In today’s competitive spray foam market, contractors are under constant pressure to keep bids
low. But according to Nick McCartney, Vice President of Sales for DC 315 International
Fireproof Technology, cutting corners on fire protection isn’t just risky—it’s financially
devastating, legally dangerous, and increasingly impossible as code enforcement tightens
nationwide.
In this interview-style overview, McCartney breaks down the misconceptions around
intumescent coatings, the rising enforcement of fire codes, and why contractors must shift from
viewing coatings as an “optional add-on” to treating them as a standard, non-negotiable life
safety requirement.
The Core Issue: Contractors Are Losing Jobs by Trying to
Be the Cheapest—And Paying for It Later
McCartney sees the same pattern every week: contractors omit intumescent coatings to stay
competitive, only to face failed inspections, angry homeowners, and costly remediation.
“I get calls almost every week from contractors who used regular paint instead of a certified
intumescent coating and failed inspection. By the time they call me, the profit on that job is
gone.”
The market is price-sensitive, and many contractors fear losing bids if they include the required
fire-protective coating. But McCartney stresses that this approach is short-sighted and dangerous.
Why? Because:
• Building and fire codes require thermal or ignition barriers over spray foam.
• Enforcement has seen a significant uptick in the last five years.
• Inspectors are increasingly trained to spot non-compliant coatings.
• Home sales and refinances now trigger deeper attic and crawlspace inspections.
Skipping the coating may win the job today—but it often results in:
• Failed inspections
• Forced remediation
• Scarfing back foam
• Reapplying the correct system
• Lost profit
• Damage to reputation
“A waiver from the homeowner doesn’t protect you. You’re the professional. You’re responsible
for code compliance.”
Why Intumescent Coatings Exist: It’s About Smoke,
Flashover, and Saving Lives
Many contractors mistakenly believe intumescent coatings exist to prevent spray foam from
spontaneously combusting. McCartney clarifies the real purpose:
Spray foam becomes dangerous when exposed to an external fire—like an electrical short
or a trash can fire.
• Foam produces thick, black, toxic smoke.
• This smoke can cause flashover, where the entire room ignites at once.
• Intumescent coatings delay the foam’s involvement, giving occupants and firefighters
critical time.
“The leading cause of death in a fire is smoke inhalation—not burns. Intumescent coatings buy
time, reduce smoke, and prevent flashover. They save lives.”
The Knowledge Gap: Contractors Aren’t Confident in Fire
Codes—And It’s Hurting Them
A major pain point is the lack of understanding around:
• What the codes actually require
• The difference between paint and intumescent coatings
• How to talk to inspectors
• How to justify the cost to homeowners
This knowledge gap leads to:
• Non-compliant installations
• Failed inspections
• Lost revenue
• Liability exposure
McCartney emphasizes that contractors don’t need to navigate this alone.
“Use your manufacturer. Use us. We provide the documentation, the training, the submittal
packages—everything you need to walk into a job confident and prepared.”
The Expectation: Include Intumescent Coatings in Every
Relevant Bid—No Exceptions
McCartney’s message is clear: Stop treating fire protection as optional. Start treating it as
standard. Success is measured by:
• Winning bids based on expertise—not low price
• Passing inspections the first time
• Building trust with AHJs
• Getting paid faster
• Becoming the go-to contractor in your region
Contractors should prepare:
• A complete submittal package
• Their DC 315 Approved Applicator certificate
• ICC-ESR 3702
• TDS, SDS, VOC data
• Documentation from painttoprotect.com
Building Relationships with Inspectors: The Secret Weapon
Instead of avoiding inspectors, McCartney encourages contractors to educate them.
Host:
• Luncheon learns
• Jobsite walk-throughs
• Code update sessions
This positions the contractor as a trusted expert.
“When a fire marshal recognizes your name and knows you do compliant work, everything gets
easier. You become the standard others are measured against.”
Other Key Takeaways from McCartney’s Consultation
• You cannot apply a fire-protective coating over regular paint—unless it has been
Specifically tested as part of the assembly.
• DC 315 offers a free online certification course for applicators. Become a DC315
Certified Applicator
• Contractors can use AI-powered workflow apps to document jobs with photos and voice
notes.
Contractor To-Do List
1. Visit painttoprotect.com and download the full submittal package.
2. Complete the DC 315 Approved Applicator Program online.
3. Add intumescent coatings as a standard line item in all bids.
4. Build relationships with local fire marshals and building officials.
5. Use manufacturer documentation to justify cost and demonstrate compliance.
AI-Driven Suggestions to Strengthen Contractor Sales
Strategy
1. Offer Good, Better, Best, Bid Tiers
Reframe the conversation from price to risk and value.
2. Create a “Cost of Non-Compliance” Calculator
Show homeowners how skipping coatings today can cost thousands later.
3. Market the DC 315 Certification
Provide badges, templates, and messaging to differentiate certified contractors.
4. Partner with Home Inspectors
Educate them on what compliant spray foam assemblies look like leveling the playing field.
Final Word from Nick McCartney
“Intumescent coatings aren’t paint. They’re life safety systems. When contractors understand
that—and communicate it—they stop competing on price and start winning on expertise.
Let’s Paint To Protect Together!”