You can’t resist RESISTO! - PODCAST TRANSCRIPT

Editor's note: The following is the transcript of a live interview with Chad VanderWeide from RESISTO. You can read the interview below or listen to the podcast!

Intro: Welcome to Roofing Road Trips, the podcast that takes you on a thrilling journey across the world of roofing. From fascinating interviews with roofing experts to on the road adventures, we'll uncover the stories, innovations and challenges that shape the rooftops over our heads. So fasten your seat belts and join us as we embark on this exciting roofing road trip.

Karen Edwards: Hello everyone and welcome to Roofing Road Trips from RoofersCoffeeShop. I'm your guest host, Karen Edwards, and I am really excited to welcome Chad VanderWeide from RESISTO to today's episode. Welcome Chad.

Chad VanderWeide: Thank you. Thanks for having me by the way. Yes, my name's Chad VanderWeide. I actually am from West Michigan, the Grand Rapids area, and I work for RESISTO which is a division of SOPREMA. I'm the national sales manager there. I get a great team that I get to work with that works all over the country. One of those nice things about the job that I can go travel with my people and see different things, which is kind of cool. But yeah, it's a great company, great opportunity working here and working with the people to help them achieve their goals.

Karen Edwards: For those who are listening and they're thinking what is RESISTO and what's this relationship with SOPREMA, can you give us a little bit of background about that?

Chad VanderWeide: Yeah, RESISTO was actually started in 1996 by Renald who they actually started in the Quebec providence up in Canada and he was actually a former hockey player. He played for the Detroit Red Wings, which me being from Michigan means something and it was just one of those things where they took some of the products that were made by SOPREMA and said, "Hey, we can use these in residential applications." And that's where it all started and it really just continued to evolve and grow and grow and grow from there, to the point of where we are today. Within that, we offer roofing underlayments. We have different tapes for roofing, different tapes for walls, we have base sheets, we have SA cap and then we have actually some commercial products that are really light commercial that we're able to sell as well.

Karen Edwards: Okay. So that was a very good overview, thank you. Tell me how from 1996 to now, lots changed, but we're kind of slow, I think, as an industry to evolve and staying on top of trends and new technologies. What does that look like for RESISTO, to know what's happening out there, what the needs are or even creating things that make it easier for contractors?

Chad VanderWeide: Yeah, and one of those things from 1996 and you go through all those years. I mean we hit the Great Depression during that time when people, and we found some key products like underlayments for asphalt shingles that started to really roll out in the US between 2008 and 2010. And that's really been our claim to fame. And now as we continue to look forward, we sit there and we say, "What's next?" We know Butyl Technologies, they're coming online, the high temp underlayments, we're coming out with a new tile underlayment for residential roofing or you could use it in steep slope applications and commercial too, for that tile where you can foam down the tile to it, but it's going to have print on it. And with that, it's going to have your Florida building codes, your Miami-Dade.

So making it easier on the contractor, where if the inspector shows up and says, "Whose roofing underlayment? Your permit says this." They're able to say, "That's printed right on there. I made it real easy for you." So we're always looking at that. There's just multiple things as you kind of go throughout progression that we say, "Hey..." And it might be a large pivot or it might be a little small pivot that you're able to say, "Hey, you know what, this one works." And then really go from there.

Karen Edwards: Do you think sets RESISTO apart from other roofing products in the market?

Chad VanderWeide: Well, first and foremost, people buy from people. So the team I've got does a phenomenal job and we wouldn't be anywhere without them. And the customers that we work with, I mean we've gotten there, but what the contractor really says is, "Your stuff is easy to walk on. We know it sticks. We don't have any issues. It doesn't rip easy or tear easily." And those are really some of those big things that the granules are embedded to the point of they're comfortable, they feel safe and that's where it really starts from.

Karen Edwards: Excellent. And the products, I was looking online a little bit before we got on this podcast and it says it's really ideal for those lower slope roofs where certain other materials might not make sense. What kind of residential projects are an ideal fit for RESISTO?

Chad VanderWeide: So first, the steep slope underlayments are the big ones, but when you get into that low slope, we have in a multi-ply system for, it might be your front porch where it's a little lower slope and we'll have a base sheet there and then a cap sheet. That cap sheet could be in eight different colors. We've actually got some approvals where you can use our standard shingle underlayment, that's a peel and stick and put torch down APP to it. And we actually see a lot of that going into some different markets because they got to have a solution and we have a great affordable underlayment that you can use as part of that solution.

Karen Edwards: So, staying on top of trends in the industry, you mentioned you travel around with your team and do you visit job sites? Do you visit contractors? How are you seeing what's going on and hearing from those contractors, what would make things easier or better for them?

Chad VanderWeide: One of the focuses that we do have is calling on contractors. We actually, before we launch products, we find some contractors and give markets and say, "Hey, do you want to demo this for us?" And a lot of them say, "Yeah." And then also we had it recently where we're in the process of launching a new product and the guy says, "I'll take two trucks. When can I have it?" We're sitting there going, "Hey, we're not quite there yet." But we listen to them to find out what those needs are, and that really just comes from them and talking to them and having our teams go out and maybe do a product demo with them or just calling on them, being good partners for our distributors.

Karen Edwards: Okay, I was going to ask if you are selling through distribution, so a contractor can get the products from wherever they buy all their products, correct?

Chad VanderWeide: Correct. That is the only way we go to market.

Karen Edwards: Okay. And how about the learning curve for installation and how do you help the contractor find success in that area?

Chad VanderWeide: Yeah, well, and there's a couple of things there. So right now we're in the process of developing a training module and we're making that multifaceted piece. So right now we're taking it and we're going to distribution and saying, "Hey, we've got these new training modules to help," because we've seen a lot of turnover lately within our customers where, "Hey, we've got new people, they don't know a whole lot."

So we took it to a new approach is let's get them the information, make them the experts and at the same time when we're out making those contractor calls, making sure that we're giving them, here's the newest thing with codes and do you realize that roof decks, heme tape, which is a newer product for us because we listened to what the contractors wanted and needed, it's now something that's a requirement in four states. So as you're hearing these things, you go, "Okay." Well then you bring it back to the contractors and say, "Hey, here's a solution for this. This is what we found out and give it a shot." So we do product demos.

Karen Edwards: It sounds like you're being a resource for the contractor, not just in terms of how to install or use the product, but as to changes that are happening in different areas of codes and whatnot. How do you stay on top of that? There's so many different jurisdictions and codes, that's hard to do.

Chad VanderWeide: Yeah, and that's where being part of the SOPREMA organization, there's people within the organization who spend a lot of time doing that. We also take a approach where we do have for each of the business segments where you have the residential side and you might have the commercial side and whatnot, where we all have product managers and they really get all the information as far as what those changes are in giving markets and make sure that we're getting ready to keep up with those changes so that way our products are readily available. But at the same token, they're making sure that if we're getting feedback from contractors, that feedback is heard and we make changes according to that too.

Karen Edwards: Yeah, it takes a team to stay-

Chad VanderWeide: It does.

Karen Edwards: ... on top of all of that, so wow. Do you have any anecdotes maybe of you shared with the contractors that I want two truckloads of that and you didn't have it yet. What's the feedback from contractors on how this has helped them in their business?

Chad VanderWeide: Well, and I think some of the different pieces are when you're talking to them, you always want to find out what their challenge is. Some of them it might be, "Hey, you know what? We want to feel safer on the roof." If they feel safer, then they're able to have more confidence as they're moving around. Somebody else might say, "Hey, you know what? I need to find a way to save some time." So it all depends on what the customer really needs from us. If he says, "Hey," and if we hear in 10 different spots in a given market, that this is their issue, then we say, "Okay, we need to really dive into this." And that's really where it all comes from.

Karen Edwards: How much does developing new products or innovation, how much do you take labor savings into account? That's one of our industry's biggest challenges is where I used to need four people to do this, maybe I could just do it with two, if we make these changes. Tell me how you look at that. And maybe even if you've had some things come out that are designed to help save labor.

Chad VanderWeide: Yeah, and with having all the different pieces of being part of this great organization, you might find different solutions from another group. So, what I mean by that is, let's say we come out with a solution for penetration and I'll just use that as an example. Well, Chem Link, a sister company who's owned by SOPREMA as well, has moisture tiered sealants, so is there something there that we could tie in? Labor savings is a big focus of the organization as you look across the entire US and it's just, have we found little things to improve that? Yes. Has there been something that says, "Hey, it can shave off two people on a roof." We haven't found that, but I know on the commercial side, they have.

Karen Edwards: Yeah, I bet that is kind of a nice bonus being part of a large organization, that you do have those sister companies. What does that look like when you are collaborating or trying to learn from one of those other companies? Do you guys get together regularly, innovation updates maybe and brainstorm?

Chad VanderWeide: Yeah, and it all kind of depends on the business group within. So myself and the other national sales managers from the other entities, we do get together. We get together on a call every other week, and then globally, there is a ton of other entities as well. And that's where you might hear of something and you could network through the CEO and find out a little more. And by doing that, we've actually got some more repair items coming online that, Hey, you know what? I got to fix something around my chimney. What's a good solution? We're going to have some things like that. And that's actually going to be coming from another sister company part of the organization. So getting together with that group happens once every two to three years, but I know the upper management of the organization in the US, they get together twice a year.

Karen Edwards: Always good to share ideas and innovations.

Chad VanderWeide: It is.

Karen Edwards: Yeah. So do you have, lots of manufacturers offer loyalty programs for contractors? You can get swag. Do you have something like that and what does that look like?

Chad VanderWeide: Yeah, so we've got really two different ones there. So we do have a contractor rewards program where they get rewarded for purchases within RESISTO, and it's just a matter of submitting their invoice and guys take full advantage of that. And that's really primarily thus far been, it's gift cards. You could do this or do that. We're now part of the overall group, putting together a program in which you're able to get more of the swag stuff where it could be you're getting items from one brand or two brands and collectively, there's a spot that you can go to and say, "Hey, you know what? I've got this. I want a shirt," or, "Hey, I did this training with this contractor," and here's a code he can scan and go, "You know what? I get a sweatshirt or a hat or golf balls," or whatever their desire is.

Karen Edwards: Excellent. So being residential, a lot of homeowners are very interested in warranties and that's important to many. And tell me a little bit about the types of warranties that come with the RESISTO products.

Chad VanderWeide: Well, we really just offer product warranties with our products and some people are like, "Okay, what does that mean?" Well, first you really got to take a look at what's put into the products. Our products are made by the overall group and they do a lot of no dollar limit warranties. So you have all these great technologies over here that then get incorporated into the residential side of the business. So our products are coming out with a class that's second to none. And because of that, when we say, "Hey, you've got a great product warranty." People just, they don't have very many issues, if any at all. And we stand behind it and make sure that if there was a manufacturer's defect, we take care of it.

Karen Edwards: Okay. Now you mentioned briefly earlier about some new things that are coming out. You said some repair solutions. What else is on the horizon?

Chad VanderWeide: Yeah, so we've got some different underlayments that are coming out that are going to have a more walkable surface. Obviously we heard the contractors and they're saying, "Hey, I want something that we feel safer on." It might be something that gives them a longer UV exposure time as well. So with that, they're increasing the exposure time up to six months and where you could put it as part of a two-ply system. So let's say there was a natural disaster and we're able to give you a product that goes down, meets code, but then you can come back later and put something else over top, to get you that extra time that you need, that you weren't necessarily planning for because of supply chain issues or whatever else that could pop up. And I think we were all familiar with some of those challenges after the past few years.

Karen Edwards: For sure, yeah, putting something out there that can be exposed for up to six months, that's really important when the rest of the materials are taking so long to get to the job site, wow. So if I'm a contractor and I think I want to try RESISTO, how do I do that? How do I get started?

Chad VanderWeide: So, there's a couple different ways you could obviously jump to our website, resisto.us and request some information there. A local rep will reach out. We're happy to come out and do a product demo and if the need's there, get somebody onsite while you're doing it to walk you through. Or we can set it up where we do training session at your supplier. So, if you say, "Hey, I'm normally working with X, Y or Z," we can come in there, work with you there, get you the knowledge that you need to use our products.

Karen Edwards: Excellent. And is there anything that I didn't ask you that you think it's important for our listeners to know about RESISTO? I feel like we did a pretty thorough job.

Chad VanderWeide: Yeah, I don't think so. I think you kind of hit on everything that we have. I mean, we sell a lot of material across the US, across North America and across the globe. And our products do a phenomenal job out in the market and guys like it. And that's really the biggest piece.

Karen Edwards: Well, sure, yeah. You've got so many years of proven performance out in the field since 1996, as you mentioned, Chad, this was really interesting. I like that the company was founded by a former hockey player. That's pretty cool.

Chad VanderWeide: Well, I'm going to have to correct you there, and I apologize for that piece. And I probably should have mentioned this earlier on, we're a part of SOPREMA and they were started back in 1908. So because of that, when you say this division was started in 1996 as part of a larger organization, there's a little more history there that goes way back.

Karen Edwards: Yeah, SOPREMA, over a hundred years, that's really impressive. And a company that has proven performing over all that time, you know they're going to put out a quality product or division if they start something new.

Chad VanderWeide: Correct.

Karen Edwards: So resisto.us to get started or visit RESISTO's directory on RoofersCoffeeShop. They'll find all the contact information out there and how to get started. Chad, thank you for being here today and sharing information about RESISTO. I learned a lot.

Chad VanderWeide: Thank you.

Karen Edwards: And want to thank you all out there for listening, and please follow us on social media, follow us on your favorite podcast platform so that you do not miss an episode of Roofing Road Trips and we will see you next time.

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