Ghwe45ytwprofessional remodeler august 2015

ProRemodeler.com

AUGUST 2015

A celebration l b ti off standout t d t products selected by readers

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CONTENTS AUGUST 2015

24

DEPARTMENTS 7 From the Editor: Reality TV for a whole-house remodel 8 As I See It: Informed consumers have high expectations.

You need to make an impression—and deliver

10 Market Update: Does weatherization pay for itself? A new study raises troublesome questions

11

First Person: 40 Under 40 awardee Kate Ewing on gender bias and how her employer works to counter it

12 Think Business: Mark Richardson describes how small, consistent changes can lead to big improvements

14 Relationship Marketing: David Lupberger on setting up a network of referral partners to fulfill client needs

16

Remodelers Exchange: 10 rules to ensure success with change orders

74

Prime Perspectives: Strategies for finding new talent

FEATURES

64

20 Business: Cost to Complete Part 2 of a look at percent complete accounting: how it helps flag a job that’s running off the rails

24 Cover Story: Top 100 Products The votes have been tallied. Here are readers’ favorite products from the past 12 months

64 K+B Design: Swap Meet A look at three different plans for one new kitchen

68 Exterior Replacement: The Millennial Sell Home improvement companies are divided on their response to the Millennial demographic

PRODUCTS 70 Product Trends: Exciting new product introductions are making tile more versatile than ever ProRemodeler.com

JULY 2015

70

Miss our July issue?

It’s now available to view on ProRemodeler.com

40 Under 40

This year’s rising stars will make you feel inspired—and maybe a little envious

AUGUST 2015

ProRemodeler.com

Professional Remodeler

5

The Leading Edge in Appliance Innovation Stay ahead of the competition by offering state-ofthe-art kitchen and laundry appliances built upon homebuyer insight, designed to delight your future homeowners. Innovations like Smudge-Proof™ Stainless Steel, OrbitClean® and Induction cooking keep you on the leading edge of new technology and trends.

Find the perfect kitchen suite for your homebuyer at ElectroluxBuilder.com

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Editorial

VOL. 19 NO. 8

BY ERIKA TAYLOR, CHIEF OF CONTENT

A New (re)Model

2013 & 2012 JESSE H. H NEAL N AWARD WINNER

3030 W. Salt Creek Lane, Suite 201 Arlington Heights, IL 60005-5025 847.391.1000 • Fax: 847.390.0408

STAFF DIRECTOR OF CONTENT Sal Alfano, salfano@sgcmail.com CHIEF OF CONTENT Erika Taylor, etaylor@sgcmail.com CONTENT MANAGER Ingrid Bush, ibush@sgcmail.com SENIOR CONTRIBUTING EDITORS Susan Bady, Wendy A. Jordan INDUSTRY ADVISER/COLUMNIST Mark Richardson CONTRIBUTING EDITORS Jim Cory, David Lupberger, Bill Millholland, Doug Walter DESIGNER Kelsey Craig GROUP PUBLISHER - PRINCIPAL Tony Mancini EVENTS MANAGER Judy Brociek DIRECTOR OF AUDIENCE DEVELOPMENT Doug Riemer SR AUDIENCE DEVELOPMENT MANAGER Donna Heuberger, dheuberger@sgcmail.com MANAGER OF CREATIVE SERVICES Lois Hince MARKETING DIRECTOR Michael Porcaro EDITORIAL AWARDS Winner of 35 American Society of Business Publication Editors Awards and 8 Jesse H. Neal Awards SUBSCRIPTION INQUIRIES Circulation Department Professional Remodeler 3030 W Salt Creek Lane, Suite 201 Arlington Heights, IL 60005-5025 circulation@sgcmail.com

CORPORATE CHAIRMAN EMERITUS (1922-2003) H.S. Gillette CHAIRPERSON K.A. Gillette PRESIDENT/CEO E.S. Gillette SR. VICE PRESIDENT Ann O’Neill SR. VICE PRESIDENT, CFO David Shreiner SR. VICE PRESIDENT Rick Schwer VICE PRESIDENT OF CONTENT & CUSTOM MEDIA Diane Vojcanin VICE PRESIDENT OF EVENTS Harry Urban

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ormally I’m not a fan of editorial columns that are nothing but promotions for some new product offered up by the magazine.

But I’m writing one anyway. In this case, I legitimately think our project is cool, it answers a real need, and it factors directly into an ongoing, nationwide trend.

My neighborhood is changing.

The old, Prairie-style houses with their gracious front porches are being torn down and replaced with massive, poorly built, cookie-cutter eyesores. As I write this, six new homes are being thrown up on my block with the speed and precision of a 17-year-old bulimic.

The one nearest the corner may be the worst. Ironically, unlike many of the other new homes on the street, the structure doesn’t suffer from shoddy materials or substandard building practices. Instead, the problem is stupendously bad design. The man behind it is actually a remodeler, a nice guy, and this spec home is his first foray into new construction.

Bill cares about his product, and the house is built to exacting standards. The problem is the floor plan. One quick example is shown in the photo at right, which was taken while standing in the grand, plantation-style doorway.

The space begs for a large foyer, but instead, visitors are greeted with this view of stairs jammed less than four feet from the threshold.

The spot is wildly impractical, claustrophobic, and odd for a 5,000 square-foot home.

But Bill could have learned about designing and placing a statement stair by going to modelremodel2015.com. (Here’s the part about our cool new product!)

For the ModelReModel, we’re partnering with Hatfield Builders & Remodelers as they take a Dallas home down to the studs and

completely recreate it with two additions and a fresh floor plan. We selected Hatfield because the company is known for excellent work, strong industry involvement, and forward-thinking business practices. I’m confident in holding up their project as a gold standard for the entire remodeling industry.

It’s like reality TV for remodelers; smart, bold, and visually stunning

The ModelReModel is like reality TV for remodelers, with entertaining, informative blogs and videos that look at materials choices, design, best practices, and actionable tips to make a job go more smoothly. It’s smart and ambitious. It’s bold. It’s visually stunning.

The site is updated every week, and so far I’m really pleased with the reaction we’ve received.

So go to modelremodel2015.com and take a look around—and know that while I’m excited about this project, I’m also open to feedback. Let me know what you think! PR

Contact me at etaylor@sgcmail.com or 972.369.9212

AUGUST 2015

ProRemodeler.com

Professional Remodeler

7

Market Update

Energy Efficiency Doesn’t Pay? Not So Fast Remodeling experts respond to a study claiming that weatherizing a home costs more than it saves

By Erika Taylor, Chief of Content PAUL SABLEMAN CREATIVECOMMONS.ORG/LICENSES/BY/4.0

A

study investigating the economics of home weatherization has created a small firestorm. (A small hailstorm would be

more accurate, considering that the data came from Michigan.)

Researchers from the University of Chicago and the University of California, Berkeley, released a study titled, “Do Energy Efficiency Investments Deliver? Evidence from the Weatherization Assistance Program.” The project looked at 30,000 Michigan households who are part of a federal program that provides low-income families with products such as home insulation and weather stripping.

The study’s conclusions weren’t subtle.

“The findings suggest that the upfront investment

The federal Weatherization Assistance Program provides families with energy-saving products. One study claims the uprfront investments are about twice the actual savings. Many in the industry disagree.

costs are about twice the actual energy savings,” the researchers state, adding that, “Overall, the en-

ten for GreenBuildingAdvisor.com, where he

based Otogawa-Anschel, a company devoted to

ergy efficiency investments we evaluated are poor

is a senior editor. Holladay cites numerous

green building.

performers ... across a variety of metrics.”

faults with the study including the types of

The results were made public in late June and immediately, a number of media outlets picked up

heated with natural gas were included, and the

the [products],” Anschel says. “The opportunity for

the study. It’s easy to see why: The nearly 40-year-

selection of Michigan as the sole location for

impact is reduced. Additionally, the programs have

old Weatherization Assistance Program (WAP) has

the research.

been running so long that the worst offenders have

long been the largest of its kind. It got even bigger

In addition, after reviewing the data, Holladay

after the 2009 stimulus bill increased WAP’s budget

contends that it’s unclear how many of the 30,000

by $5 billion. Suggesting that the massive program

homes in the study were actually weatherized.

may have had an impact on the effectiveness of

doesn’t create savings is newsworthy on its own,

He goes on to say that he contacted one of the re-

the weatherization. “Most low-income WAP pro-

but combining that claim with the implication that

searchers and was told that the number was 616.

grams require ventilation be installed for indoor

energy efficiency upgrades of this type may not pay for themselves in general is an even bigger story.

FLAWED RESULTS CAST DOUBT

10

weatherization installed, the fact that only homes

“But weatherization candidates get subsidized improvements and may not have a high need for

“To repeat,” he writes, “the number of weather-

been fixed, potentially skewing current results.”

Others point out that the WAP program itself

air quality. This always decreases efficiency,”

ized houses that were evaluated by the researches

says Carl Seville, president of SK Collaborative, a

was 616, not 30,000.”

green building consulting firm in Atlanta.

Others find fault with the actual homes being

It’s unknown at this time what effect the study

Yet, one fact that didn’t get widely reported is that a

studied. “It’s not new information that many of the

may have on the market for energy-efficient

number of experts are finding fault with the study.

improvements don’t save as much as suggested

weatherization products. Yet one thing is clear:

“The paper … is poorly written and opaque,”

by either energy models or the manufacturers,”

The issue is complex and won’t be resolved with

says Martin Holladay in an extensive piece writ-

says Michael Anschel, principal of Minneapolis-

data from a single study. PR

Professional Remodeler

ProRemodeler.com

AUGUST 2015

First Person

BY KATE EWING

Don’t Call Me Baby t industry networking events, I’m often

Can you imagine a man saying this to another

asked if I am the owner’s daughter. At

man with whom he is in a discussion over a con-

business dinners, I am asked if I’m the

tract? Or can you imagine if the man called the

agreement and yearly objectives that are evaluated

girlfriend, wife, or fiancée of our company’s presi-

other a pet name like “baby” or “sweetie” during

each trimester. This allows for fair and consistent

dent. In the past, I’ve been asked who my father

the process?

evaluation at all levels, regardless of position.

A

ing, and a positive workplace culture.

At Mosby, each associate has a performance

If you’re reading this in an industry publication,

Mosby’s leadership team is equally split in

under the assumption that it was obvious, if I was

there’s a 92 percent chance that you are a man and

terms of gender representation. Management

having an affair with the CEO. For many profes-

have never been called honey in a meeting nor

strives to find the best individuals for every

sional women, having to justify their role within

been flirted with in an effort to undermine your

position in the company by posting jobs in an

knew to get me my job. I’ve even been asked,

a company can be a daily struggle.

A glance at my résumé will prove my status as a valued professional in the marketing and construction industry, with a re-

I have a master’s degree, am an adjunct professor at two universities, and am an adviser at a third. I serve on numerous charitable boards of directors and manage several rental properties. Yet, sitting in a meeting with all men, my name and title are replaced by “honey.”

cord of success. So, with more than 15 years of marketing experience and over two years in the industry,

professional status. Nor have you had to be con-

accessible way to all qualified candidates and

it’s disappointing when I am treated differently

cerned about whether or not your work outfit will

fairly analyzes pay rates based on years of experi-

from my male counterparts.

be misjudged as provocative, or judged at all. And

ence, position requirements, and cost of living.

you probably haven’t had your motives questioned

Pay rates are determined at time of job posting,

sor at two universities, and an adviser at a third.

for grabbing a drink after work with a colleague.

rather than after selecting a candidate.

I serve on numerous charitable boards of direc-

But if you ask your female colleagues, they’ll

I have a master’s degree, am an adjunct profes-

The Institute for Women’s Policy Research

tors and manage several rental properties. Yet,

probably tell you that none of this is unusual.

sitting in a meeting with all men, my name and

What is unusual is Mosby’s approach to prevent-

made just 78 cents for every dollar earned by

title are replaced by “honey.” I’m “honey” every

ing gender discrimination in the workplace.

men; a gender wage gap of 22 percent. At Mosby, that difference is around 4 percent.

single time he, a well-educated vice president, addresses me.

reported that in 2013, female full-time workers

A BRIGHT SPOT

Mosby’s workplace culture focuses on diversity

One significant bright spot, however, is the

and inclusion by making programs available

obvious, subconscious and conscious—that

leadership that Mosby Building Arts has

to all associates. The social activities team is

women are treated differently in the workplace,

demonstrated in supporting all of its employees

made up of men and women from numerous

especially in male-dominated arenas such as the

equally and creating a company culture that

departments, and the suggestions team gives

construction industry.

respects the important contributions made

equal opportunity to all associates to provide

On a conference call with a male counterpart

by women. Mosby ensures and promotes work-

feedback and implement changes to improve

recently, he told me that if we were meeting face

place equality with performance-based reviews,

the company. PR

to face, he’d be able to “make me smile” and the

predetermined pay rates, gender-neutral recruit-

There are many ways—both subtle and

Kate Ewing is marketing manager for Mosby

meeting could have concluded sooner. (I assume because I would be charmed and forfeit my position in the negotiation.)

AUGUST 2015

Read more about this year’s 40 Under 40 awardees at ProRemodeler.com

ProRemodeler.com

Building Arts, in St. Louis. She is a Professional Remodeler 40 Under 40 winner for 2015.

Professional Remodeler

11

GET YOUR WORK NOTICED. When you feature propane in a remodel, it’s bound to turn heads. Your customers won’t hold back from letting the world know about the benefits they enjoy with propane. Whether it’s the performance and cost savings of a propane furnace or water heating system, the comfort of a propane fireplace, more efficient clothes drying, or the joy of cooking with gas, a remodel featuring propane is sure to get the kind of attention that gets you new business.

Learn how your next remodel can be a head-turner at buildwithpropane.com/remodelers.

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Relationship Marketing

BY DAVID LUPBERGER

Truly Full-Service have written extensively in Professional Remodeler about the benefits of providing clients with an annual home evaluation or “check-up.”

My motto is “When any project ends, the relationship is just beginning,” and my reasoning is simple: Unless you remodeled the entire home, there is always a “to-do” list. Most homeowners don’t know where to turn, and they don’t have the time or feel competent to evaluate contractors. But you already

I

have a list of proven service providers.

The value of these annual check-ups can also be summed up with two facts: Small projects lead to bigger projects, and if you are not in regular contact with past clients, they will find someone else and forget about you.

Willing and able. First, they need to be willing and able to perform the service work referred from your home evaluations.

Prompt response. Next, they need to agree

owner’s information with the trade contractor.

From that point on, almost no management was required, except to track what referrals were

to respond within 24

made to each of the referral partners. If no refer-

hours to any refer-

rals were coming back from a referral partner,

ral sent to them.

This doesn’t mean that they have to actually show up and do the work within that time period,

Every trade contractor I’ve met with understands the benefit of proactive homeowner engagement.

but they do need to make contact with the homeowner

REFERRAL NETWORK, NOT HANDYMAN

to discuss and

I learned that a simple reminder call was often

I recommend two service visits each year. Just

schedule the work.

enough to generate some activity.

like an annual doctor or dentist visit helps pro-

Exceptions. The trade contractor also needs

tect a person’s health, these check-ups protect

to communicate if there’s any service work that

responded to quickly, I could easily double-check

the home. Since a home is likely a person’s big-

he won’t do. For example, a roofing contractor

with the homeowner to make sure it happened.

gest investment, regular check-ups make good

may install gutters but not clean gutters; an elec-

And because of the reciprocal nature of the ar-

financial sense.

trician can add an appliance circuit but probably

rangement, I didn’t worry about homeowners di-

won’t repair appliances.

rectly calling our partners regarding future work.

The problem many remodelers have is that this sounds like a handyman business, and they

Reciprocity. Finally—and this is a big one—

Because homeowner referrals would be

Trade partners who wanted the remodeler’s work

don’t want to be distracted by small jobs that are

referral partners need to understand that the

in the future would respect our relationship with

not their core competence. My answer is that you

basis of this program is reciprocity. In return for

the homeowner. And if the homeowner called a

can use a list of service providers to fulfill most of

referring good clients to them, you expect them

trade partner for additional work, we would get

your client needs.

to refer good clients to you.

the referral.

I’ve had success with this approach with a

Before making any commitments, I met with

This simple form of networking is one way you

full-service design/build remodeler in Boulder,

each potential referral partner at the remod-

can begin to monetize your existing relationships

Colo. We put together a referral list for clients

eler’s office and explained all of this. It was an

with homeowners and trade partners.

who needed help with a variety of projects around

easy sale. Every subcontractor I met with under-

their house.

stood the benefit of this proactive homeowner

sonal and professional networks with whom you

engagement.

want to work. The size of this network will dictate

Over time, the list grew to include 13 referral partners: HVAC, roofing, painting, flooring,

MINIMAL MANAGEMENT

masonry/tile, landscaping, drywall, sprinkler,

Once the referral partners understood and

and flatwork/concrete.

agreed to all of the above, I could begin to refer

GROUND RULES

trade contractor’s information with the home-

To set this up correctly, your referral partners need to understand how the program works and agree to a few ground rules:

Professional Remodeler

The first step is to identify those in your per-

your success. Manage these relationships and the

plumbing, electrical, insulation, handyman,

clients to them. When doing that, I shared the

14

owner, and simultaneously shared the home-

work will follow. PR

David Lupberger has been in the remodeling industry for more than 20 years and is author of Managing the Emotional Homeowner, The Remodelers Turnkey Program, and the Home Asset

To read more from David Lupberger, visit ProRemodeler.com

ProRemodeler.com

Management Plan. You can reach him at david@

davidlupberger.com, or at 303.442.3702.

AUGUST 2015

Remodeler’s Exchange

BY SAL ALFANO DIRECTOR OF CONTENT

10 Rules for Change Orders obody likes change orders, but they’re a remodeling fact of life. Fortunately, inevitability—like adversity—leads to invention. We interviewed 11 remodelers via phone and email to find out how they handle the unknowns, the paperwork, and the client anxiety that are the hallmarks of remodeling change orders. Out of that exchange came these 10 rules. Listen up.

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RULE 1. Define what you mean by a “change.”

RULE 3. Be clear about who can handle a change order.

“We are required by [Pennsylvania] state law to

Most remodelers consider a change to be any-

This is important for two reasons. First, it helps

change order has a standard line that reminds us

thing that alters the scope, schedule, or cost of

expedite the change order process, which can

to add days.” —Bob DuBree

the work. Some also write a change whenever

bog down the job if there are too many chefs in

any spec is altered, even something as small as

the kitchen. And it also limits your liability for

switching paint colors; others document small

unauthorized changes—as when a trade con-

RULE 5. Limit the number of change orders.

changes like this in weekly client meetings.

tractor acquiesces to a homeowner request for

It’s a rare remodeler indeed who regards change

Whichever path you choose and whatever you

additional work without notifying you.

orders as a profit center. For most, they are

call it (most prefer “Change Order” to “Ad-

That said, many of the remodelers we inter-

headaches that slow momentum, cause friction

ditional Work Order”), the important point is

viewed who give their field supervisors the author-

with clients, and suck time away from more

that everyone involved understands what the

ity to write change orders also set cost limits (the

productive work.

project includes and what it doesn’t. That applies

range is $1,500 to $5,000) and require a second

equally to the client, your team, and your trade

pair of eyes (and sometimes a second company sig-

tive—strategy is to manage clients’ expecta-

partners. Otherwise you’ll end up eating the cost

nature or initials) to prevent errors or oversights.

tions early in the process. Every one of the

of changes you didn’t know were happening until

Most use office personnel when design, engineer-

remodelers we interviewed uses a preconstruc-

long after the fact.

ing, or subcontractor input is required.

tion process aimed at reducing changes. That

“We use a change order anytime something differs

“Our production managers write them, not on-site

includes explaining early on how disruptive

from the original contract documents, whether it’s

lead carpenters. The PMs visit sites every other

change orders can be, emphasizing client pain

to close an allowance, describe additional work,

day as part of their regular routine, so they are on

points, such as extra cost and delayed move-in

make a clarification, or change a completion

top of this stuff.” —George Hodges-Fulton

dates. They make sure to carefully review the

The most common—and likely most effec-

plans with clients and do everything they can to

date.” —George Weissgerber

16

tell clients how long a project will take, so our

encourage clients to make all product selections

RULE 2. Use a standard form.

RULE 4. Adjust the contract price and the schedule.

Change orders can eat into profits if they aren’t

It seems self-evident, but inexperienced remod-

properly executed in a timely way. It helps to have

elers often fail to extend the completion date

tions of what they see as a simple request, so

a consistent process and use a standard form.

in the change order. Many also fail to consult

some remodelers throw out a ballpark figure

Most remodelers we talked with use either a

with any affected trade partners and are then

before starting to prepare a change order. Some

Microsoft Word or Excel document; some use ac-

surprised to fi nd trade work and availability

charge an administration fee to investigate

counting software that generates change orders;

extends the schedule longer than they thought it

and prepare a change. Sometimes the intent of

and a few use both digital and preprinted forms.

would. Equally important is to make sure clients

the fee is to discourage clients from using the

“We use an Excel spreadsheet template and duplicate

understand that changes in the work will almost

remodeler as a free estimating service. Other

it for each new change order, which we save within

always delay completion of the project. If they

times the fee is there to establish the value of the

the workbook as a new sheet. This way, we can tab

insist on sticking to the schedule, then changes

time and effort the change order will require.

between all the change orders for a given project

should be priced to reflect the increased effort

And while most of the remodelers who incorpo-

within the same document.” —Michael Anschel

needed to meet the deadline.

rate this kind of fee never collect it, all agreed

Professional Remodeler

ProRemodeler.com

before work begins.

Most clients don’t understand the cost implica-

AUGUST 2015

Remodeler’s Exchange

that it usually serves its purpose. Plus, waiving the fee makes clients feel like they are getting something back.

The extension of time is another matter: Waive it at your peril.

“Rather than use disincentives, we do everything we can to de-bug our projects and specify every item needed before we start the project.” —Steve St. Onge “We have a $250 fee for running COs that impede our schedule, but we usually waive it as a sign of goodwill.” —Matt Breyer “The fee is included in the CO as a line item. It’s not intended to be a disincentive, but rather to educate [homeowners] that our time is valuable.

It’s not overhead, it’s a hard cost that they know you need to pay for.” —George Hodges-Fulton

RULE 6. Price changes properly.

Most change orders include estimated direct costs for materials, labor, and subcontractors, plus a markup that is often stipulated in the contract. But what is sometimes omitted is the cost of preparing the change itself, which ought to be either a line item in the change order or built into the fee or markup.

Design/build fi rms are less likely to overlook this charge because they are accustomed to billing for preconstruction services. But even

Is Email Enough?

What if you send a confi rmation email but

Increasingly, contractors are using email to

the owner fails to respond. Is that consent?

communicate with owners and subcontrac-

How you write the confi rmation email could

tors about change orders. This practice

make the difference. Avoid an email mes-

can work, but a legal issue arises when the

sage that says something like, “Please con-

court compares what the parties did with

fi rm that …” because it requires a response

what the contract said.

to determine consent. Instead use declara-

For example, let’s assume that a contract says that changes are only to be made if approved in writing in advance. Assume

tive language: “This confi rms our conversation in which we agreed. ...”

Do you need a signed document? Techni-

also that in a few instances, changes were

cally, no, because the legal test is consent:

made based on oral agreement and email

Was there a meeting of the minds? That said,

confi rmation, and the cost for the changes

while we have had success proving a meeting

was billed and paid. If a dispute arises over

of the minds via email messages, it’s best to

authorization or payment for a subsequent

have a signature, whether on paper or using

change, the court could uphold the change,

something like DocuSign. For most people—

ruling that, based on prior behavior, both

and most judges—it is one of the highest stan-

parties abandoned the contract provision.

dards of evidence of a meeting of the minds.

However, many factors affect the court’s judgment, including the size and number of

Alexander E. Barthet is a Board Certified

changes, so a ruling favorable to the contrac-

Construction Attorney. He manages The

tor is not guaranteed. The prudent approach

Barthet Firm, a nine lawyer construction law

is to avoid drafting a contract provision that

firm in Miami, and maintains TheLienZone

you know likely will not be followed, and in-

.com construction law blog. alex@barthet.com

stead draft a procedure that you can comply with. For example, if it’s common to discuss

This article is for informational purposes

and confi rm changes via email, include that

only and is not legal advice. Consult your

in your contract. But the email should always

own lawyer, as laws may have changed or be

fully document the changes as to the scope

interpreted differently depending on the facts

of work, the cost, and the schedule.

of your specifi c situation.

remodelers who typically provide free estimates ought to reconsider getting paid for their time

agrees on is this: Don’t wait until the end.

client is well before the job starts. The better

working on change orders. Those charges,

Change orders often add 10 percent or more to

they understand how change orders disrupt

which ideally are explained to the owner at the

the cost of a project (some remodelers report

your schedule, cash fl ow, trade partners, and

time the contract is reviewed, are direct costs to

project costs that doubled), and if you haven’t

workforce planning, the more likely they are to

the job that should include estimating time, plus

been documenting change orders and collecting

agree to full or partial prepayment.

the cost of design or engineering services.

payment right along, you may not see much of

“Our change orders include our standard markup,

that money. Even with proper documentation

payment up front make an exception for larger

which includes admin fees. We bill hourly for the

(see “Is Email Enough?” above), a client’s memo-

changes. Trigger amounts for the remodelers

designer’s time as needed.” —Michael Anschel

ry can fade; without proper documentation, they

we interviewed ranged widely, from $5,000 to

feel blindsided, and it can get ugly.

$40,000, after which payments are scheduled

“We try to price the additional work to properly cover any administrative efforts required.” —Matt Breyer

One solution is to collect full payment before

But even remodelers who typically collect full

into two or three installments.

the change order work begins. Another is to

What’s important here is that, even if your gut

collect partial payments—say, 50 percent at

tells you to do the work fi rst and ask for payment

RULE 7. Get paid for changes as soon as possible.

signing, and the balance upon completion.

later, make sure “later” coincides with the day

Procedures vary, but one thing that everyone

orders, the time to explain this process to the

AUGUST 2015

As with so many other things about change

ProRemodeler.com

the change order work is completed; don’t wait until the end of the project.

Professional Remodeler

17

Remodeler’s Exchange

“If the change is below $20,000, it goes on the next

change orders. Most rely on design and pre-

bill. Over $20,000, we create a separate draw

construction processes that are so systematic,

example, told us that many change orders are

schedule that is spread over three payments: upon

detailed, and comprehensive as to virtually

averted in regular jobsite meetings with clients,

signing, middle of the work, and at completion of

eliminate the need for change orders once the

and that many small changes, such as paint color

the added work.” —George Hodges-Fulton

project has begun.

or hardware swap-outs that don’t involve added

One of the most common causes of change

cost, are documented in meeting notes without

“Our PMs earn a bonus for timely completion. It’s

orders is allowances—particularly if you use

a formal change order. The fact is that, these

to their benefit to shorten the construction process

change orders to close them out. Most allow-

days, email, text messages, and photos taken

as much as possible.” —Bill Simone

ances stem from client indecision about products

with smartphones make it easy to keep clients

and fi nishes, so most companies do whatever

apprised of issues that arise on the job, even if

“It’s all about training the client from the day you

they can to help expedite those selections.

they are out of town or can’t reach the site.

start design work. If we have done a good job, pay-

Another pain point is hidden conditions.

The key takeaway here is that the better

ment and paperwork are really never the problem.

Remodelers don’t have x-ray vision, and even

informed clients are, the more trust they have

Use a structured process and stay with it; the rest

though there are an increasing number of tools

in the remodeler, and the more likely they are to

takes care of itself.” —Andy Hannan

that make it easier to see what’s inside walls,

make timely decisions that help bring projects

there is still plenty that is hidden until demoli-

to a successful conclusion, despite the inevitable

RULE 8. Know that sometimes a separate contract is better.

tion opens things up. If you anticipate a hidden

hiccups every job encounters.

problem that can’t be properly diagnosed with-

“With weekly meetings and regular conversation

It doesn’t happen very often, but sometimes a

out destroying fi nishes, it makes sense to give

taking place, change orders usually are a done deal

change request is better handled as a separate

the client a heads-up. But even a general briefi ng

by the time they are written.” —Andy Hannan PR

project. One clear case is when the client wants

on the inevitability of unknown conditions will

to defer the additional work to a later date.

make it easier to handle the change order.

Rather than leave the current contract “open”

You don’t want to bring a message of doom and

via change order, it’s better to start over with a

gloom, but you need to set realistic expectations.

whole new agreement, budget, and schedule.

You ought to be able to figure out from past job

Another clear case is when design or engineer-

histories how much, on average, clients have

Michael Anschel, Principal, Otogawa-Anschel

ing work will seriously delay the original project.

spent on change orders for different types of

Design+Build, Minneapolis

projects. Sharing that information up front dur-

Matt Breyer, President, Breyer Construction

significantly different scope of work may call

ing budget discussions could pay dividends later.

and Landscape, Reading, Pa.

for a separate contract. How remodelers defi ne

“We spend more time on the front end to try to get

Bob DuBree, President, Creative Contracting,

a “significant change” varies considerably. As

everything 100 percent specified.” —Doug Selby

North Wales, Pa.

In general, any change that represents a

mentioned earlier, some companies have execut-

Thanks to the following remodelers for sharing their ideas and experience with us.

Andy Hannan, Production Manager, Mark IV

ed change orders that doubled the project cost.

“We explain that if we assume a worst-case scenar-

Builders, Cabin John, Md.

Some place more emphasis on how the added

io for everything, our price would be prohibitive

George Hodges-Fulton, General Manager,

work will affect other committed work. Others

or else we would have to take invasive measures

BOWA Builders, Washington, D.C.

use a separate agreement for work that repre-

before giving our price.” —George Hodges-Fulton

David Merrill, President, Merrill Contracting

sents an unusual risk or that greatly increases

& Remodeling, Arlington, Va.

RULE 10. Communicate, communicate, communicate.

Steve St. Onge, President, Rhode Island

Change orders may be inevitable, but the stress

Doug Selby, CEO, Meadowlark Builders,

should be weighed in the light of objective factors.

and strife around them is not. One commonal-

Ann Arbor, Mich.

“I can’t remember ever doing this, but we are con-

ity among all of the remodelers we interviewed

Bill Simone, President, Custom Design &

sidering it now because of schedules and previously

is their emphasis on constant communication.

Construction, El Segundo, Calif.

signed and committed work.” —Bob DuBree

Prior to the start of work, good communication

Jon Vogel, CEO, New Outlooks Construction

helps to set expectations. Once the job is

Group, Robbinsville, N.J.

RULE 9. Set customer expectations.

under way, it heads off misunderstandings

George Weissgerber, Senior Vice President,

Good preparation is the key to success with

and confrontations.

Case Design/Remodeling, Bethesda, Md.

the risk of the work already under contract—for example, mold or asbestos remediation.

In the end, it’s a subjective call that nevertheless

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Several companies we interviewed, for

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Kitchen and Bath, Warwick, R.I.

AUGUST 2015

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ACCOUNTING

Cost to Complete Protect gross profit by regularly comparing estimated to actual costs, line by line

By Judith Miller

I

n an earlier article (“Is It Your Money?” July/2015), we used a sample remodeling project to explain how percent complete accounting works and why it provides a more accurate picture of job-related finances. In this follow-up article, we will deliver on our promise to “show how percent complete accounting helps flag a job that’s running off the rails.”

In our earlier article, the sample project assumed the job would progress exactly as estimated. This made it easy to show how the percent complete method results in a steady gross margin throughout the job compared with the misleading fluctuations of cash or accrual accounting methods.

But we all know that few jobs work out as planned. On the downside, some tasks take longer than we thought and end up costing more; on the upside, we may find savings through efficient ordering or by negotiating better terms with subtrades. Either way, while it’s difficult to know exactly how the job will end up, it is critical to be able to analyze costs during the project while there is still time to improve the final outcome.

In this article, we’ll look more closely at the same project—a $100,000 kitchen remodel with estimated costs of $75,000 and projected gross margin of 25 percent—beginning at six weeks in, the halfway point. By then, we should be able to determine whether or not the job is in trouble and, if it is, figure out where we can save some money.

Step 1: A Good Estimate Because the percent complete method compares actual job progress to expected job progress, the original estimate must be as accurate as possible. The estimate for this kitchen includes all real costs, with no fluff added to individual line items. If you need to build in contingency money, do it as a separate line item. That will preserve the accuracy of your estimate-to-actual reports as the job progresses.

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Professional Remodeler

SAMPLE LABOR BURDEN $25.00

BASE WAGE

2.79

FICA/FUTA/SUTA1

5.00

WORKERS’ COMPENSATION2 (20%)

1.50

GENERAL LIABILITY 3 (6%)

2.50

HEALTH INSURANCE (10%)

1.00

VACATION/HOLIDAYS (4%)

0.25

CELL PHONE

0.75

VEHICLE

13.79 $38.79

TOTAL LABOR BURDEN BURDENED HOURLY COST

1

FEDERAL AND STATE UNEMPLOYMENT INSURANCE 2 VARIES BASED ON PAYROLL, JOB CLASSIFICATION 3 VARIES, BASED ON VOLUME

To ensure job cost reviews are accurate, use actual burdened labor rates, not flat billing rates that may be inflated to cover contingencies. Revise labor burden costs every year to keep them up to date.

The labor rates used should reflect how much it actually costs to keep a field employee working on the job. They should not be “flat” billing rates artificially inflated to cover contingencies, but they should include all payroll taxes and other costs associated with maintaining employees (see “Sample Labor Burden,” above).

In addition, larger dollar-value trade line items should be based on bids specific to this job for a clearly defined scope of work.

Material estimates should use actual quotes or accurate historical numbers for lumber purchases and detailed specs for long-lead items such as doors and windows, tile, plumbing, and electrical fixtures. Finally, specify as many products as possible to keep allowances to a minimum; this will reduce the number of adjustments you need to make as the job progresses.

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AUGUST 2015

ACCOUNTING

CALCULATING COST-TO-COMPLETE (CC) NOTES T

01 GENERAL CONDITIONS Permit Mobilize/demobilize Cleaning

T

DIFF. (%)

EST. CC

$7,850

$4,580

$(3,270)

-41.7%

$2,650

2,000

2,000

0.0%

0

800

580

(220)

-27.5%

0

(250)

-100.0%

250

(2,800)

-58.3%

2,400

212

9.6%

02 SITEWORK

2,200

2,412

720

720

06 CARPENTRY Cabinets (installed)

—

250 2,000

Rough framing

T

DIFF. ($)

4,800

Material/tool rental/Dumpster

T

ACT. COST

Supervision Demolition labor T

EST. COST

—

0

1,480

1,692

212

14.3%

0

8,800

(18,150)

-67.3%

18,750

5,000

5,600

600

12.0%

0

19,200

3,200

(16,000)

-83.3%

16,000

(2,750)

-100.0%

2,750

Countertops (installed)

2,750

07 THERMAL/MOISTURE

1,700

1,850

150

8.8%

Insulation/blower test

1,700

1,850

150

8.8%

0

08 WINDOWS & DOORS

7,000

2,500

(4,500)

-64.3%

5,500

Windows & doors

7,000

2,500

(4,500)

-64.3%

5,500

09 FINISHES

17,500

3,500

(14,000)

-80.0%

14,500

Drywall

3,000

3,500

500

16.7%

0

3,560

—

(3,560)

-100.0%

3,560

Tile

2,940

—

(2,940)

-100.0%

2,940

Trim

4,000

—

(4,000)

-100.0%

4,000

Painting

4,000

—

(4,000)

-100.0%

4,000

2,500

(2,800)

-52.8%

2,800

5,300

2,500

(2,800)

-52.8%

2,800

7,000

2,500

(4,500)

-64.3%

5,000

15 MECHANICAL

T

16 ELECTRICAL

T

TOTAL

Water, waste, fixtures, A/C Wiring, devices, fixtures

5,300

7,000

2,500

(4,500)

-64.3%

5,000

$75,500

$28,642

$(46,858)

-62.1%

$49,200

$2,342

3.1%

OVER (UNDER)

EXTEND RENTAL 2ND DAY LABOR OVER

—

Flooring

T

EARLY SAVINGS

—

0.0%

26,950

—

DEMOBILIZE AT END OF JOB

AIR SEALING AT SOFFIT MISSING LOCKSETS? CHANGE ORDER PENDING

CHANGE ORDER PENDING

COST-TO-COMPLETE SUMMARY A cost-to-complete review is an opportunity to compare estimated and actual costs and to evaluate the amount needed to complete the project. Conducted regularly, the review can identify overruns while there is still time to make adjustments and preserve gross profit.

The example above details costs by phase of construction. Notes added during the review explain overages or highlight missing information, such as pending change orders, that could affect the financial outcome of the project. If more detail is needed, project managers can consult timecards and invoices to pinpoint the source of problems.

A summary report (right) accounts for any revisions to the contract price and adjusts gross profit based on current job progress. Slippage is 1.8 points; slippage of more than 2 points is a sign of inaccurate estimating or inefficient production.

AUGUST 2015

COSTS

CONTRACT

$75,000

$100,000

1,000

1,333

Revised estimate

$76,000

$101,333

Actual costs to date

$28,642

Original estimate Change orders pending

Estimated costs to complete

49,200

Projected total cost

77,842

Original gross profit

25,000

25.0%

Revised gross profit

$23,491

23.2%

Slippage/grippage

-1.8

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Professional Remodeler

21

ACCOUNTING

Change orders must be estimated as well, both for hard costs and marked-up sales price, then used to adjust project cost. (Enter the change order estimate into your software as well.) Only then will the estimated amounts used in the job cost review include all possible costs and revenue.

Step 2: Effective Job Costing Accurate actual costs depend on effective job costing. Production managers or lead carpenters must take responsibility for accurately coding vendor and trade invoices and for ensuring that timecards are up to date and error-free prior to data entry. As explained in the earlier article, costs are not entered when the invoice is received or paid, as is the case with accrual or cash accounting, respectively; costs must be entered in the reporting period in which the work was done (usually a month). This is relatively easy to do, except for the first few days of the following month, because most job-related costs posted then will be for work that was done during the previous month.

Step 3: Cost Analysis To have any chance of achieving estimated gross margin, job costs should be analyzed frequently—at least after every payroll. The process brings sales and production together to review job progress and compare estimated and actual costs.

Print an estimate-to-actual report from your software and review each line item. Check the accuracy of costs currently in place on the job as well as costs still to be incurred in future stages.

Costs currently in place are easier, and your review should answer these questions: •Are costs assigned to the right jobs?

•Are costs assigned to the right phase of work?

•Are costs assigned to the right cost type (labor, materials, trades, other)?

•Has the estimate been updated with all change orders?

The second component, future costs, is more difficult because the review involves some subjective judgments: •Is the job on schedule?

•Are the trade bids equal to the estimated trade bids?

•Are material costs in line with the estimate?

•What is production’s “sense” of the job? Is it going well? Will it earn its target margin? Is anything out of whack with expectations?

These questions must be answered line item by line item. Looking at the bottom line won’t tell you where the job is making money and where it’s losing money. And it won’t tell you which trades or material vendors haven’t yet billed you for completed work.

Step 4: Dollars Left to Complete This is the crucial step: calculating the dollars left to complete the

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Professional Remodeler

project. The job cost estimate-to-actual report will give you the numbers you need to figure out where you’re ahead of the job and where you’re behind. Then you can plan how you will make up any slippage and where you may gain grippage going forward.

As an example, let’s look at the sample kitchen six weeks in—the halfway point (see “Calculating Cost-to-Complete,” on page 21). The project is already $2,342 over budget, with a lot of fussy work left to do. If savings can’t be found in the second half of the project, gross profit is at risk. Where will the savings come from?

A line-by-line review of the estimate-to-actual report shows the following: 01 General Conditions. Estimated cost for job supervision is ahead of schedule, but demobilization and professional cleaning need to come in on target because there isn’t much wiggle room.

02 Sitework. This work is complete with a slight overrun due to needing a rented chipping hammer and concrete saw for a second day. What caused that and how can it be avoided in the future?

06 Carpentry. Actual costs reflect a deposit with the cabinetmaker. Is the estimated cost to complete realistic given that the rough framing should be complete but isn’t? What’s the holdup?

07 Thermal Moisture. Was air sealing and fire blocking the soffit an estimating oversight or did the field crew drop the ball?

08 Windows & Doors. A couple of locksets are missing. Are they back-ordered or were they accidentally omitted? Could be more trouble brewing here.

09 Finishes. A drywall change order needs to be approved.

(Undocumented and uncollected change orders are big drains on gross profit.) There may be room for some savings—is that tile on allowance?

15 & 16 Mechanical & Electrical. So far so good, assuming the change order is approved. Have all the finish fixtures on allowance been selected?

Looking at the “Cost-to-Complete Summary,” on page 21, the job is over-budget and gross profit slippage is –1.8 points (23.2% – 25%).

This is not serious yet—a variation of more than 2 points reflects either inaccurate estimating or inefficient production—but it’s headed the wrong way. The fussy work is still to come, so there’s plenty of room to lose more. Fortunately, this analysis holds the information needed to find savings in the remaining phases of construction.

Ideally, you should do a cost-to-complete analysis earlier than this, when the job is 30 or 40 percent complete, and again at about 80 percent complete—more often if you know things are going south. PR Judith Miller is a Seattle-based consultant to the remodeling industry and a facilitator with Remodelers Advantage specializing in accounting, financial management, and office systems.

ProRemodeler.com

AUGUST 2015

Retro-fit Shower System

THE NEW MODEL IN REMODELING

Ferguson represents the finest bath, kitchen, and lighting brands in the world.

With reliability that’s always in style, Ferguson keeps your projects and your success right on track. Our product experts can show you the possibilities for your next remodeling project, so you can take pride in your work on every level.

Shop online at the all-new FERGUSON.COM ©2015 Ferguson Enterprises, Inc.

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BATHS 1] High-Efficiency Toilet American Standard’s newest Champion Pro high-efficiency toilets (HETs) complement traditional bathroom decor, from the colonial-style Portsmouth to the classically curved Retrospect.

Both models boast the industry’s largest siphonic trapway at 2 3/8 inches plus a 4-inch-diameter flush valve, making the toilet virtually clog-free. As HETs, both toilets utilize just 1.28 gallons per flush (gpf). Sizes include standard 15-inch height and 16½-inch elongated and round front Right Height models. Toilet colors include white and linen.

No. 800 2] Wall-Hung Toilet The Vero rectangular-shape wallhung toilet from Duravit comes in two colors and has a Wonder-

Gliss surface finish, which helps to keep the bowl clean. The slow-close toilet seat and cover both are removable from their stainless steel hinges. The dualflush actuator plate connects with a Geberit in-wall tank and carrier; additional fittings are available for a matching wallmounted bidet. No. 801 3] In-Wall Tank and Carrier System Low maintenance is the hallmark of this in-wall carrier system from Geberit. If repairs are needed, the plumber can easily access any internal components behind the decorative flush panel, with no tools necessary for simple changeouts. The system can fit any 2x4 or 2x6 wood- or metal-frame wall, making it an option for most bathrooms. An adjustable tank height of 15 to 19 inches ensures that anyone will be able to use the fixture,

which supports up to 880 pounds. No. 802 4] Transparent Fixture The Vortex transparent washbasin mixer from Hansgrohe’s design brand, Axor, adds beauty to any kitchen or bathroom with its organic design. Water is propelled up through the Axor Starck V in a vortex at a rate of 4 liters per minute. The spout can be rotated, and is detachable and dishwasher-safe.

No. 803 5] Wall-Mount Toilet From the Greek word meaning “to sail” or “to float,” Kallista’s Pleo sports a stylized hourglass shape that provides a sleek aesthetic while making for easy cleaning underneath. Thanks to the incorporated dual-flush technology, with flush rates of just 1.0 or 1.6 gallons per flush (gpf), the Pleo achieves EPA

WaterSense certification. The bolts and seat post holes on the side are covered by panels for a clean appearance.

Finishes can mix and match for the actuator plate and the bowl, which also features a slow-close, quick-release hinged seat. No. 804 6] Nightlight Toilet Seat Kohler offers this nightlight option on its Cachet and Reveal seat models in both elongated and round front. The light itself is in the hinge and is bright enough for users to see without having to turn on harsh, glaring overhead lights. It runs on a seven-hour timer, allowing the light to be on throughout the night and turn off during the day.

Kohler’s Grip-Tight Q3 features are included on the seat for quiet operation and easy cleaning. No. 805

FOR MORE INFORMATION, FIND THE NUMBER AT THE END OF THE PRODUCT WRITE UP AND CIRCLE IT ON THE CARD BETWEEN PAGES 58 AND 59.

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Professional Remodeler

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AUGUST 2015

I-Joist Compliance got you in a hard place?

Meeting the 2012 IRC Section R 501.3 code can be a challenge for builders. ROXUL® makes it easier to comply.

ROXUL® SAFE’n’SOUND® insulation is made from stone wool so it’s non-combustible. In fact, it won’t develop smoke or promote flame spread even when directly exposed to fire up to 2150°F. Easy to cut for a snug fit, ROXUL insulation is also sound absorbent and water repellent so it allows you to build to code with a greater degree of comfort. ROXUL. More than a rock, it’s the natural fit for I-Joist code compliance.

Call your ROXUL Sales Representative at 1-800-265-6878 or visit roxul.com/I-Joist Fire Resistant

Water Repellent

Sound Absorbent

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Saves Energy

Made from Stone

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BATHS

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7] Wall-Hung Toilet Kohler’s Veil flagship wall-hung toilet can save homeowners up to 12 inches of space in the bathroom. In addition, the in-wall frame can be set at any height between 15 3/8 inches and 28½ inches. The actuator plate can be removed to access the tank in the event that repairs are needed. Dual-flush technology provides WaterSense-certified flush rates of 0.8 gpf or 1.6 gpf. No. 806

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8] LED Light Fan The Panasonic WhisperRecessed LED Light Fan is Energy Star–certified and includes a recessed LED light and offers quiet operation. The 80-cfm fan exhausts indoor pollutants, allergens, and moisture while its adjustable LED bulb’s positioning and deeper lamp regression minimize glare. UL listed for tub/shower enclosures, the fan’s built-in damper prevents backdraft. No. 807 9] Wall-Hung HighEfficiency Toilet The wall-hung version of the Toto Maris high-efficiency toilet saves 9 inches of space, making it ideal for small areas.

Sporting dual-flush technology, users can execute a light (0.9 gpf) or full (1.6 gpf) flush on the decorative wall-hung flush panel. The skirted glass-like china bowl can be installed at standard or universal height to accommodate all users. The SanaGloss coating prevents build-up of bacteria and other matter. No. 808

10] Radiant Heating Panels Watts Radiant SmartTrac is a non-structural, modular panel system designed to simplify radiant heating and cooling installations in subfloor, wall, and ceiling applications. The simple, one-panel solution has an ultra-low profile—5/8 inch—and weighs 2½ pounds per square foot. It’s easy to configure for any space and warms faster than concrete. No. 809 11] Shower System The Hydro Ban product line from Laticrete gives contractors everything needed to install detailed custom showers, including backerboard, sheet membrane, pre-sloped shower pans, benches, and shelves.

The pre-formed elements are constructed of lightweight highdensity polystyrene and feature a code-approved waterproof coating ready to accept tile.

No. 810 12] Linear Drain The Freestyle Linear Drain from Noble Co. allows for a singleslope shower base, provides versatility of drain location, and allows the uninterrupted use of large format tile. Made from a single piece of plastic (PVC or ABS) with no seams, the drains feature a membrane-clamping mechanism that ensures a watertight connection to the waterproofing membrane. Drains are available in six lengths and four brushed stainless strainer styles. No. 811

FOR MORE INFORMATION, FIND THE NUMBER AT THE END OF THE PRODUCT WRITE UP AND CIRCLE IT ON THE CARD BETWEEN PAGES 58 AND 59.

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AUGUST 2015

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BATHS 13] Linear Floor Drain Schluter Systems’ Kerdi-Line drain is a low-profile linear floor drain suitable for use in barrier-free applications. The drain offers design flexibility because shower bases can be sloped on a single plane to the Kerdi-Line drain, allowing the use of attractive large-format tiles, and the drain can be installed adjacent to walls or at intermediate locations. Three grate designs (shown) are available, and longer sizes are now available from 52 to 72 inches.

No. 812 14] Touchless Flush Kit This easy-to-install retrofit kit from Kohler brings a touchless flush to almost any toilet. The flush is activated by a no-touch sensor mounted inside the tank. Once it’s installed, users

hold theirs hand over the tank sensor to activate the flush. No handle to touch means fewer germs to pick up or leave behind. The unit is powered by four AA batteries and works with most canister and flapper toilets. No. 813 15] Plumbing Supplies Founded in 1953, Ferguson Enterprises is a plumbing wholesaler and distributor, with 19,000 associates in almost 1,350 locations. The company sells its products to a wide range of professional contractors, businesses, and homeowners. Serving 50 states as well as Puerto Rico, Mexico, and the Caribbean, Ferguson is a leading source of plumbing supplies, HVAC equipment, kitchen and bath products, light fixtures, and more. No. 814

DECKS & PORCHES 1] Prefab Railing Remodelers looking for a prefabricated, ship-same-day railing system now have a stainless steel option as opposed to aluminum or composite products. AGS Stainless currently offers two kits to accommodate up to 20 feet or 40 feet of level railing, with either top-mounted or side-mounted posts. ReadyRail packages can be combined for larger projects. If desired, the system accommodates a separately purchased wooden top rail.

No. 815 2] Wood-Look Rails Fiberon’s Symmetry Railing has a composite substructure and PVC surface with a matte finish for a natural look. The sub-rail allows for custom applications including lighting, cable rail,

round metal and square composite balusters, stair gates, and the company’s ClearVisionSystem acrylic panels. It will be introduced in April in white, with brown and black options debuting shortly thereafter.

No. 816 3] Under-Deck System Made from interlocking PVC components engineered to fit together, MP Global Products’ Zip-Up UnderDeck creates a water-tight barrier. The grid-free, flat, non-corrugated “ceiling” surface is washable, paintable, and mold- and mildew-resistant.

Its foot-wide panels, which unzip for quick access and for cleaning, are supported by wall trim at the perimeter and by intermediate rails that run the length of the deck. Pitching rails apply proper slope to promote water drainage. No. 817

FOR MORE INFORMATION, FIND THE NUMBER AT THE END OF THE PRODUCT WRITE UP AND CIRCLE IT ON THE CARD BETWEEN PAGES 58 AND 59.

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AUGUST 2015

DECKS & PORCHES 4] Wood Screws Simpson Strong-Tie Deck-Drive outdoor wood screws are designed to help professionals install decking materials quickly and efficiently. Two types of screws are offered—one for wood decking and one for composite. The wood-decking screws include the DSV Wood Screw, the DHPD Hardwood Screw, and the DWP Wood SS Screw; the composite-decking group includes the DCU Composite Screw and the DCSD Compositeto-Steel Screw. No. 818 5] Outdoor Built-Ins Trex’s new OutdoorStorage collection of waterproof deck and patio furniture provides extra room for backyard essentials.

The collection includes seating and cabinetry with built in ice drawers for food and drinks, as well as drawer boxes for cushions and other accessories.

A variety of sizes and storage options are available and can be ordered in all five Trex Transcend tropical decking shades, which is manufactured with high-density, low-maintenance resin. No. 819 6] Low-Maintenance Shelter Many homeowners adding outdoor kitchens want to include items such as fans and TVs. But those products must be sheltered from the weather. One option is Walpole Outdoors’ new cellular PVC outdoor pavilions.

The low-maintenance structures are meant to provide outdoor kitchens and seating areas with round protection, providing full shade and coverage from inclement weather. No. 820

7] PVC Decking The Genovations line of U.S.made 5/4-inch PVC deckboards from Genova Products features 3-truss I-beam construction for strength, and the channel construction makes the boards lighter in weight and cooler in summer. Reflectants in the boards’ surface also help to reduce heat. The boards’ tongueand-groove design speeds installation, the company says, and the decking resists fading, staining, scratches, and mold. Available in seven colors and four lengths up to 24 feet. No. 821 8] Capstock Deckboards Available in three variegated colors, AERT’s MoistureShield Pro is a capstock decking line that adds an extra layer of protection and beauty to a composite core that encapsulates wood fibers in polyethylene plastic. As with other MoistureShield products, Pro deck boards can be installed on the ground, in the ground, or underwater and still be protected by the product’s lifetime warranty.

The durable cap enhances slip and scratch resistance. No. 822 9] Tongue-and-Groove Porch Flooring NyloBoard’s use of recycled carpet fiber for strong, durable, ecofriendly products is available with NyloPorch, a true tongueand-groove product. It offers the same features as NyloDeck, which contains no wood or PVC and is resistant to moisture, mold, and insects and provides a natural-looking woodgrain finish. It has a low thermal expansion rate and excellent fastener retention. No. 823

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EXTERIORS 1] Vinyl Siding Accessories Two new offerings have joined CertainTeed’s Vinyl Carpentry siding accessory collection: the 3½-inch Fluted Corner and the Flexible J-Channel. The Fluted Corner sports true-to-wood dimensions at 10-feet long, for a decorative corner option on standard-sized projects in Colonial White. The Flexible J-Channel is designed to work with curved windows and ventilation treatments with a more rigid face for better aesthetics.

Colors include White, Clay, Gray, and Beige. No. 824 2] Poly-Ash Siding The Craftsman collection from Boral TruExterior is the market’s first poly-ash (polymer and fly ash) siding product, available in five profiles: Shiplap, V-Rustic,

Cove/Dutch Lap, Channel, and Channel Bevel. Poly-ash offers high workability compared to conventional redwood, pine, and cedar siding while resisting rotting, cupping, twisting, and raised grain. Traditional woodworking tools can be used for installation. Siding comes primed and ready to paint in 6-, 8-, and 10-inch widths. No. 825 3] PVC Beadboard The new ¾-inch tongue-andgroove beadboard from Kleer replicates wooden beadboard in thickness, with reduced thermal expansion and contraction.

Ideal for soffits and ceilings, the cellular PVC product can be cut, milled, shaped, nailed, and screwed like wood. It delivers versatility and weatherability for exterior and interior applications and doesn’t require paint for protection or to retain color.

No. 826

4] Gutter Protection Ply Gem has added two products to its line of gutter protection gear. Leaf Logic acts like a drying rack, utilizing a rippled design, front trough, and angled holes to help prevent wet leaves from sticking to the gutter surface. Leaf Smart (pictured) is a mesh screen made of powdercoated galvanized steel that prevents buildup of twigs and small debris. Both products are available in 5-inch and 6-inch sizes. No. 827 5] Super-Sized Column Wrap Versatex Building Products now has a fatter version of its Versawrap PVC column wrap system, which already includes 4 x 4, 6 x 6 and 8 x 8 sizes.

The new wrap is designed to go around a 10x10 post to create a nominal 12x12 (11¼ x 11¼).

It comes in 10 foot 6 inch lengths and provides one-piece, pre-cut cladding with a full-length, friction-fit closure. No. 828 6] Lap Siding The deep shadow lines and extra thick boards of James Hardie’s Artisan Premier Lap Siding Collection lend curb appeal and detail to the home.

The lap boards are beveled on the back to lie flat against the wall, and the tongue and groove joints create low-profile seams and ensure that end joints fit tightly together. Available in 12foot lengths in several widths, the siding is 5/8 inch thick but lightweight and comes in a choice of a smooth or textured surface. Resistant to damage from fire, water, insects, and weather, Artisan lap siding is low maintenance and arrives ready to paint. Artisan accent trim is also available. No. 829

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EXTERIORS

8]

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7] Interior/Exterior Paints and Colorants Sherwin-Williams’ Emerald Interior and Exterior paints are durable and self-priming for a high-quality finish achieved with fewer coats, the company says.

Emerald paint is tinted with ColorCast Ecotoner colorants, which provide better color accuracy and vibrancy. Both Emerald paints and ColorCast Ecotoner colorants are zero-VOC. In fact, the entire line of SherwinWilliams water-based paints and colors are now tinted with zeroVOC colorant. No. 830 8] Stone Veneer Wall System The EnduraMax Wall System

by Oldcastle emulates the look lo and feel of natural stone or traditional brick while offering in the benefits of a modern masonry veneer. EnduraMax m uses us pre-molded polystyrene panels that provide for quick pa and an easy quick installation.

No. 831 N

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9] Gutter Protection Gutter Helmet offers a G patented closed gutter protection system that installs over new gutters or existing fullsize gutters. Home improvement contractors interested in enhancing their services can become a Gutter Helmet dealer.

The company provides an extensive lead generation program, free marketing materials, and infomercial and Web optimization services. No. 832

10] PVC Trimboards Kleer PVC Trimboards with TruEdge are ideal for corners, fascia, soffits, rakes, casings, and cornices. Manufactured from expanded cellular PVC, the trimboards are infused with UV inhibitors that prevent yellowing, and their smooth finish makes them easy to clean. Kleer’s TruEdge technology provides sharper, cleaner edges that also help the product resist dust and dirt. Trimboards are available in a variety of standard lengths and widths, with custom lengths and widths available. No. 833 11] Craftsman-Style LED Fixture Progress Lighting’s Derby LED light marries Craftsman styling and LED technology. It has a glass diffuser and a die-cast aluminum, powder-coated Antique Bronze frame. The fixtures can be used in indoor or outdoor applications, are dimmable and feature a replaceable LED source with 90+ CRI, 3000K performance. Energy Star qualified and California Title 24 compliant. No. 834 12] Solar Roofing System The Apollo II Solar Roofing System’s 60-watt monocrystalline panels from CertainTeed can be installed as part of a new roof or integrated with an existing roof, with black frame, cells, and backsheet to blend in with the roof shingles. Each slim, 12-pound panel features open space underneath to allow for quick, easy wiring. Panels are also resistant to wind uplift. CertainTeed also offers Apollo Tile II to work with flat concrete tiles. No. 835

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INTRODUCING THE

FROM HOW? TO WOW! PROFESSIONAL REMODELER’S MODEL/REMODEL PROJECT Watch the progress as a talented team of remodelers turn a 2,500-square-foot 1980’s home into a two-story, 5,000-square-foot showplace with plenty of wow factor.

The Model/ReModel project will be featured for a full year, with weekly video, blog and photo updates, on ProRemodeler.com and in two fall issues of Professional Remodeler.

“Be there” from the beginning.

Celebrate the completion.

FOLLOW ALONG NOW AT MODELREMODEL2015.COM

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EXTERIORS 13] Polymer Slate Roofing With varied-width polymer slate tiles that replicate multiple sizes of natural thick slate, Aledora Slate V-Series from Inspire Roofing is an alternative economical and lightweight roof tile option that’s easy to install and low-maintenance. Available in four widths: 6, 8, 10, and 12 inches, the tiles can be installed in a non-repeating straight or staggered pattern. The product features a Class A fire rating, 110 mph wind uplift rating, Class 4 impact rating, and a lifetime warranty. No. 836 14] LED Lighting Strips The i-Lighting stair, deck, and landscaping lighting product line has expanded with the iLuma Under Cabinet and

iLuma Rail Lighting (shown).

The flexible LED lighting strips can be used indoors or outdoors and operate independently or with any existing i-Lighting deck, stair, or landscape lighting kit.

A photocell technology senses ambient light and automatically turns lights on and off. No. 837

INTERIORS 1] LED Shop Light This 122-watt Shop LED light for home garages and workshops delivers 13,000 lumens of ultra-bright light. Constructed of a single piece of extruded aluminum for strength and a patented ribbed fin design to dissipate heat while protecting the LEDS and other electronics, the Shop LED lasts up

to 150,000 hours and comes with a seven-year warranty.

No. 838 2] LED Downlights Cooper Lighting’s high-efficiency Halo LED HL6 All-Slope Downlights are designed for sloped ceilings with a 10-degree to 45-degree pitch. The system consists of 6-inch housings available in 1,200 lumens or 1,800 lumens, with a full line of compatible trims. The HL6 downlight delivers up to 90 lumens per watt with a color rendering index of 90 in a choice of four color temperatures. No. 839 3] Illuminated Trim The LIT modular lighting strip system from Keeler provides illuminated decorative trim to enhance home decor and ambiance. Create custom

looks by snapping together components. The low-voltage strips have a light output of 53 to 73 lumens per foot and energy consumption of 1.1 watt to 1.4 watts per foot, offering up to 50,000 hours of illumination.

No. 840 4] Modular Custom Fireplace The DaVinci fireplace is available in many configurations.

Modules are assembled on site so long fireplaces are easy to get into the house. The exhaust vent can be run 150 feet horizontally and 6 feet below the unit, meaning you can punch it through the floor and along a joist bay to the outside. It’s also zero-clearance: framing can be put against the box and drywall brought up to the glass.

No. 841

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INTERIORS 6]

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5] Linear Fireplace Heatilator’s newest line, Crave, features modern gas fireplaces with ready-to-install crushed glass media, minimal trim, and a safety barrier screen. They are available in 36-inch, 48-inch, and 60-inch sizes as either single-sided or see-through fireplaces. The included IntelliFire Touchscreen Remote provides intuitive icons, a full-screen color display, and maintenance and diagnostic alerts. Optional upgrades include additional colors of crushed glass, logs, and clear LED lights. No. 842 6] Direct-Vent Gas Fireplace Napoleon’s Ascent Multi-View 40 direct vent gas fireplace is available as a See Thru or a three-sided Peninsula, making it a great focal point between two rooms. It features various firebox/burner options including a log and linear glass burner or a designer fire cradle with topaz glass embers. The fireplaces offer up to 30,000 Btus, a 1,000-square-inch viewing area, multiple box configurations, and electronic ignition with battery backup. No. 843 7] Primer/Sealer Masterchem Industries has launched a new latex primer and sealer, Kilz Hide-All. With a multi-surface formula, Kilz HideAll helps prepare surfaces for painting and evens permeability.

It is recommended for use on interior surfaces including drywall,

cured plaster, woodwork, masonry, concrete block, brick, and previously painted areas. Kilz Hide-All can be top-coated with latex or oil-based paint after one hour and helps minimize issues caused by dark colors and minor surface stains. No. 844 8] Drywall Framing Designed for use on ceilings, walls, and soffits, the QuikStix Total Drywall Framing Solution is a pre-engineered drywall grid system that cuts installation time in half compared with conventional wood framing, the company says. Measuring, cutting, spacing, and nailing are eliminated thanks to a locking track that locks framing tees into place. QuikStix is lightweight, allowing easy storage on site. The system is largely made of recycled materials.

No. 845 9] Frame for Perforated Grilles The JBead Frame for Perforated Grilles from Advanced Arch Grilles has no rivets, welds, or seams to crack or pull-apart.

The flange provides multiple recessed capture areas for plaster and there is a step enabling finishers to smoothly apply an initial and a final skim coat. The numerous holes are designed to accept standard wall board screws with spacing to accommodate any wall condition.

Available in aluminum with a full range of finishes. No. 846

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ADVER TIS EMENT

Genovations Deck Flooring & Railing ®

Change the Ordinary into the Extraordinary with Genovations® Solid PVC Deck Flooring and Railing.

Genovations®solid PVC Deck Boards are engineered to last a lifetime and are ideal whether you’re replacing an old deck or adding a new one. Genova offers seven warm, earth tone shades in solid and variegated options which incorporate the authentic color variations of natural wood into every board without sacrificing performance. Walking on the low-gloss, wood grain pattern surface is comfortable and slip resistant. The elimination of nail exposure makes it a barefoot friendly extension of your living space. Genovations® is fade, stain and mold resistant.

Genovations®will withstand all of Mother Nature’s seasons, as well as stand up to your family’s lifestyle!

BEFORE

AFTER

Installation Genovations® Deck Flooring is designed for fast, frustration-free installation. The tongue and groove design of the boards automatically spaces and aligns each one. Use the built in screw flange to secure the board over each joist with common deck screws; no special fasteners and no expensive spacers required, simplifying the installation and reducing labor costs.

Distributed worldwide, Genova’s products are the highest quality in the industry. Genovations® PVC Deck Flooring and Railing products are ICC approved and all Genova building materials

exceed national building code requirements. They’re so confident of their reliability; they continue to offer a lifetime warranty on all their products, made possible by over five decades of expertise in engineering and manufacturing. The low maintenance Genovations® Deck Flooring and Railing will remain just as durable years later as the day it was constructed.

Genovations® Decking products are for people who value their time and expect exceptional results.

Genova Products, Inc. 7034 East Court Street Davison, MI 48423-0309 (810) 744-4500 Toll Free: 1-800-521-7488

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INTERIORS 10] Corner Protector Corner protectors have long been an afterthought, often installed at the last minute, leaving unfinished-looking edges and gaps. Bumper Bead System from Trim-Tex has been developed as a floor-to-ceiling flush corner protector that seamlessly blends into interior décor while utilizing the properties of rigid vinyl to provide impact protection.

No. 847 11] Pendant Fixtures Access Lighting’s Essence Collection offers a variety of pendant fixtures in several sizes and shapes, from rounded to more angular, in a highly polished copper finish. Due to the line’s popularity, the company plans to

expand the collection, introducing a chrome finish and some LED options as well. No. 848

KITCHENS 1] Downdraft Kitchen Exhaust The Cattura Downdraft from Best is a high-end downdraft kitchen exhaust fan designed for island cooktops. Best claims its fan is quieter than other downdrafts on the market, with superior smoke capture thanks to dual inlet ports on the face of the downdraft.

Comes with LED lightbar, nine ducting options, and remote control. Retracts when not in use. No. 849

2] Natural Quartz Surfaces This stain-resistant, nonporous natural stone surface from Cambria consists of 93 percent pure quartz, giving it a flexural strength of 6,800 psi—twice as strong as granite and more than three times stronger than marble. Staining liquids and harmful bacteria are not absorbed and can be cleaned with warm water.

The surface doesn’t require sealing, polishing, or reconditioning. Cambria is certified by NSF International as a food-safe preparation surface. No. 850 3] Transitional Kitchen Suite The Etch kitchen suite from Moen offers the sleek look of transitional design with singlehandle pulldown kitchen and bar/prep pulldown faucets.

Handles are designed for maxi-

mum backsplash clearance and full movement. Both models feature a two-function, self-retracting, pulldown spray wand; users can select a steady, aerated stream or a spray for rinsing. Available finishes include chrome and spot-resist stainless. No. 851 4] Expanded Corner Storage The LeMans Highboard corner storage swivel tray system conveniently presents cabinet contents. Compared to the LeMans II’s two shelves, the Highboard has four. The shelves have non-slip surface trays, hold up to 55 pounds, move independently for maximum accessibility, and have soft close mechanisms. Trays come in maple or white with champagne or chrome accents. No. 852

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KITCHENS 5] Rangehoods This line of rangehoods from Keystone Wood Specialties utilizes Keystone’s proprietary Cabinotch cabinet box system for easy installation. All hoods are shipped flat, but with the front shelf and mantle preassembled to the face frame; users can order them “full cabinet” or “face frame only” without the cabinet box. The RTA rangehoods are available in six designs but can be ordered in any Keystone door style and finish, complete with custom color matching. No. 853 6] Quartz Solid Surface Several colors have been added to Daltile’s One Quartz solid surface line. New contemporary colors are now available in the Geo Flecks and Nature Flecks collections, along with two crossover colors in the Micro Flecks collection. One Quartz surfaces are heat and scratch resistant. No. 854 7] Easy-Install Rangehood Remodelers can install Whirlpool rangehoods in 10 minutes, the company claims, due to the new FIT System (Flex Install System). One person can negotiate the three-step process: 1) Attach FIT brackets and prep electrical connections; 2) Position the hood and attach it to the cabinet; and 3) Complete the electrical connection. Whirlpool offers the FIT System hoods in 30- and 36-inch varieties in white, black, and stainless finishes. No. 855

8] Colorful Cabinet Doors Define a unique style and experiment with bright, bold color using Wellborn Cabinet’s ColorInspire program. Wellborn is collaborating with Benjamin Moore, Sherwin-Williams, and Valspar on the program, which offers an extensive variety of paint colors and paint decks to choose from and is available in Wellborn’s Estate Collection and Elegant Bath Inset Door Cabinetry. No. 856 9] Outdoor Kitchen Finishes Danver now offers custom painted color options and powder-coat painted wood finishes for its stainless steel indoor/outdoor kitchens, including doors and drawer fronts. Dozens of finish combinations are available. The stainless steel construction makes the entire line of products virtually maintenance-free, the company says. No. 857 10] Kitchen Appliance Collection The LG Studio collection includes a full complement of modern kitchen necessities, including ranges, wall ovens, cooktops, microwave ovens, and dishwashers. Every model in the painstakingly crafted lineup shares a unified and distinctly modern appearance. Rather than simply combining individual appliances, each product in the LG Studio lineup has been specifically designed and manufactured to be used as part of a total kitchen appliance package.

No. 858

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America's #1 Choice for Gutter Protection

FREE leads.

Exclusive territories.

Zero dealership or franchise fees. ‡ /RZ WLFNHW LWHP DOOHYLDWHV ¿QDQFLQJ ‡ )5(( PDUNHWLQJ FUHDWLYH ‡ )5(( VDOHV LQVWDOODWLRQ WUDLQLQJ • Exclusive Territories

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A DVER TIS EMENT

Never Clean Your Gutters Again With Gutter Helmet® With over 135,000 ladder accidents occurring each year in the U.S., it’s imperative to keep safety in mind when maintaining your most valuable investment.

Since 1981, Gutter Helmet® has been saving homeowners from getting on the ladder and cleaning out their gutters. With a Triple Performance Lifetime Warranty, Gutter Helmet® covers not only the material and performance of the system for the homeowner’s lifetime, but is also transferable to the next home owner.

Stonescape™, exclusive to Gutter Helmet® is available in a variety of colors and blends seamlessly with any shingle roof.

America’s #1 Choice for Gutter Protection As the pioneer of the gutter protection industry and with seven design patents, Gutter Helmet® keeps new or existing gutters free flowing by keeping leaves, debris and pests out of the gutter.

By utilizing surface tension and gravity, Gutter Helmet®keeps gutters from clogging by siphoning water in and keeping leaves out. The exclusive high-performance PermaLife™ finish, textured rib surface, nose forward design, and premium engineered brackets set Gutter Helmet® apart from the competition.

The technology behind Gutter Helmet® coupled with the millions who never have to clean their gutters again, is why Gutter Helmet® is the leader in the gutter protection industry. In fact, Gutter Helmet® was named America’s #1 choice for Gutter Protection in a nation-wide August 2014 study.

Proudly made in the U.S.A., Gutter Helmet® is the first, the best, and the #1 choice for gutter protection. With Gutter Helmet® you never have to clean your gutters again!

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Copyright AGS Stainless Inc. 2015

THE EASY WAY TO ELEGANCE

A beautiful outdoor deck becomes even more stunning when you add the sophistication of a stainless steel railing system. As a professional remodeler, you no longer need to hire a custom metal fabricator to create ReadyRail: Buy Today, Install Today

this stunning look for your clients. Introducing…ReadyRail from AGS Stainless. This off-the-shelf railing kit features ready-to-install, marine grade stainless steel posts and components. ReadyRail is a great way to add the high-end look of stainless steel to your clients’ homes without the time and cost typically associated with custom-made systems. ReadyRail installs easily with just a few simple hand tools which means not only will your deck projects be more elegant, they will also be more profitable!

Available in select hardware stores, lumberyards or through AGS Stainless.

Visit us at AGSstainless.com or call 888-842-9492.

www.AGSstainless.com/PRM

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ReadyRail from AGS Stainless High-quality railing is a must when creating a beautiful outdoor deck, and no railing material can rival the high-end visual impact of stainless steel. However, working with stainless steel requires skilled craftsmen with years of experience in that field. Until now‌

ReadyRail kits can be drop-shipped for next-day delivery or purchased at your local lumberyard. To learn more, contact AGS Stainless at: 888-842-9492 or PRM@AGSstainless.com.

Advantages of ReadyRail from AGS Stainless: ReadyRail from AGS Stainless is a game changer for professional remodelers. The award-winning off-the-shelf railing system features all stainless steel posts and hardware, it’s ideal for customers wanting the sleek minimalistic look of stainless steel but whose projects do not require a custom-designed railing system.

ReadyRail offers an elegant and easy-to-install railing option making projects more profitable.

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KITCHENS 11] Induction Cooktop FlexInduction technology powers this 36-inch cooktop from Bosch, combining two cooking zones into one larger zone to accommodate different types of cookware. Dual 12-inch heating elements provide 4,500 watts of power, while the AutoChef temperature control keeps the cooktop temperature exact at all times, ensuring precision cooking.

Other features include SpeedBoost, which allows users to boil water twice as fast as on conventional electric cooktops. No. 859

MECHANICAL & ELECTRICAL 1] Gas Water Heater A.O. Smith’s Vertex Direct Vent gas water heater is a 75-gallon version of its Vertex high-efficiency residential water heaters, boasting up to 96 percent thermal efficiency. Water is heated by a central helical coil heat exchanger, keeping hot combustion gases in the tank longer to lengthen the heat transfer cycle. Installation is easy, with side-mounted recirculating taps for use with combination space heating/potable water heating applications. An LCD display provides precise temperature control and diagnostics. No. 860

2] Multi-Zone Heat Pump Line Fujitsu General America has added floor-mount units in 9,000, 12,000, and 15,000 Btu/hour to its lineup of multi-zone equipment. The small indoor units are less than 24 inches high and 30 inches wide, making them a good fit for residential retrofit applications to replace standing radiators or in any space with limited upper wall space such as a kitchen or sunroom. No. 861 3] Smart Thermostat Honeywell’s Wi-Fi Smart Thermostat with Voice Control utilizes far-field voice-control technology, which breaks through the ambient noise of a busy household.

Saying, “Hello, thermostat,” activates the system and allows commands such as “Make it 4 degrees warmer” even from

across the room. Wi-Fi connectivity allows users to regulate energy use and home comfort through a smartphone app. No. 862 4] Solar Energy System The Lennox SunSource XC25/ XP25 Home Energy System uses the power of the sun to harness sustainable energy for heating and cooling systems and reduces homeowners’ electricity bills. A communications module allows users to monitor energy production online in real time. SunSource offers one to 15 modules per outdoor unit that can be installed when the systems are installed or added later. No. 863 5] Heat Pump Mitsubishi’s Energy Star–qualified H2i MXZ heat pump boasts 100 percent heating capacity at 5°F and guaranteed operation down

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MECHANICAL & ELECTRICAL

6]

to –13°F. It’s the latest addition to Mitsubishi Electric’s HyperHeating Inverter family of cold climate heat pump products and is the company’s first residential multizone unit. Available in sizes from 22K to 54K Btu/h. No. 864

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6] Multi-Split Heat Pump Panasonic’s System 5 Multi-Split Heat Pump is energy efficient and provides flexible indoor and outdoor combinations allowing a single outdoor unit to be connected to up to five indoor units. Features such as wireless control provide the ability to adjust and set temperature, fan speeds, and timers, in addition to quiet mode for extra-quiet operation. No. 865

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7] Tankless Water Heater Noritz describes the EZTR Residential Tankless Water Heater as a breakthrough in replacement technology: the first tankless condensing residential unit. It boasts lower installation costs, which are a common impediment to switching from tank to tankless. It has topmounted hot and cold water connections, just like the tanked unit it’s replacing, and uses the same gas line and B-vent.

No. 866 8] On-Demand Hot Water Every On-Demand Pump control from Enovative Group features a recirculation pump that ensures users consistently get hot water as soon as the fixture is turned on. No additional hot-water piping is required to install the pump control because the

system uses the cold water as the return line. No. 867 9] Tankless Water Heater Navien Premium Efficiency (NPE) tankless water heaters are available in four output sizes, with or without built-in recirculation.

NPE-A (Advanced) features ComfortFlow recirculation, including a pump and buffer tank, as well as six pump control options. NPE-S (Standard) tops the Energy Star rating list with up to 0.99EF. All sizes have dual stainless steel heat exchangers and come with a 15-year warranty. No. 868 10] Hybrid Water Heater The Rinnai RH 180 Hybrid TankTankless Water Heater combines the on-demand technology of a tankless water heater with a 40-gallon storage tank. When used together, they offer homeowners more than twice the water-heating capacity of a traditional 50-gallon tank. The Hybrid Water Heater installs like a tank, requires a ½-inch gas line, and is compatible with a 4-inch B-vent or common vent with furnace.

No. 869 11] Standby Generator These generators from Kohler give homeowners an entry-level price-point option for their power needs. Offered at 8, 10, and 12 kW, each unit sports Kohler’s Powerboost technology for advanced startup power for heavier loads, powering up in as little as 10 seconds. All units run on liquid propane or natural gas and can be monitored remotely via smartphone, tablet, or computer.

No. 870

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ADVER TIS EMENT

The look of wood.

The ease of low-maintenance.

Today, people want the beauty of wood without the high cost of maintenance that accompanies it. That’s why they’re turning to Kleer cellular PVC products. Kleer provides affordable, sustainable, low-maintenance alternatives to wood trim and wood exterior products without compromising beauty or function.

Kleer products make it easy to distinguish your home’s exterior with eye-catching fascias, soffits and corners or custom architectural details. Inside or outside the home, Kleer decorative mouldings, beadboards and other trim are not only made to impress, but also to stand the test of time. Kleer trimboards do not require paint for protection or to retain their brilliant white color. But when color coordinating with other home exterior elements, they can easily be painted with 100% acrylic latex paint.

Proudly made in the USA using the highest quality PVC resin, Kleer Trimboards deliver optimum workability and lasting durability. Our breakthrough manufacturing technology produces and array of trim options that look like wood, but are superior in many ways.

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SOFTWARE & TECHNOLOGY 1] Floor Plan App and Laser Distance Measurer DeWalt’s new Floor Plan App can be used by itself or in combination with the Stanley Tools TLM99 Laser Distance Measurer to fully plan and create any space. Users simply move the camera on their smartphone or tablet around a room, virtually laying out items as they go. The TLM99 can automatically calculate square footage, volume, and distances to within +/– 3/32 inch and add them to the floor plan. Plans can be saved and exported in a variety of file formats. No. 871 2] Design Software Chief Architect Home Design or Interior Design 3-D design software for builders, designers, and architects is available in a free trial version at chiefarchitect .com. The company also offers a Room Planner mobile app for Apple iOS and Android to help you quickly visualize and lay out rooms; simply take measurements using a tape measure or Bluetooth laser and then import those files into Chief Architect (walls & openings) to create floor plans. No. 872 3] Construction Calculator Part of the Calculated Industries’ line of Construction Master Pro construction-math calculators, what differentiates the Construction Master Plus EZ (CMP EZ) from the other models is that it offers more built-in calculations and is a prompting calculator—built-in solutions guide you on the quickest path to solving

construction-math problems. If a measurement changes, simply scroll back to it, change it, and re-solve. The CMP EZ offers basic and advanced solutions for stairs and for rafters (common, hip/valley, and jack). The built-in materials key provides instant quantities for an extensive range of products. No. 873 4] Paint Colors and More Benjamin Moore’s ProConnection project management app for iPhone and iPad lets you snap a picture of any color inspiration and match it to one of the more than 3,300 hues in the paint company’s color system via the app’s Color Gallery. The app also includes a client management system to import and store client profiles and before-and-after photos of projects; a paint calculator; and the ability to capture and store images via its Color Capture feature. No. 874 5] Small-Business Software Using QuickBooks accounting software, remodelers can create estimates; track time, projects, and expenses; send invoices and payment reminders; and pull financial reports to track profit per project and analyze spending, with a choice of more than 40 reports that can be customized for your business.

A QuickBooks Online subscription provides a range of free mobile apps so you can access information from your tablet or smartphone and offer clients the added convenience of signing forms and contracts on your tablet. No. 875

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STRUCTURE / ENVELOPE 1] Roof and Wall Sheathing Huber Engineered Woods now offers 23/32-inch square edge sheathing in its AdvanTech sheathing product line; the company previously offered ½-inch and 5/8 -inch thicknesses. All AdvanTech sheathing supports higherdesign snow and ice loads than PS-2 level OSB or plywood panels. The panels also boast a structural-1 rating for greater resistance to wind and seismic loads and superior moisture resistance. Units ship with 45 pieces, including AdvanTech side covers. No. 876 2] 3-D Acrylic Tape Butyl-based flashings that stretch in three dimensions have been around for awhile; now Huber Engineered Woods is rolling one out in acrylic.

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ZIP System Stretch Tape easily stretches to fit curves and corners so you can flash a sill with a single piece. It’s made from the same acrylic as standard ZIP System tape and forms a strong adhesive bond at a wide range of temperatures, even with a damp substrate.

No. 877 3] Peel-and-Stick Membrane The Henry Blueskin VP100 air barrier membrane is crucial to the company’s building envelope systems.

The fully adhered, peel-andstick, water-resistant membrane works to eliminate air and moisture gaps around nails and other fasteners. Blueskin VP100 creates improved insulation performance, and its sealing technology creates an air and water barrier that reduces home energy costs. The membrane also helps protect against mold

by limiting moisture ingress into the building. No. 878 4] Air and Water Barrier Tyvek HomeWrap’s nonwovenfiber structure resists air infiltration and water intrusion, yet allows moisture vapor to diffuse through the sheet, helping prevent mold and mildew buildup and wood rot, and improving building durability.

Backed by a 10-year limited warranty, Tyvek HomeWrap is a part of the DuPont Weatherization System that includes flashing tapes and installation accessories. No. 879 5] Woodgrain Structural Columns These polyurethane structural columns from Fypon offer the look of real wood with added strength. Each column is steel-reinforced, providing an ultimate load-bearing capacity of up to 12,000 pounds.

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Standing 9 feet tall, each column comes pre-primed with the cap molded in and a loose base, allowing easy height adjustments on site. Fypon guarantees resistance to rotting, warping, cracking, insects, moisture, and peeling. Installation hardware is included. No. 880 6] Siding and Window Caulk Created for interior and exterior windows, doors, and siding, Quad Max caulk is matched to leading siding and window manufacturers’ color palettes.

OSI claims that its caulk offers maximum durability and application performance for use in any condition—from 0°F to 140°F—and is ideal for wetsurface application. The caulk won’t shrink or bubble, is UVresistant, cures in 24 hours, is paintable 1 hour after application, and has a 24-month shelf life. No. 881

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STRETCH TAPE

EASILY STRETCHES, CURVES, STICKS AND SEALS.

Building professionals agree! ZIP System™ stretch tape is a winner. Its single-piece installation easily stretches to fit sills, curves and corners without having to piece tape segments together. It conforms to challenging applications, locks out moisture even over mismatched surfaces, and can be pulled up and reapplied for hassle-

*

free installation. For a tight, energy-efficient seal in no time, go with the pros’ choice: ZIP System™ stretch tape.

ZIPSystemStretchTape.com/Top100

WATER RESISTIVE BARRIER when used with ZIP System® sheathing

Works on a VARIETY OF SURFACES

*Limitations and restrictions apply - visit zipsystem.com for details.

REPOSITIONABLE material

Cold temperature application AS LOW AS 20 DEGREES F

SUPERIOR ACRYLIC ADHESION stronger than butyl/asphalt

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© 2015 Huber Engineered Woods LLC. ZIP System, the accompanying ZIP System logo and design and AdvanTech are trademarks of Huber Engineered Woods LLC. Huber is a registered trademark of J.M. Huber Corporation. Huber Engineered Woods products are covered by various patents. See ZIPSystem.com/patents for details. This product’s Environmental Product Declaration (EPD) has been certified by UL Environment. HUB 3315 08/15

180-DAY EXPOSURE guarantee

ADVER TIS EMENT

New ZIP System™ Stretch Tape Makes the Toughest Applications Easy With new ZIP System™ stretch tape, one piece is all it takes to lock out moisture from curves, corners, edges and other difficult applications. This innovative, flexible flashing tape gives builders a faster, hassle-free installation and a tight, energy-efficient seal. Made from high-performance composite acrylic, ZIP System stretch tape can be pulled up and reapplied to create a moisture-resistant, air-tight bond on every shape and structure.

“ZIP System stretch tape is being recognized for its ability to seal the most challenging areas of a home, like curved or uniquely shaped windows,” said Brent Flotkoetter, general manager of ZIP

System® sheathing and tape. “It stretches in any direction, allowing builders to lock out moisture without piecing tape segments together. With ZIP System stretch tape, what used to be frustrating, hard-to-flash areas can now be done quickly and easily with one product -- no button caps required.”

Together, ZIP System stretch tape and ZIP System® sheathing and tape deliver the performance you need to protect your build and get the job done faster. This complete system not only provides water, thermal, air and moisture resistance, but also delivers high performance strength and durability.

For more information, visit ZIPSystemStretchTape.com.

ZIPSystemStretchTape.com ©2015 HUBER ENGINEERED WOODS LLC. ZIP SYSTEM, THE ACCOMPANYING ZIP SYSTEM LOGO AND DESIGN ARE TRADEMARKS OF HUBER ENGINEERED WOODS LLC. HUBER IS A REGISTERED TRADEMARK OF J.M. HUBER CORPORATION. HUBER ENGINEERED WOODS PRODUCTS MAY BE COVERED BY VARIOUS PATENTS. SEE ZIPSYSTEM.COM/PATENTS FOR DETAILS.

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WEATHER IS BRUTAL. BUILD STRONG.

Introducing AdvanTech® Roof and Wall Sheathing From the creators of AdvanTech® flooring, #1 in quality for over a decade1, AdvanTech sheathing contains moisture-resistant resins to protect against the damaging effects of weather during construction and over time. In addition, it is Structural 1 rated to provide excellent shear resistance and added strength to your roofs and walls. Compare AdvanTech sheathing to plywood and you’ll see there is no comparison.

2

Moisture Resistance

Industry-Leading Warranty

Strength & Stiffness

Fastener Holding Power

Structural 1 Rated

Installation Speed & Ease

Receive up to a $600 Rebate on AdvanTech Sheathing.

Visit WeatherIsBrutal.com/Top100 to learn more. ®

Also try ZIP System® sheathing & tape.

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1. Based on Builder Magazine’s 2012 Brand Use Study which surveyed 6,000 builders. 2. Limitations and restrictions apply. Visit advantechperforms.com for details. © 2015 Huber Engineered Woods LLC. AdvanTech and FLAT OUT BEST are registered trademarks of Huber Engineered Woods LLC. Huber is a registered trademark of J.M. Huber Corporation.

This product’s Environmental Product Declaration (EPD) has been certified by UL Environment. HUB 3278 08/15

ADVER TIS EMENT

Award-Winning AdvanTech® Roof and Wall Sheathing Now Available Nationwide While most building materials simply meet code, AdvanTech® roof and wall sheathing goes beyond it. Now, it is going even further, delivering superior strength and moisture protection nationwide.

AdvanTech roof and wall sheathing is manufactured with design strength and stiffness capacities beyond those required by code minimum (PS-2) for OSB or plywood panels.

It is the perfect solution for builds where weather can be an issue, offering the same superior moisture resistance as AdvanTech® flooring. Better still, AdvanTech sheathing is Structural 1 rated for greater resistance to wind and seismic loads, and is backed by an industry-leading limited lifetime warranty.1 “Builders trust AdvanTech flooring’s superior strength and moisture resistance, and now AdvanTech roof and wall sheathing brings the same level of quality to the entire build,” said Jason Darling, general manager of AdvanTech® sheathing. “Builders can now cover an entire home with the strength and moisture protection they rely on when they see the AdvanTech logo.”

For more information, visit AdvanTechPerforms.com.

1

LIMITATIONS AND RESTRICTIONS APPLY. VISIT ADVANTECHPERFORMS.COM FOR DETAILS.

AdvanTechPerforms.com ©2015 HUBER ENGINEERED WOODS LLC. ADVANTECH, THE ACCOMPANYING ADVANTECH LOGO AND DESIGN ARE TRADEMARKS OF HUBER ENGINEERED WOODS LLC. HUBER IS A REGISTERED TRADEMARK OF J.M. HUBER CORPORATION.

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TOOLS & EQUIPMENT 1] Carbide-Tipped Recip Blades Designed for applications with nail-embedded wood, the new Demo Demon carbide-tipped reciprocating blades from Diablo deliver twice the speed and 10 times the cutting life of standard blades, largely thanks to an improved tip design.

Available in 6-inch, 9-inch, and 12-inch varieties, all blades sport a 1-inch oversized body with Perma-SHIELD non-stick aluminum alloy coating. No. 882 2] Tubing Made Easy Uponor has a new tool for installing PEX tubing in radiant heating and cooling applications. The Uponor PEX Foam Stapler will secure the company’s tubing to foam board insulation in concrete slab applications. It has an easy-to-use, self-standing ergonomic design with an accessible jam door for fast removal of a staple in the rare instance of a jam. No. 883 3] Double-Ended Bit Offering improved driving functionality and the convenience of having two tips in one bit, Irwin’s Double-Ended Power Bits eliminate time spent looking for for a replacement bit between applications. The bits feature Irwin’s DoubleLok Technology, which securely locks both ends of the bit into impact drivers and quick-change chucks, and the bits’ precision tip geometry more precisely fits fasteners, reducing stripping and cam-out. No. 884

4] Track Saw The TS 55 REQ from Festool is the company’s latest plungecut track saw, offering several updates from the previous model, the TS 55 EQ. With the addition of micro-adjustable depth controls and a flat housing for flush-cutting against walls or adjacent surfaces, the TS 55 REQ offers versatility and precision. The REQ also has greater bevel range from -1° to 47° with positive stops at 0° and 45° and better dust control thanks to an improved dust channel design that enhances extraction efficiency. No. 885 5] Floor Protection Protective Products’ UltraKraft paper consists of 40-pound Kraft paper laminated to a woven reinforcement with 1.5 mils of UV-stabilized lowdensity polyethylene to keeps floors safe and dry. The waterproof paper resists tearing and is resistant to many other liquids as well, including paint, oil, and grease. Available in 32-inch by 200-foot rolls that are reverse-wound for easy application, UltraKraft can be taped together using painters tape or duct tape for larger areas. No. 886

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SOLUTIONS & BEST PRACTICES IN THE PALM OF YOUR HAND

ProTradeCraft.com Craftsmanship in the building trades through best practices 2Q WKH MRE RQ WKH JR LQ \RXU WUXFN EDFN DW WKH RI¿ FH«ZKHUHYHU \RX DUH ZKDWHYHU WKH WLPH ZH¶YH JRW \RXU EDFN ProTradeCraft.com is a technical resource on your SKRQH WKDW OHWV \RX VHDUFK IRU DQG DSSO\ EHVW SUDFWLFHV RQ WKH VSRW MREVLWH NQRZ KRZ Q GHWDLOV WKDW ZRUN Q product expertise

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TOOLS & EQUIPMENT 6] Demolition Recip Saw Blade The T2 Technology metal-cutting reciprocating saw blade line from Lenox includes the T2 Demolition reciprocating saw blade, which Lenox promises will deliver twice the blade life of the company’s previous demo recip blades and cut 25 percent faster. The blades have optimized tooth geometry specifically for demo work, along with a unique tooth shape and set patterns to minimize friction, reduce heat buildup, and cut more efficiently. No. 887 7] Drill/Driver Bit System Though Irwin’s Tapcon Installation System is compatible with standard drill/drivers, it is especially designed for use with impact drivers. The system combines a bit and drill/drive sleeve

to make Tapcon installation quicker and easier, and the onepiece construction bit features a built-in hex collar stop for exactness in drilling hole depths for both Tapcon and other masonry screws. No. 888

TRUCKS & VANS 1] Fuel-Efficient Cargo Van The 2015 Sprinter Cargo Van from Mercedes-Benz offers a choice of two engine/transmission combinations: the standard powertrain OM651 4-cylinder with 7-speed 7G-Tronic transmission, and the OM642 V6 with 5-speed transmission.

The OM651 delivers up to 18 percent better fuel economy over the 6-cylinder/5-speed combo, the company says, and both engines run clean thanks to Mercedes’ BlueTEC SCR technology, which includes a regulated fuel pump to optimize

fuel supply and a fuel-economy rear axle for optimized gearing.

A Sprinter 4x4 cargo van is also available. No. 889 2] Van With Variations The 2015 Ford Transit has a range of configurations: three body lengths, two wheelbases, and three roof heights, as well as a van, wagon, chassis cab, and cutaway body style. The Transit also has three engine options, starting with the base 3.7-liter V6, and including an EcoBoost twin-turbo gas V6 and a 5-cylinder diesel. The rugged interior is designed to be durable and offer flexibility, and Ford can customize the Transit for nearly any business, from electrician to plumber. No. 890 3] Cargo Van The Nissan NV Cargo is available in three models—NV1500, NV2500 HD, and NV3500 HD— and in two roof configurations:

standard roof and high roof for the 2500 and 3500 models.

Both offer standard 5-speed automatic transmission with rear-wheel drive powered by a choice of two fuel-efficient engines: a 4.0-liter V6 or a 5.6-liter V8. No. 891 4] Truck for Contractors Designed to meet the needs of jobsites, the Ram Tradesman from Chrysler has a towing capacity 10,650 pounds and offers a standard HEMI engine with six-speed automatic transmission to balance power with fuel efficiency. The Tradesman is available in either regular cab, quad cab, or crew cab with short-bed and long-bed models, with a choice of 4x2 or 4x4 powertrains. The truck also has the option of adding the RamBox Cargo Management System to help keep tools and equipment organized and secure.

No. 892

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For a free copy of the Geberit brochure for builders, call 866/787-3924 or YLVLW ̛JHEHULW XV

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WINDOWS & DOORS

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Do MORE Vinyl 1-800-847-2333 www.trim-tex.com

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1] Vinyl Windows Jeld-Wen’s Premium Vinyl window line is newly enhanced to reduce water and air infiltration, improve thermal efficiencies, and boost responsible material use. The new line has received increased performance grade ratings for air leakage, water penetration, design pressure, structural test pressure, and operating force. Up to 15 percent of material is recycled, and the windows meet Energy Star standards without the need for krypton-filled panes. No. 893 2] Waterproof Doors Simpson Door’s WaterBarrier Technology has been available for years, but the company is now adding it to 100 additional door and sidelight designs in a variety of its collections.

The technology combines a moisture-resistant, mediumdensity overlay (MDO) with a thermoset acrylic latex primer topcoat and PVC glazing beads. No. 894

3] Door Glass Want to lighten up a flat panel door? Then take a look at ODL’s Spotlights collection of rectangular doorglass units. The units consist of insulated glass in paintable PVC frames. ODL says that it created the collection to help remodelers add some style to doors on existing homes.

Spotlights come in three rectangular sizes: 7 ½ by 7 ½ inches, 12 by 12 inches, and 22 by 3 ½ inches. They are available with chain link, cubed, frosted, and clear glass. No. 895 4] Fiberglass Entry Doors ProVia’s Signet line of fiberglass entry doors has strong hardwood stiles and rails dovetailed at each corner. The doors are hand-stained and can be customized with different styles, colors, and finishes on each side. The DuraFuse finishing system features P3 Fusion that allows for a 10-year finish warranty. The doors can be ordered in widths and heights in 1/ 8 -inch increments. No. 896

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ADVER TIS EMENT

Trim-Tex: 11 Ways to Finish a Corner 90-degree corners might be the norm, but it does not have to be that way. There are a lot of corner finishing options on the market.

Strategically used corner bead adds stylish dimensions to a home and upgrades remolding projects by increasing the value of the work. Some popular non-traditional Trim-Tex corner beads include, Step A Bull, Niche Bead, Bullnose Bead and Reveal Corner Bead.

Step A Bull and Niche Bead are exclusive Trim-Tex corner beads.

They add a traditional finish to rooms that is more interesting than a standard 90-degree corner. Both these beads are great for creating decorative finishes on soffits or around windows and doors. Niche Bead creates the appearance of millwork quality upgrades at a fraction of the cost of wood carpentry and are the perfect addition in a craftsman style home.

Bullnose Beads are extremely popular and versatile. Bullnose Bead is often used in Southwestern style homes to create soft, rounded edges. Unlike metal Bullnose Bead that cannot hold its round shape without being easily damaged, Trim-Tex Bullnose Bead is made out of rigid vinyl, making it dent proof and easy to install.

1 - Reveal Corner Bead 2 - 350 Chamfer Bead 3 - Chamfer Bead 4 - Rigid Low Profile Corner Bead 5 - 350 Bull Corner Bead 6 - ¾” R. Bullnose Corner Bead

7 - 1 ½” R. Bullnose Corner Bead 8 - Niche Bead 9 - 1 ½” R. Step A Bull 10 - ¾” R. Step A Bull 11 - 350 Step A Bull

Trim-Tex recently unveiled the brand new Reveal Corner Bead.

This bead excels at adding a simple and modern home accent with clean, straight lines. Reveal Corner Bead creates the look of drywall layers without needing to install a second sheet of drywall.

Just think, these four corner beads are only a fraction of what is available through Trim-Tex’s 11 Ways to Finish a Corner. Check out the popular Chamfer Bead, and request free samples and more on the Trim-Tex website. Offering clients additional ways to finish a corner is a great tool for remodelers. Plus, remodelers can make more money and create beautiful custom rooms.

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WINDOWS & DOORS 5] Door Security Milgard offers a secondary lock that intergrates into its patio door with no visible fasteners. The SmartTouch bolt provides added protection with steel reinforcement built into the door. It also acts as a vent stop to keep the door slightly open for ventilation while remainin locked. Milgard offers the bolt as part of its SecurityMax package, which combines a multi-point locking system with the flush-bolt for five locking points on a patio door.

No. 897 6] Double-Hung Window Integrity Windows and Doors—a Marvin brand—now has more

options for its Wood-Ultrex Double Hung windows including expanded sizes; new sash configurations; a factory-applied, high-performance option; and a color-matched weatherstrip cover at the sill that also fits existing units for easy updates.

No. 898 7] Window-Locking Technology Because Andersen’s VeriLock security sensors are integrated directly into the window or patio door, they’re invisible. Available on most Andersen E-Series/Eagle products, the patented VeriLock wireless sensors let homeowners monitor their windows and doors with a smartphone or tablet via an app in real time. Homeowners are alerted if a window or patio door is open or unlocked. No. 899

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KITCHEN & BATH

SWAP MEET

By Bill Millholland

O

ur subject this month is a kitchen/eating area project. The design boundaries are well defined: The homeowner is open to any suggestions within the existing space, but does not want to move any walls other than the one separating the two spaces.

Our goal is to create an up-todate kitchen with more storage.

There are a million possible layouts to explore—these are just three that quickly came to mind. What would you do? Send me an email if you have a better idea or a challenging space that you think could use a second opinion. PR Bill Millholland is an executive vice president at Case Design/Remodeling, in the Washington, D.C., area. bmillholland@casedesign.com

Awkward Sizes and Shapes

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A quick analysis of the existing space reveals a few challenges. The kitchen has a small, awkward area attached to it that puts the fridge in an odd spot. This small area also creates an L-shaped space, which I find difficult to work with, especially in kitchens. I often try to transform L-shaped spaces into square or rectangular shapes.

The proportion of the spaces feels wrong to me, too—the eating area shouldn’t be bigger than the kitchen. And then there is the traffic problem: The existing kitchen is a thoroughfare for reaching the side door.

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This awkwardly shaped kitchen is inefficient, with lots of wasted space and not enough storage. Plus, side-door traffic runs right through the work area.

Squared Off In our first scheme, we take down the wall to open the kitchen to the eating area, leaving the sink in its current location but extending the countertop to create a seating area. Adding a short section of wall squares off the kitchen and gives purpose to the odd area as a walk-in pantry, which helps add storage. It also provides us enough wall space to rotate the refrigerator and attach it to the end of a run of cabinetry, leaving the range more or less in the same place.

Not a bad first scheme: Good solid ideas that keep costs down. But it’s pretty predictable. What can we do to wow this client?

Better Proportions This scheme is a bit more ambitious. It starts with an attempt to find the right balance in the proportions of the spaces by expanding the kitchen. This requires replacing the side door with new doors in the eating area, which shifts the traffic pattern but still leaves plenty of room for a table.

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KITCHEN & BATH

Flip It Here, we go all in, flipping the kitchen and eating area locations.

Why? For starters, it preserves side-door traffic patterns, but now the traffic passes through the less-busy eating area. This cleans up the circulation problem without having to replace windows and doors.

It also creates a convenient “drop area” for the family.

Also, the kitchen now has a much more efficient layout. While I would rather group the tall objects (refrigerator and wall ovens) together, the existing window prohibits that arrangement. We can introduce that idea when we meet the client, if they are interested in pursuing this scheme further. Some of this is theater—we want to hold back a little bit of our story to keep things interesting.

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EXTERIOR REPLACEMENT

The Millennial Sell Millennials want to be sold on their terms. But home improvement companies are divided on their response to this demographic

By Jim Cory, Contributing Editor

A

dam Bressler of Builders and Remodelers, a home improvement company in Minneapolis, arrived for the sales appointment only to find his prospect, a 30-something single homeowner who works out of his house, on a conference call. The place needed work. Windowsills were rotting, openings leaked air. Cedar siding in front and Masonite on the back and sides had similarly deteriorated. The homeowner jumped off the call for the 15 minutes it took to walk the premises with Bressler. Following that, he had just 20 minutes free to discuss Bressler’s proposal, so he had to jump off the conference call again to reschedule with Bressler.

“They’ll spend three hours researching that TV at Best Buy and then another hour in the store,” says Bressler—who is also in his 30s—about Millennials, whom he guesses make up somewhere between 10 percent and 15 percent of the company’s customers.

“We’re talking about a $30,000 investment in your home, and you expect to be done in 20 minutes?”

Skeptical and Steeped in Data Millennials—those born between the early 1980s and early 2000s—are a demographic wave of about 80 million people. The 2008 recession delayed the wealth-building years of many, but now they’re in the workforce and are beginning to enter homeownership en masse. All kinds of marketing and sales organizations are developing strategies to get their attention. Home improvement companies? Not so much.

Homeowners under 40 aren’t a big market for home improvement companies, with the exception of places such as Seattle, San Francisco, or certain New York city suburbs; “booming economies with big employers,” says home improvement consultant Tony Hoty.

What’s so special about homeowners in this age group? For one thing, they do their research. “They’re people who wouldn’t order a

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pizza without reading the reviews first,” Hoty says, “and this habit that’s been created bleeds into how they shop for anything.”

Not only will they be fully versed in the home improvement industry’s sales and marketing practices, they’re also likely to know all about your company, your product, and your service reputation.

Chris Behan, founder and president of Socius Marketing, a Tampa, Fla., business that manages the Internet marketing for several hundred home improvement companies, says 70 percent of prospects research a home improvement company before the sales appointment ever happens. And the younger they are, the more likely they are to have done that research. Some have already made up their minds about whether or not to do business with your company before your sales rep even arrives. “They’re definitely more decisive,” Behan says.

Quick and Real Home improvement companies of any size typically use a scripted sales presentation that moves sellers through various steps—introduction, rapport-building, company story, etc.—toward a close. Any Millennial worth his salt will know all about that, since complaints about salespeople who propose wild price drops, won’t leave the house, or otherwise annoy or offend homeowners are all over the Internet. Baltimore home improvement salesperson and trainer Tommy Steele was recently on a kitchen appointment when the 20-something prospect asked him what his closing percentage was. Steele was flummoxed.

“I told him that all our cabinets close,” was Steele’s reply.

It is why K&B Home Remodelers, a roofing, siding, and window company in the New Jersey suburbs of New York, has modified its sales process to accommodate a client base that vice president of sales and marketing Mike Damora estimates now consists of about 40 percent Millennials. Damora advises any home improve-

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ment company with Millennial customers to “stop selling them and give them facts.”

“The biggest thing about Millennials is to be real,” Damora notes.

“The more real you are, the better your chances. If you’re selling a brand-name product, you better know its pros and cons—about R-value, U-factor, your competitors, and what’s real about them.” If asked, for instance, what kind of dent your ultra-efficient windows will put in the prospect’s monthly energy bills, the best answer is: I don’t know. “Say: I can’t tell you,” Damora advises. “I don’t know how well-insulated your walls are, or how often people are coming in and out.”

“With Millennials, it’s OK not to know,” he says.

Revert to Technician So what does impress your Millennial prospects?

• Knowledge of the product and the house. The Millennial roofing customer, Hoty says, could be waiting in the driveway for your guy to arrive. They want real information, not fluff. “Millennials know that they don’t know,” Bressler says, which is why they’re on the Internet Google searching “roofing contractor.” They bond with the industry expert, not the sales guy. When Millennials detect that a sales presentation is under way, “the energy goes out of the room,” Damora says. Steele says that his goal is to earn respect as someone who can help solve a problem. To do that, he says he will “revert to the technician.”

• Awareness of their specific situation and of their time. “I always like to emphasize the appointment and the duration,” Bressler says. “Millennials like to get it done and done quick.”

Many travel for work or are bouncing babies or shepherding kids across town and back. Many have little or no experience in contracting for home improvements, so your goal as a salesperson should be to get them to give the time needed to explain the project and close the sale. They often insist on a second appointment. Bressler closes 42 percent of appointments. He closes 30 percent on the initial visit and the rest on a second call—business that wouldn’t be there if he wasn’t willing to work with the homeowners’ schedule.

• Authenticity to build rapport and trust. Rapport creates the psychic glow needed for a successful conversation and sale. Bond with prospects and they may trust you enough to give you the business. But with Millennials, forget about scanning the shelves for trophies or asking the cat’s name. That’s transparently manipulative. “Be yourself,” Damora suggests. “Deliver your data. This is a business transaction, and in the course of that transaction, your humanity will show.”

AUGUST 2015

Homeowners under 40 are data-driven buyers. They know all about your company, your product, and your service reputation. They are impatient with traditional sales practices and prefer to talk with technical experts.

Millennials as Future Customers Not every company markets to Millennial customers, and some say that selling to Millennials is no different from selling to anyone else.

“Sales are sales,” says George Faerber, co-owner of Bee Window, in Indianapolis. “If you put the right salesperson at the kitchen table with the right products, the process isn’t any different at all.”

Others see Millennials and cross-generation selling as a possible distraction. “I put it in the category of a lead is a lead,” says Fred Finn, president of Euro-Tech, a home improvement company in Illinois. “If we have a lead and we confirm it and we sit down in front of someone, whether they’re 30 or they’re 60, if you don’t sell them, that becomes just another excuse.”

Still others say that generational differences are real and that salespeople need to take stock of those differences. Brian Brock, general manager of Hullco Exteriors, in Chattanooga, Tenn., who estimates that about 10 percent of his company’s customers are Millennials or early 40-somethings, notes that they strongly resist hard closing tactics. “A lot of the home improvement industry is going to have to evolve in order to sell this generation and Generation X,” he says. You have to market to them differently and sell to them differently. Millennials, for instance, are far less likely to open the door for canvassers. If the name of someone under 35 is on your lead sheet, they found your company on the Internet.

What Millennials want, Brock says, is straightforward pricing, time to think, and the best bang for their buck. “Don’t play into tricks, gimmicks, or the hard sell,” he adds. “Do that, and you instantly lose credibility.” PR

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TILE

Miles of Tiles Exciting new products have made tile more versatile than ever NEW RAVENNA

By Susan Bady, Senior Contributing Editor

G

one are the days when tile was relegated to floors, bathrooms, and the occasional fireplace. New state-of-the-art manufacturing and printing techniques have resulted in a much more intriguing product.

“Tile is not just about ceramic, glass, and stone,” says DeeDee Gundberg, director of product development for Ann Sacks, in Portland, Ore. “Leather, concrete, wood, metal, and quartz are all interesting materials. Mixed media also can be done in a variety of combinations that create unique looks.”

These reimagined tiles can enhance the architecture of a room and even replace art as a focal point. And it’s grown far beyond its conventional boundaries. “A splash is not just a splash anymore,” says interior designer Lita Dirks, CEO of Lita Dirks & Co., in Greenwood Village, Colo. “Sometimes the tile grows into an entire wall, or the backdrop of the rangehood, or the wall surrounding the kitchen window.”

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Super-sized tile Bigger is better. “Aesthetically, the size format has doubled,” says Barbie Kennedy, principal of Barbie Kennedy Designs, in Palm City, Fla. “Porcelain tiles as big as 5 feet by 7 feet can be used for shower installations with minimal grout lines, and for seamless countertop applications.”

In addition to the standard 3-by-6-inch format, the ever-popular subway tile is now available in 3-by-12-, 4-by-8-, 8-by-16-, and even 9-by-18-inch sizes. Longer, taller tiles are sometimes arranged vertically for impact.

“It used to be common to do a kitchen backsplash with 4-by-4inch tile,” says John Petrie of Mother Hubbard’s Custom Cabinetry, in Mechanicsburg, Pa. Petrie, who is immediate past president of the National Kitchen & Bath Association, says that the 4 by 4 is rare today: “[It might be] 18 inches, or 12 by 24 inches, or 24 by 36 inches.”

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AUGUST 2015

TILE

Right: The niche in this kitchen backsplash has a mosaic-tile design that makes it pop out of the surrounding white subway tile. The shelf in the niche is made of the same granite as the countertops.

Below: Wood-look porcelain on the floor and in horizontal bands on the wall creates drama in this bath. Large porcelain tiles were used on the wall and tub surround.

Varied shapes, colors, and locations

MICHAEL J. LEE PHOTOGRAPHY

Tiles in various, sometimes exotic, shapes—Moroccan or arabesque, penny round, large hexagon, chevron—are popping up more frequently, and vintage looks such as the classic black and white hexagons have become more modernized with larger formats.

Metallics are also creeping back into the tile marketplace. “There was a time when metallics seemed sort of ’90s,” says Alena Capra, owner of Alena Capra Designs, in Dania Beach, Fla. “But [now] I see them in a lot of mosaics and glass. Gold tones are popular as well as chrome, pewter, and platinum.”

Tile is showing up in new locations as well. No longer relegated to wet environments, it’s now seen in vestibules, molding insets, art niches, and on TV walls, “taking tile products beyond the bath and putting them in non-wet environments,” Kennedy says.

Porcelain is ascendant Buoyed by the introduction of such products as wood-look planks and thinner tiles, porcelain is reaching critical mass. “It’s going to keep getting better because wood flooring never goes out of style,” Capra says. “As much as we love real wood, it’s great to have these low-maintenance porcelain alternatives.” And thin porcelain tile can be installed over an existing floor or used as cladding.

Wood-look porcelain is so realistic that even professional designers can’t tell the difference. Available in planks up to 12 by 48 inches, wood-look porcelain often replaces real wood floors because of its durability, making it an ideal choice for kitchens and other hightraffic areas. It has also become popular for secondary bathroom floors. And in warm, humid climates, a wood-plank porcelain floor is much more practical than the real thing.

Manufacturers can now reproduce images of natural stone on the face of porcelain with minimal repetition, creating the look of nature without the upkeep. “It looks like limestone or marble or slate,” Petrie says, “but you have all the benefits of porcelain—it’s nonporous, extremely durable, and requires less maintenance than natural stone.” PR DREAM FOCUS PHOTOGRAPHY

AUGUST 2015

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Directory Robert Reed, 630.460.2585 reedmedi@sbcglobal.net States: AK, AZ, CA, CO, HI, ID, MT, NM, NV, OR, UT, WA, WY and Western Canada Michael Stein, 610.918.1828 mstein@sgcmail.com States: DC, DE, GA, MD, NC, NJ, VA, WV

CONSTRUCTION MEDIA National Sales Manager Data & Research Nicole Feenstra, 323.899.5263 nfeenstra@sgcmail.com

Group Publisher - Principal Tony Mancini, 484.412.8686 tmancini@sgcmail.com

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Director of Sales & Digital Adam Grubb, 317.219.7546 agrubb@sgcmail.com INTERGRATED MEDIA ADVISORS

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Advertising Coordinator Lucia Currans lcurrans@sgcmail.com

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For list rental information, contact Geffrey Gardner, 845.201.5331 geffrey.gardner@reachmarketing.com

PROFESSIONAL REMODELER (ISSN 1521-9135) Vol. 19, No. 8 is published monthly by SGC Horizon LLC, 3030 W. Salt Creek Lane, Suite 201, Arlington Heights, IL 60005. Periodical postage paid at Arlington Heights, IL 60005 and other mailing offices. Subscription Rates per year: USA $90.00; Canada and Mexico $110.00 (payable in USA funds); all other international $150.00 (payable in USA funds). Single copies: USA $15.00; all international (payable in USA funds) $30.00. Reproduction of contents is strictly forbidden. Š Copyright 2015.

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ADVERTISER INDEX AGS Stainless Inc. 44 AGS Stainless Inc. 45 Calculated Industries Inc. 73 Chief Architect 62 Chrysler LLC C2, 3 Country Wood Flooring 73 Danver Inc. 19 Danver Inc. 72 Electrolux Home Products 6 Electrolux Home Products 73 Ferguson Enterprises Inc. 23 Geberit North America 59 Genova Products 38 Genova Products 39 Gutter Helmet 42 Gutter Helmet 43 Huber Engineered Woods 52 Huber Engineered Woods 53 Huber Engineered Woods 54 Huber Engineered Woods 55 Irwin Hand Tools 8, 9 Keystone Wood Specialties 73 Mercedes-Benz Of North America Inc. C3 MiTek 4 Navien 15 Panasonic 31 Pella C4 Propane Education & Research Council 13 Protective Products 73 RHH Foam Systems 66 Rinnai America Corp.

33 Rinnai America Corp.

72 Roxul Inc. 25 Rubbermaid Commercial - Brute 27 Tapco Intl Corp.

48 Tapco 49 Trim-Tex 60 Trim-Tex 61 Windsor Windows 29

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PRIME Perspectives EDITED BY JOY KILGORE

Finding New Talent GOOD HELP IS HARD TO FIND. WE ASKED OUR PRIME ADVISORY PANEL WHERE THEY LOOK FOR NEW TALENT. ONLINE SOURCES AND PERSONAL REFERRALS TOP THE LIST.

SOCIAL MEDIA & WORD-OF-MOUTH

When it comes time to search for new employees, we use websites, such as Indeed, ZipRecruiter, and Craigslist. We also turn to social media sites, such as Facebook and Twitter, to broadcast the message. But more than half of new hires tend to come through referrals from current employees. Word-of-mouth still seems to be very effective.

OVER THE COUNTER

We’ve had success contacting several of our suppliers and talking directly to the inside sales counterpeople. The counterpeople have a personal relationship with contractors who pay for their materials by check each day. The contractors are very small operators usually working for themselves. We ask the counterperson to let us know if there is someone they know who may be struggling out on his own and who might be interested in working for a larger company. Some small guys are just tired of working by themselves and enjoy a team atmosphere and more administrative support. We have picked up two great lead carpenters this way over the years. We usually thank the referring counterperson with a small gift.

Jay Cipriani, President Remodeling Solutions, Woodbury, N.J.

Joe Smith, President LeafGuard Exteriors, Granger, Iowa

REWARDING REFERRALS THE TRADE THAT FOLLOWS

Our professional trade contractors are an integral part of our team, and we have great relationships.

When we need an electrician, plumber, framer, or other trade professional, we ask a trade contractor whose work in the construction sequence immediately follows after the work done by the trade we’re looking for. For example, if we need a framer, we ask a drywall contractor for a recommendation. We find that those who actually do the work that depends on the trades that come before them know very well who does the best work and can recommend who can do the job to our standards.

Gary Marrokal, President

Recruiting, hiring, and retaining sufficient numbers of good people is our No. 1 challenge. Referrals from employees, customers, and contractors continue to be our best source for new talent. We have an employee referral reward program that pays out over the new employee’s first six months. The referring employee can earn more when their candidate delivers high performance. Consequently, our field people are always on the lookout for contractors they see working on homes.

Other sources include the occasional homeowner who inquires about employment for themselves or friends and family. Our key job listing sites are Monster, Career Builder, and Craigslist. We’ve tried holding a job fair in our district offices, but turnout is sporadic.

Marrokal Design & Remodeling, San Diego

Holly Ollier, CEO American Exteriors, Littleton, Colo.

THE PROFESSIONAL REMODELER PRIME ADVISORY PANEL PRIME brings together the best-of-the-best minds in the remodeling industry. This premier council of industry leaders sets the trends in today’s economy for tomorrow’s success.

2015 PRIME ADVISORY PANEL MEMBERS: Bill Baldwin, Hartman Baldwin Design/Build; Jay Cipriani, Cipriani Remodeling Solutions; Chris Edelen, Consultant; Sal Ferro, Alure Home Improvements; Joy Kilgore, EBA PRIME; Rob Levin, Statewide Remodeling; Emily Lindus, Lindus Construction; Gary Marrokal, Marrokal Design

& Remodeling; Scott Mosby, Mosby Building Arts; Hollie Ollier, American Exteriors; and Joe Smith, LeafGuard Exteriors of Central Iowa.

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AUGUST 2015

The 2015 Sprinter Crew Van

Built to build your business.

Starting At:

*

$38,270

2500 Crew Van 144", Low Roof, 4-Cylinder

With room for five, the 2015 Mercedes-Benz Sprinter Crew Van has room for everything and everyone—featuring Best-In-Class cargo room, payload and interior standing height1 as well as a 5'x8' load floor that offers abundant room for plywood, sheetrock and other materials. The Sprinter’s standard turbo diesel engine delivers up to 18%2 greater fuel efficiency, while standard Crosswind Assist3 helps keep your vehicle on course in strong winds. To discover better ways to build your business, visit mbsprinterusa.com.

© 2014 Mercedes-Benz USA, LLC *Excludes all options, taxes, title, registration, transportation charge and dealer prep fee.

1. Based on a comparison of the Automotive News classification of full-size commercial vans at time of print. 2. Fuel savings estimate of up to 18% according to FTP75 testing of engine OM651 (4-Cylinder) versus MY13 OM642 (V6).

Individual mileage will vary, based on factors including vehicle load, driving style, road conditions and fuel quality.

3. Crosswind Assist engages automatically when sensing dangerous wind gusts at highway speeds exceeding 50 mph.

Performance is limited by wind severity and available traction, which snow, ice and other conditions can affect. Always drive carefully, consistent with conditions. Feature not available on 3500 models.

Options shown. Not all options available in the U.S.

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© 2015 Pella Corporation

MYSTERIES BELONG ON YOUR BOOKSHELF. NOT YOUR JOB SITE. You don’t have time to play detective. So if there are delays on your job site, your supplier better have answers. At Pella, we continually monitor orders and deliveries to help prevent surprises that can ruin your day. And your reputation. Case closed.

Let us prove it.

Pella.com/PR | 877. 717.3552

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WE GOT THIS.