By Colin Sheehan, RCS Reporter.
In Season 3, Episode 38 of Roofing Road Trips, Heidi J. Ellsworth visits with long-time friend Wayne Heironimus, owner of the Delta Rep Group, about being a manufacturers’ representative and the amazing NP1 product he has brought back to the market. Joined by David Fuller of Master Builders Solutions, the three talk about high preforming sealants, how to get the best training while working with your manufacturers’ representative and tips for differentiating your business.
Wayne is one of three managing partners of Delta Rep Group located on the West Coast of Florida. They decided to put Delta together four years ago, which is an independent rep firm in Florida. Wayne was also a past president of the IIBEC Florida chapter, currently on the board of directors for FRSA and an active participant with Roofing Technology Think Tank (RT3).
"I've been focused on commercial roofing, representing commercial roofing and waterproofing for over 30 years and always in Florida, specifically North, Central and South Florida,” said Wayne. “I also believe heavily in associations."
Dave Fuller is the technical services lead at Master Builders Solutions and has been with the company for 20 years. From investigating complaints out in the field to working with their research, developing training programs and new products, Dave is a crucial member of Master Builders Solutions.
“We offer technologies in the waterproofing and concrete restoration markets,” said Dave. “So that's everything from sealants to waterproof coatings, to below grade waterproofing. Pretty much anything that touches the building envelope, even decorative flooring. And then our wide range of concrete repair materials for the restoration side."
Florida offers an interesting market for roofing and waterproofing work, partially because roofing work is year-round. It is also an incredibly popular place to do roofing business, which creates its own challenges.
“Before we take a line on, we always evaluate it in three areas: the availability of the product, the accessibility of the product and the affordability of the product,” said Wayne. “If you can't get it and it's not at the right price point or it doesn't offer the right features and benefits or it's [not] code compliant in the state of Florida, we're really wasting everybody's time with the line.”
When reintroducing NP 1 into the market, Wayne learned more things about the industry than the product, including that training on the application of the caulk or sealant is critical to its success and to customer satisfaction.
"NP 1 has a fantastic name [and] reputation. However, unless it's applied properly, it's not going to work properly,” said Wayne. “That's when we found out how important training [is] and how fantastic Master Builders Solutions technical support center is to provide [that] training.”
Listen to the entire podcast to learn more about the reintroduction of NP 1 and how to differentiate your business through training and working with your manufacturer’s representatives.