Not everyone can claim to have had a major influence on one of the nation's biggest distribution companies. But thanks to an interest in one of the fastest-growing markets, Eric Cieslak is one of those few individuals.

Having come from the world of roofing contracting, Cieslak is one of the individuals at ABC Supply Co. Inc. who played a vital role in creating its Renewable Energy division, turning the distributor into a one-stop shop for contractors aiming to diversify.

It wasn’t an easy trail to blaze, as Cieslak told me during our conversation, but one that he doesn’t regret.

“It's something I can look back in life and say, ‘Wow, the largest wholesale distributor in North America, and I played an integral part to make it happen,” he said. “My goal now is to help ABC Supply become a leader in the renewable energy market.”

A Bright Future

Cieslak, 46, worked for a roofing contractor straight out of high school. Around 2006, after learning the trade and installing roofing systems, Cieslak started procuring products, including purchasing from ABC Supply, before moving on to sales and eventually becoming general manager.

In 2010, he noticed solar taking off in greater San Diego. As homeowners purchased solar, however, his company was often called out to repair the damage caused by the solar companies. He wondered how the roofing company could look possibly take on solar as well as roofing.

The owners suggested he look into it further. Cieslak followed up by contacting a licensed solar installer and successfully merging the roofing company with their operations. As someone who often installed roofs, Cieslak jumped at the opportunity to learn first-hand how solar panels are installed. Armed with this newfound knowledge, he also trained the other roofing crewmembers how to do it.

With the effects of the Great Recession lingering, Cieslak desired a job with more stability. He started chatting with the branch manager of the ABC Supply location, where he purchased products, which ultimately led him to join the roofing distributor in 2015 as an outside sales rep.

“Going through the recession was really stressful. Coming to ABC Supply, and then being on a solid foundation, working with a good team and people with all the same directive goals … that was really satisfying,” he said.

Upon joining, the branch manager asked about his short- and long-term goals. His experience gave him the perfect answer: have ABC Supply sell solar products. 

“Like any new venture, there were challenges and apprehension,” he said. “So, I assured them roofing and solar go hand-in-hand. I’ve been an installer. I understand the process; you do the roof and the solar system right at the same time – package deal.”

He reasoned that since ABC Supply is already delivering roofing materials to job sites, it could deliver the solar product at the same time. Although skeptical, the branch gave it a shot. In 2017, Cieslak sold his first solar project through ABC Supply. 

Despite not being publicized, word got around that the local branch was selling solar products, and the business quietly grew in popularity and sales. The solar segment continued to grow until late 2019 when the COVID-19 pandemic brought the world to a halt. 

In 2022, as the pandemic waned, the branch rekindled its burgeoning solar business, and Cieslak picked up where he left off, becoming the first sales rep to earn $1 million in solar sales.

Seeing solar's success, ABC Supply made it an official part of its business, creating the Renewable Energy division in February 2023. James Mason, the new vice president of Renewable Energy, brought Cieslak into the fold, making him a business development manager for Renewable Energy.

"I was promoted to the renewable energy department in February 2023, and it’s been non-stop ever since,” he said.

Given his knowledge of installing and selling solar, Cieslak became an in-demand asset, fielding countless phone calls and flying around the country to educate others about solar. He told me it is essentially his dream job, as sales were satisfying, but he is more like a consultant in his current role.

“This role goes straight in line with what I was seeking as a career. I’ve always wanted to help people and educate and make everyone as successful as much as possible,” he said. “That's one of my goals in life. I'm always a sharer, an educator, connecting people with other people. I always get excited about doing that.”

Setting a Trend

Cieslak was a contact point for nationwide customers when he assumed his latest role. It wasn’t until additional employees were brought on that work was divided into regions corresponding to each manager's location. In Cieslak’s case, working out of the San Diego area, he covers the western region, stretching from Colorado to Hawaii.

With the division gaining momentum, Cieslak said the hope is to add at least two more to their number to better serve customers. It’s no pipe dream either — the Solar Energy Industries Association and Wood Mackenzie reported that in Q1 2024, the U.S. added a record-setting 11 gigawatts of new solar module manufacturing, the largest quarter of solar manufacturing growth in American history.

I mentioned how well-timed it was for ABC Supply to get into solar, as it continues to grow in popularity thanks to federal incentives and homeowners' desire to be energy-independent. Cieslak couldn’t help but crack a smile.

“ABC Supply is the largest wholesale distributor of roofing. I want us to also be known as the largest solar distributor, too,” he said. “Solar is fast becoming a major part of the U.S. infrastructure and roofing industry, and to [help] contractors ‘hybrid’ themselves so they can grow their businesses, it’s exciting.”

Solar has come a long way since it gained mainstream popularity around 2008. Cieslak described solar at the time as being very “do it yourself” and difficult, so when roofing and solar began crossing over, they clashed in installation techniques and knowledge bases. It’s what makes him and others in the Renewable Energy division passionate about helping contractors.

“One of the common things I hear from the roofer side is, ‘I want to do it. How do I do it?’ My response to them is that it’s not as easy as going out there and putting solar panels on the roof,” he said. “Just like you were getting a roofing license, it's the same concept … you've got to get the trade – learn it and understand it and gain experience. So, there are going to be obstacles to get through, but ABC Supply is here to help roofing contractors by offering insights, networking and educational opportunities.”

Having been involved in solar for as long as he has, I had to know some of the biggest changes or trends he’s witnessed. Without missing a beat, he spoke about increased solar battery integration due to increased electrical grid demands.

“The tech is advancing so quickly, and it’s exciting to see, because from where I was, we were connecting car batteries to do off-grid systems in 2011, and that was hilarious, because you get 20 car batteries and you’re connecting wires to store batteries so people could use them,” he said, chuckling. “Now we’ve got residentials that are in the normal city limits and they’re doing battery systems to be independent.”

Given the rapid evolution of solar tech, Cieslak said homeowners and contractors need more education. He wants to help provide that to contractors, as he believes those who don’t hybridize in the next decade will fall by the wayside. He compares it to how Blockbuster Video went out of business thanks to Netflix.

“I believe you have to do both trades,” he said. “Homeowners are looking for a one-stop solution, and having everything underneath one entity allows them to meet all their needs with one reliable contractor. This simplicity is what homeowners are looking for.

“We’re not on the technology curve where it’s too late to get in the game. I believe it’s better for contractors to look into diversifying now rather than later and be an early adopter of the business opportunities that exist.”