So. So it's not really a roof, right? It's a it's a restoration system to prolong the life of this roof, to help restore it and extend the life of it.
00:25:35:09 - 00:26:03:09
Speaker 1
And and I think we get caught in a lot, you know, everybody wants to talk about MDL and yell and yell. Nobody knows. But most people that say that don't even know what MDL means. Oh, no. Dollar limit. Okay. What does that mean? All that means is and that was a trademark by the Johns Manville way back that they didn't limit what they didn't limit the dollar amount, what had to be done to the roof if there was a problem.
00:26:03:11 - 00:26:30:24
Speaker 1
That's all that, right? It had nothing to do with the actual coverage, right. Or consequential damages? No, I had nothing to do with that. So yeah, people did I hear it every day and yell and yell and yell. And the most people that say that have no idea what that really, really means, and I think I believe in their mind, they they think it's coverage for everything, right?
00:26:30:24 - 00:26:44:18
Speaker 1
Everything like everything's covered. It's not not even close. So, let's be realistic about that. And, you know, choose performance over warranty all the time. This is,
00:26:44:20 - 00:26:53:05
Speaker 1
So we're going to throw in back to Jenny. Jenny, did you not have a friend who put a coating on a roof and was told it was a 50 year warranty?
00:26:53:07 - 00:26:57:15
Speaker 2
She told me it was a lifetime warranty.
00:26:57:17 - 00:26:58:01
Speaker 1
Right.
00:26:58:02 - 00:27:10:08
Speaker 2
She put a coat, she put a silicone coating on her roof and told me it was. Now she never, ever, ever had to worry about that roof again. It was a lifetime warranty.
00:27:10:10 - 00:27:12:09
Speaker 1
Yeah. So.
00:27:12:11 - 00:27:15:24
Speaker 1
Beware. Like John said, performance over warranty. Every time?
00:27:16:01 - 00:27:37:18
Speaker 2
Yeah. Every time. There has been, quite a lot of influx into the commercial roofing space, from other contractors that were commercial roofing contractors, and that's fine. But the whole idea of the warranty sort of came with it. And would you agree with that, Danny?
00:27:37:20 - 00:27:40:19
Speaker 1
I totally agree 100%.
00:27:40:21 - 00:27:53:24
Speaker 2
It sort of came in from the residential side. And, and then all the discussion was about the warranty and nothing about the performance or doing it. Right. And, you know, I had another note here. You know, the lowest cost system.
00:27:54:01 - 00:28:14:02
Speaker 2
I don't care who it is, you know, may not be the best. We have a low cost system, and one of our and one of our, categories and one of the substrates, it's a low cost system. It may not be it. And I'm going to tell you it's not the best system. So just because it's the lowest cost doesn't mean it's the best.
00:28:14:04 - 00:28:29:09
Speaker 2
And we also get caught in that trap, of the contractors that maybe don't understand the commercial roofing space. So. Good. And and, selling the lowest cost system. And still, instead of selling the best system for restoration.
00:28:29:11 - 00:28:31:15
Speaker 1
Agree? Totally agree.
00:28:31:17 - 00:28:37:18
Speaker 1
do your due diligence. Hire a credible roofer. Work with a manufacturer that's got
00:28:37:20 - 00:28:42:03
Speaker 1
some ten years, some some some teeth in the industry. That's your best bet
00:28:42:05 - 00:28:49:22
Speaker 1
We're going to take care of the customers. The best way we can. And sometimes, like I said earlier, we have to say no, we don't want to.
00:28:49:24 - 00:28:59:02
Speaker 1
But if it's just not worth coating, we're not sticking our necks out. You're not going to stick your neck out. We're telling the contractor, walk away from this.
00:28:59:04 - 00:29:02:05
Speaker 1
But it's a hard step to take.
00:29:02:07 - 00:29:04:01
Speaker 1
And low slope roofing.
00:29:04:03 - 00:29:09:14
Speaker 1
If you do a new roof, you get this thing called a letter of intent to warrant. So everybody knows
00:29:09:19 - 00:29:21:20
Speaker 1
what's out there and what's been done on this. That and the other connect is very simple with, with and other coding manufacturers are very simple about letting you know what you can and can't do.
00:29:21:22 - 00:29:22:24
Speaker 1
The contractors have.
00:29:22:24 - 00:29:24:02
Speaker 2
To get.
00:29:24:04 - 00:29:25:05
Speaker 1
Some sort of
00:29:25:07 - 00:29:40:15
Speaker 1
notification that the roof system, especially when they're very large and very difficult, are approved by the manufacturer, whether it's for material only warranty or a labor material warranty or whatever warranty it is.
00:29:40:17 - 00:29:43:10
Speaker 1
They can't just say we sold this roof
00:29:43:12 - 00:29:52:12
Speaker 1
and when they're going to put it on and expect that everybody else is going to take ownership of that roof without bringing all the parties involved, whether it's the independent rep or the company salesman.
00:29:52:14 - 00:29:56:21
Speaker 1
But definitely the manufacturer and their technical people have to be involved and say, yes,
00:29:56:23 - 00:30:00:17
Speaker 1
This roof is a good candidate for a restoration product.
00:30:00:19 - 00:30:05:06
Speaker 3
So what are some other stories. Tell me some stories. That's what I'm here for.
00:30:05:08 - 00:30:06:09
Speaker 2
Oh some stories.
00:30:06:09 - 00:30:08:10
Speaker 3
I want stories.
00:30:08:12 - 00:30:15:04
Speaker 2
Well, Right. Equipment for the job. How about that? Or wrong? Equipment for the job.
00:30:15:06 - 00:30:17:06
Speaker 3
Okay.
00:30:17:08 - 00:30:38:24
Speaker 2
So, yeah, you do it. A large acrylic coating job, and you've got a 3/8 or half inch snap roller. We got our rollers and we got our buckets. And you're trying to roll this stuff out, and you can only capture us, and you're dipping and rolling these coatings. You can only capture so much product on a 3/8 or a half inch now roller.
00:30:39:01 - 00:30:39:09
Speaker 2
Right.
00:30:39:11 - 00:30:42:19
Speaker 2
So if you're using the edge of the quarter, you can actually capture more product.
00:30:43:00 - 00:31:10:12
Speaker 1
The right equipment for the job. That's a really narrow example. The right size roller actually would save you half the time because you're you're actually dipping twice as much if you think about it. Right. If I'm dipping twice as much and I'm rolling twice as much. Your labor is actually double. And beyond that, I mean, there's there's, spray rig applications and different things if you don't have the right one, if you don't have the right gallons per minute.
00:31:10:14 - 00:31:28:23
Speaker 1
And, and the right pressure and, so how you can get this job done really, really rapidly. You may you may be spraying that at a very, very low, low rate. And, it's just taking you a very long time. So the right equipment for the job is, is another thing that,
00:31:29:04 - 00:31:30:05
Speaker 1
you know, will,
00:31:30:07 - 00:31:34:17
Speaker 1
basically defeat you in the coating business if you're not, if you don't have it.
00:31:34:17 - 00:31:37:22
Speaker 1
Right. And, and it's really all a part of
00:31:38:02 - 00:31:40:05
Speaker 1
it's all part of proper training.
00:31:40:07 - 00:31:41:20
Speaker 1
You've got to call and ask and
00:31:41:24 - 00:31:47:11
Speaker 1
asking for help is nothing wrong? Hey, we're getting ready to do this job. We want to buy a piece of equipment.
00:31:47:14 - 00:31:53:07
Speaker 1
Every manufacturer I know will sit there and walk you through what you need. They want to help.
00:31:53:13 - 00:31:57:22
Speaker 1
You just got to ask. And believe me, the internet's not the answer to everything.
00:31:57:22 - 00:32:04:18
Speaker 1
Call and talk to people. Get real life examples. Get someone on your job site. Get someone to look over your estimate.
00:32:04:22 - 00:32:14:18
Speaker 1
John, how many times do you sit there and people say, is this look like enough money? Well, you start walking them through it and they start saying, oh, I need to add more. I need to take off, take off a little more.
00:32:14:20 - 00:32:20:00
Speaker 1
There's there's all sorts of things we run into, but people have to ask.
00:32:20:02 - 00:32:22:04
Speaker 1
and talked with people about this. Also.
00:32:22:06 - 00:32:23:23
Speaker 1
You know, whatever you're good at,
00:32:24:01 - 00:32:36:14
Speaker 1
get as good as get as good as you are at that as you are at codings. And just dedicate the training resources. So when it comes to it, I don't care if you're coming to Archer and you're somebody else's.
00:32:36:16 - 00:32:41:08
Speaker 1
Have your sales estimating in your production people all the training.
00:32:41:11 - 00:32:42:01
Speaker 1
It's all part of that.
00:32:42:05 - 00:32:44:11
Speaker 2
Absolutely. 100% agree.
00:32:44:13 - 00:33:01:00
Speaker 1
If it's not estimated right, it won't be the right number. Be too high, won't get it or be too low. And we're never going to be able to to produce. And then your sales force is it got to be able to sell what this actual value is. It's not a new rough. It's a cutting restoration program
00:33:01:04 - 00:33:03:20
Speaker 1
and sell it for what its value is.
00:33:03:20 - 00:33:04:16
Speaker 1
And then
00:33:04:22 - 00:33:13:12
Speaker 1
your production people have to get it done efficiently and improperly, you know, for, for a successful, completion.
00:33:13:17 - 00:33:21:21
Speaker 1
So I think it's important to have all three of those facets and any sort of coding training, especially
00:33:21:23 - 00:33:22:21
Speaker 1
if you're new to it.
00:33:23:01 - 00:33:33:12
Speaker 1
Right? There's some don't have a lot of experience, and they just want their technicians there to get a brush up on, you know, the best techniques and they're okay with the rest of it.
00:33:33:12 - 00:33:35:23
Speaker 1
But if you're new to it, you definitely have to do that right?
00:33:36:00 - 00:33:41:17
Speaker 2
Totally agree. Practice makes perfect. The more you do it, the better you are at it. And if
00:33:41:17 - 00:33:49:15
Speaker 2
if you don't know what you're doing, hire a subcontractor that does. There's nothing wrong with that. Learn from somebody else doing it correctly.
00:33:49:15 - 00:33:50:14
Speaker 1
So.
00:33:50:16 - 00:33:52:17
Speaker 1
2000 and.
00:33:52:19 - 00:33:56:23
Speaker 1
9 or 10. There was a horrible hailstorm in Saint Louis.
00:33:57:02 - 00:33:58:00
Speaker 1
Horrible.
00:33:58:02 - 00:33:59:22
Speaker 1
People were calling me during the hailstorm.
00:33:59:22 - 00:34:03:24
Speaker 1
And so I've been in April. April 29th. Yeah. Yeah.
00:34:04:02 - 00:34:05:22
Speaker 1
And we get a job and I get a call.
00:34:06:02 - 00:34:07:23
Speaker 1
From a distributor in Saint Louis.
00:34:08:02 - 00:34:09:03
Speaker 1
And they need, like,
00:34:09:06 - 00:34:09:22
Speaker 1
6000
00:34:10:03 - 00:34:11:01
Speaker 1
squares, a coating,
00:34:11:05 - 00:34:14:09
Speaker 1
because they can't get replacement membrane fast enough.
00:34:14:12 - 00:34:16:02
Speaker 1
So all they want to do is coat the roofs
00:34:16:05 - 00:34:18:04
Speaker 1
to keep what's stored below dry
00:34:18:04 - 00:34:21:11
Speaker 1
until they can get enough material to reroof the building.
00:34:21:16 - 00:34:22:05
Speaker 1
So
00:34:22:09 - 00:34:26:10
Speaker 1
turns out three different roofers were involved. Karnak came to the plate.
00:34:26:11 - 00:34:34:10
Speaker 1
Great job. They were shipping truckloads of barrels out, and these roofers were putting on as fast as they could just to keep what was down below
00:34:34:13 - 00:34:39:11
Speaker 1
the hugely damaged roof system. Dry whereas dry as it could be
00:34:39:15 - 00:34:43:15
Speaker 1
until the new roof system showed up, they could tear it off and replace it.
00:34:43:19 - 00:34:57:04
Speaker 1
So it got to the point where they got to the last thousand squares, and they were tearing off stuff that hadn't cured yet because the new membrane showed up and all they were trying to do was keep it dry, but yet they're tearing off stuff they put down the day before soaking wet.
00:34:57:07 - 00:35:01:15
Speaker 1
The guys are covered with coating and all their clothes are ruined. But it was a great job.
00:35:01:17 - 00:35:03:02
Speaker 1
Turns out again.
00:35:03:04 - 00:35:05:11
Speaker 1
Turns out again. Yesterday
00:35:05:16 - 00:35:21:04
Speaker 1
the same thing's going to happen again. Not quite as big. It's like 2500 squares. But we're doing the same thing again. Waiting for material. Because it's summertime. Everybody's busy. Nobody can get enough material. And we're going to do this all over again with the same product, with one of those same contractors.
00:35:21:08 - 00:35:22:07
Speaker 1
And to me, that's like
00:35:22:10 - 00:35:24:10
Speaker 1
it worked the first time. Why not work again?
00:35:24:13 - 00:35:25:05
Speaker 1
So
00:35:25:07 - 00:35:28:20
Speaker 1
that's my friend at home. Yeah. Yeah. We're there to help. Whatever you need.
00:35:28:24 - 00:35:30:01
Speaker 1
We're here to help.
00:35:30:03 - 00:35:32:05
Speaker 1
So back in. We'll call it.
00:35:32:10 - 00:35:35:08
Speaker 1
When did you start, John? 19. What? 97.
00:35:35:13 - 00:35:38:09
Speaker 1
So probably 1996, 1995.
00:35:38:12 - 00:35:39:14
Speaker 1
I had a young man.
00:35:39:17 - 00:35:40:10
Speaker 1
Working for me
00:35:40:16 - 00:35:42:01
Speaker 1
as a server up in Arkansas.
00:35:42:04 - 00:35:44:04
Speaker 1
And he calls me and says, hey,
00:35:44:08 - 00:35:44:19
Speaker 1
I got an
00:35:44:22 - 00:35:47:05
Speaker 1
opportunity to sell a bunch of aluminum coating
00:35:47:08 - 00:35:54:00
Speaker 1
and emulsion, and I'm like, how much? He goes, I don't know. It's like five truckloads of aluminum and probably ten truckloads of emulsion.
00:35:54:04 - 00:35:55:21
Speaker 1
And we're up against a competitor.
00:35:56:00 - 00:35:57:05
Speaker 1
I said, where's the job?
00:35:57:09 - 00:35:59:24
Speaker 1
He goes, well, they don't really want me to tell you.
00:36:00:01 - 00:36:01:22
Speaker 1
The job is east of the Mississippi.
00:36:01:24 - 00:36:02:20
Speaker 1
I said. So
00:36:02:24 - 00:36:05:07
Speaker 1
I called sales manager back, then,
00:36:05:10 - 00:36:07:14
Speaker 1
talked to Chris Salazar. They gave me a number.
00:36:07:18 - 00:36:12:01
Speaker 1
Not a big deal. It was a big job, but a lot of freight involved shipping from new Jersey.
00:36:12:05 - 00:36:14:11
Speaker 1
So about three months later,
00:36:14:11 - 00:36:17:09
Speaker 1
calls me back, says, hey, we got it. We still looking at this job.
00:36:17:13 - 00:36:19:06
Speaker 1
Can you tighten your number a little bit?
00:36:19:10 - 00:36:19:19
Speaker 1
I said,
00:36:19:23 - 00:36:23:03
Speaker 1
I need to know where the job is because shipping from new Jersey is expensive.
00:36:23:05 - 00:36:24:05
Speaker 1
It's a lot of trucks.
00:36:24:08 - 00:36:27:08
Speaker 1
He goes, let's just say it's east of the Mississippi
00:36:27:10 - 00:36:29:01
Speaker 1
and north of the Mason-Dixon line.
00:36:29:05 - 00:36:29:17
Speaker 1
I'm like,
00:36:29:20 - 00:36:33:22
Speaker 1
okay, so I call, I get a price, we get we get everything worked out.
00:36:33:22 - 00:36:36:16
Speaker 1
I talk to Chris and talk to Jim, and I get the pricing done
00:36:36:18 - 00:36:39:10
Speaker 1
and, everybody's happy. Sounds great.
00:36:39:15 - 00:36:43:14
Speaker 1
Now, about three months later. So this puts us about nine months after that original quote
00:36:43:17 - 00:36:47:08
Speaker 1
calls and says, looks like we're close to getting a contract.
00:36:47:08 - 00:36:49:07
Speaker 1
I need you to tighten the numbers up.
00:36:49:10 - 00:36:49:18
Speaker 1
I said,
00:36:49:18 - 00:36:50:15
Speaker 1
I need more.
00:36:50:15 - 00:36:55:15
Speaker 1
Where? The job. What what is it? What's the job? Because I can't tell you the name of the job.
00:36:55:15 - 00:36:56:20
Speaker 1
But I can tell you
00:36:56:22 - 00:36:57:13
Speaker 1
it's like
00:36:57:15 - 00:36:58:21
Speaker 1
east of Ohio
00:36:58:23 - 00:37:00:06
Speaker 1
and north of
00:37:00:06 - 00:37:01:21
Speaker 1
Pennsylvania.
00:37:01:23 - 00:37:04:07
Speaker 1
And I'm like, okay, that works. We can do that.
00:37:04:07 - 00:37:08:11
Speaker 1
So I called Chris and Jim and we get so proud. He's so proud of this.
00:37:08:14 - 00:37:09:24
Speaker 1
This is a great job because
00:37:10:03 - 00:37:16:11
Speaker 1
it put me I got a personal marker at the Carnac Poachers Hall of Fame.
00:37:16:13 - 00:37:18:08
Speaker 1
All of a sudden, we get the purchase order
00:37:18:12 - 00:37:28:09
Speaker 1
and we send it over, and it's a big job. It's one of the biggest Carnac ever had. And everybody's like, congratulations, Danny. We're, you know, good job all this. And I get a phone call
00:37:28:09 - 00:37:31:22
Speaker 1
from Gary Biscoe at the time who's the head of technical. And he says, do you know
00:37:32:01 - 00:37:32:22
Speaker 1
that job you sold?
00:37:32:22 - 00:37:36:18
Speaker 1
I said, yeah, he goes, it's right across the street from the plant.
00:37:36:21 - 00:37:50:22
Speaker 1
So here we are poaching in the new Jersey, New York area. I didn't know anything about where it was. We just told the truth. But here's this job. It was like, I don't know, 200,000, maybe more. I don't know how much it was, but the job was right across the street from Carnac.
00:37:50:24 - 00:37:52:03
Speaker 1
hear I can't believe you.
00:37:52:03 - 00:37:53:02
Speaker 2
Beat Hannah to the.
00:37:53:02 - 00:37:59:08
Speaker 1
Car, Yeah, I beat Hannah. I beat his outside salesman. I beat everybody in that, but nobody knew about it.
00:37:59:08 - 00:38:04:19
Speaker 1
But I think that the moral that story truly is,
00:38:04:21 - 00:38:19:19
Speaker 1
no matter what part of this business you are in, it's a people business. You've got to have relationships with people. If you're going to quote people just in texting or emails or call someone from the internet, you're not going to get the best result.
00:38:19:21 - 00:38:24:11
Speaker 1
Having a true relationship, whether it be with the contractor or a distributor
00:38:24:13 - 00:38:32:07
Speaker 1
or a sales rep, is the best way to do business. A face to face being in front of people. Yeah, yeah.
00:38:32:09 - 00:38:35:21
Speaker 1
Go see your people. Talk to them. Get them in your office.
00:38:36:00 - 00:38:39:05
Speaker 2
That's right. Get the heck out of your office, please.
00:38:39:07 - 00:38:40:11
Speaker 1
Yes.
00:38:40:13 - 00:38:46:10
Speaker 3
So if you. If you were going to give, let's say, building owners some advice.
00:38:46:14 - 00:38:50:10
Speaker 3
Or facility managers some advice, what would that be
00:38:50:10 - 00:38:51:19
Speaker 3
in regard to coatings?
00:38:51:24 - 00:39:14:20
Speaker 2
Oh, I think it's the same as what you. It's what we've talked about, you know, with the, about the contractors. You know, you've got to you've got to get trained properly and and don't oversell it. If if we get the chance to talk to a building owner, we're very upfront with them, about the value of restoration coatings.
00:39:14:21 - 00:39:17:02
Speaker 2
Number one, it's going to save
00:39:17:04 - 00:39:19:11
Speaker 2
money. If it's in a historical condition.
00:39:19:14 - 00:39:38:10
Speaker 2
Right. If it's not under historical, it's a big yes. But if it's not in a restored tradition, it's not going to save him anything. It's going to cost him more down the road. Instead of a historical condition, we can restore this. It's going to extend the life of that roof, and it's going to extend basically the lifecycle cost of that original roof, not the coating that the original roof.
00:39:38:12 - 00:40:00:10
Speaker 2
That lifecycle gets extended. And, but it's got to be in that condition. And sometimes it has to do with what, what their financial situation is. And how are they selling the building? So are they keeping it? It's a this is a tax benefit thing they're trying to work on. That has a lot to do with, with, with some of it as well.
00:40:00:11 - 00:40:00:21
Speaker 2
So
00:40:00:24 - 00:40:03:06
Speaker 2
we give them the same advice to give the contractors.
00:40:03:11 - 00:40:07:21
Speaker 1
Yeah. Let the facilities people always get the manufacturer involved
00:40:07:24 - 00:40:10:01
Speaker 1
do your due diligence on the manufacturer.
00:40:10:06 - 00:40:13:01
Speaker 1
there's there's a lot of people claiming to be the same as
00:40:13:06 - 00:40:16:12
Speaker 1
well. If they're the same as. Maybe you should call the person that they're comparing
00:40:16:12 - 00:40:18:07
Speaker 1
to. Yeah. So
00:40:18:09 - 00:40:19:21
Speaker 1
the point. A good point. Yeah.
00:40:20:01 - 00:40:21:06
Speaker 1
Hey. Covered.
00:40:21:08 - 00:40:22:02
Speaker 1
to both of you.
00:40:22:02 - 00:40:23:23
Speaker 1
Favorite scattered some.
00:40:23:23 - 00:40:29:03
Speaker 2
Well, it's free bird. You know, I mean, I got a lot of favorite scattered songs, but,
00:40:29:05 - 00:40:32:21
Speaker 2
that's the one when I really need inspiration, you know, I need to do
00:40:33:01 - 00:40:42:05
Speaker 2
four more sets of cleans. I just put, you know, the long, extended play of, free bird on that just kind of gets me through. So either that or,
00:40:42:10 - 00:40:43:14
Speaker 2
humble pie.
00:40:43:15 - 00:40:50:03
Speaker 2
I don't need no doctor. That's a good long wood to. I think it's like nine minutes, and then I can get the sophomore sets in.
00:40:50:07 - 00:40:54:09
Speaker 2
I don't need no doctor. I just got to do this. Right? Right. So.
00:40:54:11 - 00:40:56:22
Speaker 3
Jenny Templeman
00:40:56:24 - 00:41:03:12
Speaker 3
and then and then and then Tuesday is gone. And then. Yeah, believe it or not, after that free bird.
00:41:03:17 - 00:41:04:22
Speaker 2
Okay.
00:41:04:24 - 00:41:06:14
Speaker 3
Yeah.
00:41:06:16 - 00:41:07:08
Speaker 3
Yeah.
00:41:07:10 - 00:41:08:18
Speaker 2
They're all great.
00:41:08:20 - 00:41:09:19
Speaker 3
Yes they are.
00:41:09:23 - 00:41:12:18
Speaker 2
There's no there's no wrong choice there.
00:41:12:20 - 00:41:14:21
Speaker 3
No, not at all.
00:41:14:23 - 00:41:17:16
Speaker 1
First time you saw Skinner, John?
00:41:17:18 - 00:41:43:22
Speaker 2
Actually, the first time I saw Skinner was was, here to the minor league ball park. Charles, I've been a fan forever. I was in Geneva, actually, and, and, I don't know who all was playing at that point. So many of them are gone. They're all almost all of them are gone. But, yeah, I've been a fan for so long, but I've never actually seen them until maybe probably about seven years ago.
00:41:43:22 - 00:41:45:06
Speaker 2
6 or 7 years ago.
00:41:45:08 - 00:41:50:03
Speaker 1
I remember you were telling me you're excited because you were going to see them play. So.
00:41:50:05 - 00:41:55:07
Speaker 2
Yeah, yeah, yeah. And it was a nice, nice venue. Were nice and close. And
00:41:55:09 - 00:41:56:18
Speaker 2
it was a nice night out there.
00:41:56:18 - 00:41:57:11
Speaker 3
So
00:41:57:13 - 00:41:59:04
Speaker 3
I was just going to say that
00:41:59:08 - 00:42:05:03
Speaker 3
the last time I saw them in person, I acquired a drumstick and a sweat towel,
00:42:05:07 - 00:42:17:01
Speaker 3
which was, Johnny was still down. No, I, I dispose of the sweat towel. We do have the drumstick. But we did. We did get a sweat towel, please.
00:42:17:03 - 00:42:21:01
Speaker 2
Oh, right. That's real. That's real groupie.
00:42:21:02 - 00:42:24:00
Speaker 1
Good old Johnny Van Zandt sent us this motel.
00:42:24:02 - 00:42:26:09
Speaker 3
Yeah. Got this sweat towel.
00:42:26:11 - 00:42:29:05
Speaker 1
So my favorite scattered story is Jenny and I are getting off the boat
00:42:29:07 - 00:42:32:03
Speaker 1
off a schooner cruise with our friends from Genco.
00:42:32:06 - 00:42:34:05
Speaker 1
And right behind me is Johnny Van Zandt.
00:42:34:07 - 00:42:47:00
Speaker 1
And he's like, we're standing there. We're talking a little bit. He's like being nice because I'm a fan, but we all get off the boat the same way. And all of a sudden we're standing there in this great big black, shiny suburban pulls up and Johnny Van
00:42:47:00 - 00:42:48:10
Speaker 1
Zandt goes, well, it's nice talking to you.
00:42:48:10 - 00:42:49:22
Speaker 1
My ride's here. And the
00:42:49:22 - 00:42:50:03
Speaker 1
guy
00:42:50:03 - 00:43:00:10
Speaker 1
comes out and says, Mr. Bryson, I said, you love Johnny. We walked off. That's my favorite Skynyrd story. He's just like, oh, that's your car.
00:43:00:12 - 00:43:02:13
Speaker 2
Oh, sorry. My ride's here.
00:43:02:15 - 00:43:03:01
Speaker 1
Yeah.
00:43:03:04 - 00:43:09:10
Speaker 2
my my son won free tickets to the World Series. Game seven Chicago Cubs.
00:43:09:12 - 00:43:12:24
Speaker 2
And, I met him in Cleveland, or we went to Cleveland.
00:43:13:01 - 00:43:20:17
Speaker 2
it was unbelievable. Stroke of luck to get free tickets and, So Charlie Sheen is this big,
00:43:20:21 - 00:43:23:06
Speaker 2
Cleveland Indians fan and, sure.
00:43:23:08 - 00:43:23:15
Speaker 1
Like
00:43:23:19 - 00:43:24:20
Speaker 1
wild thing.
00:43:24:22 - 00:43:51:22
Speaker 2
So we go walking in and we've got great tickets, 20 seats off, 20 rows off of third base, somehow free. All all in a raffle. And Charlie Sheen and his entourage are coming in. Right? And they're going way down their way out the outfield. And I said, Connor, we got better seats and Charlie Sheen was up 20.
00:43:51:23 - 00:43:54:17
Speaker 1
Absolutely.
00:43:54:19 - 00:43:56:10
Speaker 1
What else are you looking for, Janet?
00:43:56:12 - 00:43:59:00
Speaker 2
I have one final question.
00:43:59:02 - 00:44:18:00
Speaker 1
Sir John as a roof restoration and maintenance company. If there was one product that you would advise every roofer to have in their truck, every distributor to have on this shelf, what a product. What would that be?
00:44:18:02 - 00:44:46:16
Speaker 2
Well, that's pretty easy. It's kind of flex and kind of flexes and QBs, thermoplastic rubber sealant that you can use on basically almost any rough rough substrate. So I say it's the best product we make only because it has more problem solving uses. And its long term performance is far better than the most conventional repair products. I'm talking about conventional asphalt products, right?
00:44:46:18 - 00:44:50:17
Speaker 2
It's kind of flex the hands down. It's it's the one.
00:44:50:19 - 00:44:51:06
Speaker 1
Right?
00:44:51:07 - 00:44:52:22
Speaker 2
Which. Yeah.
00:44:52:24 - 00:44:55:04
Speaker 1
Would you agree, Kenny?
00:44:55:06 - 00:44:59:00
Speaker 3
Absolutely. Absolutely. Okay.
00:44:59:02 - 00:44:59:22
Speaker 3
Now it's
00:44:59:22 - 00:45:06:00
Speaker 3
now it's the one beforehand it would have been number 19 ultra back when all the tar babies were still around a long time ago.
00:45:06:02 - 00:45:06:22
Speaker 2
Yeah, that's a long. It was a.
00:45:06:22 - 00:45:23:13
Speaker 3
Long time ago. $1,000 bucket. But yeah, today in today's world, even back then of flex is probably the best product for everybody to have one of in their, in their, in their bag of tricks or in their arsenal.
00:45:23:15 - 00:45:28:21
Speaker 1
Okay. All right. Well I thank you both for your time.
00:45:29:00 - 00:45:33:16
Speaker 1
Thank you. Jerry. All right. Hi, everybody. Good night. Good night.
00:45:33:18 - 00:45:37:22
Speaker 1
We're going to keep you for another month, Danny. So, yeah.
00:45:37:24 - 00:45:41:01
Speaker 2
Good to know. Good to know.
00:45:41:03 - 00:45:44:19
Speaker 1
Well, that's a wrap on episode one of Ray Forrest's.
00:45:44:21 - 00:45:59:17
Speaker 1
A huge thank you to John McDermott, vice president of sales for Carnac Liquid Applied Roofing Solutions, and to Danny Bryson, founder and owner of Division seven Sales and Independent Cardiac Manufactures representative.
00:45:59:19 - 00:46:05:16
Speaker 1
If your coding process looks a little different after this conversation. Well, actually, that's the point.
00:46:05:19 - 00:46:11:11
Speaker 1
And if you found value in today's episode, please share it with someone in the industry who needs to hear it.
00:46:11:13 - 00:46:15:11
Speaker 1
You can find riff riffs wherever you listen to podcasts.
00:46:15:13 - 00:46:24:08
Speaker 1
And if you're not already subscribed to the Riff Riffs newsletter, head on over to WW dot Division seven sales.com.
00:46:24:10 - 00:46:28:13
Speaker 1
To get industry insights delivered straight to your inbox.
00:46:28:15 - 00:46:36:19
Speaker 1
I'm Jamie Bryson with Division seven sales, and we'll see you next time.
00:46:36:21 - 00:46:39:15
Unknown
May.
