Introduction: The State of the Industry

Host Richie Rossouw recently sat down with Mitch from JobNimbus on The Roofer’s Helper Podcast at RoofCon 2026 in Oklahoma City to discuss the current landscape of the roofing industry, and the message is clear: the market is shifting, and contractors must adapt. It has been a challenging year for many, with the overall market down slightly.

This downturn is driven by two main factors: homeowners are feeling skittish about the economy, and storm activity has been down in many regions. While we expect a bounce-back year soon, reliance on mother nature is no longer a guaranteed business model.

Here is a comprehensive look at how roofing businesses can thrive by diversifying, leveraging AI, and strengthening company culture.

1. The Necessity of Diversification

If you are operating solely as a storm-chasing business, you are vulnerable. The industry is seeing a major shift where companies are diversifying their offerings to include more retail work, repairs, and maintenance programs,. Because you cannot control the weather, you need a predictable revenue model, which is where retail and service agreements come into play.

• Retail is Predictable: Unlike storm work, retail allows for predictable marketing, financing, and proposals.
• The Service Model: We live in an on-demand world, and homeowners view their home as their biggest asset. offering a maintenance program where you perform annual inspections provides peace of mind to the customer and keeps you engaged with them.
• Automation is Key: To make service models work, you should automate communication so your system automatically notifies homeowners when it is time for their annual inspection,.

2. The AI Revolution: More Than Just Calculations

“AI” is the buzzword taking over every industry, but it is vital to understand what it actually means for roofers. It isn’t just about simple calculations; it is about predictive analysis and efficiency.

How AI is Changing the Game:

• Pre-Inspection Estimates: AI can analyze a specific area and customer base to generate material and labor estimates before you even arrive for the inspection.
• Smart Ordering: AI can create template material orders based on historical data for specific job types, requiring only minor tweaks from your team.
• Marketing & SEO: The way customers find you is changing. We are moving past traditional SEO and Google Ads; now, you must optimize for AI search engines like ChatGPT and Grok. These AI models cross-reference your Better Business Bureau standing, Yelp reviews, and Facebook presence to recommend the “best” roofer.
• The “Call Gate”: New features on Apple and Android phones are using AI to screen calls, requiring callers to state their name before the phone rings, which forces contractors to call with clear intention rather than spamming outbound dials.

The Warning: You must educate yourself on these tools or risk becoming obsolete. Just as companies that relied on the Yellow Pages eventually vanished when the internet took over, companies that ignore AI risk getting left behind. However, be cautious: AI can “hallucinate” or tell you what you want to hear, so it is crucial to verify its outputs.

3. Turning “Fat into Muscle”

When the economy tightens, the instinct is often to “cut the fat,” but a better strategy is to move that fat to muscle. If a specific strategic advantage isn’t working, shift your personnel to pursue different revenue models like service, maintenance, or commercial work rather than just firing them.

Culture is Everything:

• Surviving the Storm: If you are on a “sinking ship” during an economic downturn, a strong culture is what keeps the vessel afloat.
• Power Distance Culture: As companies grow, a gap forms between ownership and the frontline; attending conferences like RoofCon with your team helps bridge this gap,.
• Listen to the Frontline: Your sales reps and office staff are the ones dealing with daily inspections and calls, so they are often the best people to recommend new tools and resources,.

4. Industry Insights and Trends

JobNimbus releases an annual “Peak Performance” report based on aggregated industry data, revealing several interesting trends:

• The Industry is Getting Younger: The average roofer is now under the age of 45.
• Private Equity: There is a growing presence of Private Equity (PE) in the space, and it is important to track what percentage of industry revenue is flowing through PE-backed companies,.
• Geographic Shifts: There is a massive shift of population and economic activity moving from the coasts inward toward the South and Midwest.

Conclusion

The biggest opportunity in roofing right now is diversification. Whether you use JobNimbus, Service Titan, or Salesforce, the best CRM is the one you actually use to manage these new revenue streams. The economy will grow, and the industry will expand, but only for those willing to adapt their strategies, embrace technology, and invest in their teams.