The Fundi Factor: Why Contractor Relationships Are the Secret to Roofing Success
- musama253
- Dec 8, 2025
- 13 min read
Three months ago, I received a distress call from a homeowner in Kisii. Her new roof—installed just eight months prior with premium Gauge 28 materials—was leaking in five different spots. The roofing sheets were top quality. The timber structure was sound. The budget was adequate.
So what went wrong?
When I arrived to inspect the installation, the problem was immediately clear: Every single fastener had been driven through the ridges of the corrugated profile instead of the valleys. This fundamental error—one that any trained fundi (contractor) should know to avoid—had created dozens of penetration points where water could enter.
KES 120,000 worth of premium materials. Ruined by KES 15,000 worth of improper installation.
This experience reinforced something I've known since founding Skysail: The quality of your materials matters, but the skill of your fundi matters more.
Yet across Kenya's construction industry, we treat fundis as an afterthought—expendable labor rather than skilled craftsmen whose expertise determines whether your investment succeeds or fails.
At Skysail, we've taken a radically different approach. And it's transformed not just our business, but the quality of construction across the Lake Basin region.
The Broken Relationship Between Suppliers and Fundis
Walk into most roofing material suppliers in Kenya, and you'll witness a transaction that looks like this:
Customer: "I need roofing for a 10×12 meter house."
Supplier: "You'll need 15 sheets of mabati. That's KES 19,500. Do you want it delivered?"
Customer: "Yes, and can you recommend a fundi?"
Supplier: "There are some guys who usually wait outside. Try them."
That's it. No consultation on gauge thickness appropriate for the location. No discussion of proper installation techniques. No quality control. No relationship between the supplier and the person who will actually install the product.
The fundi—the most critical person in determining whether that KES 19,500 investment performs well or fails—is treated as an anonymous commodity.
This broken system creates predictable problems:
For Homeowners:
No way to verify fundi qualifications or track record
Installation quality depends on luck
No recourse when problems emerge
Warranty claims denied due to "improper installation"
For Fundis:
No training or skills development opportunities
Competing purely on price (race to the bottom)
No loyalty to suppliers or incentive for quality work
Limited access to proper tools and materials
Blamed when cheap materials fail
For Suppliers:
Product reputation damaged by poor installations
Increased warranty claims and disputes
Lost referrals when installations fail
No differentiation from competitors
Everyone loses in this system. Except for the few suppliers who exploit the information asymmetry to sell substandard materials, knowing installation issues will be blamed on the fundi.
The Skysail Fundi Partnership Model
When we started Skysail, we knew we needed a different approach. If our mission was to deliver quality roofing solutions, we couldn't just sell materials and hope for the best. We needed to ensure proper installation.
But rather than trying to employ our own installation crews (expensive and difficult to scale), we asked a different question:
What if we treated fundis as partners in our mission rather than anonymous contractors we have no relationship with?
This question led us to develop what we now call the Skysail Fundi Partnership Program—and it's become one of our most powerful competitive advantages.
The Three Pillars of Our Partnership Approach
1. Comprehensive Training & Certification
Every fundi who wants to work with Skysail materials goes through our training program:
Phase 1: Technical Fundamentals (2 days)
Understanding gauge thickness, coatings, and material specifications
Proper measurement and estimation techniques
Reading architectural drawings for roofing projects
Tool selection and maintenance
Safety protocols and best practices
Phase 2: Installation Mastery (3 days)
Hands-on installation practice with different profiles and gauges
Fastener placement (valleys vs. ridges—this is critical!)
Proper overlap techniques (150-200mm depending on profile)
Flashing installation for valleys, ridges, and edges
Waterproofing and sealing techniques
Common mistakes and how to avoid them
Phase 3: Customer Service & Business Skills (1 day)
Professional client communication
Accurate quotation and estimation
Project timeline management
Handling customer concerns
Basic business record-keeping
Upon completion, fundis receive Skysail Certified Installer certification—a credential they can market to customers and that we actively promote.
2. Ongoing Support & Resources
Certification is just the beginning. We provide:
Priority Access to Materials: Certified fundis get preferential pricing (5-8% better than walk-in rates) and priority delivery scheduling.
Technical Hotline: Fundis can call our technical team during installations for real-time problem-solving and guidance.
Tool Library: We maintain a collection of specialized tools (quality cutting shears, drill bits, measuring equipment) that fundis can borrow for projects—eliminating the barrier of expensive tool purchases.
Installation Guides: Detailed, illustrated guides for every product we sell—available in both English and Swahili.
Site Visits: For complex projects, our technical team will visit the site to consult with fundis and ensure proper installation planning.
3. Active Referrals & Business Development
This is where our model becomes truly partnership-oriented:
Qualified Leads: When customers buy materials from us, we ask if they need installation services. We then match them with certified fundis based on location, availability, and track record.
Project Matching: We maintain a database of certified fundis with their specializations, capacity, and customer ratings. This allows us to match projects appropriately.
Marketing Support: Certified fundis are featured on our website, social media, and marketing materials. We actively promote them to our customer base.
Performance Incentives: Fundis who maintain high customer satisfaction ratings and complete quality installations earn bonus opportunities, priority referrals, and recognition at our annual partners' event.
Community Building: Quarterly meetings where fundis can network, share challenges, learn from each other, and provide feedback on our products and programs.
The Economics of Partnership: Why This Works for Everyone
When I explain our fundi partnership program to other business owners, the most common response is: "That sounds expensive and time-consuming. Why bother?"
Let me show you the economics that make this not just worthwhile, but essential:
Return on Investment: The Numbers
Training Costs per Fundi:
Materials and venue: ~KES 3,000
Instructor time (our technical staff): ~KES 5,000
Certification and marketing materials: ~KES 1,000
Total Investment: ~KES 9,000 per fundi
Returns per Certified Fundi (average over 12 months):
Materials purchased: ~KES 850,000 (at preferred pricing)
Our margin: ~KES 280,000
Referrals generated: 4-6 new customers
Additional revenue from referrals: ~KES 180,000
Total Return: ~KES 460,000
ROI: 5,011% in first year alone.
But the financial returns are just part of the story.
The Ripple Effects
Quality Assurance: Warranty claims on professionally installed Skysail materials are 73% lower than industry average. This saves us money and protects our reputation.
Customer Satisfaction: When customers have excellent installation experiences, they refer others. Our 70% referral rate is directly connected to installation quality.
Market Intelligence: Fundis are on construction sites every day. They provide invaluable insights about:
Competitor products and pricing
Emerging customer needs
Common installation challenges
Product improvement opportunities
Market trends and demands
Brand Ambassadors: A certified Skysail fundi doesn't just install our materials—they educate customers about quality, recommend our products over competitors, and defend our pricing because they understand the value.
Community Impact: We've trained over 120 fundis across the Lake Basin region in the past 18 months. Each fundi supports an average of 4-6 dependents. That's 500+ lives improved through skills development and increased income opportunities.
Real Stories: Partnership in Action
Let me share three stories that illustrate how this partnership model works in practice:
Story 1: Joseph Omondi – From Day Labor to Business Owner
Joseph came to our Kisumu office two years ago looking for work as casual labor. He had basic roofing experience but no formal training and was competing with dozens of other fundis purely on price—often earning KES 300-500 per day.
We invited him to our next training session.
Today, Joseph runs a three-person roofing crew. He's our top-rated certified installer in Kisumu County. Last month alone, he completed KES 780,000 worth of installations—all Skysail materials, all satisfied customers.
His rate? KES 2,500-3,500 per day, plus materials markup when he supplies them himself.
More importantly, Joseph now trains other young fundis, passing on the skills and professionalism that transformed his livelihood. He's become an advocate not just for Skysail, but for quality construction throughout the region.
Story 2: The Kisii Hospital Project
Earlier this year, Kisii County Hospital needed to reroof their maternity ward—a complex project with multiple sections, valleys, and waterproofing requirements. The procurement committee had budgeted for materials but was struggling to find qualified installation contractors.
We recommended three of our certified fundis who could work together on the project. We also provided:
Detailed installation plan and timeline
On-site technical consultation
Coordination with hospital administration
The project was completed two weeks ahead of schedule, under budget, with zero defects. The hospital has since specified Skysail materials and certified installers for three additional projects.
Without our fundi partnership network, we would never have landed this contract. The competitive differentiation wasn't just our materials—it was our ability to deliver a complete, guaranteed solution.
Story 3: The Failed Installation Rescue
Remember the Kisii homeowner I mentioned at the beginning—the one with leaking premium roofing?
After diagnosing the installation errors, we brought in one of our certified fundis, Moses Kibet, to assess the repair options. Moses determined that 60% of the fasteners could be properly reinstalled, but 40% of the sheets needed replacement due to damage from repeated penetrations.
Here's where partnership matters:
We provided replacement materials at cost
Moses completed the repairs at a significantly reduced rate
Our technical team supervised to ensure proper execution
We documented the entire process
Total cost to homeowner: KES 28,000 (vs. KES 80,000+ for complete re-installation)
The homeowner was initially angry with Skysail, blaming our materials. She's now one of our strongest advocates, having referred two neighbors specifically because of how we handled the problem.
Moses also gained a long-term client—the homeowner has hired him for two additional projects since then.
The Training That Makes the Difference
Let me get specific about what we actually teach in our fundi training program, because the details matter:
Technical Module Highlights
Fastener Placement – The #1 Installation Error
We spend an entire half-day on this single topic because it's the most common cause of roof failure:
The Rule: Always fasten through valleys (low points), never through ridges (high points)
Why: Water flows down valleys; fastening ridges creates direct water entry points
Practical Exercise: Installing 20 sheets correctly, with instructor verification of every fastener
Common Mistakes: We show examples of failed installations and let fundis diagnose the errors
Overlap Standards – Preventing Wind Uplift and Water Intrusion
Vertical Overlap: Minimum 150mm (one corrugation), 200mm for high-rainfall areas
Horizontal Overlap: Minimum 200mm, with proper sealing at laps
Wind Direction: Overlap orientation must account for prevailing winds
Practical Exercise: Calculating exact material needs with proper overlap for a sample building
Structural Assessment – Before You Install a Single Sheet
We teach fundis to assess:
Adequacy of purlins (spacing, size, condition)
Roof pitch (minimum 15 degrees for effective drainage)
Support for heavy gauge materials
Existing damage or weakness in structure
When to recommend structural reinforcement before roofing
This protects fundis from liability and ensures installations succeed.
Cutting and Trimming Techniques
Proper Tools: Why hand shears beat power tools for most cutting
Edge Protection: Treating cut edges to prevent premature corrosion
Precision Measurement: Cutting techniques that minimize waste
Safety: Protecting yourself and the material during cutting
Customer Service Module Highlights
Professional Communication
We role-play common scenarios:
Explaining why proper gauge matters (educating, not selling)
Handling price objections professionally
Managing customer expectations on timelines
Asking for referrals without being pushy
Accurate Estimation
Fundis learn to:
Measure roof sections correctly (accounting for pitch and complexity)
Calculate material needs with 5-8% waste factor
Estimate labor time realistically
Provide written quotations with clear scope of work
Problem Resolution
How to handle:
Material defects discovered during installation
Structural issues that require additional work
Customer requests for changes mid-project
Weather delays and scheduling conflicts
Building the Fundi Network: Lessons Learned
Creating this partnership program hasn't been without challenges. Here's what we've learned:
Challenge 1: Initial Skepticism
Early on, fundis were suspicious of our training program. "Why would Skysail invest in training us for free? What's the catch?"
Solution: We started with a small pilot group, delivered exceptional value, and let word-of-mouth build trust. The first 15 certified fundis became our best recruiters for the next cohorts.
Challenge 2: Maintaining Quality Standards
Not every fundi who goes through training maintains our standards. Some revert to old habits or cut corners to complete projects faster.
Solution: We implemented a rating system based on customer feedback. Fundis who consistently score below 4.0/5.0 lose their certification status and referral privileges. We also conduct random quality audits on completed projects.
This sounds harsh, but it's essential for protecting our brand and ensuring customer satisfaction. And it's still far more supportive than the industry standard of having no relationship at all.
Challenge 3: Scaling the Training Program
As demand grew, conducting training sessions became time-consuming for our technical staff.
Solution: We developed a "train the trainer" model. Our top-performing certified fundis can now lead training sessions, with oversight from our technical team. This has allowed us to scale from 15 fundis in our first cohort to 120+ currently certified.
Challenge 4: Geographic Coverage
The Lake Basin region is large (14 counties, 15 million people). We needed certified fundis in remote areas, not just Kisumu and Kisii.
Solution: We hold training sessions in different counties on a rotating basis. We also partner with county governments and technical training institutions to reach fundis in remote areas. Last quarter we trained fundis in Siaya, Homabay, and Migori counties.
The Competitive Moat This Creates
Other roofing suppliers in the region have noticed our success and some have attempted to replicate aspects of our fundi program. Here's why it's harder than it looks:
It Requires Long-Term Thinking: The ROI on fundi training is excellent, but it takes 6-12 months to materialize. Companies focused on quarterly results won't invest.
It Requires Genuine Commitment: Fundis can tell when a program is superficial. Our training is comprehensive, our support is real, and our referrals are substantial. Half-measures don't build the trust necessary for partnership.
It Requires Technical Expertise: You can't train fundis unless you have genuine technical knowledge to share. Our team includes experienced roofing professionals who've worked in manufacturing and installation.
It Requires Systems: Tracking certifications, managing referrals, coordinating site visits, maintaining customer feedback—this requires operational systems that most suppliers don't have.
It Requires Cultural Alignment: Our entire company culture emphasizes education and partnership. You can't bolt a fundi program onto a transactional, sales-focused culture.
This is why our fundi partnership program isn't just a competitive advantage—it's a sustainable competitive moat that's difficult to replicate.
The Future: Expanding the Partnership Model
As we launch our manufacturing facility in Kisumu, we're expanding our fundi program significantly:
Advanced Specialization Tracks
Beyond basic certification, we're developing advanced training in:
Stone-Coated Roofing Installation: Specialized techniques for premium products
Commercial/Industrial Projects: Large-scale installation management
Solar Integration: Installing solar panels with roofing systems
Roof Maintenance & Repair: Creating ongoing service revenue streams for fundis
Business Development Support
We're launching:
Access to Working Capital: Partnership with microfinance institutions to provide fundis with working capital for larger projects
Branding Support: Helping certified fundis develop their own brands and marketing materials
Digital Tools: Mobile app for project management, estimation, and customer communication
Insurance: Group insurance packages for certified fundis (liability, accident, tool protection)
Regional Expansion
Our fundi model is ready to scale beyond the Lake Basin:
Nairobi Metro: Training 50 fundis in Nairobi/Kiambu counties by Q3 2026
Coast Region: Partnership with Mombasa-based suppliers to certify coastal fundis
Rift Valley: Expanding to Nakuru and Eldoret markets
Cross-Border: Exploring fundi training in Uganda and Tanzania as we consider regional expansion
Industry Advocacy
We're working to elevate the fundi profession industry-wide:
Government Engagement: Advocating for formal recognition of roofing installation as a skilled trade
Standardization: Working with KEBS (Kenya Bureau of Standards) to develop national installation standards
Educational Partnerships: Collaborating with technical colleges to integrate proper roofing installation into construction curricula
What This Means for You
Whether you're a homeowner, a fellow fundi, or a construction professional, here's how Skysail's fundi partnership approach benefits you:
For Homeowners
Vetted Installers: No more gambling on random fundis hanging around supplier yards
Quality Assurance: Certified installers trained to precise standards
Accountability: Clear recourse if installation doesn't meet standards
Complete Solutions: Materials + qualified installation in one package
Post-Installation Support: Our fundis provide maintenance guidance and we follow up to ensure satisfaction
For Fundis
If you're a roofing contractor in the Lake Basin region:
Free Training: Comprehensive skills development at no cost
Business Growth: Access to qualified leads and referral network
Better Income: Certified installers command premium rates (30-60% higher than uncertified)
Professional Development: Ongoing learning and community support
Market Differentiation: Certification that sets you apart from competition
Interested? Visit any Skysail branch or contact us to learn about our next training session.
For Developers and Contractors
Reliable Subcontractors: Vetted installation partners for your projects
Risk Reduction: Properly trained fundis mean fewer callbacks and warranty claims
Faster Project Completion: Skilled installers work more efficiently
Enhanced Reputation: Partner with quality-focused contractors to elevate your brand
The Bigger Picture: Transforming Construction Culture
The fundi partnership model we've built at Skysail represents something larger than just our business strategy. It's a vision for how construction trades should operate in Kenya:
Skilled Professionals, Not Casual Labor: Fundis should be recognized as skilled craftsmen who undergo training and maintain standards.
Partnership, Not Transactions: Suppliers, contractors, and customers should work together toward quality outcomes, not adversarial price negotiations.
Knowledge Sharing, Not Knowledge Hoarding: The industry benefits when expertise is widely distributed, not concentrated among a few.
Long-Term Relationships, Not One-Time Deals: Sustainable businesses are built on repeat customers and referrals, not constantly churning new clients.
Community Impact, Not Just Profit: Successful businesses should uplift the entire ecosystem—employees, partners, customers, and communities.
This isn't just idealism. It's pragmatic business strategy that happens to align with our values.
The Numbers Don't Lie
Let me close with the results that validate this approach:
120+ Certified Fundis across 8 counties in 18 months
73% Reduction in warranty claims compared to industry average
92% Customer Satisfaction on professionally installed projects (vs. ~65% industry average)
70% of Revenue from Referrals — directly tied to installation quality
Average Fundi Income Increase: 45% within 6 months of certification
Zero Quality-Related Disputes with certified installers in past 12 months
These numbers demonstrate that treating fundis as partners isn't just the right thing to do—it's the smart thing to do.
Your Roof Is Only As Good As Your Fundi
You can buy the most expensive, highest-quality roofing materials available. But if they're installed improperly, you've wasted your money.
Conversely, even mid-range materials, when installed by a skilled, properly trained fundi, will outperform premium materials poorly installed.
The fundi factor is the secret variable in every roofing project—the difference between success and failure, between a roof that lasts 20 years and one that fails in 3.
At Skysail, we've made it our mission to ensure that this critical factor is no longer left to chance.
When you choose Skysail, you're not just buying roofing materials. You're partnering with a company that has invested in the entire value chain—from premium manufacturing to professional installation—to ensure your roofing investment performs exactly as it should.
Because your home deserves better than crossed fingers and hope.
It deserves skilled craftsmanship, professional installation, and a partner committed to your success.
That's the Skysail difference. And that's the fundi factor.
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