Vincent Martinez, product segment manager for fluid-applied systems at Mule-Hide Products Co. Inc., took part in an exclusive question-and-answer (Q&A) interview for our latest Roof Coatings supplement.
As part of that conversation, Martinez addressed challenges and opportunities for both his company and the broader roof coatings marketplace.
That Q&A interview went as follows:
Q: What types of products does Mule-Hide supply within roofing, and how do they help the contractor? Is there anything new that you’re trying to emphasize?
Martinez: We offer silicone and acrylic coating systems, giving contractors flexibility to choose the solution that best meets the needs of a given project. Our systems include everything the contractor needs to complete the job, ranging from cleaners to primers, sealants, finish coats, and accessories.
Just as important are the service and training we provide. This helps contractors choose the right products for a job, all while answering their questions and providing the training they need.
Q: What are common questions or pain points that you hear from clients, as far as what they need more of in the field?
Martinez: The biggest need is for ongoing training and education. Contractors see the opportunities available with roof coatings and want to take advantage of them, whether it’s by adding coatings to their portfolio or by expanding their existing work in coatings.
To do that, they need to understand the specifications and processes that must be followed when working with fluid-applied systems. They need to know how to assess a roof to determine whether it can and should be coated, how to choose the right coating system for the job and then how to apply it correctly. So, just as with any other type of roofing system, training is essential.
Q: What geographic markets do you serve? What are some of the differences in demand, depending on the region or country?
Martinez:
We serve contractors, specifiers, and property managers nationwide. The biggest regional differences in demand are based on weather and the length of the roofing season.
In the Southwest, coatings can be applied almost year-round because the climate allows it. In other parts of the country, it shuts down for part of the year because of the weather.
Q: What do you see the biggest challenges in the roof coating industry to be right now?
Martinez:
As I mentioned earlier, the biggest challenge is to ensure contractors get the training they need. And training does not only apply to contractors. It also applies to specifiers, distributors and property managers.
Our coatings training events are always well-attended. People really want to learn. They are engaged in the classes and have great questions.
Q: What are the biggest opportunities in the roof coating industry right now?
Martinez:
The coatings industry continues to grow at an impressive rate and remains the fastest-growing segment of low-slope roofing. Coatings should be part of a roofing contractors’ portfolio and future.
As the demand for alternatives to full roof tear-offs continues to grow, contractors should have restorative roof coatings as a sustainable, lower-cost, and simpler option that they can offer.
Q: Are there any trends or technologies coming out that could make a big difference for roof coatings contractors or vendors (e.g., materials, regulations, environmental, etc.)?
Martinez:
Roof coatings are ever evolving. Research and development (R&D) is continuous as manufacturers seek to introduce new products that last even longer, are easier to apply, and perform even better.
For more information, contact: Mule-Hide Products, (800) 786-1492, www.mulehide.com