Roofers can enter solar without building a full division
Roofing contractors have three ways to add solar work: install it themselves, sell it through a partner, or refer customers. The right choice depends on whether the added work fits their crews and schedule.
Roofers who want to offer solar do not have to build a full solar operation. They can install systems themselves, sell projects and hire a qualified partner to do the installation, or refer interested customers to a solar provider. Roofing Contractor reports that each model can help a roofer meet customer interest, but each adds a different level of work and risk.
The choice matters because roof installation and solar installation draw on different skills. Bill Eitenmiller, SRS Distribution’s director of sales for solar, told Roofing Contractor that roofers were strongest at installing Tesla Solar Roof, while solar customers were strongest at selling it. Companies able to do both were often the most successful.
Three ways to take on solar
The most involved option is to sell and install solar systems in-house. It gives a contractor more control over the customer relationship and project, but it also calls for added training, expertise and operating capacity. A company that already has roofing and electrical capabilities may be better placed to take this route than one that would need to build those skills from scratch.
A middle path is to sell solar as part of a roof project, then subcontract the installation to a qualified partner. The roofer can offer a broader answer when a homeowner asks about solar without managing every technical step in-house. The contractor still needs a clear plan for how the partner handles the work and how the customer is kept informed.
A referral arrangement is the lightest option. A roofer can connect a customer with a solar provider without managing the installation. That can capture an opportunity during a roofing conversation while keeping the contractor’s main operation focused on roofing.
Solar changes the job timeline
Solar projects can take much longer than a standard roof replacement. According to Roofing Contractor, permitting, inspections, utility interconnection and permission to operate add steps that do not usually come with a roof job. Eitenmiller said a solar project can take roughly three months from sale to completion, depending on the circumstances.
That longer cycle can affect scheduling, customer expectations and when a job is considered complete. A roofer who sells solar needs to explain that the roof work may be done before the solar system is fully operating. The company also needs a way to track the project after crews leave the site.
Training and equipment are not the only costs of bringing installation inside. Roofing Contractor reported that Westfall Roofing president Ryan Westfall considered the loss of crew productivity while experienced workers trained. He said his company ultimately declined to join Tesla’s Solar Roof installer network, in part because sending its best team away for training would affect existing roofing work.
That decision was tied to Tesla’s specialized system, but the broader lesson applies to other new services: training takes time away from current jobs. Owners should count the effect on the schedule and the crews, not just the cost of classes or tools. Taking on solar is not automatically a better choice than partnering or referring.
The customer conversation is different
A solar estimate may require more than a discussion of materials, warranties and installation costs. The article says contractors may need to talk through electricity savings, financing choices and a homeowner’s longer-term energy goals. Changes to federal solar tax incentives have also shifted the economics of residential solar, with more emphasis on third-party ownership and leasing, according to Eitenmiller.
That makes it important to know what the company can explain well and where it should bring in a partner. A roofer who does not want to manage financing questions or a longer project can still choose a referral model. One that wants to own more of the customer experience may prefer sales with subcontracted installation, or a full in-house operation if it has the people and systems.
Roofing Contractor says SRS supports contractors using all three approaches. The practical point is not that every roofer should add solar. It is that the service can be introduced at a level that suits the company, rather than forcing an all-or-nothing decision.
What to do this week
- Ask recent roofing customers whether solar comes up during estimates, and note what they ask.
- Compare in-house installation, subcontracting and referrals against the company’s current crew capacity.
- Talk with a qualified solar provider about project steps, customer handoffs and who handles permits and utility coordination.
- If the company plans to sell solar, draft a simple timeline that explains the longer process and who updates the homeowner.