Guest: John Knable

Host: Randy Chaffee

Producer / Director / Co-Host: Wes Wyatt

Episode Summary:

John shares his 40+ year journey through the building materials industry—from lumberyard days to 14 years managing metal roofing operations to founding Solutions Group, his independent rep agency serving Southern Indiana, Kentucky, and Tennessee. He and Randy explore how the metal roofing and post-frame building industries have exploded with innovation—from 5 basic colors and limited options in the lumberyard era to 28+ colors, textured finishes, standing-seam profiles, metal siding that mimics hardie board, and barndominiums requiring code-compliant foundations. John explains how independent reps become industry consultants through consistent networking and multi-line expertise, helping customers solve problems across windows, cupolas, fasteners, and door tracks rather than pushing a single product.

Key Takeaways:

1. Metal roofing growth is unstoppable: standing seam and textured panels, along with residential applications, continue to gain market share as more homeowners choose metal over shingles for longevity and sustainability.
2. Innovation drives expansion: SMP paints with 40-year warranties, zinc-alloy long-life fasteners, black windows, transom designs, and alternative foundations have elevated post-frame from "daddy's pole barn" to million-dollar barn dominiums.
3. Independent reps bring solutions, not widgets: representing 6-7 diverse product lines creates consultant relationships where you help customers find the right answer even if it's not your primary sale that day.
4. Service centers have changed everything: roll formers can now offer 30 colors without stocking them all, thanks to next-day delivery from multiple suppliers, making specialty orders affordable and attainable.
5. Eat-what-you-kill mentality: performance-based compensation fosters strong self-motivation to network constantly, learn the entire industry, and prioritize long-term customer relationships over quick widget sales.