Changing of the guard

Mark Gaulin never intended to have a career in the roofing industry.

After graduating from high school in 1976, he worked in carpentry and remodeling and was a self-proclaimed "ski bum" in Utah during the winter. So in 1978, when he found an employment opportunity as a laborer with Barra Inc., a German manufacturer that was bringing single-ply roofing materials into the U.S., he didn't have plans to stick around for too long.

However, plans change, and Gaulin ended up never escaping the roofing industry.

"Roofing was not a career choice or path," says Gaulin, president of Magco Inc., a Tecta America company, Jessup, Md. "But like many others, I got stuck in this business one way or another and never got out."

This turned out to be good for Gaulin and the roofing industry. The industry has led to Gaulin establishing his own business, being a part of the largest roofing contractor in the U.S., and his most recent accomplishment—becoming NRCA president.

Taking a chance

After working with Barra, Gaulin became a minority partner with SCF Decks, Nazareth, Pa. However, the partnership began to fall apart.

"It wasn't working out," Gaulin says. "It was like being partners in marriage with no love."

So one day in 1987, Gaulin's wife, Shelley, received some shocking news.

"I came home one day and said to Shelley, 'Honey, I quit my job. We're starting our own business,'" Gaulin recalls.

Gaulin started Magco by himself, and within a month or two, his brother Michael, who also had worked for SCF Decks, joined him. A few other SCF Decks employees migrated to Magco, as well.

The company started small and has changed dramatically.

"From when we used to work in my garage to where we are now, it has changed a great deal," Gaulin says. "We grew up. Everything was hand to mouth; there was a major sense of urgency with everything we did."

And work space wasn't always ideal.

"We used to always laugh because when we had a sheet-metal shop, the metal had to run through a slitter, but it didn't really fit," Gaulin says. "We had to open the garage door so we could run the metal out."

Now, Magco has plenty of room and about 60 employees at its Jessup location, as well as branches in Fredericksburg, Va., and Petersburg, Va. In addition, it became a part of Tecta America Corp., Skokie, Ill., the largest roofing contractor in the U.S., in 2000. Tecta America has more than 47 locations and offers more than 3,000 roofing professionals in its network. Magco's market areas cover Pennsylvania through Virginia. Almost all the company's work is low-slope. Forty percent of the work is reroofing, and 60 percent is new construction.

"I think my most notable accomplishment was building my business and growing it and assisting in the consolidation of Tecta America," Gaulin says.

And being a part of Tecta America is a unique experience, says Eric Wiegand, project manager for Magco.

"We're still considered a fairly small contractor, but we're the biggest contractor in the country," he says. "So to have such a large company but still have a local family is pretty special."

Gaulin's involvement in NRCA started fairly early in his career.

"I believe my first convention was in 1983 in San Antonio," Gaulin says. "And this was when we were a relatively brand-new company and that was my only involvement. Every year, I'd go to the convention and educational sessions, collecting information and diving in to learn as much as I could about the industry that apparently had adopted me.

"My association involvement really began at the state level with the Associated Roofing Contractors of Maryland [ARCOM]," he continues, "and that started in 1987. I went through the ranks there and was president in the early 1990s. My first year on NRCA's board of directors came in 1993."

Since then, Gaulin has been deeply involved in NRCA. He served on the board of directors from 1993-96, 1997-98 and 2000-03. He also served as vice president from 1998-2000 and 2003-05, as well as senior vice president from 2005-06.

Gaulin has been involved with many committees, including being director of National Roofing Service Corp.; vice president liaison of the Government Relations Group and Technical Services Group; and chair for the Architectural Sheet Metal Committee, Internet/Electronic Communications Committee and NRCA Retirement Committee.

Gaulin credits NRCA with helping him adjust to social situations.

"I'm pretty shy at heart, and NRCA has helped with some of that," he says. "It kind of forced me out. I've had to introduce myself and become a little more outgoing."

Because of his long-term involvement, Gaulin has been able to recognize the changes in NRCA during the years.

"I've seen it grow a great deal," he says. "It's more diverse in its services and initiatives, and I think its level of professionalism has risen significantly. It's much more sophisticated than 20 years ago just like the roofing industry is more sophisticated, demanding and difficult than it used to be."

Gaulin recognizes other changes in the roofing industry since his roofing career began.

"I think the industry has become more accountable," he says. "I think the level of responsibility by contractors and their employees is more demanding now than it was 25 years ago. Occupational Safety and Health Administration requirements and contract demands used to be minimal, and you used to be able to do a million dollar job with a file that was half an inch thick. Now, 20-square restaurant jobs have a 4-inch file, so it takes a lot more expertise and administrative ability to do projects. I think we can thank attorneys for that.

"We have a more sophisticated roofing industry now, which has a lot more concern and demand for environmental and energy issues," he continues. "Much of Magco's new construction work can be attributed to green roof system installations because most are being done on new projects," Gaulin says.

This is fitting because Gaulin will be addressing environmental issues, among other issues, during his term.

Addressing issues

"I think the obvious trends that have manifested themselves right now are environmental and energy trends, as well as alternative use of roofing space to provide stormwater management or generate electricity to a cellular tower communication or location," Gaulin says. "I think real estate is valuable, and the footprint of a roof is being used as more than just waterproofing and keeping water out. It's being asked to do a lot more."

Gaulin says his interest in environmental issues may be attributed to his generation.

"It might be my age bracket," he says. "We grew up with a more environmental side. My company got involved early with the green roof movement and donated a small green roof project. When building our new complex, which included the Magco headquarters, through learning about stormwater management and site development, we came to realize some green roof attributes would enhance the project and provide a better way to use the site. That is what prompted our Tecta Green initiative—Tecta Green is a full green roof system.

"We saw there was more to green roofing and it had potential to be an economic tool," he continues. "I don't even have to push the issue in the roofing industry. Between California's Title 24 and the Leadership in Energy and Environmental Design™ program, the environmental movement already is in motion. My obligation is going to be to help speed up our industry so it is ready for the changes, such as green roofing, reflectivity, energy efficiency and enhanced roof system performance. We're going to have more environmentally friendly roofs in general."

Another significant challenge recently presented itself to the industry, as well.

"An important issue at this moment, obviously, is immigration reform," Gaulin says. "It's a major part of our work force on a national basis, and it's critical we have policies that allow essential workers to perform the required roofing work."

However, because the roofing industry is only a small part of this issue, Gaulin says it will be difficult for the industry to effect major change by itself.

"Immigration reform is much larger than our industry and many other industries," he says. "I don't know whether we can control it as much as we can back the initiative and support it. I don't think our industry's big enough to make a change there."

NRCA's efforts with regard to affiliate relations also continue to be a major initiative. With NRCA recently assuming the management functions of ARCOM and in negotiation with other partnerships, the association will have a message to unify the roofing industry and better use its resources.

"We have affiliate relations we're working on, and I think we're going to have some real successes," Gaulin says. "Obviously there will be some obstacles, such as resistance to change, but if we can provide better services and quality products to our contractors and allow affiliates to provide better services to their membership, we all will be better off."

This is an initiative former NRCA President Reid Ribble, president of The Ribble Group, Kaukauna, Wis., tackled during his term.

"Getting the point across would have been Reid's challenge, but he did it so well, it wasn't really much of a challenge for him," Gaulin says. "I think Reid is a marvelous communicator. I really think he was able to get out and communicate the accomplishments and direction of NRCA and tried to dispel a lot of the perceptions that existed about what the association was doing and where it was trying to go."

Gaulin plans to build on Ribble's accomplishments and challenges.

"The push on membership was a big challenge for Reid," Gaulin says. "He inherited a major dues restructuring, and he took the initiative on full force. As president, Reid was able to recruit more than 550 new members, and I will need to build on his accomplishments. I will continue to communicate, get out to the affiliates and deliver the message about the importance of membership, solicit new membership and push on the initiatives.

"I'm here for a year," he continues. "I can start initiatives and finish initiatives, but I have to build on the membership momentum. And we're going to continue to build on affiliate relations and NRCA's perceptions and improve communication."

Freedom and confidence

It seems Gaulin is more than ready to take on these challenging tasks. His industry experience and management style will be assets.

"I have a strong working knowledge of the industry and strong relationships with many manufacturers," Gaulin says. "I've worked in the field, in management and done all the jobs that exist in our business. This gives me a more well-rounded knowledge of the industry."

Gaulin's employees respect his leadership qualities and management style.

Gaulin's brother, Michael Gaulin, vice president of Magco, says his brother has a strong work ethic and describes him as "people-oriented, knowledgeable and involved daily. He has an open-door policy, so any of the guys can come in and talk to him anytime about anything—personal or business-related."

Kristina Hemingway, controller for Magco, has known Gaulin for about 18 years and describes him as "hands-off, patient, level-headed and driven. He gives you the freedom to do what you need to do without hovering around."

Roy Horn, service manager for Magco's three branches, agrees, saying the freedom Gaulin gives is beneficial.

"He has displayed a confidence in me and what I can do," Horn says. "He allows me to run the department with a free hand, but if there is anything that is not what he expects, he will let me know. He sets high standards and expects high standards. That's one of the things a lot of our people strive to meet."

This freedom and confidence will come in handy when Gaulin travels this year.

"We're going to miss him because you always can walk into his office and talk to him—whether you're a laborer or a manager," Horn says. "But I think he feels comfortable with the fact that he has put people in different positions who can manage things for him. We prefer to have him here, but we realize he is valuable to this industry in other ways, as well."

Gaulin isn't worried about his employees taking care of the business when he travels.

"Between cell phones, PDAs and laptops, we're pretty well-connected," he says. "I'll just have to use those tools to the best of my ability. I've got smart people working for me who are capable and competent—they don't need a lot of hand-holding."

Gaulin's choice of employees also has allowed him to have an office with a laid-back atmosphere.

"We have a good blend of personalities," says Christine MacDonald, project manager for Magco. "Mark seems to choose well when he hires people. And because he has set a tone in the office that we're here to do a job but still can have fun, there are no closed doors anywhere. He trusts all employees to do their jobs and doesn't micromanage."

Michael Gaulin agrees, saying, "Everybody seems to know what they need to do and they just do it. Everyone wears a few hats."

Horn compares it to a family atmosphere.

"When you come here, you don't know how you're going to fit in or whether you will like it," he says. "Then, suddenly, it's more like a family, and eventually, you become part of that family. You feel you belong to it. I enjoy coming to work, and I enjoy what I do. Not everybody has that."

Family life

Besides his work family, Gaulin also has his own family to come home to in Severna Park, Md.—wife Shelley and sons Matthew, 19, and Andrew, 16.

Gaulin was born in Tarrytown, N.Y., in 1958, and he and his wife grew up in the same neighborhood in Easton, Pa. They began dating when they were teenagers (their first date was seeing Gaulin's brother's band) and were married in 1985. When Gaulin decided to start his own business, it wasn't easy for his wife.

"When I started Magco, that was a major turning point," Gaulin says. "I pretty much threw everything else away. I left the ownership at SCF Decks and just said, 'We'll go on our own.' It was traumatic for my wife. We had a brand-new child."

However, Shelley had faith in her husband's capabilities.

"He's changed a lot," she says. "When we first met, we were just teenagers doing whatever we wanted. Having a family changes everybody. I knew he would do whatever he wanted to do and do it well, but I never imagined we'd be where we are now.

"He's a hard worker," she continues. "He can do everything and knows a lot about everything—as he tells me all the time."

Shelley also describes Gaulin as a giving person.

"He's fair and giving to everyone—sometimes maybe too much," she says. "He does whatever anybody needs him to do."

Gaulin's self-assessment seems to coincide with his wife's assessment of him.

"I think I have a bigger heart than I let on," he says. "People who know me say I'm a marshmallow. And I have trouble saying no, so I often can overextend myself."

During his free time, Gaulin does various activities.

"I've been in martial arts for about 25 years—Tang Soo Do and Shorin-Ryu," he says.

Shelley says their family also enjoys traveling and outdoor activities.

"We love skiing in the winter and boating in the summer," she says. "We love to travel—we'll go anywhere. However, we may not be able to travel as much with Mark's busy schedule."

But Gaulin actually will be relishing any time he can spend at home.

"I've been so many places, I think at this point my favorite place would be home," he says. "I like being home, working in the garden, fixing things, tinkering around."

"And napping, of course," Shelley says.

Shelley thinks Gaulin's personality will fit NRCA well.

"He's smart," she says. "He remembers everything and doesn't have to write it down. He enjoys meeting people and telling everyone about NRCA; he especially enjoys going places he hasn't been and speaking to people he hasn't talked to. He is an ambassador. He keeps everybody happy and smoothes everything over—he's good at that."

Although Gaulin's schedule will be even busier, Shelley thinks they can continue to balance NRCA with their lives.

"We'll do it the same way we've been doing it during the past year," she says. "He does what he has to do; I do what I have to do; and it works out fine. It just will be busier. Our younger son still is at home, so sometimes it's hard for him. When I have to leave, too, it can be difficult."

However, Shelley understands her husband's commitments and will try to be as involved as she can.

"Roofing is what our lives are right now and have been for the longest time," she says. "I'll travel with him when I can, but I obviously have a child still at home and can't just leave him. There's not much for me to do but be there and support Mark."

Having been together for a long time, the couple has an understanding.

"We've been together for about 30 years," Gaulin says. "We're pretty tough on each other in a loving way."

Wearing many hats

Gaulin no doubt will be busy during his term; besides handling NRCA, he also juggles involvement in three businesses besides Magco—Tecta America, Metal-Fab Manufacturing LLC, Jessup, and a real estate portfolio, with which his wife helps.

"Whichever telephone rings first, whichever requirement, that's what I wrestle," Gaulin says. "And actually, with the amount of traveling I've been doing, my employees work hard not to lean on me. They know their jobs, and they know what they need to do. I just get their unmanageable situations, which is fine. It's what I do best. Sometimes, people want the owner to be there and make the decision, and it's my job to make those decisions and compromises."

Gaulin seems to have some foresight when making decisions.

"I'll buy a piece of property, and my wife will ask, 'Why did you buy that piece of crap?'" he says. "And four months later, we'll sell it for a large profit. It's about seeing something no one else could see, I guess."

However, the everyday commitment still is a challenge, Gaulin says.

"No business is built over one job or one month—it's a day in-day out type of commitment," he says. "So that challenge is still there and never goes away regardless of how large you get or what you do. But you get the right people behind you and keep the ball rolling."

So it's probably good Gaulin loves being so busy.

"I enjoy work," he says. "I like the challenge. I need issues and things to do. My attitude is 'give me something to resolve, take care of or fix.' I like doing deals. My wife says I like to gossip on the telephone, but it's all industry- or work-related gossip, so it's part of the big strategy. I wouldn't last long on the front porch."

This is why you probably won't see Gaulin retiring anytime soon.

"Retirement's a funny thing," he says. "You sort of plan on it and put a monetary value on it, and you get to a certain point where you may have achieved it. I think retirement is something you have a choice to do if you want to. That's when I think you've made it—when you could retire if you wanted to. But I don't think people like being retired. It may change your lifestyle and take a few things off your plate, but it's a choice."

Having admitted he's not close to retirement, Gaulin is prepared to take on the NRCA challenges.

"I guess the NRCA challenges are some of the reasons why I, as NRCA president, can't make major accomplishments by myself, because it is a large group and its ball always is rolling," he says. "So the challenge is maybe giving it new direction. I have only a short time period as president, so any change I effect is going to be relatively minor."

Gaulin has plans to take on these challenges and ensure NRCA remains focused.

"I think NRCA needs to remain frugal and project-focused," he says. "It needs to commit to projects it takes on and must be careful of implementing programs and procedures that take on a life of their own but may not be well-suited for the industry or the best product for the investment. That being said, a lot of those initiatives are taken on by committees, directors and contractors, but the end result is not always thought out. We can build anything, but we must make sure we build something that makes sense and provides value to our membership."

And it's important potential members realize the value of membership.

"I would tell potential members they have an obligation to the association. The association works for all contractors whether they're members or not. If you're in the industry and are reaping any benefits from being a company in this industry, you have an obligation to give back, participate and fight for the overall goals. Otherwise, you're just taking from others' work.

"On the flip side of that," he continues, "as you participate and become engaged, you will reap benefits two- or three-fold through education and involvement. Membership shouldn't be about what you are going to get out of it; it should be about what you put into it, and what you get out of it will come on its own. You can't be selfish."

A team effort

Gaulin stresses the importance of teamwork when tackling NRCA challenges.

"I don't know whether there are individual accomplishments at NRCA," he says. "Everything is done by committees and managed by directors and the board of directors. I think you can steer things and have initiatives, but it's a big wheel that keeps rolling with or without you. I can try to make some meaningful changes, govern the best I can and be responsible in my decision-making, but I don't think there is an individual accomplishment for which I can take credit."

Gaulin says the outcomes and benefits of these accomplishments are important assets for members.

"I think being an NRCA member is crucial to the well-being of roofing contractors and provides them with the opportunity to network and work on best practices," Gaulin says. "You know what other people are doing. NRCA has given me confidence in our industry, knowledge and friendship.

"We do a lot of good things," he continues. "We need to get the word out so people can take advantage of them."

Krista Reisdorf is managing editor of Professional Roofing magazine.

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Insight

What is your favorite word?
Fiduciary

What is your least favorite word?
No

What turns you on creatively, spiritually or emotionally?
I like designing and building things.

What turns you off?
Self-promotion

What is your favorite curse word?
I am a roofing contractor, so I like them all.

What sound or noise do you love?
Springtime frogs

What sound or noise do you hate?
The sound of the birds waking up if you stay up all night. It has been a long time since I experienced that.

What professions other than your own would you like to attempt?
Architect

What profession would you not like to do?
Attorney

What makes you laugh?
I can see humor in a lot of things. I enjoy laughing. I tend to fall for anything stupid.

What makes you angry?
When people don't do what they say or are deceitful

If heaven exists, what would you like to hear God say when you arrive at the pearly gates?
I would expect him to say, "What the hell are you doing here?"

What is your idea of perfect happiness?
Is happiness perfect?

What is your favorite quality in a woman?
Humor
Man?
Integrity

What is your greatest fear?
Failure

Which living person do you most admire?
I am too self-centered for that.

Which talent would you most like to have?
High roundhouse kick

This questionnaire is adapted from a similar questionnaire used by Bernard Pivot in the French television show "Bouillon de Culture" and James Lipton in the television show "Inside the Actor's Studio."

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What Gaulin's employees say about...

Gaulin: "He still seems as hungry today as he did when I met him."
—Eric Wiegand, project manager

"He's fair, honest, trustworthy, consistent and innovative. For as many years as I've worked with him, he has seen a trend coming or has read something about it or an idea has come into his head, and he focuses on it, does his homework and figures out a way to do it before anyone else catches on."
—Christine MacDonald, project manager

"He is knowledgeable about the roofing industry and can give direction to many different types of projects affecting the industry. He's fair with his employees with regard to disciplinary situations and thinks things through."
—Roy Horn, service manager

Working with Gaulin: "He's always there. You always can come to him with a problem, and he'll give you another way to resolve it. He always seems to be one step ahead of things, and it opens up different opportunities in the work."
—MacDonald

Gaulin's management style: "He's got expectations and basic parameters and lets you go. He checks up on you, puts the screws to you when you need it, and lets you run and make mistakes."
—Wiegand

Gaulin's telephone addiction: "You can't get the telephone out of his ear, that's for sure. Mark is a sociable person and has a lot of contacts, so he catches up on gossip, and gossip can turn into work."
—MacDonald

The workplace: "It's been comfortable since the beginning. The group of us who have been here from the beginning all had the same philosophy about the kind of business we wanted to work for and how we wanted to work."
—Kristina Hemingway, controller

NRCA: "NRCA provides relationships with other roofing contractors, training programs, safety training, etc. The friendships you make with people you meet at conventions can lead to lasting friendships. It's big."
—Michael Gaulin, vice president

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A new role

Bob Daly became involved in NRCA in 1996 at the request of his local association. However, he says it was his choice to stay involved.

"I have remained involved because the association truly thrives on contractor participation, and one contractor's opinion does make a difference," says Daly, president of Kaw Roofing & Sheet Metal Inc., Kansas City, Kan.

And it was a good decision, because Daly has experienced the benefits of NRCA involvement.

"NRCA has given me a business partner, outside board of directors and extended staff with little overhead—a return on my investment with no risk," he says. "This is the 'stuff' of which profits are made."

Daly has served NRCA as vice president from 2000-02 and 2003-04, as well as a director from 1996-99 and 2002-06. He has been a part of various committees, including the Energy Conservation & Environment Issue Task Force, National Roofing Service Corp., Technical Liaison Group, Waterproofing Task Force, Affiliate Relations Committee and Codes & Standards Committee, among others.

Now, Daly is the new NRCA senior vice president and is pleased with the opportunity.

"I accepted the position because I have come to realize we no longer live in a local, or even a national, economy," Daly says. "NRCA has huge potential to affect issues that will, in turn, affect my company in the current global economy. The challenges created by this position give me an opportunity to represent all contractors—big or small—in realizing the effect NRCA has on business opportunities, as well as survival."

Daly has various goals for his term.

"My initial goal as senior vice president is to become intimately involved with the budget and finance duties and monitor the association's progress in these areas during my term," he says. "I also will use this year to develop what issues I will pursue during my presidency."

In addition, Daly will be supporting Mark Gaulin, the new NRCA president.

"I will support Mark by being his biggest advocate on the issues he is pursuing during his presidency and making myself available to accomplish the same," he says. "During the years, Mark and I have participated on different committees. I will contribute my knowledge and background, as well as my personal contacts in the industry."

Taking on the senior vice president position is an honor for Daly.

"I have had many opportunities and privileges extended to me during my 27 years in this industry," Daly says. "I sincerely am humbled by the fact that a group of my peers, on a national level, have chosen me to serve in this position. I have tremendous respect for my predecessors and their contributions. This position represents an opportunity to take what I have learned and pass it on from a grassroots perspective."