Turning off-season training into a competitive advantage

By Jesse Sanchez. 

Contractors can use slower months to strengthen their teams, improve installation quality and build repeatable processes for 2026. 

As roofing contractors prepare for 2026, the off-season offers an opportunity to address weaknesses that can become expensive during peak production. In this Read Listen Watch® (RLW) webinar, TAMKO® Director of Contractor Engagement Jon Abernathy and consultant Jon Broce explained how structured training can help companies improve sales performance, installation quality and operational consistency. 

Why should contractors prioritize training during the off-season? 

Abernathy said companies that invest more time in deliberate practice are more likely to see stronger performance when business accelerates. Abernathy noted, “The more time you spend training your team, the better results you're gonna get in 2026.” 

That preparation should include more than having a new sales representative shadow an experienced employee. Abernathy encouraged contractors to create formal onboarding programs, role-playing exercises and documented processes that help employees understand what to say to homeowners and how to represent the company professionally. 

Broce said his former companies approached training as an ongoing discipline rather than an occasional event. He stated, “Broce said the company held one- or two-week boot camps during the off-season and continued training every Thursday morning from 9 to 11.” 

The boot camps provided concentrated preparation for new representatives, while weekly practice reinforced those skills throughout the season. 

How can production training reduce financial risk? 

Abernathy said reducing installation-related problems begins with following the product manufacturer’s requirements. He shared, “Number one thing is read installation instructions on products.” 

Contractors must understand approved substrates, ventilation requirements, underlayment procedures and other installation specifications. Even experienced installers can repeat incorrect practices for years, leaving contractors responsible when an installation-related failure is not covered. 

Broce recommended using the slower season to review project checklists, jobsite safeguards and previous mistakes. That includes confirming plant and lot numbers, examining costly problems and strengthening procedures before crews return to full production. 

What should contractors examine before the next season begins? 

Broce described the off-season as a reset period when contractors can assess each part of the business and determine where changes are needed. “What do we need, what we need to fix, what do we need to correct?”  

Answering those questions allows contractors to review sales, production and internal operations before demand accelerates. Companies can identify what worked, address recurring problems and prepare employees to follow more consistent processes. 

Intentional training gives contractors more than refreshed skills. It creates clear expectations, reduces preventable risk and establishes the repeatable systems needed to grow without sacrificing quality. 

Listen to the podcast or Watch the conversation to learn more about transforming the off-season through TAMKO training, technology and partnerships for competitive growth!