Roofers rethink repairs

By Jesse Sanchez. 

A shifting mindset is helping contractors weather economic uncertainty. 

For decades, commercial roofing service departments were considered to be the equivalent of emergency response teams. John Kenney, CEO of Cotney Consulting Group, shared how the importance of repair services has shifted in recent years. He explained these shifts in a recent Read, Listen, Watch® (RLW) webinar alongside Zach Carpenter, senior account executive at Jobba Trade Technologies. John explained, “That was the whole mindset of the industry, ‘get her done, get a leak fixed, let’s get back to putting roofs down.’” But these days, that mindset is changing fast. 

John, who spent 45 years in roofing before moving into consulting, said the industry is undergoing a significant transformation. Contractors are no longer viewing service work as a cost center or distraction. Instead, service and maintenance programs are now recognized as crucial growth engines, both financially and strategically. John says, “Now [service programs] are becoming a total profit center within a roofing company itself.” 

The shift is being driven by multiple pressures, including the slowing of new construction projects, building owners demanding higher quality materials and a need for stable, year-round revenue. Zach commented on the trend, noting a surge of interest from residential contractors eager to enter the commercial space. “Everyone kind of wants a piece,” Zach shares, “As the economy kind of slows down, replacements slow down. How can a roofing company still maintain business year-round? Service and maintenance are that answer.” 

Technology is playing a major role in making this pivot possible. According to Zach, roofing-specific software is helping contractors shift from reactive leak fixes to proactive maintenance strategies that strengthen long-term customer relationships. He shared an example of a school district managing dozens of roofs on a limited budget. Without the funds to pursue full replacements, the district opted to invest in structured maintenance programs instead. This approach was made possible by tools that support better planning, budgeting and communication between contractors and clients. 

That scenario reflects a growing reality across the industry. As construction slows and building owners look to extend the life of existing assets, service and maintenance have become not just a safety net, but a smart, sustainable path forward. For many contractors, it's no longer just about fixing what's broken; it's about building a business model that lasts. 

Watch the webinar to learn more about how leading contractors are adapting their business models, leveraging technology and turning service and maintenance into a year-round profit driver!