In the South African waterproofing industry, competition is fierce. Contractors often find themselves under pressure to cut costs to secure jobs, particularly when bidding against competitors who prioritize price over quality. One of the most dangerous trends in the industry is the purchase of untried and untested waterproofing materials, especially torch-on membranes, purely based on price.
While buying cheaper materials may help win contracts, the long-term consequences can be disastrous. When failures occur within two to three years, contractors are the ones left dealing with angry clients, expensive callbacks, and reputational damage. The so-called cost savings turn into financial losses and legal risks, all because of a short-sighted decision to use unproven products.
Why Contractors Choose Cheaper Waterproofing Materials
Many contractors justify the use of low-cost, untested waterproofing materials with the following arguments:
1. “My competitors are doing it, so I have no choice.”
• Contractors fear losing contracts if they insist on higher-quality materials while competitors are quoting cheaper alternatives.
• Some believe that as long as they match the cheapest bid, they can stay in business—even if it means using products that have no proven track record in South Africa.
2. “If it fails, I’ll deal with it later.”
• Some contractors take the risk, hoping the job will last long enough to avoid responsibility before problems arise.
• Unfortunately, waterproofing failures don’t take long to surface, and clients will always come back to the contractor first.
3. “A torch-on membrane is a torch-on membrane—there’s no difference.”
• Many assume that all torch-on waterproofing membranes are the same simply because they look similar.
• However, cheaper membranes often use lower-quality bitumen, poor reinforcement, and substandard modifiers, leading to cracking, premature degradation, and water ingress.
4. “The supplier says it’s good, so I trust them.”
• Some suppliers push cheap, imported membranes with little to no real-world testing in South African climates.
• They provide impressive-looking specifications, but without a proven track record, contractors are essentially gambling with their reputation.
The Real Cost of Cheap Waterproofing Materials
While using a cheaper product may save money upfront, contractors need to ask themselves: What happens when the system fails?
1. Expensive Callbacks and Reapplication Costs
• When a torch-on system fails, clients expect the contractor to fix it—at their own cost.
• Even if the supplier provides replacement materials, the contractor still absorbs:
• Labour costs
• Site preparation costs
• Loss of time that could have been spent on new projects
2. Reputational Damage and Lost Business
• A contractor’s reputation is everything—one failed waterproofing job can spread quickly through word of mouth.
• A single bad review or a project that requires major remedial work can make it difficult to win new contracts.
• Clients talk, and a contractor who becomes known for poor-quality work may struggle to stay competitive in the long run.
3. Legal Risks and Financial Liabilities
• If a client experiences water damage due to a failed system, they may take legal action, demanding:
• Full repayment for the failed work
• Costs for property damage
• Additional damages for loss of business or inconvenience
• In worst-case scenarios, contractors could lose far more than they saved by using a cheaper material.
4. False Economy: The Cost of Doing It Twice
• Using low-quality waterproofing materials often means having to redo the job within a few years.
• The cost of doing it twice far outweighs the small savings upfront.
• Contractors who invest in proven, high-quality waterproofing systems only do the job once—and do it right.
How Contractors Can Compete Without Compromising on Quality
Competing on price alone is a race to the bottom—contractors must find ways to stay competitive while maintaining quality.
1. Educate Clients on the Risks of Cheap Waterproofing
• Many clients do not understand the difference between high-quality and low-quality waterproofing systems.
• Contractors should explain:
• Why quality materials last longer and save money over time.
• The risks of using unproven torch-on membranes.
• The potential cost of water damage if the system fails.
• When clients understand the long-term benefits, they are more likely to choose a contractor based on quality rather than price alone.
2. Offer Tiered Pricing Options
• Instead of only quoting the cheapest system, contractors can offer two or three options:
• Basic: The most affordable system with clear disclaimers on longevity.
• Recommended: A mid-range, reliable system with a strong track record.
• Premium: The best system with longer guarantees and warranties.
• This approach allows clients to see the value of better materials while still giving them a choice.
3. Partner with Reputable Suppliers
• Contractors should only buy from suppliers with a proven history of quality products in the South African market.
• They should request:
• Independent test results on product performance.
• References from other contractors who have used the same materials.
• Clear warranties that cover both materials and labour.
4. Build a Reputation for Quality, Not Just Price
• The most successful contractors are not the cheapest—they are the ones known for reliable, long-lasting work.
• Instead of competing purely on price, contractors should focus on:
• Providing exceptional service.
• Using high-performance products.
• Offering strong warranties and guarantees.
Final Thoughts: Short-Term Savings Lead to Long-Term Losses
Buying cheap, untested waterproofing materials may help contractors win jobs today, but when failures occur, they are the ones left paying the price.
• A failed job means lost time, lost money, and lost clients.
• A contractor’s reputation is worth more than a few thousand rands saved on materials.
• Quality workmanship combined with proven materials is the key to long-term success.
Contractors who prioritise quality over short-term savings will not only avoid expensive failures but will also build a trusted name in the industry—leading to higher-value contracts and long-term profitability.
