Builder Mart Magazine 2013

The Industry’s Largest One Day Trade Show

Presented by

RE/MAX Advantage Realty

www.buildermart.org

2013

Program Guide

Wednesday, March 20, 2013 11am - 6pm Maryland State Fairgrounds

Products your customers crave with the service of your dreams.

Vintage provides innovative technologies to make homes safe and enhance lifestyles. Call us for security systems, home theatre, whole house music systems, home automation, and structured wiring.

Contact Rick Brokaw or Bob Hartwick 路 toll free: 1-877-767-1800 路 Offices in Jessup, MD and Chantilly, VA

WE TAKE THE LOAD , OFF. IT S THAT SIMPLE.

For thousands of years, simple machines like the pulley have helped civilizations build structures that would have otherwise been impossible. And since 1984, Builders Mutual has been dedicated to helping builders ease the burden of choosing and managing insurance. We offer straightforward tools like risk management and Builders University to help protect your bottom line. If you’re in construction, the insurance choice is simple.

Ask your agent about us. Or read more at buildersmutual.com.

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Builder M art MARCH 20, 2013 www.homebuilders.org

Presenting Sponsor

RE/MAX Advantage Realty

2013 Program Guide March 20, 2013 11

Directions

Parking

From South: Take I-95, I-295 or I-97 north to I-695 (Baltimore Beltway). Go west on I-695 toward Towson. North on I-83. Take Padonia Road east and follow signs to Maryland State Fairgrounds.

Free parking conveniently located at the Maryland State Fairgrounds or at the Park and Ride. Access Fairgrounds from York Road. Access Park and Ride from Deereco Road—At first light on Padonia Road after exiting from I-83, turn right onto Deereco Road and follow signs to Park and Ride. Enter fairgrounds at walk-in gate.

From Philadelphia and Delaware: Take I-95 south to I-695 (Baltimore Beltway). Go west on I-695. North on I-83. Take Padonia Road east and follow signs to Maryland State Fairgrounds.

From West: Take I-70 east to I-695 (Baltimore Beltway). Go north on I-695 toward Towson. North on I-83. Take Padonia Road east and follow signs to Maryland State Fairgrounds.

Sponsors

am-6 pm

Maryland State Fairgrounds | 2200 York Road, Timonium, MD 21093

From Harrisburg: Take I-83 south. Just before the Baltimore Beltway (I-695), go east on Padonia Road and follow signs to Maryland State Fairgrounds.

Bob Lucido Team RE/MAX Advantage Realty

Hotel Accommodations

Alban Cat

Lakeside Title

Versatex

• Quality hotel accommodations are available at The Crowne Plaza Baltimore, which is minutes from the fairgrounds. The hotel has a full service restaurant, indoor pool, whirlpool, fitness room and nightclub.

• The hotel is located at 2004 Greenspring Drive in

Timonium. Take Timonium Road east from I-83 and turn right on Greenspring Drive.

Wells Fargo

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MARCH 20, 2013 Builder M art

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Table of Contents 42

Exhibitors Alphabetical

44

Exhibitors Categorical

46

Floorplan

President’s message

6

chairman’s message

8

Builder mart committee

39

Advertiser Index

48

12

26

Social Media

Maryland Center for Housing

By Dennis o’neil Is your website mobile and what does that mean?

16 Vacants to Value

A Special Thank You

20

32

How to Make Salespeople More Effective

The Importance of ‘Spot On’ Estimates

By John graham The challenge for salespeople is to be ahead of the curve, not behind it.

23 Use a Tablet to Save Time and Money

25 Home Builders Association of Maryland, Inc. 6030 Daybreak Circle #A150 PMP 362 Clarksville, MD 21029 410-265-7400 www.homebuilders.org.

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By Cheron Porter Vacants to Value is a dynamic initiative that seeks to encourage reinvestment in Baltimore neighborhoods impacted by blighted properties.

By ryan sutton-gee 5 Ways to manage your business remotely.

Builder Mart

The new Home Builders Association of Maryland headquarters is almost finished. Are you part of our future?

A shout out to those Builder Mart exhibitors who are also donors to our future home, The Maryland Center for Housing.

By Diane haines Every small advantage that can help make an estimator more competitive could be the deciding factor in whether a bid is won or lost.

35 SMC SalesCamp with Ken Schmidt As the former director of communications for HarleyDavidson Motor Company, Schmidt played an active role in one of the most celebrated turnarounds in corporate history and he’s going to tell us how.

Are You Making the Most of Your Environmental Reputation?

By Suzanne shelton Your company’s environmental practices can have a direct impact on your customer’s purchase decisions.

Postmaster: Send address changes to Home Builders Association of Maryland, Inc. 6030 Daybreak Circle #A150 PMP 362 Clarksville, MD 21029

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Builder M art MARCH 20, 2013 www.homebuilders.org

www.homebuilders.org

MARCH 20, 2013 Builder M art

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President’s Message DO BUSINESS WITH YOUR FELLOW HBAM MEMBERS “Building Your Business Through Association” is our philosophy. HBAM members believe that they should support those who support the building industry.

NETWORK with other companies in the building industry to gain new contacts as well as strengthen your current ones. You’ll have opportunities to increase your industry contacts at Builder Mart, Key Connections, Celebrity Chef Night & Auction, International Builders Show, Maryland Awards of Excellence (MAX), chapter and council meetings and more.

KEEP UP-TO-DATE about pertinent legislative and regulatory issues on a local, state and national level.

INCREASE YOUR KNOWLEDGE concerning the various aspects of the building industry through our educational programs, conferences and seminars.

TARGET YOUR MARKET with cost effective advertising in any of HBAM’s publications, and with online access to membership rosters.

Call Felicia Fleming at 410-265-7400, ext. 115 or felicia@homebuilders.org for information on membership.

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40 Fantastic Years of Builder Mart Can you believe that Builder Mart has been going strong for over 4 decades? Every year since

1970, just about 5,000 industry professionals gather at the Maryland State Fairgrounds to take advantage of the biggest and best building industry trade show on the East Coast.

More than 400 exhibitors fill the exhibit floor, displaying the latest products and services available to the building industry.

Builder Mart is unlike any other show because it is all in one day and all in one place.

We are taking that concept to the next level.

This year, all of the booths will be located together in the North Hall so you won’t have to go back and forth. We made the move to make room for the expanded education area and SMC SalesCamp stage.

Last year the SMC impressed us with (now Super Bowl winning) Ravens Head Coach, John Harbaugh. This year, get ready to hear from brand visionary Ken Schmidt. As the former director of communications for HarleyDavidson Motor Company, Ken played an active role in one of the most celebrated turnarounds in corporate history and he’s going to tell us how he did it. If that’s not exciting enough, there is a brand new Harley Davidson up for grabs. You read it right, we are raffling off a Harley at Builder Mart this year!

As for the education courses, you won’t get a Harley but you can earn continuing education credits. There will be opportunities to earn fair housing credits, legislative credits, credits for engineers, surveyors and architects too.

You can find a complete listing on page 10.

All this and I haven’t even talked about the main benefit of Builder Mart. It is your best opportunity of the year to see and obtain information about the products that will enhance your business and excite your customers. Builders and remodelers from all over the region attend to discover the newest trends and ideas for building projects. Your time at Builder Mart will help you better serve your customers by becoming well informed about all our industry has to offer. Oh yeah, did I forget the Bull and Oyster Roast? The all-youcan-eat food bonanza and eternal tap might entice a few of you to join us as well.

For whatever reason you join us, I’m confident you will find what you are looking for. Go ahead and take advantage of all of the opportunities at Builder Mart and my hope is that you walk away from the show with greater knowledge of our industry, its people and products and with a positive outlook for our future.

I want to thank the HBAM members and staff who work year-round to make Builder Mart the best show in town.

Scott Armiger 2013 HBAM President

Builder M art MARCH 20, 2013 www.homebuilders.org

See security & peace of mind in a new light Design assistance, installation, service and maintenance are a snap with BGE Outdoor Lighting.

See security and peace of mind in a new light.

BGE Private Area Lighting Program

See our lighting and pole options.

Ask for a copy of our brochure.

Lots of choices — without lots of hassle!

BGE Outdoor Lighting is the area’s leading provider of outdoor lighting service — and the smart choice for your residential or commercial outdoor lighting needs.

With design assistance, installation, service and maintenance, BGE’s Private Area Lighting Program offers the complete package. For more information or to schedule an appointment with a BGE Private Area Lighting account representative, please call 410-470-9446 or visit www.bge.com/outdoorlighting.

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Chairman’s Message Stay informed with HBAM’s publications. You will receive Mid-Atlantic Builder, Builder Mart magazine, the HomeFront e-newsletter and the HBAM Buyers’ Guide and Directory. These publications will keep you one step ahead of your competition.

Cut Your Operating Costs through our comprehensive package of affinity programs exclusive to members only.

Add credibility for your company in the building industry as well as with the general public by being associated with one of the largest building associations in the country. www.homebuilders.org is designed to serve both consumers and those in the building industry. You can access the latest legislative news, find out about member benefits or register for an event. Consumers can visit the HBAM home page to find you and other builders or suppliers in their area.

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There is a New Builder Mart in Town Things are looking up with the pundits continuing to tell us that housing activity is on the rise, home ownership remaining a big part of the American Dream and mortgage rates at all time lows. Fourth

Quarter 2012 starts were 13 percent higher than 3rd quarter 2012 so, it appears that fears of the Fiscal Cliff aren’t adversely affect the housing industry. Regrettably, government regulation remains a very important part of the equation at all levels; federal, state and local. With all of this action, there will be new opportunities for us all; developers, builders, remodelers, suppliers, engineers and architects, as well as realtors, bankers and lawyers.

Builder Mart is an occasion for us to get together to talk and learn about all these business-changing issues. It is a time to socialize, offer opinions and share experiences in a relaxed atmosphere. We can learn and get ideas about how to better operate our businesses and compete in a stubbornly difficult market.

Your Builder Mart Executive Committee and the HBAM staff have worked all year to bring you a new and improved Builder Mart for 2013. The Sales and Marketing Council has been working hard too. The SMC SalesCamp is coming to Builder Mart again this year and it will feature Ken Schmidt, an exciting and very interesting nationally known speaker and former executive at Harley Davidson.

Again this year, we are offering morning and afternoon educational and informative sessions. You have the opportunity, at Builder Mart, to earn Maryland Real Estate Commission continuing education credits and learn new techniques to build more efficiently, all while remaining code compliant.

Our delicious all you can eat food menu, which includes the popular bull and oyster roast, has been enlarged and the beer will continue to flow. So, as always, enjoy the food, meet and greet your friends, support our exhibitors and most importantly have a great time.

By the way, I hope the lucky person who wins the Harley will let me take it for a quick ride.

Steven Gilman Chairman, Builder Mart

Builder M art MARCH 20, 2013 www.homebuilders.org

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Builder Mart Education Builder Mart is now your one-stop-shop for EDUCATION and information! You will still get the full-day of networking with your industry peers and the over 400 exhibitors that fill the exhibit floor, displaying the latest products and services available to the building industry. Now you get even more. A day full of education sessions that will get you up to speed on the latest industry issues.

Architect Seminars 11:00 am - 12 pm Liquid Applied Weather Resistant Barriers (1 Hour Architect CEU) 12:15 pm - 1:15 pm Versatex Trimboards - PVC 101 - The Benefits & Uses of Cellular PVC Trim (1 Hour Architect CEU) 2:15 pm - 3:15 pm Andersen Windows - Energy Codes & NFRC (1 Hour Architect CEU) 3:30 pm- 4:30 pm ThermaTru Doors - Entry Doors…An Open & Shut Case (1 Hour Architect CEU)

All other seminars 11:00 am - 12:30 pm Legislative Update (1.5 Realtor Credits) 2:00 pm - 3:30 pm Fair Housing (1.5 Realtor Credits) 2:00 pm - 3:30 pm Sprawlburbia - The American Dream? (1 hour Engineers and Surveyors Credit)

Tremco Barrier Solutions - Dr. Jim Wells Presents: Liquid Applied Weather Resistant Barriers TBS will be demonstrating their liquid applied weather resistant barrier; ENVIRO DRI showing architects, engineers, builders and other sub trades what the next generation of weather resistant barriers are, how easy they are to apply, the details that set them apart from sheet applied housewraps, how they outperform sheet applied housewraps and why liquid applied systems can help builders meet the 2012 blower door test of ach 50 of three (3) for less overall cost.

1 AiA Credit

Versatex - Matt Cullen Presents: Versatex Trimboards - PVC 101 - The Benefits & Uses of Cellular PVC Trim

Andersen Windows Presents: Energy Codes and NFRC This course describes the physical principles and terminology used to measure heat loss and gain, the thermal characteristics of windows, rating and labeling standards for product evaluation and building code requirements relating to windows. Building Code evolution and adoption is investigated.

1 CEU - American Institute of Architects

ThermaTru Doors Presents: ThremaTru Doors Upon completion of this course, architects and participants will understand: The different types and properties of cellular PVC in the building/construction industry. Common cellular PVC products and their end-use applications. A few best design practices (Beaded Ceiling, pre-fabricated corners, fabricated column wraps, window) Some of the “Green” attributes of PVC that make it an ideal exterior building product.

1 CEU - American Institute of Architects

Chuck Kasky Presents: Legislative Update Realtors: get your mandatory 1.5 hours of continuing education.

Mandatory Legislative Course Credit through the Maryland Department of Licensing and Labor for Realtors

Ronald Belman with Lakeside Title Realtors Presents: Fair Housing Realtors: get your mandatory 1.5 hours of continuing education.

Mandatory Fair Housing Course Credit through the Maryland Department of Licensing and Labor for Realtors

David S. Thaler Presents: Sprawlburbia - the American Dream?

The talk will include and examination of current land use and development patterns and regulation as well as an analysis of the origin of the suburbs from the first theories of Ebenezer Howard in his work Garden Cities Tomorrow. Also, as assessment of current development codes and how paradoxically, they generate sprawl and traffic, a review of the first zoning case, Village of Euclid v. Ambler Realty Co. and the ramifications of Euclidean zoning in the 21st century including the effects of segregation of uses; an exploration of the causes of sprawl and various contemporary land use techniques including mix use development and walkable, pedestrian oriented designs. Finally, a non Euclidean model of development.

1 credit for Engineers and Surveyors

Upon completion of this course, architects and participants will understand: • The different types and properties of cellular PVC in the building/ construction industry • Common cellular PVC products and their end-use applications. Know best design practices • Some of the “Green” attributes of PVC that make it an ideal exterior building product 1 HSW through American Institute of Architects 10

Builder M art MARCH 20, 2013 www.homebuilders.org

Down

2013

SALESCAMP

SMC

Hammer

Builder Mart Education

@

Wed, March 20th 8:30am - 11:00am South Hall SMC SalesCamp Room

Featuring Ken Schmidt Brand Visionary and Communications Strategist for Harley-Davidson Motor Company One of the most in-demand speakers and communications consultants in America, Ken Schmidt has lived a life that most can only dream about. He has toured the world on two wheels, met with presidents and royalty, partied with movie and music legends, and appeared numerous times on network news. As the former director of communications for Harley-Davidson Motor Company, he played an active role in one of the most celebrated turnarounds in corporate history - and got paid to ride motorcycles.

Raffle

Win A New HarleY Davidson !

-

Winner Drawn at Builder Mart

Get Your Tickets @ Builder Mart $25 Per Ticket or $100 for 5 Limited to 750 Tickets *See buildermart.org for official rules and details.

What are you willing to do today that’s different than what you did yesterday for the people who will demand your product tomorrow?

Sales & Marketing Council

www.homebuilders.org

Please Thank Our Sponsors:

buildermart.org smcsalescamp.org MARCH 20, 2013 Builder M art

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It’s More than Mobile.

It’s Multi-screen.

By Dennis O’Neil

F

or many years now, we’ve been discussing the benefits of providing a mobile website for shoppers; a website designed to fit on a mobile sized screen displaying the most relevant and action oriented content to the web user on the move. With Internet browsing from mobile phones exploding, it’s no wonder that home builders have seen traffic from mobile devices more than double in 2012 as compared to 2011!

More recently, we’ve seen a big shift in what can be defined as “mobile.” And that “shift” becomes more like a “blur” when you look closer. Three years ago, “mobile” meant iPhone, Motorola Droid, or Blackberry. This means we had just a few screen sizes and shapes to concern ourselves with (really just two since Blackberry was never much of a source of web traffic). In 2013, the story is very different. Today, we have three different iPhone screen sizes or resolutions in active use, countless Android phones with wide variations in screen size and resolution, two iPad screens, the iPad mini, the Google Nexus7, Kindle Fire and

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a multitude of other Android powered tablets. There are simply too many screen size options to build a website for each. It’s easy to classify a phone as “mobile”, but some of the mid-size devices are crossovers without a clear category.

Ultimately, it doesn’t matter what we call it. Consumers call it the Internet and they expect your website to look good and work great no matter what screen they’re using. A recent study released by Google backs up not only the importance of mobile in your web strategy, but the importance of a consistent “multiscreen” experience for consumers.

Builder M art MARCH 20, 2013 www.homebuilders.org

27.7%

What is multi-screen?

An excerpt from the Google study referenced discusses the concurrent and sequential use of multiple devices by consumers to interact with the same company or product. This means that users might use a tablet to browse a business’s website after seeing a commercial on TV. They might search for a product on their phone for preliminary research, but then continue that activity on their laptop or desktop, all while watching television.

Note to the right how often 60 percent or more of the survey respondents started their search on their mobile phones and then continued the search on their laptops. Anecdotally, our client data supports this. We see a tremendous amount of organic search traffic fueling mobile website visits. This means users are opening Google on their phone and typing in phrases like “new homes in _____” and finding builder websites.

The findings of the report support the idea that mobile phones, tablets and desktop websites are not silos. Consumers don’t interact with just one. They interact with all of them; often at the same time. It’s more important than ever that your customer’s entire web-based experience with you be consistent across all platforms. So, what now?

We know from our earlier list that there are simply two many screen size possibilities to cost-effectively build a website for every device. Using some of the latest improvements in web technology, the most cutting edge websites employ “responsive design.” Responsive design is a methodology used to automatically adjust your website’s layout and sometimes adjust your website’s content, based on the screen size, not device, your visitor is using. This means we no longer care if a user is on an Android phone or Android tablet. We don’t care if they’re on an iPhone or an iPad. We only care about the width of the screen.

That tells the website how it should behave, no matter what the device.

Responsive design is, by far, the best approach available to ensure your website looks and performs the best on every device.

It also doesn’t hurt your search engine optimization efforts that responsive design is Google’s recommended approach. With Google sending 86 percent of search engine traffic to builder websites in 2012, it’s a safe bet to do the things they recommend.

Consumers don’t care about the difference between desktop, laptop, tablet and mobile devices. To them, it is your website and it is supposed to work. Be sure you’re employing a multi-screen strategy in 2013. n Dennis O’Neil is President of ONeil Interactive, a full service Internet Marketing firm dedicated to homebuilders. Dennis speaks fluent ‘home builder’ and ‘geek’ and regularly translates the two to help builders sell more homes. Dennis can be reached at 410-584-2500, or by emailing dennis@oneilinteractive.com.

www.homebuilders.org

23.2% 21.9%

DEC 2012

SEPT 2012

JUN 2012

16.8% 13.7% 6.2% JAN. 2011

9% 11.6% MAY 2011

MAR 2012

DEC 2011

SEPT 2011

Figure 1 Mobile Traffic (Percentage of Total)

63.7%

Search Engines

18% Direct

17.4%

Referring Sites

0.9% Other

86.3% Google

5.5% bing 4.8% Yahoo!

2.4% Other Figure 2 Traffic Sources

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Smartphones are the most common starting place for online activities Started on smartphone

65%

63%

65%

47%

59%

Searching for Info

Browsing the Internet

Shopping Online

Planning a Trip

Managing Finances

Continued on a PC

60%

58%

61%

45%

56%

58%

48%

Continued on a tablet

4%

5%

4%

3%

3%

8%

8%

66%

56%

Social Watching an Networking Online Video

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:DWFKLQJ D 9LGHR 4 )RU WKH DFWLYLWLHV OLVWHG EHORZ WKLQN DERXW WKH ODVW WLPH \RX VWDUWHG HDFK DFWLYLW\ RQ RQH GHYLFH DQG WKHQ FRQWLQXHG RU Č´QLVKHG WKH VDPH DFWLYLW\ RQ another device. Please select which device you started and then continued on. If you have not done this, select “I have not done thisâ€?.

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vs.

PCs are most often a starting point for more complex activities Started on a PC/laptop

Continued on a smartphone

Continued on a tablet

29%

30%

25%

38%

34%

Searching for Info

Browsing the Internet

Shopping Online

Planning a Trip

Managing Finances

23%

24%

19%

31%

29%

27%

24%

6%

6%

5%

7%

6%

4%

10%

30%

34%

Social Watching an Networking Online Video

%DVH +DYH 6WDUWHG $FWLYLW\ RQ 2QH 'HYLFH &RQWLQXHG RQ $QRWKHU 6HDUFKLQJ %URZVLQJ 6KRSSLQJ 3ODQQLQJ D 7ULS )LQDQFHV 6RFLDO

:DWFKLQJ D 9LGHR 4 )RU WKH DFWLYLWLHV OLVWHG EHORZ WKLQN DERXW WKH ODVW WLPH \RX VWDUWHG HDFK DFWLYLW\ RQ RQH GHYLFH DQG WKHQ FRQWLQXHG RU Č´QLVKHG WKH VDPH DFWLYLW\ RQ another device. Please select which device you started and then continued on. If you have not done this, select “I have not done thisâ€?.

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Builder M art MARCH 20, 2013 www.homebuilders.org

Builder Mart 2014 Together We’ll Build the Future Wednesday, March 19, 2014

Don’t miss your chance to reserve the best booth space. Visit the Builder Mart 2014 Booth in the Bull Roast area or contact Chris Baughan at 410-265-7400, ext. 121 or chris@homebuilders.org. www.homebuilders.org

www.homebuilders.org MARCH 20, 2013 Builder M art

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BEFORE

Vacants to Value

at Work in Baltimore

AFTER

By Cheron Porter

I

n 2010 the U.S. Census bureau reported that Baltimore had experienced one of the largest percentage declines in population among major U.S. cities from 1950 to 2000. As a consequence, the city was challenged with approximately 16,000 vacant buildings, roughly 75 percent of which were privately owned. Vacant buildings drag down property values, create health hazards, reduce the confidence of current homeowners and discourage potential homebuyers from investing in the city. A dramatically different approach was required, but with over 50 years of disinvestment and population loss, City Hall could not confront this challenge alone.

Baltimore Mayor Stephanie Rawlings-Blake challenged Baltimore Housing Commissioner Paul Graziano to find a better way that works under varying market conditions. Graziano and his team studied other cities around the country impacted by blight for best practices and then looked to improve their own systems for efficiency. A task force of local community leaders, real estate professionals and non-profit leaders were also involved. In November of 2010, Vacants to Value was launched. Through this program, Baltimore Housing works with prospective homeowners, private developers, non-profit organizations and others to bring new life to Baltimore neighborhoods. Vacants to Value is a dynamic initiative that seeks to encourage reinvestment in neighborhoods impacted by blighted properties through six strategies: Strategy 1: Streamline the disposition process—To strengthen blight elimination efforts, we made it easier for developers to buy city-owned vacant properties by restructuring our Land Resources division and changing policies to make the transaction process predictable, expedient and transparent.

Strategy 2: Streamline Code Enforcement – In middle market neighborhoods, Vacants to Value streamlined the approach to code enforcement to minimize the need for litigation. Prior to Vacants to Value, code enforcement litigation was required in every instance where a vacant building owner was non-compliant.

Code enforcement officers can now issue $900 citations (like parking tickets) that will promote outcomes, without prosecutions on a scale previously unattainable.

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Strategy 3: Facilitate Investment in Block Clusters Near Areas of Strength—Code enforcement attorneys can now require owners of vacant properties to either rehabilitate or sell to someone who can. Code enforcement attorneys now facilitate rehabilitation on entire blocks by partnering with privately capitalized developers.

Strategy 4: Targeted Homebuyer Incentives—Baltimore launched the Vacants to Value $10,000 Homeownership Booster Program and has dedicated over $1 million to the program.

Additionally in January, Mayor Rawlings-Blake announced a partnership with Wells Fargo Bank for $15,000 grants to 300 homebuyers who purchase a home in Baltimore.

Strategy 5: Support Large-Scale Development in Distressed Areas—Many distressed areas with concentrated abandonment do not have private development potential in the absence of major public intervention, so large-scale redevelopment initiatives are needed.

Strategy 6: Maintaining, clearing, holding and land banking for interim and future use—Unfortunately, there a many severely distressed areas where the scale of blight eliminates demand for housing uses of any kind well into the foreseeable future.

Generally, the housing market will not support the rehabilitation of these vacant properties and many of these blocks will ultimately need to be demolished. Much of the land is banked for future projects, used for urban agriculture and open-space or purchased by home homeowners as a side yard.

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BEFORE

So how is Vacants to Value doing?

• Baltimore Housing created a web presence to market cityowned vacant buildings that resulted in a five-fold increase in property sales, from 100 in fiscal year 2010 to 524 in fiscal year 2012.

• Baltimore Housing has issued more than nine hundred $900 citations to vacant building owners who have failed to maintain their properties.

• Nearly $47 million in private investment has been made in Vacants to Value properties.

• Nearly 1100 vacant properties have been fully rehabilitated or are undergoing construction.

• Nearly 90 percent of city owned properties in development clusters have been sold.

• Baltimore Housing has issued $10,000 Homeownership incentives to 140 buyers, 28 percent of the homeowners are new to the city.

• City wide 245 vacant and blighted properties have been demolished, helping to increase the Adopt-a-Lot program by over 400 percent to nearly 700 lots.

So what’s next?

As of January 1, 2013, Mayor Rawlings-Blake launched a Clinton Global Initiative America (CGI America) commitment to eliminate 3,000 vacant residential buildings in Baltimore over three years. Through this initiative, 1,500 properties will be rehabilitated and an additional 1,500 properties will be demolished using the tools and strategies that comprise the city’s Vacants to Value program.

Furthering Vacants to Value will not only rid communities of thousands of dangerous, blighted properties, but also increase opportunities for new, quality housing and other amenities for families, and create jobs and job training opportunities that will help grow Baltimore’s economy.

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AFTER

Mayor Rawlings-Blake has also committed to attracting 10,000 new households to Baltimore over the next decade, and to help transform the city into a growing, rather than shrinking, city. Given the fact that blight and population decline are so intrinsically connected, eliminating vacant buildings in the city and creating opportunities to transform the communities they afflict is critical to achieving this goal.

Through Vacants to Value, there is visible strength building in Charm City. Blocks that were once blighted are now under rehabilitation. People who were fleeing the city are now reconsidering Baltimore as a place to call home. Businesses looking to expand are also considering Baltimore, as the city has so much to offer. n Cheron Porter is the Director of Communications for Baltimore Housing.

For more information, go to www.baltimorehousing.org and click on Vacants to Value or call the Land Resources Department at 410-396-4111. * President Clinton established the Clinton Global Initiative America (CGI America) to address economic recovery in the United States. CGI America brings together leaders in business, government, and civil society to generate and implement commitments to create jobs, stimulate economic growth, foster innovation, and support workforce development in the United States. Since its first meeting in June 2011, CGI America participants have made more than 100 commitments valued at $11.8 billion.

When fully funded and implemented, these commitments will improve the lives of three million people, create or fill more than 150,000 jobs, and invest and loan $354 million to small and medium enterprises in the United States. To learn more, visit cgiamerica.org.

Builder M art MARCH 20, 2013 www.homebuilders.org

www.mapga.org

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Builder M art MARCH 20, 2013 www.homebuilders.org

How to Make Salespeople More Effective The challenge for salespeople is to be ahead of the curve, not behind it.

By John Graham

N

ot withstanding the value that many salespeople bring to their customers, the selling profession is under the gun. There have always been those who have even decried the existence of salespeople, describing them as an unnecessary evil.

If we want to buy a car, an insurance policy or just about anything else, there is an intermediary, a salesperson, standing between us making the purchase. At best, a salesperson is interested, knowledgeable, responsive –– and helpful. And at worst, totally self-absorbed, uninformed and untruthful, This is the picture of selling today from the perspective of many customers and while it’s certainly nothing new, there’s little indication that it will be changing any time soon. If anything, these criticisms may very well cut deeper unless salespeople come to accept the fact that customers are truly in charge of the sales process.

1. Customers expect to be their own salesperson. At one time or another, just about every customer has taken a salesperson’s advice, only to regret they did so. Getting burned –– perhaps it would be more accurate to say being betrayed –– makes buyers suspicious and distrusting of what they’re told. While this may seem to be an easy problem to solve, it may be the most daunting issue facing salespeople today.

Clearly, the Internet is taking more and more sales out of the hands of salespeople. It’s an education in what great salesmanwww.homebuilders.org

ship is all about and leading the way is Amazon.com.

And why not? Amazon.com makes it easy for customers to be their own salespeople. In fact, the buying experience is actually enjoyable: placing orders is easy (particularly with the instantaneous “one-click” button), there’s plenty of information and reviews available, returns and refunds are uncomplicated and fast, customer communication is extraordinary, delivery is often ahead of schedule, and product recommendations arrive based on your buying habits. And, of course, the customer is always in charge.

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2. Customers like to play. Ironically, one of Apple’s greatest homeruns isn’t electronic. At least this is the view of the company’s CEO, Steve Jobs, who said at the introduction of the iPad 2 that Apple’s retail stores played a major role in the immense success of the first iPad. Here’s the world’s leading technology company with an expanding bricks-and-mortar presence.

While many retailers struggle, Apple continues to open new stores the world over, where customers are encouraged to play with the products, ask for help, and interact with the Apple folks. And you’ll never find “Do Not Touch” signs. Better yet, if you’re an adult, you can look over the shoulder of an eight year old who uses a Mac as if were part of her DNA. Unlike any other retail store in the world, an Apple store not only makes it easy to look in and see what’s going on (huge front windows made of special anti-glare glass), but it’s welcoming, a place where customers love to go shopping. The “salespeople” are help rather than sell.

There are no gatekeepers in an Apple store. No matter your age, just go in and starting playing with an iPad, an iPod or an accessory. Even so, it’s not uncommon for some customers to ask permission before they try out an iMac or an iPad. They remember going into stores with mom, who reminded them to keep their hands to themselves.

Clearly, Apple understands that today’s customers want to enjoy the buying experience and getting involved.

3. Crank up the communication, not the sales pitches. Top salespeople have long prided themselves on being effective persuaders. However, if the truth were known, most of those in sales probably are best at talking their way out of getting orders.

For example, you walk into a major home appliance or department store. It’s like going through a cemetery. The ranges and refrigerators, the washers, dryers and dishwashers are all lined up neatly in one row after another. It’s all so dull.

After awhile a salesperson comes along and asks if you have questions. You may get the facts, but chances are you’ll completely miss the experience of the refrigerator. You can see it, but that’s all. It’s what the fridge does to add convenience and enjoyment to life that counts.

How would it be if a refrigerator manufacturer gave iPads to the salespeople, with brief videos of consumers using their refrigerators in their homes and talking about it? They could see it come alive. How much more compelling that would be than listening to a salesperson, even a good one, talking about the refrigerator in the cemetery-like setting of the showroom.

Would the right technology, such as an iPad, help increase customer involvement? Would it make products more compelling? And, would it help produce more orders?

What are the implications for salespeople in all this? What messages does it send to those who want to be successful in sales?

• Stop looking in the rearview mirror for the answers. They’re not behind us; they’re out in front.

• With so much information available on the Internet, today’s customers are often better informed than the salespeople who are helping them.

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• Customers won’t tolerate a salesperson getting paid who, in their estimation, fails to provide meaningful value.

• The day is gone when wearing a suit is the major prerequisite for a salesperson (male or female), along with the idea that by looking successful, customers will think you are.

• Every aspiring salesperson should be required to work in retail and be evaluated by their customers. And stay there until they get excellent ratings.

• You can get in sales without passing anything other than an aptitude test, if that. Sales may be the one anti-knowledge profession, which may be why so many drop out.

• What is the best education for becoming a salesperson?

Being trained as an investigator where you are forced to be attentive to the facts, listening and focused on solving problems.

• Failure to follow up contributes to most lost sales.

• Many salespeople may be most successful in talking themselves out of getting the order.

• Salespeople mistakenly attribute their success to their salesmanship or customer relationships, when it’s really that the customer is ready to make the purchase.

• “How much is this rug?” asked the customer. “$1,795, replied the salesperson. “That’s too much,” responded the customer. “OK, I can give it to you at 50% off,” said the salesperson. What should the customer do? Get out fast. The salesperson lacks integrity.

• Avoid partnering new salespeople with those who are more experienced, since that’s often the perfect way to perpetuate bad habits and incompetence.

• The biggest mistake salespeople make is trying to sell something. The right mission is solving a problem for a customer.

• Too many salespeople depend on their mouth as their favorite tool for getting the order. They want to win sales with words, not by satisfying their customers.

This is the environment where most salespeople find themselves today. In many respects, it’s confusing and frustrating, quite different from the way it was just a couple of years ago.

A short time ago, an article on sales appeared in a wellrespected publication. It extolled the benefits of technology in selling. Although it mentioned tablet computing, specifically the iPad, the overall focus was on the use of smart phones.

With so much news extolling the immense opportunities for salespeople using iPads, the emphasis on smart phones seemed strangely out of sync, and, frankly, dated.

It points out the challenge for salespeople to be ahead of the curve, not behind it. n John R. Graham is president of Graham Communications, a marketing services and sales consulting firm. He writes for a variety of business publications and speaks on business, marketing and sales issues. You can contact him at jgraham@grahamcomm.com or visit his website at grahamcomm.com.

Builder M art MARCH 20, 2013 www.homebuilders.org

Use a Tablet to Save Time and Money 5 Ways to Manage Your Business Remotely

By Ryan Sutton-Gee

www.homebuilders.org

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T

ens of millions of people are already using smartphones and tablets such as the iPad to answer email, browse the Web, and play games. Now, home builders can also use this tool to save serious time and money. Some examples: Builders are downloading My Measures, designed to store and share object dimensions for better estimating and Evernote, which allows builders to draw arrows and other annotations to photos and documents.

New project management and scheduling software helps builders get all project drawings and documents off paper and onto the iPad and other tablets -- and it’s not difficult, even for those who aren’t super tech-savvy.

New iPad apps like PlanGrid have been written specifically to help construction professionals and trade partners deal with their documents, so there’s never been a better time to go paperless.

Here’s five ways that ditching paper can really help a home builder or remodeler’s bottom line: Save time by communicating right from the field. With

paper plans, whenever builders encounter an issue in the field and they need to consult with the architect, here’s what they need to do: Mark up the plans, drag them to a scanner, scan them in, find the scan, sit at back down at the computer, find the scanned-in image and then email it out.

With an iPad, a home builder can just open up the drawing right in the field, mark it up, and send it immediately to the architect. That’s a significant and immediate time savings.

Eliminate printing costs. Construction companies typically spend 0.35 percent of total project costs on printing alone. Going paperless with an iPad or other tablet can instead add a significant portion of that cost right to the bottom line.

Reduce mistakes and misdirection by keeping everyone up to date. Keeping one set of plans up to date is hard

enough, but when you have to keep multiple sets, it starts to become a nightmare. As a result, almost every project has had issues where people build off outdated information, leading to claims, schedule delays, etc.

Luckily, with services like PlanGrid or Box, it’s easily to keep one set of files updated and share them with the whole team. This makes document control a snap, even on very large projects.

Easily take and post progress photos right to your drawings. With the iPad and apps like iAnnotate or Plan-

Grid, it’s easy to take progress photos and attach them right onto your plans. This improves communication, saves you the trouble of carrying an extra camera, and really helps with the QA/QC and punch list process.

It’s worth taking the time to learn about the apps available for iPads and other tablets as new ones hit the market every day – many with features geared to the home building and remodeling industry. n Ryan Sutton-Gee is the co-founder and CEO of PlanGrid, which offers builders the ability to store, view, and manage blueprints on an iPad. He has a MS in construction engineering management from Stanford University and a BS in Construction Management from Sacramento State University. Follow him on Twitter @rsuttong.

Reference all drawings, specs, and schedules whenever they are needed. Who hasn’t been caught without the

right documents in the field? With an iPad, home builders can easily carry all the information they need wherever they go. This includes schedules, plans, specs, bid documents, change orders, etc.

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Builder M art MARCH 20, 2013 www.homebuilders.org

Are You Making the Most of Your Environmental Reputation?

By Suzanne Shelton

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home builder’s environmental record is becoming as important as the energy efficiency of the homes it builds, according to new research from the Shelton Group, a marketing and communications company based in Knoxville, Tenn.

That’s my company – and I’ve long been on record as telling builders, “Look, for most Americans, green equals energy efficiency. Saving money is the driver. Instead of talking about green homes, talk about your energy-efficient homes.”

What’s different? Especially among younger buyers, consumers now look to a manufacturer’s environmental record to determine whether a product is truly green -- and that a company’s environmental practices can have a direct impact on purchase decisions.

So, today, I advise: “Talk about how energy efficient your homes are and how green your company is.”

For close to 10 years, the Shelton Group been studying consumers’ feelings toward the environment, as well as their attitudes and behaviors related to energy-efficient and green products/services to find a number of interesting trends that support this advice: Our latest Eco Pulse™ study showed that 31 percent of Americans (compared to 23 percent in 2010) determine if a product is green by whether a company has a strong environmental reputation.

Over the last four years, roughly half of respondents claim that a company’s environmental reputation affects their purchase decisions “somewhat” or “very much.” In fact, more than half can now name a product that they’ve chosen or dropped www.homebuilders.org

as a result of learning more about a company’s environmental record. That’s up from only 20 percent in 2008.

Millennials – your first-time and/or next-generation home buyers – are even more likely to consider a company’s environmental record before making a purchase. In fact, they are twice as likely to have chosen a product based on the manufacturer/ supplier’s environmental record or practices.

The marketplace is moving away from sustainability initiatives purely for cost-cutting or for good public relations and into the realm of creating a competitive market advantage. Companies that share their sustainability stories and highlight their initiatives and good works will create a “halo effect” for their products – which will positively influence consumer purchase decisions and result in that competitive edge.

So, I encourage you to continue to tout your homes’ energyefficient features and the environmentally friendly products that make your homes more sustainable. But don’t forget to share what type of sustainable activities and business practices you employ as a company.

Consumers want to know what you are doing to lessen your impact on the environment, and that knowledge – and transparency – could make them choose your products over your competitors’. n Suzanne Shelton is CEO of Shelton Group a sustainability marketing and communications agency.

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The Maryland Center for Housing Our Maryland Center for Housing campaign started at Builder Mart in 2011 and now, at Builder Mart 2013, we’re coming down the home stretch. The longtime vision of a new headquarters for the Home Builders Association of Maryland will soon be a reality.

As you have probably heard, the building will house the Building Industries Foundation and will serve as HBAM’s headquarters. The BIF is the non-profit, charitable arm of HBAM and was created in 1999 to respond to requests for assistance in benevolent housing/ shelter related projects. The Foundation will own the building debtfree and lease it back to the Association, thereby providing a stable, long-term funding source to endow the Foundation and support its charitable, education and research activities.

As for the Association, the building will be physical presence in Central Maryland that stands as a testament to the strength, vitality and endurance of the industry and HBAM. The first step of the process was made possible through a generous donation from Stewart Greenebaum of a fully permitted parcel in the commercial district of Maple Lawn, his award winning mixed use, smart growth development. Located in southwestern Howard County, the site is convenient to Interstate 95, US Route 1 and Maryland Routes 29 and 32. Over the summer, the title for the land was transferred to the Foundation. The land, including improvements, appraised for $700,000.

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That one donation quickly turned into several and the excitement began to grow as word of a new headquarters spread throughout the Association. Shannon Comer of Shannon Comer Architects stepped up and very generously donated her company’s time and expertise to design the sophisticated 10,000 square foot building that will stand on the parcel. The design includes a usable show kitchen, first floor work rooms, a large board room and office space for the Foundation.

Many other companies have been quick to donate their product, time and expertise to the new building. Due to the access to the building industry resources, HBAM members have a unique ability to provide labor and materials that would otherwise cost significantly more. A complete list of donors can be found on page 28 or online at www.marylandcenterforhousing.org.

It is not too late to make your commitment and become part of this ambitious project which will forever change the future of the Association for the better. Contributions are tax deductible as the Foundation is a fully approved 501-C(3) non-profit organization.

Benefits to donors include recognition in print publications, electronic publications and online. Significant recognition throughout the build and at the new building is also included.

Another way to participate is by purchasing a brick paver to be installed at the entrance of the building. The pavers are custom engraved and come in two sizes. See page 29 for an order form. n

Builder M art MARCH 20, 2013 www.homebuilders.org

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Maryland Center for Housing Donors Thank you to the following companies for their generous financial support.

Axiom Engineering Baldwin Homes Bob Ward Companies Caves Valley Chateau Builders Columbia Builders Cornerstone Homes Dan Ryan Builders Development Design Consultants Dorsey Family Homes ECS Mid-Atlantic, LLC Efficient Homes Elm Street Development Forty West Gemcraft Homes Goodier Baker Builders IWIF Lennar Linowes and Blocher Lowell Glazer MD Landmark Morris & Ritchie Assoc.

Mueller Homes NVR Orchard Development Powers Homes Rachuba Group Residential Title Security Development Selfridge Family Foundation Shelter Builder Communities Steuart-Kret T+A Contractors Whitehall Development Williamsburg Homes Zahler Construction and Development

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Thank you to the following companies for their contributions of labor, materials and professional services.

Lead Donor: STEWART GREENEBAUM 84 Lumber ABC Supply AC & R Insulation Ashton Manor Enviromental, LLC. AZEK Building Products, Inc. Bartley Corporation Bruce L. Jones Contractors California Closet Campitelli Masonry Inc. Charles A. Klein Choice Stairways CMW Co. Constantine Contracting Creative Touch Interiors Dans Company Delbert Adams Design House Kitchens Dow Building Solutions Envirosolutions Fick Bros. Roofing & Exterior Remodeling Fireside Hearth & Home Fretz Corporation Gaines and Company Gene’s Johns Glen-Gery Brick Gray and Son Greenleaf Remodeling Gutschick, Little and Weber Harkins Builders Hillis-Carnes Engineering Humpty Dumpsters Interior Concepts John H. Myers & Sons L&L Supply Leisure Specialties Metropolitan Fire Protection Modern Foundations Moen Northeastern Supply Old Town Construction O’Neil Interactive Out of Sight Home Theater

Owings Brothers Parksite Patterson Enterprises Ply Gem Windows Rapid Signs Reico RFC, Inc. Residential Title Richmond American Riparius Construction, Inc. RLO Contractors Roof Center Rosenberg, Greenberg & Martin S.E.H Excavating Shannon Comer Architects Shelter Systems Sherwin Williams Siegel, Rutherford, Bradstock & Ridgeway Smartbox Portable Storage St. John Properties Tamko TW Ellis TW Perry Tyco Fire Protection Products Vintage Security Wall to Wall Construction Weyerhauser

NAMING RIGHTS Rachuba Family Foundation Foundation Office Security Development Howard County Government Affairs Office Elm Street Development Finance Office NVR- Sales and Marketing Office Walter and Betty Ward Government Affairs Office

Builder M art MARCH 20, 2013 www.homebuilders.org

6030 Daybreak Cr. #A150, PMP 362 Clarksville, MD 21209

www.homebuilders.org

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A Special Thanks to the Builder Mart exhibitors who are also donors to the Maryland Center for Housing

Smartbox Portable Storage – storage Dow Building Solutions Metropolitan Fire Protection – sprinkler design and installation

California Closet – closet system Moen Incorporated – plumbing fixtures 84 Lumber – lumber The L & L Company – bricks

John H. Myers & Sons – windows Parksite – Tyvek Out of Sight Home Theater – television for lobby

Creative Touch Interiors – flooring Bartley Corporation – foundation Gray and Son, Inc. – curbs and gutters

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Builder M art MARCH 20, 2013 www.homebuilders.org

Ply Gem Windows – windows Shelter Systems Limited – roof trusses Azek Building Products, Inc. – roof fascia

Tyco Fire Protection Products –

sprinkler materials

TW Perry – lumber Reico – kitchen Residential Title – title work Mailbox Man of Maryland – mailboxes Sherwin Williams – paint Vintage Security – security system Fireside Hearth and Home – fireplaces Weyerhauser – flooring system Modern Foundations – foundation Financial Contributors: Residential Title & IWIF

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The Importance of

‘Spot n’ Estimates

By Diane Haines

“No matter its size, a company must draft plans and get a realistic idea of total cost before beginning a project.”

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Builder M art MARCH 20, 2013 www.homebuilders.org

What Estimators Do When a construction company begins a new project, the process often times requires the contractor to provide the prospective customers an idea of how much the contract will cost and analyze whether the job is a good fit for the business. That’s where the estimators come in.

They are the ones to calculate the cost information that’s used to help determine the feasibility and profitability of a new project and analyze which endeavors are turning a profit, according to the U.S. Bureau of Labor Statistics. Approximately 59 percent of cost estimators work in the construction industry, collecting data on which factors have an effect on costs, such as materials, location, project duration, labor and special machinery requirements, the bureau says.

To do so, estimators in the construction industry inquire and sometimes visit the proposed work site and collect information on the availability of electricity and other utilities, surface topography and drainage, then conduct a quantity survey–or ‘takeoff’–to determine what materials and labor will be necessary to complete the firm’s share of the project. Part of the estimator’s responsibility and this process is taking into consideration the potential for wasted materials, shipping delays, bad weather and other disruptions that might negatively affect the project’s profitability.

Competitive Estimating in the Construction Industry In today’s competitive construction environment, where everyone is trying to do more with fewer resources and less time, estimators know that they need an edge in order to prosper. Every small advantage that can help make an estimator more competitive could be the deciding factor in whether a bid is won or lost.

But staying competitive does not have to mean working longer hours to meet demand. According to researchers Andrew Stellman and Jennifer Greene of software quality firm Stellman and Green Consulting, estimating has been referred to as a ‘black art’ and may seem highly subjective–yet a formal, standardized estimating process can improve accuracy and make it more likely that projects are completed on time and within budget.

Luckily, there are technological tools available that can help estimators work smarter, streamline their processes and keep up with the demand for more estimates without risking accuracy.

Accurate Estimates are Vital No matter its size, a company must draft plans and get a realistic idea of total cost before beginning a project.

Poor estimating can hurt the project and maybe the company.

Sometimes, a company that wins a job may end up regretting the victory, because a mispriced or overlooked item will result in the project running over the original estimate.

www.homebuilders.org

Being able to deduce a rough estimate of what a job will cost, with limited specifications and without the risk of dedicating days of work only to determine the project is not a good fit, can be the deciding factor in bidding on a job that will be profitable for the company.

Changes happen. Customers decide they want to add or subtract from the project, which can leave the construction company scrambling to adjust its estimate. Automating the estimating process enables companies to manipulate the existing estimate more easily and quickly respond to change requests, avoiding complications later in the project.

Automating the Process Cost estimating software systems can help estimators do their job more quickly and with less effort, according to Chris Hendrickson, engineering researcher and professor at Carnegie Mellon University. Often the software will include databases for unit cost items, including worker wage rates and prices for materials and equipment rentals, as well as lists of expected productivity for construction processes, component types and equipment, he writes.

The software can also be useful when sharing estimates with other departments in charge of cost control and scheduling, which can contribute to managing costs during the course of construction. Additionally, some versions will allow for searching a company’s archives for past projects that may have had a similar design or scope, which can help better inform the estimating process.

According to the Bureau of Labor Statistics, “although computers cannot be used for the entire estimating process, they can relieve estimators of much of the drudgery associated with routine, repetitive and time-consuming calculations. New and improved cost estimating software has lead to more efficient computations, which leaves estimators more time to check their numbers, analyze and refine project estimates.”

Conclusion Estimators have always worked hard to ensure they deliver accurate estimates as their companies bid on construction projects.

But as the business changes and new technologies offer solutions for reducing workloads while boosting results, it may be time for estimators to stop restricting themselves to the features traditional spreadsheets can offer. Incorporating estimating software into the process can allow construction companies to bid faster, smarter and more profitably. n Diane Haines, Director of Strategic Marketing at Sage a world-leading supplier of business management software.

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Stats

and

Facts

By the Numbers

35%

Quarterly closings rebounded to 2,007 reflecting a 35% year over year increase in starts.

New Year, New Endeavors, New Homes!

By Brooke Burns-Ackley

8,082 Annual starts were at the highest levels seen since 2008 (8,082).

48%

Montgomery, Prince George’s, Anne Arundel, and Howard counties account for 48% of Maryland’s total activity.

7,900

The 2013 Baltimore forecast for permits is modest at 7,900, a 3% overall increase from 2012.

As you may have heard, Hanley Wood has acquired MetroStudy, a leading provider of primary and secondary market information to the housing and related industries nationwide. With this merge brings an opportunity for the housing industry to have the best available data and it comes at a time when all economic indicators supporting the housing industry are moving in the right direction.

No time to waste, we have resolutions and business to attend to. So, let’s talk about 2012 and what we have forecasted for 2013.

2012 ended on a positive note for Maryland. Fourth quarter starts returned to a level last seen in 2007, with 2,044 starts recorded. Quarterly closings rebounded to 2,007 from the lows seen in 2010 and 2011. These levels reflect a 35 percent year over year increase in starts and a 3 percent year over year increase in closings. Annual starts were at the highest levels seen since 2008 (8,082) and annual closings were at levels that have remain relatively steady over the past two years (7,762). When looking more closely at the annual starts and closings in Maryland, 48 percent of the total activity is occurring in Montgomery, Prince George’s, Anne Arundel and Howard, listed in order of volume.

The 2013 Baltimore forecast for permits is modest at 7,900. This would be a 3 percent overall increase from 2012 and while multi-family permits are forecasted to decrease by 7 percent, single family permits are forecasted to increase by 42 percent to a total of 5,200. This is welcoming news for many home builders in this local market. n Brooke Burns is the Regional Sales Director for Hanley Wood Market Intelligence and can be reached at bburns@hanleywood.com or 202-729-3678.

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Builder M art MARCH 20, 2013 www.homebuilders.org

March 20, 8:30 am

SMC Sales Camp 2013 with Ken Schmidt Brand Visionary and Communications Strategist for Harley-Davidson Motor Company

O

ne of the most in-demand speakers and communications consultants in America, Ken Schmidt has lived a life that most can only dream about.

He has toured the world on two wheels, met with presidents and royalty, partied with movie and music legends and appeared numerous times on network news.

As the former director of communications for HarleyDavidson Motor Company, he played an active role in one of the most celebrated turnarounds in corporate history - and got paid to ride motorcycles.

The longtime motorcycle enthusiast’s formal association with Harley-Davidson began in 1985. As a specialist in corporate positioning and media relations, he was asked to work with the then-struggling Harley-Davidson to help restore the company’s image and create demand for its motorcycles. Within a few short years, Harley-Davidson became one of the most visible and frequently reported-on companies in the world, while sales of its motorcycles rocketed upward.

In 1990, Schmidt became director of Harley-Davidson’s corporate and financial communications, and served as its primary spokesperson to the media and the financial communities. He appeared numerous times on network news programs and was frequently called upon by business media to share his insights on non-traditional communications and customer relations.

Speaking engagements around the world soon followed.

In 1997, Schmidt left Harley-Davidson to take an ownership position with a highly successful Chicago-based marketing firm, VSA Partners. In addition to Harley-Davidson, VSA serves many other of the world’s best-known brands, including General Motors, Coca-Cola, IBM and Campbell’s Soup. In July 1999, he sold his portion of VSA to start his own business, Ken Schmidt Company, and slow down the pace of his life. www.homebuilders.org

Now, Schmidt is a frequent speaker to business groups and academic communities throughout the world. Few speakers generate more positive word-of-mouth and referrals. “I love to startle people by exposing them to proven ideas and concepts they’ve never imagined,” he said. “Whether I’m talking about how perfectly average people can do extraordinary things - which is now an everyday occurrence at Harley-Davidson - or how to build an entirely new corporate culture, rekindle relationships with customers, or reach out to new ones in completely untraditional ways, I’m teaching people to throw conventional approaches out the window. I see opening hearts and minds as my life’s work.”

Today, Schmidt shares his expertise with many of America’s leading brands, but happily states that he is “semi-retired,” which allows him to pursue his other passions. He calls working with the grandson of one of Harley-Davidson’s founders to create the book, 100 Years of Harley-Davidson, one of the greatest highs in his lifetime. After all he has accomplished, his philosophy of life and business hasn’t changed: “Never do what’s expected, make yourself as noticeably different as possible, and have a lot more fun than you’re supposed to.” n

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

AM offers discounts on workers comp and insurance programs





      HBAM is offering its members a discount on Verizon Wireless products and services,  along with other discounts to qualified members 

  



NAHB SAVINGS...

POCKET THE SAVINGS...

SAVINGS HBAMember Member Advantage program offersprogram NAHB/HBAMoffers NAHB/H NAHB POCKET THE SAVINGS ...The...The HBA Advantage members many money-saving discounts that benefit their businesses, employees and families. Some parmembers many money-saving discounts that benefit businesses, and families. So ticipating companies include:Lowes, GMC, their Dell, Hertz, Office Depot andemployees more. Visit KET THE SAVINGS...

SAVINGS ...The HBA Member Advantage program offers NAHB/HBAM NAHB POCKET THE SAVINGS...

SAVINGS...The HBA Member Advantage program offers NAHB/HBAM ticipating companies include:Lowes, GMC, Dell, Hertz, Office Depot and more. Visit money-saving discounts that benefit their businesses, employees and families.

Some parNAHB POCKET THE SAVINGS...

SAVINGS ...The HBA Member Advantage members manyNAHB money-saving discounts benefit their businesses, employees and families.

Some par-program offers N pocket the savingsthat ... The HBA Member Advantage program offers NAHB/HBAM

B POCKET THE SAVINGS...

SAVINGS ...The HBA Member Advantage programOffice offers NAHB/HBAM ng companies include:Lowes, GMC, Dell, Hertz, Depotdiscounts and more.

Visit members many money-saving discounts that benefit their businesses, employees and fam ticipating companies include:Lowes, GMC, Dell, Hertz, their Office Depot and more.

Visit members many money-saving that benefit businesses, employees and families. s many money-saving discounts that benefit their businesses, employees and families. Some par-

HBAM can help your advertising needs by offering these affinity partners ticipating companiesadvertising include:Lowes, discounts GMC, Dell, Hertz, Office Depot and more

ticipating companies include:Lowes, GMC, Dell, Some Hertz, Office Depot and more.

Visit include: Lowes, GMC, Dell, Hertz, Office Depot and more. participating companies

NAHB POCKET THE SAVINGS...

SAVINGS...The HBA Member Advantage program offers NAHB/HBAM HBAM can help your advertising needs by offering these paraffinity partners advertising discounts advertising discounts ticipating companies include:Lowes, GMC, Dell, Hertz, Office Depot and more.

Visit advertising discounts HBAM can help your advertising needs by offering these affinity partners advertising discounts

M can your helpmany your advertising needs by discounts offering thesethat affinity partners help advertising needs by offering these affinity partners HBAM can help your advertising needs by offering these affinity partners embers money-saving benefit their businesses, employees and families.

Some advertising discounts

HBAM can help your advertising needs by offering these affinity partners advertising discounts

HBAM can help your advertising needs by offering these affinity partners Visit www.homebuilders.org/page/moneysavings/ advertising discounts

for full details on each of our programs or contact Felicia Fleming at (410)265-7400, ext. 115 or feli-

cia@homebuilders.org.

Visit www.homebuilders.org/page/moneysavings/ for full details on each of our programs or contact Visit www.homebuilders.org/page/moneysavings/ Felicia Fleming at 410-265-7400, ext. 115 or felicia@homebuilders.org h of our programs or contact Felicia Fleming at (410)265-7400, ext. 115 or felicia@homebuilders.org.

Visit www.homebuilders.org/page/moneysavings/

sit www.homebuilders.org/page/moneysavings/

Not a Member of HBAM? Now is the time to join!

Visit us at Builder Mart at the HBAM booth where we will be offering membership incentives or visit www.homebuilders.org/page/joinnow/

WHY BECOME A MEMBER? Respect, Recognition and Representation A good reputation is worth its weight in business. HBAM membership is an opportunity to gain recognition and respect in the community and within the industry. As and HBAM member, the Association represents you by promoting the industry and continually striving to enhance the quality of life by providing quality housing. The Association represents the local housing industry on Capital Hill, the State House and local government entities to attain favorable and progressive legislation for the industry.

Networking Opportunities HBAM membership is an opportunity to build a network of professionals in the industry by sharing ideas with other builders, subcontractors, suppliers and service firms. These opportunities are in the form of all the events that HBAM has to offer.

Advertising Opportunities To help you sell your product and/or service, HBAM sponsors such promotional events such as Builder Mart. Also advertising opportunities are available to you through the monthly Homefront online, Mid-Atlantic Builder Magazine and the HBAM Buyers guide.

Educational Opportunities HBAM offers various educational opportunities. Learn about current trends and what the future holds for the industry through meetings, seminars presented by HBAM and the National Association’s Annual Convention and the International Builders Show.

Local, State and National Membership As part of your membership, you automatically become a member of HBAM, the Maryland State Builders Association and the National Association of Home Builders.

Membership Directory The HBAM Buyers guide puts members’ names, addresses, phone numbers and other valuable information at your fingertips.

Valuable Money Savings Programs Members of the Association can advantage of the many discount programs from various local, state, and national businesses including a workers compensation discount program, discounts on office supplies, phone service, discounts on PC, rental cars, delivery service, GM vehicle discounts, advertising discounts, and many others.

Contact Felicia Fleming at 410-265-7400, ext. 115 or felicia@homebuilders.org for more information.

New Builder Mart Members A.C & R Foam Insulators LLC Airex Manufacturing Astrum Solar B.E.S.T. Inc. Back River Pre-Cast, LLC Central Vacs Unlimited ClassicFlame Pro CST Products, LLC Culpeper Wood Preservers Cummins Power Systems Dr. Energy Saver, LLC Evergreen Technologies Gross, Medelsohn Associates Koma Building Products Liberty Screens LTC Financial Partners Maurice Electric Supply Metropolitan Home Theater National Control Services, Inc Print-O-Stat, Inc. Roxul Severn Bank Trace Laboratories, Inc. Tremco Barrier Solutions, Inc.

ANNUAL

EVENTS

& CONFERENCES HBAM offers a variety of events and programs each year that provide both business and social forums to increase your industry contacts.

• Builder Mart • Key Connections • MAX Maryland Awards of Excellence • International Builders’ Show • Celebrity Chef Night and Auction • HBAM Remodelers Awards of Excellence • The Maryland Real Estate and Construction Forecast Conference • Icon Awards • A Night at the Yard • Land Development Council Community Development Awards

2013 HOME BUILDERS

ASSOCIATION OF MARYLAND Membership Application

STEP 4

Provide a primary contact and any secondary contact names.

PRIMARY CONTACT COMPANY _______________________________________________________________________________________ NAME __________________________________________________ TITLE ___________________________________ BUSINESS ADDRESS _______________________________________________________________________________ CITY _____________________________________________ STATE ______ ZIP ______________________________ PHONE _____________________________________ FAX ________________________________________________

STEP 1

E-MAIL (REQUIRED)* _____________________________________________________________________________

What type of member are you.

Preferred method of communication

☐ Builder and/or

☐ Remodeler ☐ Associate

Developer

☐ email

le and register online for events WEBSITE ________________________________________________________________________________________

STEP 2

Please choose 1 PRIMARY business function to identify you in our Annual Buyers’ Guide and on-line membership directory. (see reverse side for options)

☐ Builder ☐ Developer ☐ Remodeler

☐ Professional Service ☐ Supplier ☐ Subcontractor

Description (see reverse side): ______________________ ____________________________________________ STEP 3

Choose your dues level based on Annual Gross Revenues related to the home building industry in our support areas.

BUILDER & DEVELOPER

Dues Level ☐I ☐ II ☐ III ☐ IV ☐V ☐ VI ☐ VII ☐ VIII

Annual Gross Revenue $ $0-2.5 Million $2.5-5 Million $5-10 Million $10-25 Million $25-50 Million $50-100 Million $100-200 Million Over $200 Million Annual Gross Revenue $ $0-500,000 $500,000 –2.5 Million $2.5-5 Million $5-25 Million Over $25 Million

ASSOCIATE

Dues Level ☐I ☐ II ☐ III ☐ IV ☐V

# of EMPLOYEES _______________ MHIC# ______________ # of homes/units built annually __________________ Did a Member of HBAM Refer You? * COMPANY NAME __________________________ NAME _____________________________________________

SECONDARY CONTACT #1 (will receive HBAM publications and event information) NAME ___________________________________________________________________________________________ TITLE ________________________________________ EMAIL ____________________________________________ PHONE __________________________________________FAX ____________________________________________ Preferred method of communication

☐ email

☐ fax

SECONDARY CONTACT #2 (will receive HBAM publications and event information) NAME ___________________________________________________________________________________________ TITLE ________________________________________ EMAIL ____________________________________________ PHONE __________________________________________FAX ____________________________________________

STEP 5

Would you like to participate in our Chapters which are FREE?

☐ All Chapters ☐ Anne Arundel County ☐ Baltimore City

☐ Baltimore County ☐ Carroll County ☐ Howard County

☐ Upper Chesapeake (serving

Cecil & Harford Counties)

STEP 6

Annual Dues $ 500 $ 875 $ 1,430 $ 1,800 $ 3,690

☐ HBAM Remodelers (+ $65 per person)

Representative Name: _______________________________________________________________________________

☐ Sales & Marketing Council (+ $75 per person)

Representative Name: _______________________________________________________________________________

☐ Land Development Council (+ $65 per person)

Representative Name: _______________________________________________________________________________

☐ MD Residential Green Building Council (+$100 per person) Representative Name: _______________________________________________________________________________

Annual Gross Revenue $ $0-2.5 Million $2.5-5 Million $5-10 Million $10-25 Million Over $25 Million

Return this page with payment to: HBAM 6030 Daybreak Circle, #A150, PMB 362 Clarksville, MD 21029 Fax: 410-265-6529

GET LINKED UP: Online Web Link with priority placement that includes your logo, description of services, contact information and a direct link to your website. All for only $100 per year.

Would you or an employee like to join a Council?

REMODELER

Dues Level ☐I ☐ II ☐ III ☐ IV ☐V

Annual Dues $ 820 $ 1,750 $ 3,450 $ 5,225 $ 7,190 $ 8,900 $ 11,200 $ 14,500

☐ fax

Annual Dues $ 840 $ 1,090 $ 1,350 $ 1,640 $ 3,250

Questions, contact the HBAM Membership Department at 410-265-7400, ext. 115 or visit www.homebuilders.org

Application is made for membership in HBAM. I agree to abide by the HBAM by-laws and the NAHB Code of Ethics (both available by request). In the event of membership termination, I agree to e information furnished herein is true and correct and is provided for the purpose of inducing HBAM to consider this application for membership. I understand approval of my membership is subject to review and acceptance of the HBAM Executive Committee or Board of Directors and that the deposit of my payment does NOT HBAM Directory + Membership Blueprint constitute2013 membership approval.

STEP 7 TOTAL DUES TOTAL WEBSITE LINK FEE TOTAL ENCLOSED CREDIT CARD/PAYMENT INFORMATION ☐ Visa ☐ American Express

☐ MasterCard

$ __________________________ __________________________ $ __________________________ $ __________________________

☐ Check

Account Number ____________________________________________________________ Exp. Date ______________ Name on Card ____________________________________________ Zip code of billing address ___________________ Date ___________________ Auth. Signature_____________________________________________________________ Print Name __________________________________________ Title ________________________________________

35

Building Industries Foundation Join us as we come together to change lives.

We need your help.

Builder Mart Committee Builder M art Committee Steven Gilman, Chairman Assemblyline Inc. Joe Fleury Susquehanna Bank Tim Nichols Chesapeake Bank of Maryland Amy Green Jarvis Green Marketing Jennifer Purdy TW Perry Leslie Rosenthal Bob Lucido Team / ReMax Advantage Realty

The Building Industries Foundation, the charitable arm of the Home Builders Association of Maryland, was formed to promote shelter related activities for those less fortunate throughout the Baltimore region. The Foundation focuses on ‘sticks and bricks’ projects that provide shelter or shelter improvements for needy families.

Our strategy is to provide shelter-related charitable services in the region by calling upon HBAM members for donations of labor, materials and funds.

Won’t you help us help our communities?

Bob Myers John H. Myers Rob Reber LP Corp

Builder M art Staff Carey Swift Director of Events and Tradeshows Chris Baughan Sales Manager Kristin Hogle Editor, Builder Mart magazine

Visit our website today. It’s easy to get involved: • Donate Time and/or Materials • Request Assistance

• Share Your Projects with Us and get PR • View our Latest Projects

Don’t stand on the sidelines— Get involved today

www.buildermart.org 410-265-7400

www.buildingindustriesfoundation.org

www.homebuilders.org

MARCH 20, 2013 Builder M art

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Builder Mart 2012

40

Builder M art MARCH 20, 2013 www.homebuilders.org

Builder Mart 2012

www.homebuilders.org

MARCH 20, 2013 Builder M art

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Exhibitor Directory: Alphabetical 1st Mariner Bank 629 2-10 Home Buyers Warranty 230 84 Lumber 421 A Touch of Brass 2201 Airex Manufacturing 1408 Alban CAT 1213 Annandale Millwork & Allied Systems 626 Associated Insurance Management, Inc. 202 Astrum Solar 439 Atlantic Aluminum Products 827 & 1026 AZEK Building Products 613 Back River Pre-Cast, LLC 829 Baltimore Gas & Electric Company 638 Bartley Corporation, The 1413 Bath Fitter 1228 BGE New Construction Services 634 & 636 BlueLinx Corporation 2205-2211, 801 & 1000, 803 & 1002 Builder’s Advantage, LLC 402 Builders FirstSource 221 California Closets 1028 Carroll Insulation Co., Inc. 210 Central Vacs Unlimited 637 Chesapeake Bank Of Maryland 1407 & 1606 ChesapeakeHome Magazine 631 Creative Touch Interiors 220 CST Products, LLC 239 Culpeper Wood Preservers 404 D.S. Thaler & Associates, Inc. 229 Dominion Electric Supply Company 606 Duradek Mid Atlantic 809 Electrolux 1013 Energy Services Group 1230 Essex Bank 238 Evergreen Technologies 437 Fireside Hearth & Home 813 Garrety Glass, Inc. 212 GE Appliances 213 Gray & Son, Inc. 2019 GRK Fasteners 224 Gross, Medelsohn & Associates 1008 Ground Loop Heating & Air Cond., Inc. 837 & 839 Guardian Home Technologies 235 & 237 Habitat for Humanity of the Chesapeake 1006 Huber Engineered Woods, LLC 831 Injured Workers’ Insurance Fund 400 John H. Myers & Son, Inc. 413 JSM Installation, LLC 200 Kitchen and Bath Creations 630 L & L Company, The 1409 & 1608 Lakeside Title Company 1035 & 1234 Long Fence Company, Inc. 438 LP Corp.

1009 & 1208 M & R Floors, Inc. 1029 M. T. Laney Co. Inc. 834 Mailbox Man of MD, Inc. 2214 & 2215 42

Martin Architectural Group Maryland Pools Mayer Brothers, Inc. McCormick Paint Mid-Atlantic Propane Gas Association Modern Foundations, Inc. Moen Incorporated National Lumber Norandex Building Materials Distribution Norbord Industries Northwest Savings Bank One Source Associates Inc. Out of Sight Home Theater Parksite Potomac Valley Brick & Supply Co. Premier Lifts Inc. R & R Components, Inc. Raymond C. Maule & Son, Inc. Reico Kitchen and Bath Residential Elevators Inc. Residential Title & Escrow Co. Residential Warranty Company LLC Roxul Sandy Spring Bank Saratoga Insurance Brokers, Inc. Schluter Systems L.P. Severn Bank Shelter Systems Limited Silver-top Manufacturing Co., Inc. Simpson Strong-Tie, Company SmartBox Portable Storage Southern Pacific Supply Co., Inc. Sport Systems, LLC Sterling Mirror & Glass Suburban Propane Superior Walls by Weaver Precast Susquehanna Bank Swift Flooring Swirnow Building Systems T.W. Perry T.W. Perry TimberTech Total Energy Concepts, Inc. Tremco Barrier Solutions, Inc. Tyco Fire Protection Products Velux-America Inc. Versatex Trimboards Vintage Security LLC Wells Fargo Home Mortgage Weyerhaeuser White River Hardwoods

427 1031 236 434 835 & 1034 821 226 828 201-205 1209 1602 1003 206 & 208 613 1401 & 1403 627 & 826 228 214 608 1001 407 & 409 2213 1030 228 2200 1200 2017 601 204 429 2203 1621 1427 231 807 621 2217 & 2218 1007 635 1421 1021 436 607 & 806 1406 216 406 1027 & 1226 2224 435 232 & 234 628

Builder M art MARCH 20, 2013 www.homebuilders.org

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Triangle Brick—Magnolia Tumble

Nothing says à|ÅxÄxáá uxtâàç like masonry.

With over 30 years of knowledge in the industry, Potomac Valley Brick is proven to be the most valuable resource for your next project.

Conveniently located in your Baltimore neighborhood.

9009 Yellow Brick Road Baltimore, MD 21237 Brick - Block - Pavers - Retaining Walls - Thin Brick & Stone - Accessories - Glass Block Corporate HQ & Sales - 15810 Indianola Drive - Suite 100 - Rockville - MD - 20855 301-309-9600 - www.PVBrick.com www.homebuilders.org

MARCH 20, 2013 Builder M art

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Exhibitor Directory: Category Access Lifts & Elevators Premier Lifts Inc. Raymond C. Maule & Son, Inc. Residential Elevators Inc.

Fasteners 627 & 826 214 1001

Accounting & Financial Services Gross, Medelsohn & Associates

Architectural Services Martin Architectural Group

427

Bathrooms Bath Fitter Moen Incorporated Sterling Mirror & Glass

1228 226 231

Brick, Concrete & Stone CST Products, LLC

239

Building Supplies Atlantic Aluminum Products Builders FirstSource Habitat for Humanity of the Chesapeake LP Corp.

T.W. Perry

827 & 1026 221 1006 1009 & 1208 1021 & 1421

Cabinetry Kitchen and Bath Creations

630

Central Vacs Unlimited

637

Duradek Mid Atlantic Parksite

Energy Services Group

44

807

Hardware A Touch of Brass JSM Installation, LLC

2201 200

Home Automation 1003

Home Entertainment Systems

2-10 Home Buyers Warranty Residential Warranty Company LLC

Airex Manufacturing Ground Loop Heating & Air Cond., Inc. Total Energy Concepts, Inc.

206 & 208

230 2213

1408 837 & 839 607 & 806

Insulation 229

Equipment Rental Alban CAT

Suburban Propane

HVAC Systems & Supplies

1230

1413 821 621 1406

Fuels

438

Engineering & Engineering Services D.S. Thaler & Associates, Inc.

Bartley Corporation, The Modern Foundations, Inc. Superior Walls by Weaver Precast Tremco Barrier Solutions, Inc.

Home Warranty Services

Energy Audit

220 1409 & 1608 1029 1200 1007 635

Foundation & Excavation

809 613

Decks & Fences Long Fence Company, Inc.

Creative Touch Interiors L & L Company, The M & R Floors, Inc. Schluter Systems L.P. Swift Flooring Swirnow Building Systems

Out of Sight Home Theater

Decking & Railing

813

Floor Coverings

One Source Associates Inc.

Central Vacuums

216

Fireplaces Fireside Hearth & Home

1013 213

224 429

Fire Protection Services Tyco Fire Protection Products

1008

Appliances Electrolux GE Appliances

GRK Fasteners Simpson Strong-Tie, Company

Roxul

1030

Insulation & Drywall 1213

Carroll Insulation Co., Inc.

210

Builder M art MARCH 20, 2013 www.homebuilders.org

Exhibitor Directory: Category Insurance Associated Insurance Management, Inc. Injured Workers’ Insurance Fund Saratoga Insurance Brokers, Inc.

Paints & Wallcoverings 202 400 2200

608

Lighting Dominion Electric Supply Company

Lumber & Millwork 421 626 404 628 828 1209 1621 436

2214 & 2215

Marketing, Advertising & Publications

236 1401 & 1403

Mortgage & Banking 1st Mariner Bank Chesapeake Bank Of Maryland Essex Bank Northwest Savings Bank Sandy Spring Bank Severn Bank Susquehanna Bank Wells Fargo Home Mortgage

829

Propane

629 1407 & 1606 238 1602 228 2017 2217 & 2218 435

835 & 1034

Remodeler Garrety Glass, Inc.

212

Roof Trusses & Wall Panels R & R Components, Inc. Silver-top Manufacturing Co., Inc.

228 204

Security & Safety Guardian Home Technologies Vintage Security LLC

235 & 237 2224

Solar Astrum Solar

439

Storage Systems & Products 1028 2203

Sunrooms & Skylights Velux-America Inc.

631

Masonry & Concrete Mayer Brothers, Inc. Potomac Valley Brick & Supply Co.

Precast Concrete Products

California Closets SmartBox Portable Storage

Mailboxes

ChesapeakeHome Magazine

2019 834

Mid-Atlantic Propane Gas Association

BlueLinx Corporation 2205-2211, 801 & 1000, 803 & 1002 Huber Engineered Woods, LLC 831 John H. Myers & Son, Inc .

413 Norandex Building Materials Distribution 201-205 Shelter Systems Limited 601 Weyerhaeuser 232 & 234

Mailbox Man of MD, Inc.

Paving & Escavating

Back River Pre-Cast, LLC 606

Lumber & Engineered Floor Systems

84 Lumber Annandale Millwork & Allied Systems Culpeper Wood Preservers White River Hardwoods National Lumber Norbord Industries Southern Pacific Supply Co., Inc. TimberTech

434

Gray & Son, Inc. M. T. Laney Co. Inc.

Kitchen & Bathrooms Reico Kitchen and Bath

McCormick Paint

406

Title & Settlement Lakeside Title Company Residential Title & Escrow Co.

1035 & 1234 407 & 409

Trimboards AZEK Building Products Versatex Trimboards

613 1027 & 1226

Utility Baltimore Gas & Electric Company BGE New Construction Services

638 634 & 636

Wide Format Plotters Evergreen Technologies

437

New Home Sales & Marketing Builder’s Advantage, LLC

402

Outdoor Recreation & Swimming Pools Maryland Pools Sport Systems, LLC www.homebuilders.org

1031 1427 MARCH 20, 2013 Builder M art

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Floorplan

BUILDER MARCH

2400

Kitchen

Ken Schmidt – 8:30 am

BULL ROAST

Large Education Room (Sales Camp)

238

239

236

237

234

235

232 230

231

228

229

VIP LOUNGE

224

RAACE WHEEL

KITCHEN

226

216

222 220

EDUCATION HALL HGRV

Event / Education Area

OFFICE

Bathrooms

RC MCH HBAM

REGISTRATION

SMC

214 212 210 208

207

206

205

204

203

202

201

200 2200

EARLY MOVE OUT DOORS

MAIN ENTRANCE Reserved Booths: 194 (1-9) • Available Booths: 117

Architect Seminars

Total Booths: 311 • 63% Reserved

11:00 am - 12 pm Liquid Applied Weather Resistant Barriers (1 Hour Architect CEU) 12:15 pm - 1:15 pm Versatex Trimboards - PVC 101 - The Benefits & Uses of Cellular PVC Trim (1 Hour Architect CEU) 2:15 pm - 3:15 pm Andersen Windows - Energy Codes & NFRC (1 Hour Architect CEU) 3:30 pm- 4:30 pm ThermaTru Doors - Entry Doors…An Open & Shut Case (1 Hour Architect CEU)

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Builder M art MARCH 20, 2013 www.homebuilders.org

Floorplan

MART 2013 H 20, 2013

2401 2402 2403

2405 2406 2407 2408 2409 2410 2411

2413 2414 2415 2416 2417 2418 2419

2421 2422 2041

438

439

638

639

838

839 1038

1039 1238

1239 1438

1439 1638

1639 1838

2039

436

437

636

637

836

837 1036

1037 1236

1237 1436

1437 1636

1637 1836

2037

434

435

634

635

834

835 1034

1035 1234

1235 1434

1435 1634

1635 1834

2035 2033

430

431

630

631

830

831 1030

1031 1230

228

429

628

629

828

829 1028

1029 1228

427

626

627

826

827 1026

1027 1226

Exhibitor Lounge / Demonstrati on

1431 1630

1631 1830

1429 1628

1629 1828

2029

1427 1626

1627 1826

2027 2025 2023

221

421

621

821

1021

1421

1621

EXHIBIT HALL

2021 2019 2017 2015

813

413

1213

1413

1613

613

213

406

1013

409

608

407

606

607

806

2011 809 1008

1009 1208

1209 1408

1409 1608

807 1006

1007 1206

1207 1406

1407 1606

2009

Oysters Bar

404 402 400

401

2201 2202 2203

601

2013

2005

803 1002

1003 1202

1203 1402

1403 1602

2003

801 1000

1001 1200

1201 1400

1401 1600

2001

2205 2206 2207 2208 2209 2210 2211

2213 2214 2215 2216 2217 2218

2220 2221 2222

2224

EARLY MOVE OUT DOORS RESERVED

*Booths in red have pole in front or back corner of booth.

AllCONTRACTED other seminars *Booths along the front and back walls are 8x10 booths.

11:00 am - 12:30 pm Legislative Update (1.5 Realtor Credits) 2:00 pm - 3:30 pm Fair Housing (1.5 Realtor Credits) 2:00 pm - 3:30 pm Sprawlburbia - The American Dream? (1 hour Engineers and Surveyors Credit)

www.homebuilders.org

MARCH 20, 2013 Builder M art

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Advertiser Index

Appliance Distributers Unlimited

Inside Back Cover BGE Outdoor Lighting

7

BGE Smart Energy Savers

1

Builders Mutual Insurance

2

California Closets

48

GE Contract Sales

Back Cover

MAPGA

19

Potomac Valley Brick

43

Saratoga Insurance

5

Southern Pacific Supply

9

Vintage Security

Inside Front Cover

Builder Mart March 19, 2014 Contact: Chris Baughan or 410-265-7400, ext. 121 or chris@homebuilders.org For info on advertising in Builder Mart 2014.

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Builder M art MARCH 20, 2013 www.homebuilders.org

Floorplan

www.homebuilders.org

MARCH 20, 2013 Builder M art

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Everyone loves a café.

Now, everyone can have one.

GE Café™ is GE’s first new line of appliances in 15 years, and it’s an exciting new sales opportunity. With stainless steel exterior and robust styling, builders and new home buyers will want to make it the centerpiece of their new home. For remodelers and their customers, the GE Café will easily transform any kitchen with restaurant-inspired design. At long last, everyone can afford to have an inviting café – right at home. www.geappliances.com/café For additional information on GE Appliances call GE Area Sales Manager Lora Williams at 410.679.0486.

GE Café ™

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Builder M art MARCH 20, 2013 www.homebuilders.org