The U.S. roofing industry generated $99.8 billion in revenue in 2025 (IBISWorld), yet most contractors leave money on the table. While investment firms snap up roofing businesses nationwide, small operators struggle with 27% close rates and chaotic lead management.
This guide breaks down roofing revenue benchmarks—and shows you the systems top performers use to hit these benchmarks.
What Average Roofing Companies Actually Earn
Small Roofing Companies (1-10 Employees)
Revenue Range: $500,000 – $2,000,000 annually
Reality Check:
- Solo operators: $500,000 scraping by on local repairs and sporadic referrals
- 5-person crews: $1M – $1.5M during peak storm seasons when hail and wind damage spike demand
- 10-person teams: $1.5M – $2M if servicing consistent territory
The Problem: Limited geographic reach, manual processes, and reliance on unpredictable storm work. According to Roofing Contractor Magazine, median revenue for small operators ranges from $500K to $4.9 million, but most stay at the lower end.
Profit Reality:
- Gross margins: 20% – 40% (Hook Agency)
- Net margins: 6% – 12% after overhead
- Close rates: Industry average of 27%
Medium Roofing Companies (11-50 Employees)
Revenue Range: $2 million – $10 million annually
What Sets Them Apart:
- Serve larger regions beyond single metro areas
- Run multiple crews simultaneously
- Have established customer bases and repeat business
- Invest in basic marketing and CRM systems
Average Performance: $2M – $6M for well-operating businesses with 20-worker teams.
Growth Leaders: Inc. 5000 roofing honorees averaged over 160% growth from 2021 to 2024, banking steady profits at 25% – 40%.
Large Roofing Companies (51-100+ Employees)
Revenue Range: $10 million – $25 million+ annually
Elite Performers:
- Tecta America: $960.2M revenue (1.7% market share)
- CentiMark: $777.7M revenue (1.4% market share)
- Baker Roofing: $294.8M revenue (0.52% market share)
The industry is highly fragmented—there are 101,679 roofing businesses in the U.S. as of 2025, and even the top 5 companies control less than 5% of the market, leaving massive opportunity for aggressive regional players.
Industry Benchmarks You Need to Know
Roofing Contractor Revenue Per Employee (Average)
$324,026 per employee (2025 industry average)
Calculation: $99.8B industry revenue ÷ 308k employees = $324,026
What This Means: If you’re running 10 employees, you should be targeting $3.2M in annual revenue. Below this? You’re underperforming on efficiency, pricing, or volume.
Reality Check: The average roofing business employs just 2.9 people, which means most contractors should be hitting $940K in revenue.
Average Job Values
Residential:
- Standard job: $9,200 (franchise data average)
- Roof replacement: $8,000 – $20,000
- Repairs/maintenance: $500 – $5,000 (highest margins at 15-25%)
Commercial:
- Small: $10,000 – $50,000
- Medium: $50,000 – $200,000
- Large/complex: $200,000+
Jobs Per Year
148 jobs/year for average franchised roofing businesses (assuming 250 working days = one job every 1-2 days)
Cost Structure
- Materials + Labor: 50-55% of revenue
- Operating Expenses: 30-35% of revenue
- Net Profit Target: 8-12% (anything below 6% signals serious operational issues)
What Top-Performing Roofing Companies Do Differently
They Spend on Marketing (5-10% of Revenue)
Top performers allocate 5-10% of revenue to advertising, focusing on:
- Storm-zone targeting (Hail Belt states, Gulf Coast hurricanes)
- High-claim zip codes with digital ads
- Instant lead capture automation
Result: 3-5X more customers from word-of-mouth referrals because paid ads fill the pipeline with qualified leads.
They Respond in Minutes, Not Hours
Speed-to-lead determines who wins. After storms hit, homeowners go with whoever responds fastest. Top companies:
- Text back leads within 60 seconds
- Book inspections same-day
- Use automated follow-up systems while competitors check email manually
They Chase Storm Zones Aggressively
Storm-affected areas see 20% job spikes during peak seasons. Elite contractors:
- Monitor weather maps daily
- Deploy crews to hail belts and hurricane zones
- Run targeted ads in high-claim areas before competitors react
They Build Review Engines
85% of successful contractors automate post-job review requests via text. This drives:
- More 5-star reviews (builds trust that closes deals)
- 2-3 referrals per happy customer
- Steady work beyond storm seasons
They Close Higher Rates
While average contractors close at 27%, top performers hit 50-64% close rates by:
- Quoting on-site with professional templates
- Offering tiered pricing with multiple material options
- Getting e-signatures before leaving the property
Regional Revenue Variations
Highest Concentration States:
- Florida: 2.63 roofing employees per 1,000 jobs (highest competition but massive storm-driven demand)
- Oregon: 1.9 per 1,000
- Utah: 1.61 per 1,000
Southeast dominates: 27.65% of 2024 market share
Fastest growth: Southwest (8.12% CAGR projected through 2030)
Storm-State Reality:
Texas & Florida contractors face:
- Higher competition (everybody chases storms)
- Complex insurance environments
- Pricing pressure from out-of-state crews
Smart operators in these markets win through:
- CRM systems that track every lead
- Faster response times
- Better documentation for insurance claims
Material Market Trends Affecting Revenue
Current Dominance:
- Asphalt shingles: $18.5 billion market (64% of residential)
- Single-ply roofing: $15.7 billion
- Metal roofing: $12.9 billion and growing
Growth Opportunities:
- Metal roofing: Projected $33 billion by 2030
- Solar roofing: 15.1% CAGR through 2031
- Green roofing: $15.66 billion by 2028 (9.42% CAGR)
What This Means: Contractors offering metal, solar, and green roofing options command premium pricing and differentiate from asphalt-only competitors.
8 Roofing Industry Revenue Opportunities
1. Target Storm Zones with Precision Ads
Reality Check: The industry is brutal—72% of roofing businesses fail within 5 years. The survivors? They run systems, not just crews.
Stop wasting ad spend on cold markets. Focus dollars on:
- Weather map tracking (daily monitoring)
- High-claim zip codes only
- Areas hit by recent storms (strike while demand is hot)
Spend: 5-10% of revenue on targeted advertising
2. Automate Lead Capture & Response
Every minute counts. Top performers:
- Capture website leads instantly
- Fire automated texts within seconds
- Use AI for follow-up calls (not manual dialing)
Result: Book inspections before competitors wake up.
3. Build a Review Machine
After every job:
- Send automated text requests for 5-star reviews
- Post reviews to Google immediately
- Leverage testimonials in sales presentations
Impact: Reviews close deals. Social proof beats sales pitches.
4. Quote On-Site, Close On-Site
Bring professional quoting tools to every inspection:
- Custom templates on tablets/phones
- Tiered pricing (good/better/best)
- E-signature capability
Don’t leave the property without a signed contract.
5. Invoice & Collect Immediately
Send invoices the moment you finish:
- Include job completion photos
- Embed card/ACH payment links
- Get paid in hours, not 30 days
Cash flow fuels growth—waiting kills momentum.
6. Monitor Your Pipeline Daily
Track every lead from inquiry to close:
- Identify stalled deals (send text nudges)
- Check weekly close rates (target 50%+)
- Use automated reminders for follow-ups
Don’t let leads slip through cracks.
7. Watch Profit Dashboards in Real-Time
Know your numbers:
- Materials costs (adjust pricing when shingle prices spike)
- Labor efficiency (identify waste)
- Job profitability (which jobs make money?)
Blind flying kills profit margins.
8. Speed Beats Competition Every Time
The fastest responder wins:
- Web leads captured instantly
- Texts sent in 60 seconds
- Inspections booked same-day
Your competitors are still checking email while you’re signing contracts.
How Technology Closes the Gap
The CRM Advantage
Modern roofing CRMs like ProLine capture leads instantly, automate follow-up, and enable on-site quoting and e-signatures. The first roofer to use ProLine had these results.
- Close rates: Jump from 27% industry average to 50-64%
- Time saved: 14.6 hours weekly per employee (1,200 hours/year per team)
- Review volume: 85% more 5-star reviews through automation
What You Gain:
Speed: Respond in seconds, not hours
Systems: No more lead chaos or missed follow-ups
Cash: Invoice and collect on-site
Insights: Real-time P&L tracking exposes profit leaks
Bottom Line: Small crews with CRM systems can match $5M mid-size output through efficiency alone.
Your Roofing Revenue Benchmarks Action Plan
If You’re at $500K-$1M:
Target: $1.5M – $2M within 12 months
Focus:
- Implement CRM for lead management
- Build review generation system
- Target storm zones with 5% ad spend
- Hire 2-3 additional crew members (85% of contractors struggle with labor, so move fast)
If You’re at $1M-$3M:
Target: $4M – $5M within 18 months
Focus:
- Scale to multiple crews
- Expand service territory
- Add metal/solar offerings
- Invest 7-10% in targeted marketing
If You’re at $3M-$10M:
Target: $10M+ through operational excellence
Focus:
- Optimize profit margins (target 10%+ net)
- Develop proprietary sales systems
- Build referral partnerships
- Consider strategic acquisitions
The Bottom Line: Systems Separate Winners from Strugglers
The roofing industry generated $99.8 billion in 2025, but only a fraction of contractors capture their fair share. The difference isn’t work ethic—it’s systems.
Industry benchmarks:
- Small crews: Should hit $1M – $2M
- Medium operations: Should target $2M – $6M
- Large companies: Should exceed $10M
Top performers hit these numbers through:
- Aggressive storm-zone marketing
- Instant lead response
- Professional on-site quoting
- Automated review generation
- Real-time profit tracking
The math is simple: Revenue per employee should hit $340K. Close rates should exceed 50%. Net margins should land at 8-12%.
If you’re below these benchmarks, you’re not working hard enough—you’re working without systems.
The roofing market is massive and fragmented. Even the biggest players control less than 5% market share. There’s room for aggressive contractors who combine hard work with smart technology.
Stop guessing. Start tracking. Hit your benchmarks.
Boost Your Revenue in 2026 with ProLine’s CRM
ProLine equips independents to dominate the market. It captures leads, nurtures with AI, drives 64% closes that double profits, and more. You can save hours for dinners and growth. Hard work plus CRM forges the business roofers deserve. Start your free ProLine trial today. Benchmark your revenue today. Build an operation that delivers independence and family time.
