Mid-Atlantic Builder May/June 2013

MARYLAND AWARDS OF EXCELLENCE

MID-ATLANTIC

Vol. 55 Issue 2 May/June 2013 www.homebuilders.org

Take it to the MAX HBAM Announces Maryland Awards of Excellence Winners

Scan to read this issue online.

PLUS Tools for your Marketing Toolbox The Perfect Stormwater Utility Fee Update

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MAY/JUNE 2013 MID-ATLANTIC BUILDER

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May/June 2013 Vol. 55 Issue 2

MID-ATLANTIC

PUBLISHER John Kortecamp

EDITOR Kristin Josephson Hogle, Editor communications@homebuilders.org

ADVERTISING Chris Baughan, Advertising Sales Manager 410-265-7400, ext. 121 chris@homebuilders.org

DESIGN Heather Winkel, Art Director Jeremy Haag, Graphic Designer Corinne Thompson, Graphic Design Intern Network Design Group ndg@networkmediapartners.com ON THE COVER Wormald Homes, Foxhall Model ABOVE Procopio Family Homes, Private Residence

Maryland Awards of Excellence Annual Awards for the best in new homes.

22 Tools for your Marketing Toolbox

BY JOE THOMAS By putting the right set of tools in your toolbox, you can put yourself in the best position to succeed.

24 The Perfect Stormwater Utility Fee Update

BY TRENT ZIVKOVICH New fees will be in place by summer.

34 How to Act Like a Salesperson

BY JOHN GRAHAM “Actions” that may reap far more robust sales results.

38 HBAM Welcomes the Eastern Shore

The Home Builders Association of Maryland welcomes almost 50 new members.

40 It’s Never Too Late to Be Safe

BY CARL AND DEB POTTER The very best safety goal a person or work team can adopt is “Nobody Gets Hurt.” This goal can be the target for every year, every day and every job.

20 Builder Mart 32 Member Meet a Member Happy Hour 33 International Builder’s Show 50 Green Building

Departments 4 6 48 53 55

Linowes and Blocher

MID-ATLANTIC BUILDER

Also

President’s Message Events Stats and Facts New Members Government Affairs

is a publication of HBAM Member Services, Inc., a subsidiary of the Home Builders Association of Maryland, Inc., 6030 Daybreak Circle #A150 PMP 362 Clarksville, MD 21029 410-265-7400, www.homebuilders.org.

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

ECO BOX Mid-Atlantic Builder text and cover pages are printed on SFI certified Anthem Matte using soy ink.

Pages 29-32 Pull-Out Section MID-ATLANTIC

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HBAM LEGAL COUNSEL

• The Sustainable Forestry Initiative® program promotes sustainable forest management.

Remodeler A supplement to Mid-Atlantic Builder

42 7 Reasons Why a Mobile Website

Can Help You Grow Your Business

Over 40 percent of smart phone searches are local.

Don’t miss that market.

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MID-ATLANTIC BUILDER MAY/JUNE 2013

HBAM Remodelers Council Award of Excellence

Kitchen Addition over $500,000 Delbert Adams Construction Group, Homeland Remodel

www.homebuilders.org

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Contact Eddy Esplund, Tremco Barrier Solutions, to schedule a no-obligation “Energy Trade-Off Analysis” on your most popular home models. Learn how the Enviro-Dri WRB can reduce air changes, reduce your construction costs, and help you meet the 2012 IECC code.

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May/June 2013 MID-ATLANTIC BUILDER

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2013 HBAM Leadership Executive Committee Scott Armiger President

Russell Dickens President Elect

president’smessage

Tom Baum First Vice President

Lisa Junker Associate Vice President

Jonas Jacobson Secretary

Busy Working for You

Kimberly Palmisano Treasurer

Rod Hart

Things really get busy at HBAM this time of the year and 2013 is proving to be even busier than usual. HBAM Government Affairs just

completed a very effective legislative session with many successes that benefit all members. Through strong grassroots lobbying efforts from members testifying before elected officials and submitting letters and phone calls, we were able to amend an indemnity deed of trust (IDOT) bill to minimize its impact on members. In addition, we defeated an effort to raise the maximum claim that MHIC license holders would have had to pay without a hearing, we defeated a burdensome bill that would have required onerous balcony inspections and we helped defeat an anti-business bill that would have mandated sick leave for all employees.

We have a huge issue on our plate with the Maryland Accounting for Growth policy currently being developed. The new policy seeks to require developers to “offset” both pre and post construction pollution loads by purchasing credits for best management practices that reduce non-point source pollution offsite, such as on a farm or forest. The proposed cost of the fee to meet these offset requirements is estimated to be between $2,000 and $3,000 per pound, resulting in a fee of almost $50,000 per housing unit for some types of development!

HBAM is on top of this issue and we are holding briefings to update the membership on the policy, what it means for your business and the industry’s strategic plan to fight for an equitable plan. There will be a briefing on May 29th in Baltimore County, June 4th in Howard County and one on June 5th in Anne Arundel County.

HBAM is having a first ever joint happy hour for our councils coming up on June 4

13. The HBAM Remodelers, Land Development Council, Maryland Residential Green Building Council, Professional Women in Building Maryland and the Sales and Marketing Council are coming together at the Mt. Washington Tavern to mix and mingle.

It should be a great event and serves as a model for how our members from all aspects of the industry work together.

One of the items keeping us most busy this spring is the construction of the Maryland Center for Housing. The building is secure and the mechanicals are in full swing.

This building is a testament to our industry and our resiliency. If you haven’t seen the progress, check out page 44 of this issue of Mid-Atlantic Builder.

Last but not least, I would like to welcome the Eastern Shore to our membership.

We are more than thrilled to have our peers from the east join HBAM and help us build our network. With the addition of the counties which made up the former Eastern Shore Builders Association, we have added almost 50 new members. This is a great opportunity for current HBAM members.

Now, we all have a bigger pool of companies with which to do business and the reach and resources of our lobbying efforts are extended. Our new members will make up the newly created Eastern Shore Chapter of HBAM. We invite all HBAM members who have interests on the Eastern Shore to get involved with the new chapter.

Immediate Past President

Chapter Presidents

David Murphy Baltimore County Evan Gilligan Anne Arundel County Paul Mueller Carroll County Russ Robertson Baltimore City Jeremy Rutter Howard County Dan Whitehurst Upper Chesapeake

Council Presidents Timothy Bishop

Land Development Council

Katrina Bartos Sales and Marketing Council

Joseph Smith, CGR, CAPS, CGP HBAM Remodelers

William Zahler Maryland Residential Green Building Council

Board of Directors Tim Nichols Robb Aumiller Mark Bennett Steve Breeden Mike Breen Ron Carstens Patrick Costello Sean Davis Brenda Desjardins Tim Ellis, LEED, AP, CPE, CGR, CGP Joe Gregory

Frank Hertsch Cindy Huntzberry Jonas Jacobson Steve James Donald Lynch Jr., CGR, CAPS Sandy Marenberg James Mathias Michael McCann Tim Morris Dan Murtaugh Jeff Ott

Alternate Directors Jeff Aleshire Lou Baker Mark Giganti Marka Guindon Jay Hergenroeder

Joe Hikel Tim Naughton Dennis O’Neil Cindy Plackmeyer Leslie Rosenthal

Ex Officio Members L. Scott Armiger 2013 HBAM President

Jack Orrick Howard Perlow Chris Rachuba

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

8441 Dorsey Run Road Suite A Jessup, Maryland 20794

www.homebuilders.org

May/June 2013 MID-ATLANTIC BUILDER

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Events

CALL 410-265-7400 for information on registration for our events or visit www.homebuilders.org.

Government Affairs Briefings Maryland’s Accounting for Growth Policy, currently being developed, will have profound implications for all HBAM members and businesses involved in the development and housing industry. This new policy will require developers to “offset” both pre and post construction pollution loads by purchasing pollution reduction credits.

The proposed cost could result in a fee of almost $50,000 per housing unit for some types of development. HBAM is hosting a series of Nutrient Offset briefings over the next few months to bring members and non-members up to speed on the issue. During the briefings, HBAM’s State lobbyist Katie Maloney will give an update on the proposed offset policy, what it means for your business, and will discuss the industry’s strategic plan to fight for an equitable policy. Please join us.

Baltimore County May 29 Howard County June 4 Anne Arundel County June 5

HBAM Member Meet A Member Happy Hour June 19, 2013, 5 PM - 7 PM

Evening at the Yard May 30, 2013, 5:35 PM - 10 PM Gametime is 7:05 Orioles vs. Nationals Game & Bullpen Party

Includes a 90 minute all you can eat bullpen party at 5:35 until game time. Includes your lower level tickets to the game at 7:05.Let’s go O’s!

Join your fellow HBAM members at this FREE (HBAM Members Only) networking event being hosted by The Vertical Connection Carpet One. This is a great opportunity for you to meet other HBAM members, learn how your HBAM membership can save you money as well as learn about The Vertical Connection Carpet One.

HBAM Joint Council Happy Hour June 13, 2013, 6 PM - 9 PM Mt. Washington Tavern

Join HBAM for our first ever joint happy hour with the HBAM Remodelers, the Land Development Council, the Maryland Residential Green Building Council, the Professional Women in Building Maryland and the Sales and Marketing Council.

Summer Crab Feasts!

Baltimore City PAC Crab Feast June 12, 2013, 6 PM - 9 PM Baltimore County Crab Feast June 20, 2013, 5 PM - 8 PM

Builder Mart 2014 Together We’ll Build the Future Wednesday, March 19, 2014 Don’t miss your chance to reserve the best booth space. Contact Chris Baughan at 410-265-7400, ext. 121 or chris@homebuilders.org.

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www.homebuilders.org

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

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May/June 2013 MID-ATLANTIC BUILDER

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Take it to the MAX

HBAM Announces Maryland Awards of Excellence Winners

Small Volume Custom Home $1 Million -$1.49 Million Company: Procopio Family Homes Model: Private Residence City: Crownsville, MD

E

veryone took it to the MAX on May 16th! The atmosphere was celebratory for the almost 400 attendees at the annual Maryland Awards of Excellence at the Valley Mansion in Hunt Valley. The MAX program recognizes local home builders who provide buyers with excellence in design, livability and value. The program also recognizes excellence in sales and marketing across the home building industry. The awards were presented for accomplishments in 2012.

This year there was a sense of optimism in the air as the cocktail party kicked off the night. After the seated dinner, the evening’s master of ceremonies, Scotty Donahoo (known for his crazy auto sales commercials) kept the energetic crowd MAXed as he announced the winners. Awards were presented in the outstanding home categories in multiple price ranges included: Custom, Multi Family/Condominium, Single Family Detached and Townhome.

In the sales person categories, several awards were presented including, Multi-Family Salesperson of the Year, Townhome Salesperson of the Year, Exceptional Sales Effort, Sales/Construction Team, Exceptional Sales Assistant/Associate of the Year, Sales Team of the Year and Sales Manager of the Year. Kristin Leono with Ryan Homes went home with the coveted Overall Salesperson Of the Year award and David Jimenez of Ryan Homes walked away as 2012 Rookie of the Year.

In addition, builders were presented awards for their marketing efforts including, best brochure, logo, advertisement and design/ selection center. Oneil Interactive took home the Outstanding Logo award for their Charm City Builders logo and the Outstanding TV Campaign award went to The Creig Northrop Team of Long and Foster while the Outstanding Website award went to the Bob Lucido Team Remax Advantage.

A talented team of judges from the Virginia and Baltimore area evaluated this year’s entries. The judges considered new home entries in such areas as floor plan layout, quality and convenience features, overall design and value.

All award winners are members of the Home Builders Association of Maryland.

s Large Volume-Single Family Detached $500,000-$599,999 Company: Ryan Homes Model: Rome City: Baltimore, MD

s Large Volume-Single Family Detached $600,000-$699,999 Company: Willamsburg Homes Model: The Prescott City: Elkridge, MD

Merchandising Single Family DetAched $300,000-$399,999 Company: Carlyn and Company Interiors + Design Miller and Smith Model: The O’Keefe Location: Clarksburg, MD 10

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

Small Volume- Single Family Detached $500,000-$599,999 Company: Forty West Builders Model: Madison Model City: Westminster,MD

s Small Volume Green Single Family $500,000-$599,999 Silver Certification Company: Zahler Construction Model: Aspen City: Reisterstown, MD

s Small Volume Custom Home $400,000-$499,999 Company: Forty West Builders Model: Private Residence City: Glenwood, MD

Product and Merchandising Large Volume-Townhome $300,000-$399,999 Company: K. Hovnanian Homes Builders Design and Leasing Model: Pierce II City: Hanover, MD

s Large Volume-Single Family Detached $700,000-$799,999 Company: Willamsburg Homes Model: The Thomas Goodwin City: Laurel, MD

www.homebuilders.org

s Small Volume-Townhome $500,000-$599,999 Company: Wormald Homes Model: Kensington City: Frederick, MD

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Small Volume-Townhome $600,000-$699,999 Company: Wormald Homes Model: Foxhall Model City: Frederick, MD

Small Volume Customized Home $1 Million and Over Company: Catonsville Homes Model: Chapel Hill II City: West Friendship, MD

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MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

Merchandising Single Family Detached $700,000-$799,999 Company: Interior Concepts Model: The Dunleigh Location: Upper Marlboro, MD

Merchandising Townhome $400,000-$499,999 Company: Interior Concepts Model: Annaplis Location: Annapolis, MD

www.homebuilders.org

Large Volume-Townhome $200,000-$299,999 Company: Ryan Homes Model: Hepburn City: Baltimore, MD

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Large Volume-Single Family Detached $1 Million and Over Company: Willamsburg Homes Model: Rutledge City: Clarksville, MD

Merchandising Single Family Detached $600,000-$699,999 Company: Ryland Homes Model: The Dawson Location: Severn, MD

Small VolumeTownhome $200,000-$299,999 Company: Humphrey Development Model: Ashford City: Eldersburg, MD Large Volume-Single Family Detached $800,000-$899,999 Company: NV Homes Model: The Beaconsfield City: Fulton, MD

Large Volume-Single Family Detached $300,000-$399,999 Company: Bob Ward Model: Aspen City: Taneytown, MD

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Merchandising Single Family DetAched $400,000-$499,999 Company: Interior Concepts Model: The Thurmont II Location: Glen Burnie, MD

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

Product and Merchandising Single Family Detached $500,000-$599,999 Company: Beazer Model: Farnham Location: Upper Marlboro, MD Large Volume Multi-family/Condo $300,000-$399,999 Company: Beazer Homes Model: The Vail City: Clarksburg, MD Small Volume-Single Family Detached $300,000-$399,999 Model: Jasmine with Courtyard City: Elkton, MD

Small Volume Custom Home $400,000-$499,999-Silver Merit Company: Shore-Line Construction Model: Private Residence City: Baltimore, MD www.homebuilders.org

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Small Volume Custom Home $1.5 Million and Over Company: Mueller Homes Model: Private Residence City: Clarksville, MD

Merchandising Clubhouse Company: Carlyn and Company Interiors + Design Location: Gaithersburg, MD

Merchandising Multi-Family/Condominium for Lease Company: Carlyn and Company Interiors + Design Model: One Bedroom Model Location: Gaithersburg, MD

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MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

Small Volume Custom Home $700,000-$799,999 Company: Baldwin Homes Model: The Carson Residence City: Severna Park, MD Merchandising Single Family Detached $800,000-$899,999 Company: Beazer Model: The Lexington Location: Laurel,MD

Large Volume-Single |Family Detached $900,000-$999,999 Company: K. Hovnanian Homes Model: Colorado Model City: Woodbine, MD

Merchandising Townhome $600,000-$699,999 Company: Carlyn and Company Interiors + Design for Wormald Homes Model: Foxhall Location: Frederick, MD

www.homebuilders.org

May/June 2013 MID-ATLANTIC BUILDER

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Merchandising Single Family Detached $200,000-$299,999 Company: Interior Concepts Model: Sussex Model Location: Millville, DE

Small Volume-Green Single Family Detached $1 Million and Over Emerald Certification Company: Baldwin Homes Model: Maryland Green Designer Show Home City: Gambrills, MD

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MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

Sales Awards

Associate Marketing

2012 Overall Salesperson Of the Year Kristin Leono, Ryan Homes 2012 Salesperson of the Year Single Family Detached $400,000 and Over Brian Kunzle, Ryan Homes 2012 Salesperson of the Year Single Family Detached $400,000 and Over Silver Merit Dustin Hill, NV Homes 2012 Salesperson of the Year Single Family Detached $400,000 and Under Denise Fisher, Ryan Homes 2012 Salesperson of the Year Single Family Detached $400,000 and Over Silver Merit Heather McCulloch, Dan Ryan Builders 2012 Outstanding Sales and Construction Team Denise Fisher, Ryan Homes Bryan Taylor, Ryan Homes 2012 Salesperson of the Year Multi-Family Colleen Reeves, Ryan Homes 2012 Sales Team of the Year Marinda Wilson, Bozzuto Homes Bruce Fogel, Bozzuto Homes Judy Rosenthal, Bozzuto Homes

Outstanding Community Brochure The Bob Lucido Team Remax Advantage Realty 2012 Rookie of the Year David Jimenez, Ryan Homes 2012 Salesperson of the Year Townhome John Ciavarra, Ryan Homes 2012 Selection Center Manager of the Year Debbie Sappington, Ryland Homes 2012 Exceptional Sales Effort Paul Johnsen, Ryan Homes 2012 Sales Person of the Year for 55 and Better Attatched Kathy Rossi, Ryan Homes 2012 Most Exceptional Sales From a Trailer Mindy Bush, Bozzuto Homes 2012 Salesperson of the Year Multi-Product Kristin Leono, Ryan Homes 2012 Sales Manager of the Year Candace Smith, Ryan Homes 2012 Exceptional Associate/ Assistant Dar Mohammed, Bozzuto Homes 2012 Most Dedicated Salesperson Julia Via, Ryland Homes

Builder Marketing Outstanding Logo Oneil Interactive

Outstanding Social Media Campaign Oneil Interactive Outstanding Use of Internet Oneil Interactive Outstanding Direct Mail Piece NDG Communications

Outstanding Color Print Ad NDG Communications

Outstanding Color Print Ad The Bob Lucido Team Remax Advantage Realty Outstanding Direct Mail Piece The Bob Lucido Team Remax Advantage Realty Outstanding Multi Media Campaign The Bob Lucido Team Remax Advantage Outstanding Website The Bob Lucido Team Remax Advantage

Outstanding Multi Media Campaign Fraser Wallace Advertising

Outstanding Settlement Gift The Bob Lucido Team Remax Advantage

Outstanding Use of New Technology Oneil Interactive

Outstanding TV Campaign The Creig Northrop Team of Long and Foster

Outstanding Website Bozzuto Homes

Outstanding Use of Technology Oneil Interactive for use of Builderwebapps.com

Outstanding Websit Silver Merit Zahler Construction

Thank you to the sponsors of the event PLATINUM Baltimore/Cental New Home Directory Bozzuto Homes, Inc. Core Sales Group LLC The Northrop Team of Long & Foster Realtors WINE SPONSOR Bob Lucido Team LLC ReMax Advantage Realty

www.homebuilders.org

GOLD Cheseapeake Bank of Maryland NDG Communications, Inc. Next Day Blinds SILVER Continental Title Group Injured Workers’ Insurance Fund Pat Scherer & Associates Williamsburg Homes

BRONZE Academy Mortgage Corp.

Bank of America Home Loans Goodier Baker Homes Goodier Builders Residential Title & Escrow

FRIENDS OF MAX Associated Insurance Management, Inc. Interior Concepts, Inc. Model Home Interiors Ryland Homes The McHenry Companies

GRAND PRIZE SPONSOR Builder’s Advantage, LLC

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Ken Schmidt former Harley Davidson Communications Director

RAACE Wheel

March 20, 2013

builder mart 2013 The East Coasts biggest one day building industry show.

Sports Auction Sponsored by RAACE

Residential Title Booth

Sponsors Bob Lucido Team RE/MAX Advantage Realty Versatex Trimboards T.W. Perry

Harley Davidson Raffle 20

Sherwin Williams Booth

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

Builder Mart Exhibitor

Builder Mart Attendees

Out of Sight Home Theater - Best Multiple Booth Winner

Raymond C. Maul & Son, Inc. - Best Single Booth Winner - Tie

Alban-CAT - Best Island Booth Winner

M&R Floors - Best Single Booth Winner - Tie

Auction Items

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May/June 2013 MID-ATLANTIC BUILDER

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Tools for your

Marketing

Toolbox Set Yourself Apart on the Crowded Internet

By Joe Thomas

S

o here you are in the midst of another ho-hum year. You thought things would get better by now.

Where is the recovery?

Now you’re scrambling.

Hey, we all are. The Internet is more congested than a Wal-Mart during a Black Friday sale. All of your keywords rank in the top 10 most-searched words on Google (a sure sign of stiff competition).

There’s going to be 35 percent more self-published books hitting Amazon in the coming year. With all of that competition, what can you do to set yourself apart? Truth is, unless you have a line on the winning Powerball numbers, you had better have a plan.

People actually do succeed on the Internet. They sell shoes and shirts, software, services and books. They have the right tools.

Without those, you’re going to have a hard time building anything.

No audience, no network, no social media following and no sales.

What tools do you need? There are all sorts of specialized tools, but let’s start with a basic checklist:

A fully functional and engaging website A professional website is to sales what oxygen is to a human being.

Without it, you’re dead. Count on this – no website or bad web site = poor sales or no sales. ‘Nuff said?

A solid PR foundation: Getting your message out there needs to be your top priority. You need to BE the news. And once you have publicity, you need to put it to work for you by sharing it on your website and through social media.

Getting a handle on social media You can’t just go out there in the Twittersphere and play the “Follow Friday” game. (If you don’t know what Follow Friday is, you really need to take a crash course on social media.) Don’t make the mistake of posting only BUY MY PRODUCT/SERVICE NOW to your social media following. I assure you, they will not be following for long.

www.homebuilders.org

Update your content or lose your audience Blog. Then blog again. Then, just when you think you’ve blogged enough – you guessed it, blog some more. Keeping your content fresh and unique gives people a reason to keep coming back. If they don’t buy your product or service today, maybe they will next month. But they won’t if you don’t give them a reason to come back.

Understand the meaning of the word ‘entertain’ The Internet used to be a place to read about things. Not anymore.

Now, it’s where you go to WATCH things. If your site doesn’t have video, you’re going to lose potential customers. Are you a lawyer, doctor or financial genius? Introduce yourself with video. Are you an author? What’s going to entertain and excite people — the cover of your book or a cinematic book trailer? I’m talking about a real trailer. Not sure what that is? Go to YouTube and watch a trailer for whatever movies are in theaters now. You home builders, how about a time lapse video of the awesome new house you built?

You don’t have to spend a fortune to compete. By putting the right set of tools in your toolbox, you can put yourself in the best position to succeed. Whatever you do, don’t spend your time OR your money without a toolbox – you’re not going to like the results if you do. n

Joseph Thomas is an award-winning web designer / developer with over 18 years of experience in both print and web design / development, with a specific expertise in the development of Web Marketing Strategies. He has played a variety of roles in the development of both large and small scaled interactive projects for many of the Web’s most notable brands. He can be reached at studio@leftbraindigital.com.

May/June 2013 MID-ATLANTIC BUILDER

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Coming to a Locality Near You—

Stormwater Remediation Fees in Maryland

By: M. Trent Zivkovich

This article is one in a series presenting the current status of local legislation implementing stormwater fees in ten jurisdictions across Maryland. These jurisdictions are required by state law to establish a Watershed Protection and Restoration Program and associated fee structure by July 1, 2013. The information in this article is current as of May 1, 2013.

Highlight

How the fees are Calculated

Maryland has new local stormwater fees that will be implemented in certain counties beginning July 1, 2013.

While the state law provides a general broad outline of what is required in each Program, it leaves the structure and operational details up to each individual jurisdiction, including exactly how they may generate the necessary funds. Jurisdictions are authorized to charge property owners flat rate fees, graduated amounts based on the amount of impervious surfaces or any other approach they prefer. The law does require that the local jurisdictions give some credit to property owners for measures that reduce the quantity or improve the quality of stormwater discharged from their property, and that the fees are adjusted for owners experiencing substantial economic hardship.

Background In December 2010, the United States Environmental Protection Agency (“EPA”) issued the Chesapeake Bay Total Maximum Daily Load (“TMDL”), effectively establishing a “pollution diet” for nitrogen, phosphorus and sediment discharges to surface waters that the six Bay watershed states and the District of Columbia must meet by 2025. In order for Maryland to meet its pollution diet, the state’s plans call for improvements to stormwater management practices contributing about 17 percent of nitrogen reductions and about 45 percent of the phosphorus reductions necessary to meet the TMDL goals. Current estimates of the cost to implement these stormwater improvements are approximately $7.4 billion statewide through 2025. Failure of a state to meet its pollution diet may result in the EPA withholding federal funding for state water management programs, the withdrawal of state authority to manage and issue all water discharge permits, and potentially significant fines.

Purpose The purpose of the law is to establish the local means and dedicated funding source to implement local stormwater management plans and upgrade and restore stormwater management facilities, streams and creeks in the most heavily-developed areas of Maryland.

The Law On May 2, 2012, Governor O’Malley signed into law House Bill 987. In short, the law requires those jurisdictions within Maryland that are subject to a Municipal Separate Storm Sewer System (“MS4”) Phase I permit to establish a local Watershed Protection and Restoration Program, including a local stormwater fee to fund its operations, by July 1, 2013. A last-minute push to postpone the implementation of the stormwater fees to July 2015 stalled in the Maryland House of Delegates on the final day of the 2013 General Assembly session.

Counties and Property Owners Affected All real property located in Anne Arundel, Baltimore, Carroll, Charles, Frederick, Harford, Howard, Montgomery, and Prince George’s counties and Baltimore City. The only properties within those ten jurisdictions exempted by state law from paying the fee are those owned by the state, counties, municipalities and volunteer fire departments.

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Where the Counties are Now Each jurisdiction is engaged in the process of determining how to respond to the State’s mandate and how to structure its own Program, all as detailed below. Please note this is a rapidly-evolving matter in each county and Baltimore City, so please contact your attorney or the author for the most current information available.

Anne Arundel County Bill No. 2-13 establishing the County’s Program and fee structure was passed by the County Council on April 15, 2013. However, the County Executive vetoed the bill on April 25th. On May 1st, the County Council overrode that veto, allowing the bill to become law.

It is currently anticipated there may be some follow-up effort by the County Council in the coming weeks to amend the fees charged to businesses and potentially consider a phasing-in of charges for residential property owners.

The bill establishes an annual flat fee for residential properties of $34, $85 or $170 per dwelling unit based on the property’s zoning classification. A fee of $85 per 2,800 square feet of impervious area will be charged annually for any multifamily residential and nonresidential (i.e., commercial, industrial, agricultural, etc.) properties, with the following exceptions and modifications: • The fee charged to multifamily residential properties that are condominiums will be divided by the number of dwelling units on the property and that amount billed separately to each condominium dwelling unit owner.

• If non-residential property is owned by a homeowners association (“HOA”), the total stormwater fee for all properties owned by that same HOA cannot exceed the number of property tax accounts for property owners within the boundaries of the HOA multiplied by a fee of $34.

• Multifamily residential and non-residential properties charged more than $500 per year will be charged 60 percent of the calculated fee in Fiscal Year 2014 and 100 percent of the calculated fee in each Fiscal Year thereafter.

• The stormwater fee charged to non-residential properties will be capped at 35 percent of the property’s base real property tax bill.

May/June 2013 MID-ATLANTIC BUILDER

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•N onresidential property owned by a religious group or organi-

zation will be charged a flat $1 fee, regardless of the amount of impervious surface on the property.

The County Department of Public Works has been tasked with establishing regulations specifying the actions property owners may take to obtain credits for stormwater management practices that reduce the quantity or improve the quality of stormwater discharged from the property of up to 50 percent of the fee otherwise charged.

The fee has been designated by the County as an excise tax and will appear as a line item on the property’s annual tax bill. Property within the City of Annapolis will be exempt from any final County fee as the City already charges a municipal stormwater utility fee.

Baltimore County Bill 20-13 was passed by the County Council on April 15, 2013. It establishes the general framework for the County’s Program, the fees for Fiscal Year 2014 and directs that a separate Executive Order will annually establish fees charged under the Program after Fiscal Year 2014. Future annual Executive Orders will set each year’s fees unless those fees are objected to by a majority of the County Council.

The bill specifies that the fee charged to residential properties beginning July 1, 2013, will generally be $21, $32 or $39 per year.

Residential, condominium or cooperative ownership properties (but not apartment complexes) will be charged $29 per dwelling unit. A non-residential, parcel owned by a condominium association or HOA will be treated as non-residential, non-institutional land and charged $69 annually per every 2,000 square feet of impervious surfaces.

Institutional, non-residential property (i.e., private schools, churches, etc.) will be charged $36 annually per every 2,000 square feet of impervious surfaces. Other commercial and industrial property, including apartment complexes, will be charged $69 per every 2,000 square feet of impervious surface.

Credits generated by recognized best management practices (“BMPs”) may not reduce the fee charged by more than 26 percent of the initial calculated rate. The fee will appear as a line item on each property’s annual tax bill.

Carroll County At this time, no bill has been introduced by the Board of County Commissioners to implement the Program. The Board has charged the County’s Environmental Advisory Council (“EAC”), an established citizen stakeholder group, to study the available options and to make recommendations to the Board of County Commissioners for legislation to implement a Program and associated fee structure.

The EAC has been meeting and is scheduled to meet twice a month between now and June, with the intent of allowing the County to implement its program by July 1, 2013.

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Charles County Bill 2013-09 was introduced before the County Commission on April 16, 2013. It establishes the general framework for the County’s Program and directs that the fees charged shall be established by the County Commissioners each year as part of its annual budget process.

While the fees proposed for this upcoming year have not yet been formally proposed, information suggests that the proposed annual residential fees will be approximately $11, $16 or $32 based on the dwelling type. In addition, a rate of approximately $32 per every 3,255 square feet of impervious surface is anticipated for non-residential property.

It is anticipated that condominium properties will be charged approximately $11 per dwelling unit. As introduced, the bill is unclear as to how it will treat non-residential common area property owned by a condominium association or HOA. Frederick County Frederick County is currently preparing a draft ordinance to adopt the required Program that will be introduced to the Board of County Commissioners in mid-May. A Division of Community Development staff presentation was made to the Commissioners on March 7, 2013, during which various proposals were presented to establish a funding system similar to those introduced in other counties. In response, the Board of County Commissioners directed its staff to develop a plan charging a flat rate of cent ($0.01) per parcel. County staff currently anticipate the bill will be introduced by May 11, 2013, and that a public hearing will be held May 30th.

It is unclear how the County anticipates fully funding work that may be required for its stormwater management program and whether or not a different fee structure may eventually be approved by the County Commissioners. It should be noted the Frederick County legislative delegation was the only one to introduce bills during the 2013 General Assembly session that would have specifically exempted Frederick County from the House Bill 987 mandate. However, this legislation did not make it out of the respective chamber committees.

Note that the City of Frederick has a pre-existing fee program dedicated to stormwater management so properties within the City limits will not be subject to the County Program once implemented.

Harford County Bill No. 13-12 was passed by the County Council on April 16, 2013, and approved by the County Executive on April 23, 2013. The bill proposes to charge an annual flat fee of $125 for any property with a residential use (except for apartment buildings) or agricultural use.

A fee of $7 per 500 square feet of impervious area will be charged annually for any property with a business, commercial or industrial use, including apartment buildings, mobile home parks and separate common area parcels owned by condominium associations or HOAs. However, nonprofit owners of these properties will be charged a flat fee of $125.

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

Critically, the bill also limited the fees charged by the County to each property owner to 10 percent of the fees otherwise calculated as being due. A separate resolution, No. 12-13, was passed on April 16, 2013, to established a Task Force that will meet to review and make recommendations to the County Council on the programs structure and fee schedule beyond Fiscal Year 2014.

Credits of up to 100 percent of the initial stormwater fee calculated for a property may be applied based on the use of BMPs. Regulations will be developed by the County to implement the credit program.

The fee will appear as a line item on the property’s annual tax bill.

The fee will not apply to properties in Aberdeen, Bel Air, Havre de Grace or any other incorporated town or city as they are not subject to the County’s MS4 permit.

Howard County Bill No. CB8-2013, establishing the County’s stormwater program and Resolution CR21-2013, establishing the program’s fees, were approved by the County Council on March 28, 2013.

The bill and resolution established an annual fee of $15 per 500 square feet of impervious area to be charged to every improved residential, commercial and industrial property in the County. There are no flat fees charged to residential property owners as is common in other jurisdictions. Common areas owned by condominium associations, HOAs or other type of common ownership will be charged in the same manner. These common area stormwater fees would either be billed directly to the condominium association or manager of the property or, if no such association or property manager exists, equally divided among the number of owners within the association and added to their individual bills.

The County program will apply a 50 percent reduction to the impervious area assessed for a property subject to a Site Development Plan that was filed with the County on or after January 1, 2003. A credit for the use of various specific stormwater treatment practices on properties will be available for properties not eligible for this automatic reduction, up to a maximum of 50 percent of the fee otherwise applicable. In addition, one-time reimbursements are available for investments in certain stormwater management practices implemented on properties where stormwater is not treated to the current State standards.

The fee will appear as a line item on the property’s annual tax bill.

Montgomery County Bill 34-12, expanding and amending the County’s existing stormwater management fee program, was approved by the County Council on April 17, 2013. The bill, together with Executive Regulation 17-12AM approved by the Council on April 30th, establishes the Program’s structure, procedures and implements a new fee program. The final rates charged under the Program will be set by Council action in mid-May and established yearly thereafter. For 2013-2014, annual single-family residential rates are expected to range from approximately $29 to $264. Multifamily, commercial and industrial properties will be charged annually based upon a rate of approximately $88 per 2,406 square feet of impervious area www.homebuilders.org

on the property. The bill provides that one-third of the fees otherwise calculated will be charged in the first year, two-thirds charged in the second year and the full amount charged in the third year.

Residential property developed as a condominium will be charged approximately $88 per 2,406 square feet of impervious surface, with the fee divided equally among and billed to each of the unit owners. Non-residential property owned by a condominium association or HOA is charged the same rate. In addition, privately-owned roads that are subject to public use and qualify for state highway funds are subject to these same fees. However, these roads may be able to qualify for grants to offset up to 100 percent of the stormwater fees they would otherwise be charged.

The proposed Executive Regulation will also include a “tiered” cap for property owned by non-profit organizations. These three tiers, based on the actual amount of impervious surface on a property, will cap the amount the property owner may be charged.

Credits of up to 60 percent of the otherwise calculated fee are available for properties subject to the most-current environmental site design stormwater standards; 50 percent for those that utilize less-advanced stormwater BMPs. Montgomery County’s fees will not apply in the Cities of Rockville or Takoma Park as they have their own existing stormwater programs. The City of Gaithersburg has elected to have the County’s existing program apply within its boundaries. The fee will appear as a line item on each property’s annual tax bill.

Prince George’s County Prince George’s County already charges a stormwater utility fee that may satisfy certain requirements of House Bill 987. However, the County and local municipalities that will otherwise be subject to House Bill 987’s requirements have engaged in discussions to determine if and how the County program should be adopted by those local municipalities. County staff are currently evaluating how the existing program should be structured, what fees should be charged, and system of credits and hardship exemptions. This final program will require legislative approval from the County Council prior to enactment by July 1, 2013.

Baltimore City Bill No. 12-0155 was introduced to the City Council on November 19, 2012, and remains pending before the City Council. Multiple public hearings and work sessions have been held throughout the process to discuss potential amendments to the legislation, and are currently scheduled to continue through at least May 14th. It is anticipated the fee structure currently proposed for certain property types and owners will be amended by the City Council.

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The annual fee would be invoiced to property owners in equal quarterly increments on the property’s water bill or, if no such water service is provided, on a separate bill to the property owner. As introduced, the bill proposes to charge an annualized flat fee of $48, $72 or $144 for single-family residential properties based on the amount of impervious surfaces they contain. An annualized fee of $72 per 1,050 square feet of impervious area would be charged for other properties in the City. These non-residential rates are the highest of any of the ten jurisdictions when compared on an equivalent basis.

With parcels utilized by separate commercial businesses or for multifamily residential purposes, the stormwater fee will be charged to the parcel’s “master water meter” account when available. If no such master meter is available, the fees will be divided equally among those meters assigned to that parcel. For shared common areas established as a separate parcel and serving condominiums or HOAs, the fees for that common area parcel will be assigned to the master water meter associated with that common area parcel whenever possible. If there are multiple water meters associated with that shared common area parcel, the fee for that common area parcel will be divided equally among the metered billing accounts unless the common area property owner directs otherwise.

In addition, draft regulations to implement the City’s program were provided for stakeholder and public review on April 1st. The draft regulations provide that credits may be applied in amounts not to exceed 45 percent of the initial calculated fee. While standard stormwater best management practices apply to account for credits generation, Baltimore City is unique in allowing residential property owners to participate in events such as stream cleanups, tree plantings and de-paving events in order to reduce the fees they are charged. ■ Trent Zivkovich helps lead Whiteford Taylor & Preston’s environmental Law practice and is co-chair of its clean energy Technology Group. he is also a licensed professional geologist, a former Project Manager for a general contractor and land development firm, a former environmental consultant, and past chair of the environmental Law Section of the Maryland State Bar Association. in his practice, he assists international, national and local businesses with evaluating real estate holdings, permits and authorizations, due diligence reviews, regulatory compliance and environmental management systems and advises clients in response to government investigation and enforcement efforts under federal Superfund, rcrA, clean Water Act, clean Air Act and various state voluntary cleanup and underground storage tank programs throughout the U.S. he can be reached at TZivkovich@wtplaw.com.

Building Industries Foundation 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?

Don’t stand on the sidelines—Get involved today

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

www.buildingindustriesfoundation.org

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MID-ATLANTIC BUILDER MAY/JUNE 2013

www.homebuilders.org

Mid-Atlantic

Remodeler A supplement to Mid-Atlantic Builder

HBAM Remodelers Council Award of Excellence Kitchen Addition over $500,000 Delbert Adams Construction Group, Homeland Remodel

Mid-Atlantic

Remodeler

A supplement to Mid-Atlantic Builder

2013 HBAM Remodelers Tim Ellis, LEED AP, CPE, CGR, CGP President

Board of Directors Guy Caiazzo Taylor Classen Cheryl Crowther Arif Durani Steve Gilman Bill James Danny Kalmus Doug Kelly Jim Long Donald Lynch, Jr. Ryan McGinn

Chris Moline Bob Myers Michael Owings Jennifer Purdy Bill Rauser Joe Smith Gregory Wall Bob Weickgenannt Howard Warfield

PAST Presidents Bill Rauser John Martindale Dave Chmura Michael Owings

Donald F. Lynch, Jr. Guy Caiazzo Taylor Classen Joe Smith

2012 SPONSORs Members do business with members Presenting Members

ChesapeakeHome Magazine

KC Company/Pella Windows

before&after This gorgeous stone cottage, circa 1930’s situated on a modest lot on a beautiful tree lined street in Homeland was ready for an interior facelift. A brand new chef’s kitchen with spacious gallery that runs the length of the house is the center of this remodel. Some highlights of the kitchen are gorgeous handpicked 2¼ inch white oak rift sawn with accent inlay. The long sun drenched gallery uses the original stone exterior wall as its anchor and creates a spacious area along the backside of the house. The breakfast room is a story and a half with the noted ½ story considered a clear story. The kitchen is a highly functional and beautifully laid out space. Custom made countertops and sink from concrete were installed. The owner is thrilled with this addition as it met all the requirements of functionality, livability and light penetration. n

Why join HBAM Remodelers?

Member Benefits

John H. Myers & Son

Susquehanna Bank

HBAM Remodelers offers many benefits to its members. Remodelers benefit from a variety of educational, mentoring and networking opportunities. In addition, the HBAM Remodeler’s serves to improve the quality of the industry and its members through these programs. By promoting certification programs to consumers, members of the council are sought after for their strong professional and ethical principles.

News & Information Saratoga Insurance

T.W. Perry

Contact Felicia Fleming at 410-265-7400, ext. 115 about 2011 Sponsorship Opportunities

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Ready to Join? www.mdremodelers.org The fee is $65.00 per year.

For additional information on the HBAM Remodelers Council, contact Felicia Fleming at felicia@homebuilders.org or 410-265-7400, ext. 115.

National: Members of the Council receive a free subscription to Professional Remodeler magazine. Each issue focuses on practical business insights from the country’s leading remodelers. Members also receive NAHB Renews, a monthly e-newsletter about national news that affects our industry.

Regional: Members of the Council receive a free subscription to ChesapeakeHome Magazine and are offered special advertising opportunities designed to help them reach upscale homeowners.

Local: The council is featured in each issue of HomeFront, HBAM’s monthly enewsletter to promote its members, programs and events. Mid-Atlantic Remodeler is included in each issue of Mid-Atlantic Builder magazine.

MID-ATLANTIC REMODELER A Supplement to Mid-Atlantic Builder may/june 2013 www.homebuilders.org

president’smessage

events

Connecting with Community

General Membership Meeting

The buildings around us are what build community: they are the literal and figurative foundations of the places we live and work. As contractors and

Joint Council Mix and Mingle

remodelers, we are responsible for constructing and maintaining the edifices that our families, friends, and neighbors inhabit. When we plan and build infrastructure, we are helping to create an interconnected set of structural elements that contributes to the way our society operates.

But sometimes, we aren’t interconnected with the people who dwell in those buildings.

The charitable arm of the Homebuilders Association of Maryland, known as the Building Industries Foundation, has been trying to change that. By partnering with Rebuilding Together, a national nonprofit dedicated to providing repairs and renovations for low-income families across the States, we’ve started reconnecting with the people for whom we construct homes. But in order for us to continue the initiative to support the families whose houses need a little structural support, we need your help.

The Building Industries is currently fielding donations to aid in completing the new headquarters of the Home Builders Association of Maryland. The new offices will have space available for lease, and the revenue generated from those tenants will allow the Building Industries to collaborate on more projects with Rebuilding Together. As builders, you’re not limited to solely making financial contributions – though we welcome them. We also want your expertise: your time on a Saturday, or those leftover materials you never used on your last remodeling project. Whatever you can give, we are willing to take.

All donors will be recognized with signage on site that features your company name; photographs of the project posted to the Building Industries website; and mention on the HBAM website, in Mid-Atlantic Builder, and in press releases sent to local media.

www.homebuilders.org

There’s no doubt that as builders, we must be profitable and sustainable. But we also have a responsibility to help maintain community. Rebuilding Together helps to restore that very sense of community to which I’m referring. Imagine a home owner, who, unable to bear the load of debt, couldn’t make repairs to his roof, or replace a broken window.

Now imagine his face as he watches his house undergo a transformation, as it gets renovated and put back together, providing a solid foundation for himself and his family. That’s a cause worth getting involved with. So come, join us: let’s rebuild together.

To donate money, time, or materials to the Building Industries, please visit buidingindustriesfoundation.org.

June 11 TW Perry

June 13 Join the HBAM Remodelers, Land Development Council, the Sales and Marketing Council and the Maryland Residential Green Building Council for their first ever joint happy hour at the Mt. Washington Tavern from 6-9 pm.

Remodelers Awards of Excellence November 8, 2013 Towson Golf and Country Club This annual program recognizes outstanding achievements by members who provide customers with superior and creative remodeling projects which are sensitive to existing structures and make appropriate use of building elements, and neighborhood concerns.

Tim Ellis HBAM Remodelers President

may/june 2013 MID-ATLANTIC REMODELER A Supplement to Mid-Atlantic Builder

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Member Meet a Member Happy Hour Hosted by Appliance Distributors Unlimited, members mingled and networked.

Are you next to host?

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MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

HBAM was also pleased to receive national awards during the IBS.

The 2013 International Builders’ Show Highlights

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AHB’s 2013 International Builders’ Show in Las Vegas, Nevada was a fantastic show with over 900 exhibitors and more than 100 education sessions. Over 200 HBAM members attended the show and were treated to daily breakfasts and a networking reception thanks to the HBAM IBS sponsors.

Presenting Sponsors

Gold Sponsors

Bronze Sponsors

Chesapeake Bank of Maryland Residential Title and Escrow

Axiom Engineering Design Colbert Matz Rosenfelt, Inc. Delbert Adams Construction Development Design Consultants Forty West Builders, Inc. Goodier Baker Homes MNCBIA Professional Warranty Service Corporation Shelter Systems Limited T.W. Ellis, LLC The McHenry Companies Wells Fargo Home Mortgage Williamsburg Homes

Bob Lucido Team Remax Advantage Dewberry Goodier Builders, Inc. JW & Sons Marenberg Enterprises McMillan Metro, P.C. Orchard Development Sandy Spring Bank Zahler Construction & Development LLC

Platinum Sponsors Bob Ward Companies Bozzuto Homes, Inc. CB Flooring, LLC Clark Turner Companies Continental Title Group Georgetown Insurance Service Kaine Homes Lakeside Title Company Morris & Ritchie Associates, Inc. SunTrust Mortgage, Inc.

www.homebuilders.org

Green Awards Each year, NAHB recognizes individuals, companies and organizations for excellence in residential green design and construction practices and for green building program and advocacy efforts. The awards were presented during the EcoDisco, a special networking and awards event held during Green Day at IBS, a day featuring education sessions, special events and product and home tours on green building. The Maryland Residential Green Building Council of HBAM was awarded the 2013 Group Advocate of the Year.

SMC Awards The Nationals pays tribute to superior sales and marketing achievements by individual professionals, homebuilders and associates and sales and marketing councils. The competition is presented by the National Sales and Marketing Council (NSMC), a council of the National Association of Home Builders. The HBAM Sales and Marketing Council received the Silver Award for the SMC of the Year.

IBS 2014 IBS and the Kitchen & Bath Industry Show (KBIS) will co-locate beginning in 2014!

Make plans now to join us in Las Vegas, February 4-6, 2014 when Design and Construction Week will take over Las Vegas!

The two events will remain separate and distinct shows held simultaneously at the Las Vegas Convention Center through 2016.

May/June 2013 MID-ATLANTIC BUILDER

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How to act Like a Salesperson A Prescription For Success

By John Graham

S

elling is the world’s most personal profession—but not in the way you might think. In fact, many salespeople are downright superstitious. For some, it’s the way they shake hands, others are fanatical about punctuality, wearing certain jewelry or using a favorite pen.

The list is almost endless. It may be the only time of day to call for an appointment, interpreting a customer’s body language, or what to order when having lunch with a prospect. Success is all about following a salesperson’s “personal rules.” Break the rules and something goes wrong.

While all such “personal preferences” are interesting and sometimes even helpful, there are certain “actions” that may reap far more robust sales results. Here are eight to think about:

Every prospect isn’t a potential customer.

Some may consider this a “negative thought” and want to be focused on the “positive.” Always looking at the “bright side,” however, can mean missing critical clues that are valuable in properly evaluating prospects.

“Reading” prospects correctly is essential to know how best to work with prospects, understand their needs and problems. The goal is not to “sell” the prospect, but to decide if, at some point, the prospect can or should become a customer. If the answer is no, then it’s time to move on.

A salesperson’s success depends on getting prospects right.

Invest in prospects.

While salespeople talk about “building relationships,” their performance can tell quite a different story. Cultivating prospects isn’t limited to spending time with them or even learning more about their goals and problems, both of which are necessary.

Salespeople often miss what is always clear to prospects: prospects know you want their money. Most are not willing to say yes easily, particularly today.

One way to help overcome what we call “the dollar doubt” is by investing in our prospects. And why not? We expect them to invest in us.

What should you do? It may be as basic as investing time in helping to solve a problem, conducting a test, creating a mock up or preparing a detailed report. If you do, you may pass the test.

Later, you can talk about the prospect investing in you.

Get relationships right.

There are many salespeople who seem to believe that becoming friends with their customers is the best way to solidify a business relationship. Some put more effort into the friend task than anything else.

Yet, there are indications that point in a different direction; namely, that customers want to be treated like customers. Whether it’s Apple, FedEx, Staples, Amazon or Southwest Airlines, it’s the combination of competence and performance that creates enduring customer relationships.

It’s the same for salespeople. www.homebuilders.org

Follow up faithfully.

Salespeople seem to find it quite easy to make promises to customers and prospects, but their performance is something less than 100 percent.

“Not to worry, it will be here in a day or two,” the salesperson assured the customer. That was Monday and there was no word

by Friday. The customer placed a call. “Oh, yes. It should have been here…I’ll check and call you back.” A week later, she had not called. “She’s out today. Let me see what I can find out.”

“Poor follow up” is near the top of everyone’s list of mistakes salespeople make. It may do more damage than just about anything else. Why? Because customers never forget. “Yes, Don is a great guy, but his follow through leaves much to be desired. Just be prepared to remind him what he said he would do.”

Success eludes salespeople who are follow up failures.

Avoid the “hot potato” syndrome.

If there’s a close second to not keeping promises, it’s gone missing after getting the order. Whether they’re conscious of it or not, customers are particularly sensitive to even infinitesimal changes in a salesperson’s behavior once the sale is made: “Will she be as attentive and responsive now that we’ve signed the contract?” or “Will he drop me like a hot potato now that I’m a customer?”

This is about just one thing: commitment. By making a purchase (the amount doesn’t really matter), customers make a concrete commitment, and they expect the salesperson to be equally committed.

They’re on the look out for “moving on” indications, which translate into a feeling of being “dropped.”

When this occurs, customers begin to doubt a salesperson’s integrity by finding other ways to justify their belief that the person was only interested in getting the order.

Shape the way you’re perceived.

This has nothing to do with a salesperson’s wardrobe, car or favorite restaurant. But it has everything to do with the way an individual thinks, particularly a person’s knowledge and ability to identify and solve problems. In other words, it has everything to do with being authentic.

The objective is to avoid sending a prospect or customer mixed or misleading messages about you. Such confusion eventually leads to doubt.

First impressions are permanent impressions, which is why, at a first meeting, it’s important to clearly formulate the impression you want the customer to have by the time the meeting ends.

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Always make it right.

Granted, there are some customers who deliberately make it their mission to take advantage of salespeople. Yet, the adept salesperson can help avoid allowing such situations to become disasters by putting themself in the customer’s situation.

For example, we all see what we want to see, which can be quite different from what was actually intended. Particularly when terms, descriptions, dates and costs are involved. Written communications, including emails, are often so confusing that they open the door wide to misinterpretation. Voice mails are no exceptions, either. These can be huge problems.

To say that “issues” can arise is an understatement, so be prepared to make it right. The consultant sent an invoice to a new client, who called and said, “I thought it was going to be half of that.”

A day later, the consultant responded, “I may not have made the price clear enough. What if we split the difference?”

Making it right is always a gain.

Never get comfortable.

A pervasive myth that circulates among salespeople (and others) suggests a time comes when we’ve “paid our dues” and we have a right to such rewards as more pay with less work, access to prestigious accounts, little or no prospecting and, of course, “special treatment,” whatever that means.

Translated, this comes down to “the right to be comfortable.”

Nothing is in writing and no one talks about it, officially. Even so, it’s what we expect, with each of us setting the timetable for when it should kick in.

It’s a career killer because, inevitably, we begin to act as if the time has come to be comfortable.

In spite of what we may say or think, it’s actions that determine the salesperson’s destiny. ■

John R. Graham of GrahamComm is a marketing and sales consultant and business writer. He publishes a free monthly enewsletter, “no nonsense Marketing & Sales.” Contact him at johnrg31@me.com, 617-7749759 or www.johnrgraham.com.

HAVE YOU SIGNED UP FOR YOUR HBAM LICENSE PLATE YET? Get your own HBAM personalized license plate from the MVA. Call HBAM today at 410-265-7400 for availability.

Get a front row parking spot at Builder Mart with an HBAM license plate.

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MID-ATLANTIC BUILDER May/June 2013

ILDERS HOMEBnUof Maryland tio Associa

www.homebuilders.org

key connections 2013 Associate members enjoyed 3 minute face-to-face meetings with builder, developer and remodeler members at Key Connections on February 20th. This event is a value added benefit of HBAM and supports our motto of Members Doing Business with Members. This year an auction was added which allowed attendees to “bid on a builder� and win the opportunity for a one-on-one meeting with Bob Ward, Chris Rachuba, Lou Baker or Bruce Harvey.

Sponsors Bob Lucido Team RE/MAX Advantage Realty Residential Title & Escrow

www.homebuilders.org

May/June 2013 MID-ATLANTIC BUILDER

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Welcome New HBAM Members from the Eastern Shore

W

ith the addition of the counties of Caroline, Dorchester, Kent, Queen Anne, Somerset, Talbot, Wicomico and Worcester, who made up the former Eastern Shore Builders Association, the Home Builders Association of Maryland welcomes almost 50 new members.

As of April 1st, these new companies are now part of HBAM. This is a great opportunity for current members and our new Eastern Shore colleagues. We now have a have a bigger pool of companies with which to do business and the reach and resources of our lobbying efforts are extended and fortified.

Our new members will make up the newly created Eastern Shore Chapter of HBAM. We invite all HBAM members who have interests on the Eastern Shore to get involved with the new chapter.

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MID-ATLANTIC BUILDER May/June 2013

www.homebuilders.org

Members Do Business With Members ABC Supply Crawford, Jeremy 300 E. Moss Hilll Lane Salisbury, MD 21804

Interlock Paving, Inc. Foreman, Paul 7016 Golden Ring Road Baltimore, MD 21237

All States Construction Kyger, James 302-539-8154 14 Atlantic Cave Ocean View, DE 19970

J H Miller Inc Miller, John 410-822-6480 Po Box 958 Saint Michaels, MD 21663

Becker Morgan Group Gillis, Kim 410-546-9100 312 W Main St., Suite 300 Salisbury, MD 21801

Lundberg Builders Inc Lundberg, Brad 410-643-3334 314 Main Street Stevensville, MD 21666

Belfast Valley Contractors, INC Goloboski, Thoeodore 410-288-2233 3809 Edgewater Place Dundalk, MD 21222

Martin Groff Construction Groff, Martin 410-641-5517 11204 Five L Dr Berline, MD 21811

Value Carpet One Smith-Pilchard, Cindy 410-742-5224 1530 N Salisbury Blvd Salisbury, MD 21801

Chesapeake Paving & Sealing Brown, Jim 410-742-2330 7656 Jones Hastings Rd Parsonsburg, MD 21849

North Atlantic Construction Holland, Robert 410- 641-3404 8739 Old Ocean City Rd Berlin, MD 21811

Waterman Inc Waterman, Mareen 410-643-5005 109 Country Day Rd, # 1 Chester, MD 21619

Delaware Lumber & Millwork of Salisbury, Inc. Hobbs, Sam 410-860-6800 32188 Beaver Run Dr. Salisbury, MD 21802

Prettyman Construction, Inc. Prettyman, Carol 410- 820-4358 30360 Kings Meadow Pl Easton, MD 21601

Wye Gardens, LLC Gordon, William 410-476-7727 26400 Bruffs Island Rd Easton, MD 21601

RE/MAX Crossroads Megargee, Susan 443-736-3373 PO BOX 307 Fruitland, MD 21826-0307

Beach Construction Deptula, Colleen 410-641-8590 PO BOX 1758 Berlin, MD 21811

Resort Homes, INC Purnell, Troy 410- 641-1671 PO BOX 130, Ocean City, MD 21843

Beachwood Inc Purcell, Robert 410-352-5681 x102 PO Box 249, 11632 Worcester Hwy Showell, MD 21862

First Shore Federal Laws, John 410-546-1101 PO Box 4248 Salisbury, MD 21803 Floor Systems Inc. Murphy, Danielle 15 Oxford Way Huntingtown, MD 20639 Hague Quality Water Sebring, Michael 800-841-2406 12449 Ocean Gtwy, Ste 103 Ocean City, MD 21842 Handy Hays Haase, William 443-286-1518 39 White Hourse Dr. Berlin, MD 21811 Hayes Construction Hayes, William PO Box 368 14307 Jarrettsville Pike Phoenix, MD 21131

www.homebuilders.org

River Run Development Kotoski, John 11605 Masters Lane Berlin, MD 21811 Robert L Messick Inc Messick, Don 410-742-8072 106 Morris Mill Rd Salisbury, MD 21804 Salisbury Go Glass Demoss, Al 410-742-1151 805 Snow Hill Rd Salisbury, MD 21804 Seaside Plumbing Inc. Martin, Joshua 410-641-1368 7731 Purnell Crossing Rd Berlin, MD 21811

ST Michaels Ventures LLC Leonard, Ryan 410- 924-9931 PO BOX 571 Saint Michaels, MD 21663

GW Homes Inc. Wesolowski, Gene 410-643-6300 420 Butlers Lndg Stevensville, MD 21666

The Adkins Co Holland, Richard 410-250-2270 PO Box 156 Berlin, MD 21811

Lifestyle Builders Inc Walter, C. David 410-213-2021 12703 Sunset Ave. B-12 Ocean City, MD 21842

Tri County Aire Bailey, John 29982 Killpeck Creek Court Charlotte Hall, MD 20622

Mallard Construction Siebold, Leslie 410-643-4131 116 S Piney Rd Ste 208 Chester, MD 21619

Bozek Fine Homes, Inc. Bozek, Mike 410-758-2929 P.O. Box 250 Centreville, MD 21617 Chance and Associates Chance, Jay 410-819-0200 Po Box 2309, 7913 Industrial Park Rd Easton, MD 21601 Frank E. Daffin Inc. Messick, Don 410-822-2364 9815 Leeds Landing Rd Easton, MD 21601

Newport Properties Fiedler, Don 410-641-8332 PO Box 139 Berlin, MD 21811 Paquin Design/Build Inc. Paquin, Brent 410-643-7811 116 Chessie Ct Chester, MD 21619 Poole Contracting & Consulting Poole, Mike 410-251-4006 10509 Blue Heron Ct. Bishopville, MD 21813 Quality Home Maintaince and More Rose, Jeff

443-386-2315 6949 E New Market Ellwood Road, Hurlock, MD 21643 Richard Hammond Builders LLC

Hammond, Richard 410-758-1305 102 Turpins Ln Centerville, MD 21617 Stoltzfus Brothers Shore Construction LLC

Stoltzfus, Mahlon 410-928-5425 1800 Dudley’s Corner Rd. Millington, MD 21651 Thomas P. Monahan., LLC

Monahan, Tom 410-677-0112 3404 Redden Ferry Road Eden, MD 21822

May/June 2013 MID-ATLANTIC BUILDER

39

It’s Never

Too Late to Be

Safe

By Carl and Deb Potter

I

t’s always a good time to reset goals, start fresh, begin a new chapter, or take any number of other actions to start over. We call it “resetting the counters.” Many organizations make the New Year a time to set forth company-wide safety goals every year. Some companies set a goal of “X” incidents, signifying a reduction in OSHA reportable injuries over the previous year. Others set goals of “zero injuries” or “zero incidents”. These goals are great to motivate people to work safe, yet sometimes the goals seem too lofty for employees.

A Personal Goal for Safety

The Best Goal of All

Another way to approach safety goals is to ask employees to set their own personal target. Within their workgroup, employees can share their personal targets for zero-injury days, for conducting pre-job briefings or inspections, attending safety meetings, or any other targets that apply to your company. Consider this - most employees are going to target zero injuries for every work day. And regardless of the number of employees in the organization, the approach will work.

A team of employees can share their individual goals and develop a team aggregate goal. This will help them be accountable to one another and to look out for each other. The key is to keep the goals personal and to have the employees set the goals themselves. Your organization may have a specific area of focus to reduce injuries; for instance you may be striving to reduce hand injuries or slips, trips and falls. If so, engage individual employees and work groups by asking them to develop personal goals for these areas of emphasis.

You may be surprised by the results.

The very best safety goal a person or work team can adopt is “Nobody Gets Hurt”. This goal can be the target for every year, every day and every job. It’s a goal that you may want to use for yourself or suggest to your team. When you think about it, the goal can help you look out for yourself and others and is a way to encourage others to look out for you. And – this goal can be set anytime of the year. You don’t have to wait for a new year to roll around. There is no better time than now to set this goal as your own. n

Promoting Success As you consider the goal that you, other individuals and work teams set, determine what it will take to be successful. If your goal is to perform a pre-job briefing for each job, what will you need to accomplish that goal? Maybe you need to take steps to ensure that a pre-job checklist or form is readily accessible and easy to use.

Perhaps you or others need some training on how to conduct the briefings. If your goal is to make each job injury-free, you may need to work to understand the common hazards associated with each task and how to control them. Take time when you set your goal to understand what might get in the way of success and what you can do to overcome the barrier. Also, take time to understand what you are already doing that will give you the momentum to succeed. www.homebuilders.org

Carl Potter is a board-certified safety professional (CSP) and is a certified management consultant (CMC). His body of work includes the development of the Hazard Recognition and Control Workshop and authorship of seven books, including the best-seller, Who is Responsible for Safety?.

He is a frequent speaker at industry conferences and corporate safetyfocused events. Carl may be contacted at carl@potterandassociates.com.

Deb Potter, PhD, is a certified management consultant and specializes in safety management consulting for high-risk industries. As the author of Zero! Responsible Safety Management by Design, she works with leaders at all levels of organizations to develop zero-injury cultures. She is on faculty in the School of Advanced Studies at the University of Phoenix.

Deb may be contacted at deb@potterandassociates.com.

May/June 2013 MID-ATLANTIC BUILDER

41

7 Reasons Why a Mobile Website Can Help You

Grow Your Business

1. A mobile website increases

customer engagement up to 85%

Optimizing your site for mobile devices will boost engagement - all the way up to 85%. Research has shown that a mobile-optimized web site is able to generate almost twice the average traffic per user than sites without mobile optimization.

2. Google research: no mobile site = lost customers Research performed by Google says that mobile-friendly sites make 67% of customers MORE LIKELY to buy a company’s product or service. Conversely, not having a mobile site can cause you to LOSE up to 61% of your customers to a competitor. Those are big numbers!

3. 52% of local mobile searches turn into phone calls Google says that 40% of mobile searches are local in nature, and that 52% of those searches become phone calls. There are 760 million mobile searches in the US on a daily basis, so there’s a great opportunity for you to gain new customers when you have a mobile web site.

4. Two-Thirds of mobile users say a mobile-friendly site makes them more likely to buy a company’s product or service Higher customer engagement (repeat visits) coupled with higher satisfaction index while on a mobile website turn visitors into customers.

5. 40% of mobile users switched from one company’s website to a competitor’s after having to deal with a poorly designed website for their mobile device

Consumers have come to expect mobile websites from the businesses they work with, large or small, and if your website does not deliver when they try to access it on their Smartphone while out and about, they are very likely to start looking elsewhere for the information, products or services they need.

6. Inbound mobile phone calls are 10-15 times more likely to convert than inbound web form leads

Google says that 61% of mobile searches result in a phone call and inbound phone calls are 10-15 times more likely to convert than inbound web leads. In other words mobile searches produce more customer conversions for your business than simple web clicks.

7. Mobile growth is staggering - Mobile users are on track to quickly surpass desktop users within 2 years According to the International Data Corporation, more consumers in the United States will access the Internet on mobile devices than computers by 2015. For 2013, 57% of all tech growth will be mobile devices. n

Tips from InstantlyMobile. Visit www.instantlymobile.com for more information.

The Maryland Center for Housing The Maryland Center for Housing campaign started at Builder Mart in 2011 and now, 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.

44

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

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

www.homebuilders.org

May/June 2013 MID-ATLANTIC BUILDER

45

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

NAMING DONORS

GOLD DONORS

SILVER DONORS

BRONZE DONORS

The Rachuba Family Lowell Glazer Bob Ward Companies Cornerstone Homes Dan Ryan Builders Elm Street Development Forty West Goodier Baker Builders NVR Powers Homes Residential Title & Escrow Co. Security Development

Caves Valley Development Design Consultants Koch Homes Orchard Development Shelter Builder Communities

Baldwin Homes Beazer Homes Chateau Builders Charm City Builders Columbia Builders Gemcraft Homes Lennar MD Landmark Morris & Ritchie Assoc.

Mueller Homes Selfridge Family Foundation Steuart-Kret Williamsburg Homes

Dorsey Family Homes Efficient Homes IWIF Richard Rubin Whitehall Development

FRIENDS OF MCH Axiom Engineering ECS Mid-Atlantic, LLC Linowes and Blocher T+A Contractors Zahler Construction and Development Zahler Construction and Development

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 Allied Building Products Ashton Manor Environmental AZEK Building Products, Inc. Bartley Corporation Belair Road Supply The Bilco Company Brace & Bit Woodworks Bruce L. Jones Contractors California Closet Campitelli Masonry Inc. Carlisle Syntec Systems Charles A. Klein Choice Stairways CMW Co. Constantine Contracting Creative Touch Interiors Dans Company David S. Brown Enterprises Delbert Adams Design House Kitchens Dow Building Solutions Envirosolutions

46

Fick Bros. Roofing & Exterior Remodeling Fireside Hearth & Home Fretz Corporation Gaines and Company Gene’s Johns Glen-Gery Brick Gray and Son Greenebaum & Rose Greenleaf Remodeling Gutschick, Little and Weber Harkins Builders Hillis-Carnes Engineering Hohmann & Barnard Humpty Dumpsters Interior Concepts John H. Myers & Sons L&L Supply Leisure Specialties Metropolitan Fire Protection Modern Foundations Moen Morris Ginsberg Naka Huttar Oldhouser Northeastern Supply

Old Town Construction O’Neil Interactive Out of Sight Home Theater Owings Brothers Parksite Patterson Enterprises Ply Gem Windows Prosoco Rapid Signs Reico RFC, Inc. Residential Title & Escrow Co. 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

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

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

www.homebuilders.org

MAY/JUNE 2013 MID-ATLANTIC BUILDER

47

stats&facts By the Numbers

2,224

New Year, New Endeavors, New Homes!

BY WAYNE NORRIS

2,118 UP

The Q1 “Starts” figure of 2,224 with a year over year increase of 10.4% is the highest of any quarter we have seen since 2007. The annualized number 8,328 (up 15.3%) is also the top in the same period with an increase of over 1,000.

Closings are also UP to 2,118.

This is the best number since Q3, 2010. This trend should continue up as closings tend to trail starts.

Annualized, this figure is UP 10 percent at 8,187.

1/3 There are several counties down for Q 1, Year over Year with Baltimore County showing the largest drop of approximately 1/3 at 111 vs 166.

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MID-ATLANTIC BUILDER MAY/JUNE 2013

The Q1, 2013 Starts and Closings numbers for Maryland look great. Growth is steady across most of our area.

The Q1 “Starts” figure of 2,224 with a year over year increase of 10.4 percent is the highest of any quarter we have seen since 2007. The annualized number 8,328 (up 15.3 percent) is also the top in the same period with an increase of over 1,000.

An interesting side bar - for each of the 2012 quarters “starts” were within 2,000 and 2,050 every quarter with never more than a 37 variance. Our Q1 numbers easily broke that ceiling.

Closings are also UP tot 2,118. This is the best number since Q3, 2010. This trend should continue up as closings tend to trail starts. Annualized, this figure is UP 10 percent at 8,187.

While Montgomery County leads the way with 13 percent of the markets “starts” it is below the 15 percent of closings. So this is telling us that activity is increasing elsewhere at a higher rate. In fact both Howard and Anne Arundel are reversed with starts a point higher than closings for each (11 / 10 and 12/ 11 respectively).

Anne Arundel and Frederick are up about 50 percent Year over Year for starts with Baltimore City up over 500 percent. This is a small sampling from just 9 in Q1, 2012 to 67 this year.

There are several counties down for Q 1, Year over Year with Baltimore County showing the largest drop of approximately 1/3 at 111 vs 166.

We look forward to Q2 recap and until then enjoy what we are experiencing now. ■

For additional market info including detailed subdivision analysis, custom consulting and 24/ 7 accesses to the content please contact Wayne Norris at wnorris@metrostudy.com.

Brooke Burns can be reached at Hanley Wood Market intellegence at bburns@hanleywood.com or 202-729-3678.

www.homebuilders.org

NOW OPEN!

THE CREIG NORTHROP TEAM of Long & Foster Real Estate

BALTIMORE METRO OFFICE Walk-Ins Welcome!

The Galleria 1407 York Road, Suite 108 Lutherville-Timonium, MD 21093

Call Today To Ask About Our

Builder Partner Program!

443.921.3900

Baltimore Metro Office

www.northropteam.com

www.homebuilders.org

MAY/JUNE 2013 MID-ATLANTIC BUILDER

49

green building BUILDING HOMES – BUILDING SUCCESS

Getting to Green

By H. Alan Mooney, P.E. President, Criterium Engineers

Establishing credibility is what helps set you apart. Entering and winning (even if it’s second or third place) helps do that.

Why should I buy a home from you?

In this issue of Mid-Atlantic Builder, you will find the winners of the “Maryland Awards of Excellence” or MAX program. To those winners, congratulations!

Why should you enter such competitions? It’s about establishing your signature; your brand.

It’s about setting yourself apart.

I have never seen an ad for a home builder that says “I build an average home.” Everybody claims to build the best home, an excellent home, the perfect home, etc.

Establishing credibility is what helps set you apart. Entering and winning (even if it’s second or third place) helps do that. Your entry is judged by your peers and/or other experts in the industry. Your award can be added to your portfolio. Look around; most products use some independent standard whenever they can to establish their brand or signature; Good Housekeeping Seal, J.D. Powers, etc.

In past issues, I have talked about your signature at some length. Here is a summary of the key points from those columns for your review. Home buyers will choose you because they are confident that you will provide a good product for them.

You will help them make that decision. Your Award of Excellence helps define your Signature.

What is your signature?

I have outlined the key elements that I believe should be part of your signature as a builder.

They are: 1. Responsive service – you should genuinely care about your customers. They are making one of the biggest decisions of their life to buy a home from you. And they are typically not very knowledgeable about construction. They need to know that you care about them. And they will typically pay more for that comfort.

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2. Fundamental Construction Quality – not claims that “I build a great house” but proof!

Show them the construction details that are your standard. Explain the materials you use and why. Tell them about how you train your crew and how you choose your subs.

This is where your awards will fit in. It is evidence to the quality of our design and construction.

3. Follow through and follow up – you will have problems; not everything is perfect. Your customers are people too; they know that mistakes are made. What is important is to have an aggressive policy in place to follow up on issues and correct them quickly and carefully. And then follow up with your customer to be sure they are satisfied.

4. Manage expectations – timber frame residential construction is not a perfect process.

There will be cracks, distortion, irregularities and inconsistencies. A buyer orientation program to help the average homebuyer understand what to expect from their new home will reduce complaints and increase your credibility. You will do your best but you (and your home) are not perfect. While it may seem contradictory, such information will actually help build your reputation.

5. Responsive Service – I know, that’s the same as #1, but it can’t be overemphasized. And if the message comes from the President/Owner of the company, that’s even better.

Remember, in the end, it’s about how people feel about you and your homes. That’s your signature and no one can take that away, or duplicate it. It is uniquely you and your company.

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

How do people decide to buy from you?

What you say and with what assertiveness you say it, is a big part of establishing your signature. After that, it’s up to you to do what you say. That defines your signature and builds your reputation.

Word of Mouth is the most powerful advertising you, as a builder, can have, especially in our “social media” intense world. Your reputation, your “signature,” is controlled by what people think of you. Delivering a well built house that you, as a craftsman, can be proud of is only part of the process. Establishing a respectful, trusting, friendly relationship with your customer is equally, if not more, important.

Winning awards for your design gives your customers something to talk about. It gives their decision more credibility. And they can tell their friends they bought a house from an “award winning” builder. Remember, virtually all builders say they build a great house. Your awards and your track record help set you apart.

In seminars I have attended, experts in the field of service businesses (and building homes is a service business) have said that the reasons customers choose a particular business is 75 percent relationship and 25 percent product quality or technical ability (Figure 1). Is your operation balance appropriately?

Developing your signature isn’t simple, but it works! There are builders I know who spend virtually nothing on advertising. Their customers hear of them through reputation and word of mouth. And those same builders are usually able to charge a bit more for their homes. They realize they are a builder selling a service not just a home.

www.homebuilders.org

Attracting customers is about your long term reputation

Building green is a fad. I am not saying it’s not important, it is. Energy efficiency and sustainability is very important. So much so that it has gone from fringe to main stream in just a few years. Building green is assumed.

As you know, I have been privileged to write a column for your magazine for the last several years focusing on the National Green Building Standard (NGBS) and discussing how you can build homes that can be certified to various levels of GREEN under NGBS. I have also had the opportunity to present some classes on NGBS as part of the excellent HBAM educational program.

At the end of most of my columns I have closed with the thought: “…just being a Green Builder will not distinguish you from the crowd. Being a quality builder, with a reputation (your signature) for honest, professional service who embraces Green Construction Standards is needed to assure your long term success.”

In just a few years, building GREEN has become mainstream, as I predicted and my comment is more relevant than ever! You have seen the articles in many publications including BUILDER magazine; that building a GREEN home is now assumed by most homebuyers.

It is no longer a quality that will distinguish you from the crowd. In fact, the reverse is true, if you are not building with credible GREEN qualities, you will not be seriously considered by many homebuyers.

Of course, what people mean when they say GREEN or what they hear when you say GREEN varies enormously and, in some cases, is quite inaccurate. However, GREEN is assumed. You will not “stand out from the crowd” just by claiming to be a GREEN builder.

A few years ago, during an interview, J.D. Power (widely known for his consumer product quality surveys and ratings) was asked what he considered to be the most important change in U.S. consumers in the last decade. His quick, clear and concise answer was “Perception is Reality.” That’s another way of saying that what matters is how you (and your homes) make people feel.

Product quality or technical ability Relationship

Figure 1 The reasons customers choose a particular business.

May/June 2013 MID-ATLANTIC BUILDER

51

green building Almost anyone can build a sound, functional house. But that’s not what most people buy.

They are buying safety and a life style and they need to feel good about it.

You should pursue awards. It demonstrates your commitment to quality and good design.

It gives you something to talk about with your customers. It sets you apart.

Remember, in the end, it’s about how people feel about you and your home. That’s your signature and no one can take that away, or duplicate it. It is uniquely you and your company.

John Smith – A Builder you can Trust That’s why I would buy a home from you.

As a final note, as I have said before, some large, national home builders we are familiar with are establishing aggressive programs to build “defect free” homes. The problem of construction quality is gradually being acknowledged throughout the industry. Like any significant trend, it’s important to keep up or, when possible, be a leader. If you have statistics from your homes that prove they are better than average, share that with your buyers.

While building a perfect home may not be possible, minimizing defects is. However, it does not happen by accident. You need to set that standard and hold others accountable for that standard.

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As you read my columns, if you have questions, please feel free to send me an e-mail (hamoooney@criterium-engineers.com), I will try to respond in a future issue or respond to you directly. Working together, my goal is to help explore new and better ways for you to build homes that you can be proud of and that will turn your customers into some of your best sales people! n Criterium Engineers has specialized in residential construction for more than 50 years, with more than 60 offices in more than 35 states. We have evaluated more than 750,000 buildings.

H. Alan Mooney, P.E, President of Criterium Engineers, is a licensed, Professional Engineer in 8 states, with more than 35 years experience and has been the author and presenter for various NAHB programs, mostly on construction quality. For more information, please visit www.criterium-engineers.com and www.criteriumquality.com.

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

HBAM Welcomes New Members ASSOCIATEs

Access Lifts & Service, Inc. Richard C. Nordin, Jr 218 Old Padonia Road Cockeysville, MD 21030 Phone: 410-683-2393 www.liftuup.com Subcontractor - Elevator & Lift Systems

Advanced Granite Solutions Todd Turner 2111 Emmorton Park Road, Suite 2 Edgewood, MD 21040 Phone: 717-405-9595

Allegiance Surety Associates, Inc. Art Jones 7901 Sandy Spring Road, Suite 515 Laurel, MD 20707 Phone: 301-369-9155 www.allegiancesurety.com Professional Services - Financial Services

Allied Well Drilling Andy Capelle P.O. Box 129 8213 Brock Bridge Rd Annapolis Junction, MD 20701 Phone: 301-776-8370 http://www.alliedwells.com/ Subcontractor - Water Cond., Mgmt., Proof & Wells

Alside/Revere Building Products William Martin 3721 Commerce Drive Halethorpe, MD 21227 Phone: 443-695-0516 www.associatedmaterials.com Supplier - Siding

Apex Technology Jesse Dayhoff 1025 Meadow Branch Rd. Westminster, MD 21158 Phone: 410-702-5746

Astrum Solar Mark Manthy 8955 Henkels Lane #508 Annapolis Junction, MD 20701 Phone: 202-443-0344 www.astrumsolar.com

Beracah Homes Mark Leishear 9590 Nanticoke Business Park Dr. Greenwood, DE 19950 Phone: 302-349-4561

Brace & Bit Woodworks Paul Waddell P.O. Box 223 Hanover, PA 17331 Phone: 717-465-9097

Central Vacs Unlimited Scott Parker 1659-A Robin Circle Forest Hill, MD 21050 Phone: 410-638-9396 Supplier - Central Vacuum

www.homebuilders.org

Charles Luck Stone Center

George Mason Mortgage

Maryland Energy Advisors

Joe Bartos 12202 Clarksville Pike Clarksville, MD 21029 Phone: 443-535-0543 Supplier - Stone, Marble & Granite

Steve Williams 6021 University Blvd. #290 Ellicott City, MD 21043 Phone: 301-938-3696 www.LOSteve.com Professional Services - Financial Services

Phil Croskey P.O. Box 1051 Cockeysville, MD 21030 Phone: 410-961-4299

Group Benefit Services David Cardwell, Sr. 6 North Park Drive Hunt Valley, MD 21030 Phone: 410-832-1300 Professional Services - Insurance

Robert Scharff, III 8840 Stanford Blvd Suitem 4400 Columbia, MD 21045 Phone: 410-480-7065 Professional Services - Financial Services

Highland Turf, Inc dba HTI Contractors

Perfect Glass Work LLC

William H. McGew, Jr. 4539 Sykesville Road Finksburg, MD 21048 Phone: 410-781-0155 Subcontractor - Excavating, Grading & Utilities Sponsor: Mike McCann, Goodier Baker Homes

Mikhail An 826 Gallop Hill Rd, Ste. A Gaithersburg, MD 20879 Phone: 301-267-3404 www.perfectglasswork.com Supplier - Other

Iacoboni Site Specialists, Inc.

Ply Gem Windows

Tom Iacoboni 9301 Philadelphia Road Baltimiore, MD 21237 Phone: 410-686-2100 Subcontractor - Excavating, Grading & Utilities Sponsor: Mike McCann, Goodier Baker Homes

James Ross 602 Brenda Way Westminster, MD 21157 Phone: 443-340-2721 www.plygemwindows.com Supplier - Doors, Windows & Glass Block

Jarvis Green Design & Marketing

Polaris Land Consultants

Sponsor: Joe Smith, Owings Home Services

Amy Brenneman Green 350 Winterstown Road Red Lion, PA 17356 Phone: 717-578-3578 Professional Services - Advertising & Marketing

Geoffrey Schultz 10 Gerard Ave, Suite 101 Timonium, MD 21093 Phone: 410-252-4444 Professional Services - Engineering & Technical

Designer Doors Inc.

John J. Gessner, P.A.

Sponsor: Michael Greenspun, Basic Development Co., Inc.

Angie Young 702 Troy Street River Falls, WI 54022 Phone: 715-426-1100 www.designerdoors.com

John J. Gessner 26 South Main Street Bel Air, MD 21014 Phone: 410-638-5100 Professional Services - Legal

Dow Solar

Kimberly F. Palmisano, CPA, P.A.

Bryan J. Hacker 554 N Frederick Ave, Suite 185 Gaithersburg, MD 20877 Phone: 240-586-2261 www.dowsolar.com Supplier - Green Building Products

Kimberly F. Palmisano 17 Starlight Farm Drive Phoenix, MD 21131 Phone: 410-336-6383 Professional Services - Accounting

Ecotone, Inc.

Flora Masciadrelli 44 Greif Way Westfield, MA 01085

Collins Landscaping Henry Collins 15811 Darnstown Road Germantown, MD 20874

Cornerstone Masonry Katie Holt 148 Church Lane Cockeysville, MD 21030 Phone: 410-666-2448 www.cornerstonemasonry.net Supplier - Stone, Marble & Granite Sponsor: Joe Smith, Owings Home Services

Criterium Engineers H. Alan Mooney, P. E. 22 Monument Square Portland, ME 04101 Phone: 207-828-1969 www.criterium-engineers.com Professional Services - Engineering & Technical

Daniel Ball and Associates, Inc. Daniel Ball 7226 Lee DeForest Drive, Suite 205 Columbia, MD 21046 Phone: 410-715-0408 www.dba-arch.com Professional Services - Architecture & Drafting

Lynn Davis 2120 High Point Road Forest Hill, MD 21050 Phone: 410-420-2600 www.ecotoneinc.com Professional Services - Environmental Services

EverBank Dan Long 12150 Monument Drive Suite 300 Fairfax, VA 22033 Phone: 703-261-8843 Professional Services - Financial Services Sponsor: William S. Zahler, Zahler Construction & Development LLC

Evergreen Technologies Carl Byrne 6254 Frankford Avenue Baltimore, MD 21206 Phone: 410-870-1909

Sponsor: Scott Armiger, Orchard Development

Northwestern Mutual

Robert A Tull, Inc Robert Tull 7820 Airpark Road Gaithersburg, MD 20879 Phone: 301-948-2490 tullplumbing@tullplumbing.com Subcontractor - Plumbing

Roberts Company, Inc. Wayne Tusing 1040 Cromwell Br. Road Towson, MD 21286 Phone: 410-824-7750 www.robertscoinc.biz Supplier - Cabinets & Countertops

Kleer Lumber/The Tapco Group

Roxul

Koma Building Products Joe Biss 3402 Stanwood Boulevard Huntsville, AL 35811 Phone: 256-851-4099

Jason Howell 25 Rock Glenn Road Havre de Grace, MD 21098 Phone: 410-804-0185 Supplier - Insulation & Drywall

Kramer & Connolly

Schlage Lock Company

Irwin Kramer 465 Main Street Reisterstown, MD 21136 Phone: 410-581-0070 Professional Services - Legal

John Williams 22625 Buena Vista Road Rockbridge, OH 43149 Phone: 740-385-6751 Supplier - Hardware

Lasso Data Systems, Inc.

Simonton Windows

Marc Regardie 2819 N. Glade Street, NW Washington, DC 20016 Phone: 202-333-0958 Professional Services - Advertising & Marketing

Bob Wolff 437 Watson Road Centreville, MD 21617 Phone: 410-490-2535

May/June 2013 MID-ATLANTIC BUILDER

53

Southern Trust Mortgage Dennis Sullivan 3290 North Ridge Road, Suite 220 Ellicott City, MD 21043 Phone: 410-750-2167 www.southerntrust.com Professional Services - Banking & Mortgage

St. Paul Corrugating Hugh Burhans 700 39th Ave. NE Minneapolis, MN 55421 Phone: 763-788-9271 www.stpaulcorrugating.com

Urban Green Environmental, LLC Denise Sullivan P.O. Box 4869 Baltimore, MD 21211 Phone: 410-244-7215 Professional Services - Environmental Services

Utilities Unlimited Andrew Farina 1771 Underwood Road Sykesville, MD 21784 Phone: 410-442-1755 Subcontractor - Excavating, Grading & Utilities

BUILDERs

Mark Building Co., Inc., The

Brightview Builders

Gabriel Lechuga 72170 Dunham Way, Suite D Thousand Palms, MD 92276 Phone: 760-343-2277

Lawrence I. Rosenberg 10 Crossroads, Suite 206 Owings Mills, MD 21117 Phone: 410-654-5650 www.markbuilding.com

Mark VanReuth P.O. Box 688 Arnold, MD 21012 Phone: 410-647-3100 www.brightviewbuilders.com

Sponsor: Russell Dickens, Elm Street Development, Inc.

Reliable Real Estate Services, LLC

C Brown Properties

John Dixon 1 Churchview Road Millersville, MD 21108 Phone: 410-923-9193

Corey Brown 859 1/2 N. Howard Street Baltimore, MD 21201 Phone: 410-521-7050

Airex Manufacturing

Dreamland Builders LLC David Arthur 5922 Shady Spring Ave Rosedale, MD 21237 Phone: 410-866-4758 www.dreamlandbuildersllc.com

Habitat for Humanity Susquehanna, Inc. Dave Guttman 205 S. Hays Street Bel Air, MD 21014 Phone: 410-638-4434 www.habitatsusq.org

Harbor Development

Sponsor: Jeremy Rutter, Rutter Project Management

Ezra Hercenberg 338 E. 25th Street Suite 100 Baltimore, MD 21218 Phone: 443-708-4002 Developer

Wesalo Associates/USP

Sponsor: Sandy J. Marenberg, Marenberg Enterprises

Roger Wesalo 12114 Heneson Garth Owings Mills, MD 21117 Phone: 410-356-2605 Supplier - Hardware

Sponsor: Sean Davis, Morris & Ritchie

Woodbridge Homes, LLC Sue Matthias 11400 Woodridge Ct. Hagerstown, MD 21741 Phone: 301-745-4082 Builder - Small Volume

MD Mobile Home, Inc. Amanda Sanner 10051 N. 2nd Street Laurel, MD 20723 Phone: 410-880-6046 Remodeler - Specialty

Renewal by Andersen

REMODELERs

Arif Durrani 2707 Rolling Road, #101 Baltimore, MD 21244 Phone: 410-265-9510 www.renewalbyandersen.com

ACH Group LLC

Pavel Abaev 436 Doe Meadow dr Owings Mills, MD 21117 Phone: 443-221-2323 www.achgroupllc.com Remodeler - Exteriors

Sponsor: Joe Smith, Owings Home Services

Schmidt Contracting Services, LLC Ryan Schmidt 1174 Bayview Vista Annapolis, MD 21409 Phone: 443-235-0546

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 at the Celebrity Chef Night and Auction, sporting events, chapter and council meetings and more.

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.

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

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, profile your company in the online directory or register for an event. Consumers can visit the HBAM home page to find you and other builders or suppliers in their area.

INCREASE YOUR KNOWLEDGE of the building industry through our educational programs and seminars.

TARGET YOUR MARKET with cost effective advertising in any of HBAM’s publications and receive a spreadsheet of HBAM members.

STAY INFORMED with HBAM’s publications. You will receive Mid-Atlantic Builder, BNN, HomeFront Online and the Buyers’ Guide.

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

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

governmentaffairs Anne Arundel County Critical Area Legislation The County Council passed an update to the county’s Critical Area regulations with 44 amendments, most of which came from our HBAM work group.

A few key amendments are: • Developments under way before the passage of the bill would be grandfathered in.

•N ew marina building footprints and new lot coverage must maximize environmental features and be at least 25 feet from the mean high tide and tidal wetlands.

•R emoval of hazardous trees won’t count as vegetation clearing.

•H ome improvements installed to accommodate a physical disability don’t have to be removed when the change is no longer necessary.

•A n amendment was passed to clarify what Critical Area property owners must have on hand when meeting with county Planning and Zoning officials.

The legislation requires landowners to meet with county representatives before filing development plans.

www.homebuilders.org

Parking Requirements In late November, the Office of Planning and Zoning released new townhouse parking requirements lowering the garage credit to .5 parking spaces from 1, while still maintaining the 2.5 parking spaces per unit requirement. This policy applies to all projects without final approval as of November 20, 2012. Projects with sketch plan approval by November 20 will be reviewed on a case by case basis. This policy will greatly affect 1 car garage townhouses, as it will require an additional 2 spaces be made up in a driveway or provided elsewhere in the development.

In late January, the Anne Arundel Chapter sent the proposal below to the County for consideration: Background Previous parking policy called for 0.5 overflow parking spaces for one car garage units.

The new policy will now require 1.0 overflow parking spaces for the one car garage units. This is a 100 percent increase in the overflow requirements for the one car garage units. In theory, a one car garage unit could add a second parking space adjacent to the one in front of the garage unit and satisfy the 2.5 spaces requirement, however that is unattractive and will drive down the market value of the units. Adding a provision in a community’s HOA documents that require that the garage be used for parking cars and not just storage has proven to be a satisfactory way to maintain maximum onsite parking and minimize offsite parking issues.

Proposed Policy A compromise could be to maintain the 2.5 parking spaces per townhouse unit with the following provisions. All other townhouse parking requirement would remain the same.

• In the event a project had an affirmative condition in the HOA documents that require the garages to be used for car parking and not storage, then for One Car Garage Units there would be 100 percent credit for 1 parking space in the garage and for a 1 car in driveway – this results in needing ½ a space of overflow.

• In the event a project did not have an affirmative condition in the HOA documents that require the garages to be used for car parking and not storage, then for One Car Garage Units there would be 50 percent credit for 1 parking space in the garage for a 1 car in driveway – this results in needing 1 space of overflow.

Baltimore County Open Space Fees Finally after years of pushing the issue, the County has recalculated open space waiver fees and is set to introduce a resolution April 1 to cut the fees by more than half.

Opposite page is a chart showing the proposed fees compared to previous years.

Pattern Book Chapter members met with County officials to discuss changing the requirements of the pattern book, but our proposal was rejected. We asked that the book not be required until later in the development process until a builder has decided what to build, but the county wants to see what will be on site early in the process, even before a builder has been brought in. The Chapter is discussing our next moves and plan to meet with Department of Planning officials soon.

May/June 2013 MID-ATLANTIC BUILDER

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governmentaffairs Proposed open space fees for Baltimore County Zoning Classicfication

Open Space Waiver Fee 2003

Open Space Waiver Fee 2006

Open Space Waiver Fee 2013

Proposed per acre Basis

DR 1

$1.85

$4.68

$1.38

$60,000

DR 2

$2.40

$5.49

$2.30

$100,000

DR 3.5

$2.15

$5.22

$3.44

$150,000

DR 5.5

$1.90

$6.07

$3.79

$165,000

DR 10.5

$2.80

$6.87

$4.36

$190,000

DR 16

$3.50

$9.76

$5.74

$250,000

RC 2

$0.50

$1.81

$0.22

$9,500

RC 3

$0.85

$3.47

$0.69

$30,000

RC 4

$0.60

$2.90

$0.53

$23,000

RC 5

$1.65

$3.43

$1.10

$48,000

RC 6

$0.75

$1.45

$0.55

$24,000

RC 7

$1.75

$2.17

$0.22

$9,500

RC 8

N/A

$0.51

$0.23

$10,000

RC 20

$0.20

$1.81

$0.28

$12,000

RC 50

$0.15

$0.15

$0.15

$6,500

Carroll County Impact Fee Moratorium Carroll County Commissioners passed an ordinance lowering the schools portion of the impact fee to $0 for a period of 2-years, starting June 15, 2012. Building Permits applied for after June 15 will not be required to pay this portion of the impact fee, but all permits applied for before June 15 will still have to pay this fee.

Minor Subdivision change Carroll County Commissioners have raised the number of lots in a minor subdivision to 7 or less as allowed by the growth tier legislation. The County has recently announced plans to begin mapping the tiers in March, 2013.

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Howard County

Density Exchange Option legislation The Administration introduced legislation proposing to acquire and sell density rights as a mechanism to fund future agricultural preservation acquisitions. Currently, these rights are extinguished when the county acquires agricultural preservation properties.

Chapter members fought this legislation on the grounds that it would make the county direct competitors to developer members who currently hold density rights that were bought in the past and recorded but not sold.

These density rights were bought by members for as much as $40,000 per acre, and the county reported that roughly 150 acres were privately held. Our fear would have been the county selling these newly acquired density rights at a fraction of the cost of the ones currently held, rendering those held by HBAM members useless, and wiping out millions in investments. Chapter members met with Council members and an amendment was introduced by Council Chair Jenn Terrasa and passed unanimously that blocked the Administrations ability to acquire and sell density rights in future years.

Community Enhancement Floating District On February 4, the County Council approved the county’s first PUD bill, the community enhancement floating (CEF) zone.

The CEF district is established to encourage the creative development and redevelopment of commercial and residential properties through flexible zoning so that the proposed development compliments and enhances the surrounding uses and creates a more coherent, connected development.

Some important aspects to the bill: •M inimum of 10 percent of the number of dwelling units must be Moderate Income Housing Unit.

•A requirement that 10 percent of the residential density be acquired through transfer of development rights (TDR) was replaced with an amendment allowing the zoning board to require an “appropriate percentage” be from TDR. •E nhancements shall be proportionate to the increase in development intensity and free and open to the general public.

•B uilding height is limited to 5 stories.

MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

• Minimum development size must be 5 acres (originally 2 acres), except for properties that have frontage on and access to Route 1 and Route 40, the minimum size is 2 acres.

• The zoning board is the final approval authority.

Upper Chesapeake Chapter Cecil County Septic Tiers In late December, the new County Executive Tari Moore and her administration formally adopted a tier map and sent it to the state.

The map conformed to the Cecil Comp Plan and placed only federal lands and lands already in preservation into Tier 4. This was the 10th draft map considered by the county.

The State Planning Department commented on the map, forcing the local planning commission to hold a public hearing.

Cecil is 1 of 3 counties to receive comments from MDP, who said the county clearly violated the intent of the law. Frederick and Allegany are the other 2. Although local jurisdictions have the final say of their map, MDP is considering its options which may include joining a lawsuit, having the AG sue the county, or withholding transportation funding.

Cecil did not increase the size of minor subdivisions to 7 as allowed by SB 236.

Harford County Septic Tiers Harford County administratively adopted a tier map that placed most land outside the development envelope in Tier 4. Chapter members pushed unsuccessfully for changes that would have put more land in tier 3.

The Council did vote to increase the size of minor subdivisions to 7 or less, as 2/3 of other counties in Maryland have done.

Harford County Transfer of Development Rights (TDR) The County is delaying introduction of legislation to implement a new TDR program.

Chapter members recently met with Pete Gutwald, Director of Planning and Zoning, to discuss the program and we have major concerns. We are waiting to see the final version introduced to the Council before taking a position or discussing amendments, but we anticipate not being able to support the draft and will have several amendments. ■

Michael Harrison VP Government Affairs 410-265-7400, ext.109 michael@homebuilders.org

Take a look www.homebuilders.org

Redesigned to meet the needs of builders, remodelers, subcontractors, suppliers and home owners.

Easy to navigate, both consumers and industry professionals can instantly gain access to membership lists, statistical information, government affairs updates, event calendars and more.

•

You’ll be able to register for events online, update your membership information, pay dues and more.

•

www.rwcwarranty.com

www.homebuilders.org

MAY/JUNE 2013 MID-ATLANTIC BUILDER

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foundation

H

BAM COO, Lori Graf, presents a check to Corey Wescoe, the president of the Shore Builders Association of Central New Jersey, and Gina Woolley, their Executive Officer during the Atlantic Builders Conference in Atlantic City, NJ. The check was a donation from the Building Industries Foundation of Home Builders Association of Maryland for Hurricane Sandy Relief.

“We at Shore Builders Association and the State Association are truly grateful to the outpouring of donations and support from the country especially the Home Builders Association of Maryland,” said Wolley.

“The State of New Jersey and its beautiful shoreline will emerge from the wreckage of this storm stronger and more beautiful than ever.”

A Hurricane Sandy resource center has been set up on line at www.njba.org with information about making donations, choosing a contractor and up to the minute information about rebuilding guidelines.

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MID-ATLANTIC BUILDER May/June 2013 www.homebuilders.org

www.homebuilders.org

May/June 2013 MID-ATLANTIC BUILDER

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ad list Appliance Distributers Unlimited Inside Back Cover BGE Outdoor Lighting Page 3 Builders Mutual Insurance Page 1 California Closets Page 60 Creig Northrop Team Page 49 GE Contract Sales Back Cover Residential Warranty Page 57 Saratoga Page 59 Southern Pacific Page 5 Tremco Barrior Solutions Page 7 Vintage Security Inside Front Cover For advertising opportunities please contact Chris Baughan chris@homebuilders.org or 410-265-7400, ext. 121 Did you Know?

“Magazine readers pay attention to magazine ads. They don’t avoid the advertising as they do with other media.”

Source: BIGResearch Simultaneous Media Usage Study

Visit www.homebuilders.org for an on-line listing of Mid-Atlantic Builder advertisers with hotlinks. There, you can also view MAB archives and find information on upcoming events and current industry issues.

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MID-ATLANTIC BUILDER MAY/JUNE 2013

www.homebuilders.org