BUILD Maryland March/April 2017

March/April 2017 The exclusive magazine of MBIA

S RY T R S E U T D R IN A U R U Q D YO HEA

RO E H R E P U S

New fangled stuff.

Old-fashioned service.

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

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Contact Robert McDonald 1-877-767-1800 BUILD MARYLAND March/April OďŹƒces in Jessup,17MD, Prince Frederick, MD and Chantilly, VA

IN THIS ISSUE

18

SUPE

R

S TRY R S E U T D R IN A YOUR HEADQU

HERO

COVER FEATURE

18

BUILDER MART 2017 The Coming Attractions

10

HIGH PERFORMANCE HOMES How to Design Energy Efficient Buildings

12

HBCF COMMUNITY SERVICE AWARDS Recognizing those who Give Back

IN EVERY ISSUE 2

EVENTS CALENDAR

36 NEW MEMBER SHOWCASE

4

PRESIDENT’S MESSAGE

38 NEW MEMBERS

6

CEO’S MESSAGE

38 DID YOU KNOW?

8

LEGAL BRIEF

38 ADVERTISER INDEX

30 ENGINEER’S TOOLBOX

40 STARS CLUB

32 STATS & FACTS

40 THE BUILDER’S BOOKSHELF

34 NEW PRODUCT SPOTLIGHT

22

CONTACT RELATIONSHIP MANAGEMENT CRM System Must Haves

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FUNDAMENTALS OF LAND DEVELOPMENT PART 3 Due Diligence

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EVENTS CALENDAR

MARCH Certified Aging in Place Seminar EDITOR Kristin Josephson Hogle, (CAPS) Communications Director communications@homebuilders.org AARP

Washington, DC ADVERTISING

ChrisMarch Baughan, 14, 15 & 16 Advertising Sales Manager 410-265-7400, ext. 121 chris@homebuilders.org

DESIGN

Builder Mart 2017

Heather Winkel, Art Director Corinne Thompson, Graphic Designer Network Design Group ndg@networkmediapartners.com Maryland State Fairgrounds

Timonium, MD HBAM LEGAL COUNSEL Linowes and Blocher March 22

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

Prince George’s County Legislative Postmaster: Send address changes to HomeBreakfast Builders Association of Maryland,

last

er

featured on

March 27

ECO BOX

Mid-Atlantic Builder text and cover pages are printed on SFI certified Anthem Plus Gloss using soy ink.

age

er

Inc., 6030 Daybreak Circle #A150 Marriott PMB Greenbelt 362 Clarksville, MD 21029 Greenbelt, MD

Fundamentals of Land Development

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

Maryland Building Industry Association Fulton, MD March 28

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e a positive through

BUILD MARYLAND

March/April 17

APRIL

How will you m 2012 Energy Code req

Real Estate Finance Committee & PWB Council’s Networking Event Looneys Pub Fulton, MD April 4

PWB’s “Women in Building” Seminar Maryland Building Industry Association Fulton, MD April 26

Helps You Reach The 2012 IECC Energy Code Fundamentals Requirements At Lower Montgomery of Land Construction Costs!County

Development

Legislative Maryland Building Industry Breakfast Association The Radisson Fulton, MD ® The Enviro-Dri Weather-Resistant Rockville, MD Barrier reduces the n April 4, 11, 18 & 25 per hour (ACH), giving you Aprilthe 19 greatest flexibility in re energy code targets, at a construction cost that’s equa current costs.

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By reducing air changes, y construction options and st • Retain your current 2x4

• R-38 blown ceiling insul path code requirements;

• You can meet the 2012 c walls.

BUILD Maryland text and cover pages are printed on SFI certified Anthem Plus Gloss using soy ink. sheathing or 2x6 The Sustainable Forestry Initiative® program promotes sustainable forest management.

BUILD Maryland is published bimonthly by MBIA—the Maryland Building Industry Association, 11825 West Market Place, Fulton, MD 20759. The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of MBIA. The publisher reserves the right to accept or reject any editorial or advertising matter at its discretion. The publisher is not responsible for claims made by advertisers. POSTMASTER: Send change of address to MBIA, 11825 West Market Place, Fulton, MD 20759, USA. © 2017 MBIA. All rights reserved.

Contact Eddy Esplund, Tremco Barrier Solutions, to sched “Energy Trade-Off Analysis” on your most popula Enviro-Dri WRB can reduce air changes, reduce your co you meet the 2012 IECC code.

*Changes in dates and locations of events listed on our calendar do occur. Please visit www. marylandbuilders.org for the latest information.

EDDY ESPLUND, CSI-CDT AT 609.

EESPLUND@TREMCOINC.C

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PRESIDENT’S MESSAGE

The exclusive magazine of MBIA

MBIA MEMBERS-

IT WOULDN’T BE THE SAME WITHOUT YOU

H

appy Spring! Finally hope of warm weather is upon us, and we can start to see building progress after a long winter.

When I think of spring, I also think of Builder Mart. What a wonderful event! It seems like every year, on the next to last Wednesday in March, Mother Nature provides MBIA with bad enough weather that it makes sense to have many of the men and women in the field invest their time to come inside and learn about new products and techniques. They might have some oysters and beer as well! How can it get any easier than that to have all of the lenders, suppliers and associates together in one place? I know it is a trip for some of you, but it’s worth the effort.

While membership is our life blood, Builder Mart is a close second, as it is the engine that generates funds that allow the association to provide support and service to our 22 councils and chapters and helps if there are shortfalls in the dozens of events that MBIA holds each year. It also helps with staff and lobbying efforts both locally and in Annapolis.

So, thank you to all who buy booths year after year, to the hundreds of attendees who walk the show floor, to the committee members who run it each year, and particularly to the staff, and Lori, who somehow manage to keep not only Builder Mart, but all of the other 75 events going each year.

As mentioned earlier, membership is our life blood. Thank you for being members!

Many of you have renewed year after year. You understand the benefits. It really does benefit you as an individual as well as your company when you get involved in whatever area you find of interest. I have been with my company for more than 30 years and they have been a member for nearly 40 years! Sometimes it seems I don’t have the time to attend a particular function, but find that when I go, particularly without any expectations, I learn something or meet someone important to our business.

I encourage anyone reading this to think of someone you know who could benefit as well, and take them to a meeting that would be of interest to them. Get them involved. Have them call me; I will take a personal interest in getting them involved.

MBIA helps everyone in our industry. I understand there is a cost both in time and money; however, I believe it really is an investment and not an expense. Further, I would feel guilty, if, over all of these years, I let others do the heavy lifting while I enjoyed the fruits of their efforts. This organization is a way in which we can all give back. As the Three Musketeers said, “One for all, and all for one!” That’s what I believe.

Together we can further build our industry.

STEVE BREEDEN President, MBIA

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2017 MBIA LEADERSHIP EXECUTIVE COMMITTEE President, Steve Breeden 1st Vice President, Jeff Caruso Vice President Advocacy/ State, Mike McCann Vice President Advocacy/ Washington Market, Jude Burke Vice President Advocacy/ Baltimore Market, Tim Morris Vice President, Associates, Peggy White Treasurer, Kimberley Palmisano Secretary, Mike Schueler Life Director, Mark Bennett Immediate Past President, Dave Lunden Legal Counsel, Jack Orrick

CHAPTER PRESIDENTS Advocacy/Anne Arundel County, Marilee Tortorelli Advocacy/Baltimore City, Sean Davis Advocacy/Baltimore County, Jennifer R. Busse, Esq. Advocacy/Carroll County, James Mathias Advocacy/Charles County, Doug Meeker Advocacy/Eastern Shore, Robert Purcell Advocacy/Howard County, James Fraser Advocacy/Montgomery County, Raquel Montenegro Advocacy/Prince George’s County, Ken Dunn Advocacy/Southern Maryland, Tom Thomas Advocacy/Upper Chesapeake, Michael Charlton Advocacy/Washington DC, Andrew Bolton

COUNCIL CHAIRS Builder Mart, Joe Fleury Custom Builders Council, Larry Cafritz Green Building Council, Thom Marston Land Development Council, Robb Aumiller Multifamily Housing Council, Jeff Kayce Professional Women in Building Council, Maggie Witherup Remodelers Council, Rich Lang Sales & Marketing Council, Pete Baxter

MEMBERS AT LARGE Phil Hughes Cindy Plackmeyer Barbara Richman Dusty Rood Steve Rubin

Jeremy Rutter Michael Schonfeld Robert Spalding Alex Villegas David Winstead

SUBSIDIARIES Builders Development Guaranty Group/President, Scott Nicholson Home Builders Care Foundation/President, Chris Rachuba PUBLISHER Lori Graf, CEO lgraf@marylandbuilders.org EDITOR Kelly H. Grudziecki Director, Internal Communications kgrudziecki@ marylandbuilders.org

ADVERTISING Chris Baughan Sales Manager cbaughan@marylandbuilders.org DESIGN The YGS Group Creative Director, Serena L. Spiezio Graphic Designer, Zon Buckley Account Manager, Tamara Smith

Maryland Building Industry Association 11825 W. Market Place Fulton, MD 20759 Ph: 301-776-MBIA www.marylandbuilders.org Info@marylandbuilders.org

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Our land.

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Whether you’re looking for a rural lot in Howard County, a subdivision outside Bel Air, or a major project site in Anne Arundel, Baltimore, or Charles County, we have the land you need to keep your homebuilding business growing.

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CEO MESSAGE

WHY GO TO TRADE SHOWS?

I

made the trip to Orlando this year to attend the International Builders’ Show, the annual trade show hosted by the National Association of Home Builders. IBS brings together manufacturers and suppliers from around the world and showcases the latest products, materials and technologies involved in all types of buildings. There were over 500,000 sq. ft. of exhibits and more than 1,500 manufacturers and suppliers at the show.

That’s kind of overwhelming and I didn’t even mention the award programs, education sessions and parties that seem to go non-stop for three days. Parties like the networking breakfasts and cocktail party that the Maryland Building Industry Association hosted to bring our members together. Maryland had an outstanding turnout, with nearly 300 of our members in attendance at the show.

On a local level, MBIA has our own trade show every year, Builder Mart. It’s been going strong for over 45 years and it’s the largest building industry trade show in the entire mid-Atlantic region. Hundreds of exhibitors and thousands of attendees will show up again this year at the Maryland State Fairgrounds on March 22 for the exhibits, education, product demonstrations and of course the infamous all-you-caneat bull and oyster roast.

There are many reasons to attend trade shows. I’ve talked about the training, products and programs, but if those don’t appeal to you, why go? The answer is simple, PEOPLE! These days, there are all sorts of technological solutions to connect people, but the old fashioned solution that has remained is trade shows, and it’s the most valuable solution.

There is no other place where our Association comes together like Builder Mart. We have tailored the show over the years to make sure it will be your most productive networking day of the year. Members have told me there is more business conducted in one day at Builder Mart than at any other time throughout the year. Another member said there are some colleagues he only sees once a year and that’s at Builder Mart!

It’s not just business within our ranks. We invite the local elected officials from around the state to join us because it is important for them to see our industry in action. We want them to understand how progressive we are and see the strength of our Association and the impact of our people.

When I’m at Builder Mart I like to do some good, old-fashioned people watching and listening. I ask attendees and exhibitors about their show experience and I ask if they look forward to coming back. Nothing beats walking around the show floor and listening to the interaction between exhibitors and attendees to get a good idea of what’s going on in our industry. BUSINESS is what’s going on. DEALS are getting done.

CONNECTIONS are being made.

A lot is happening at Builder Mart and you can attend the show for many different reasons but the bottom line always has been and will continue to be, “Builder Mart is where business gets done.”

I look forward to seeing you LORI GRAF there on March 22nd.

CEO, MBIA

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March/April 17

Save the Date

March 22, 2017

REGISTER NOW WWW.BUILDERMART.ORG 301-776-6242 (MBIA)

Builder Mart: Your Industry Superhero Headquarters Have Questions?

For Booth Sales: Chris Baughan, cbaughan@marylandbuilders.org For Event Details: Carey Swift, cswift@marylandbuilders.org 7 marylandbuilders.org BUILD MARYLAND

LEGAL BRIEF

NEW EEOC GUIDANCE FOR EMPLOYEES WITH MENTAL DISABILITIES

by Charles R. Bacharach, Gordon Feinblatt LLC

The Equal Employment Opportunities Commission (EEOC) issued a new “resource document” entitled “Depression, PTSD, & Other Mental Health Conditions in the Workplace: Your Legal Rights.” In a press release issued with the guidance, the EEOC noted that charges of discrimination under the Americans with Disabilities Act (ADA) based on mental health conditions are on the rise. According to the EEOC, preliminary charge data for 2016 shows the agency “resolved almost 5,000 charges of discrimination based on mental health conditions.”

The EEOC resource document advises employees that if they have a mental condition that might affect their performance they may have a legal right to a reasonable accommodation that would help them do their job. Examples of possible accommodations listed by the EEOC include: • altered break and work schedules (e.g., scheduling work around therapy appointments) • quiet office space or devices that create a quiet work environment • changes in supervisory methods (e.g., written instructions from a supervisor

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who usually does not provide instructions in writing) • specific shift assignments • permission to work from home The resource document further advises employees: Your condition does not need to be permanent or severe to be “substantially limiting.” It may qualify by, for example, making activities more difficult, uncomfortable, or time-consuming to perform compared to the way that most people perform them. If your symptoms come and go, what matters is how limiting they would be when

the symptoms are present. Mental health conditions like major depression, post-traumatic stress disorder (PTSD), bipolar disorder, schizophrenia, and obsessive compulsive disorder (OCD) should easily qualify, and many others will qualify as well.

Employers should be vigilant in making sure that supervisors and HR employees are aware of the need to be responsive and engage in the required “interactive process” under the ADA when an employee raises the impact that a mental (or other) disability may be having on the employee’s ability to work. The EEOC sets the threshold for triggering the interactive process very low. The resource document makes clear that all an employee has to do to be considered for an accommodation is to ask for one from a supervisor, HR manager or other appropriate employer representative. The employee need not invoke the term “accommodation” or any other special words. All that is necessary for the employee to trigger the interactive process is for the employee to seek a change in work conditions due to a medical condition.

The EEOC states that an employer may seek information supporting the employee’s claimed need for an accommodation from the employee’s health care provider. To assist employees, the EEOC supplies a link to a companion document entitled, “The Mental Health Provider’s Role in a Client’s Request for a Reasonable Accommodation at Work.”

Although the Mental Health Providers’ document is essentially a “how to” guide for employees and their health care providers, it does provide employers with some guidance as well. The document also describes the type of documentation employers may seek from health care providers, who are often reluctant to supply more than a minimum of information concerning their patients. Categories of permissible inquiry outlined by the EEOC include: • A brief statement of the health care provider’s qualifications and the

problems that might be helped by the accommodation.

• The suggested accommodation(s). The EEOC cautions providers: “Do not overstate the need for a particular accommodation, in case an alternative is necessary.”

modation has become one of the most prevalent and difficult issues employers face. The answers often are not clear, and errors in judgment can expose employers to significant liability under the ADA and similar state laws.

Taken together, the two guidance documents reveal the EEOC’s belief that employees have broad entitlement to accommodations for mental conditions. Determining how to respond when an employee seeks an accom-

Charles R. Bacharach, Esq. is a Member of the law firm of Gordon Feinblatt LLC’s Employment Law Department and can be reached at 410-576-4169 or cbacharach@gfrlaw.com.

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nature and length of the provider’s relationship with the employee/client.

• The general nature of the employee/ client’s condition, although, not necessarily the specific diagnosis.

• The employee/client’s functional limitations absent treatment – although the EEOC states that it is sufficient to show the substantial limitation of just one major life activity.

• An explanation of the employee/ client’s need for a reasonable accommodation, including the specific

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DESIGNING HIGH PERFORMANCE HOMES

by Tahir Riaz, P.E., PEG LLC

H

igh performance homes have better insulation, more energy efficient windows, less air infiltration, and proper mechanical ventilation. Such homes present engineers with the opportunity to design more cost effective and innovative designs for these buildings.

Homes with such traits have lower heating and cooling loads and thus need less air volume to condition the space.

One of the few challenges of designing these homes is to keep them energy efficient. An energy efficient home design should integrate the HVAC system into the design process early on, utilizing ACCA protocols throughout the design process to provide maximum comfort to the occupant. An integrated design utilizes shorter duct runs, which can reduce system costs and be installed entirely within conditioned space.

A full duct design with a centrally located HVAC system and proper utilization of air outlet strategy are critical for the HVAC system to deliver proper comfort in a home. This method should be applied to new and potential renovations.

A centrally located HVAC system can allow for shorter duct runs, which can lead to a better balanced system and improve overall performance of the HVAC system. It can also help

route ducts through interior walls and utilize more efficient high sidewall diffusers directed toward the windows and the perimeter.

To improve energy efficiency in a building, it’s important to keep the ductwork inside the thermal envelope of the home.

This will prevent air leakage into unconditioned space and save energy in the future.

A well designed return air strategy is critical for the performance of the HVAC systems. Rooms without a proper return air path can restrict the supply airflow due to over pressurization in the room, resulting in comfort complaints. Typical door undercuts do not allow for adequate return air volume and are not recommended for an energy efficient home.

A central return air scheme is simple and effective to move air back to the air handler. This should be placed in a central hallway so that the conditioned air from the main living spaces of the home can easily return to the air handler.

A ducted return system is easier to seal and will have better airflow characteristics. A direct return from each room to the equipment is not desirable when trying to minimize the duct length and pressure losses in the return system.

A well designed return air strategy is critical for the performance of the HVAC systems.

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www.nrel.gov/docs/fy12osti/53352.pdf BUILD MARYLAND

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www.energystar.gov/ia/products/globalwarming/images/pie_graph.png

Rooms that are farther from the system that can’t have a ducted return should utilize transfer grilles and jump ducts to return the air to the central return. This will reduce the total equivalent length of the duct system, which can negatively affect the friction rate to fall out of the approved Manual D range. A hybrid design that utilizes ducted returns, jump ducts, or transfer grilles can be the most energy and cost efficient.

The selection and placement of the supply registers are also critical to the comfort in the space. In energy efficient homes the volume of air, in cubic feet per minute, is also lower. This can make it challenging in selecting the air supply outlets. The air must be delivered in such a manner that it mixes well with the room air without causing a draft.

In the past, due to poor windows and wall insulation, the supply outlets were located at the perimeter of the home. In newer, more energy efficient homes, the room can be adequately conditioned from high sidewalls or celling registers located on the interior of a home.

Placing supply air outlets on the interior walls, preferably with curved blade registers directing airflow towards windows or the perimeter, promotes air movement called the Coanda effect. When the airflow is closely projected to a parallel surface, a ceiling or the wall, a change in air pressure helps

the air to cling to the surface as it travels. As the air travels, it is projected further in the room. It’s important to ensure that the airflow is traveling through an obstruction free pathway to maintain this effect. Items such as fixtures and ceiling variations can interfere with the airflow.

It’s important to check the performance data for the noise level, throw distance, spread of the register, and pressure drop.

The face velocity should be between 700-900 ft. per minute and terminal velocity of 75 ft. per minute for these curved blade registers.

The additional costs of curved blade registers can be offset by the reduction in associated ductwork. For example, instead of using multiple registers to spread out the air in a room at the perimeter, a three-way curved blade register could be used at the interior of the wall to condition the room.

Utilizing good design practices for higher performance homes can not only result in an energy efficient home but can also save money.

M. Tahir Riaz, P.E. who graduated from Oklahoma State University as a Mechanical Engineer works for PEG LLC, in Fairfax, VA as the company’s design lead. He leads the company’s large and small scale design projects spanning mechanical, electrical and plumbing design fields.

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THE MISSION

OF THE HOME BUILDERS CARE FOUNDATION, THE 501 (C) (3) OFFICIAL CHARITY OF THE MARYLAND BUILDING INDUSTRY ASSOCIATION (MBIA), IS TO GIVE BACK BY UTILIZING THE SKILLS AND RESOURCES OF BUILDING INDUSTRY MEMBERS ON SHELTER-RELATED CONSTRUCTION PROJECTS FOR THE HOMELESS AND OTHERS AT-RISK. In order to fulfill this mission, Home Builders Care depends on dedicated builders, suppliers, contractors, professionals and volunteers from MBIA - willing to donate expertise, lend a hand and inspire us to do more.

Each year, as a way to gratefully acknowledge our supporters, Home Builders Care recognizes select individuals and organizations for their significant contributions in support of our efforts to help the poor and disadvantaged in our communities.

On February 9, three Community Service Awards were presented.

The first award was the Community Builder Award, presented in recognition of a builder member for outstanding community service and leadership that has promoted the spirit of charity and goodwill in the building industry.

This year’s winner, T.W. Ellis, served as Builder Captain on an extensive renovation project for The ARC Baltimore in Rosedale. The project was the launch of a new partnership between Home Builders Care and The ARC to renovate a handful of group homes owned by the ARC.

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Dedicated to providing advocacy and high quality, life-changing support in the city and county, The ARC Baltimore supports more than 6,000 adults and children with intellectual and developmental disabilities and their families.

The ARC’s Community Living Division assists more than 280 people in neighborhood homes. Many of these homes can be costly to maintain and are in regular need of upgrades to improve accessibility, energy efficiency and everyday functionality for its disabled residents.

The total project value was nearly $60,000, of which 63% was covered by Home Builders Care and with in-kind donations contributed and solicited by T.W. Ellis. In-kind donations included not just the universal design by T.W. Ellis, but also accessible cabinetry from John H. Myers & Son; durable flooring from Conestoga Tile; HVAC expertise from Smart Energy Systems and new appliances underwritten by Bob Ward Companies.

By taking on the two-room kitchen renovation, HBCF and T.W. Ellis saved The ARC Baltimore $40,000 in construction costs off the top, with long term savings on the home’s operating costs expected down the road. But most importantly, the work completed by T.W. Ellis will have a profound impact on the disabled residents of the home, particularly one resident

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who uses a wheelchair and is now able to cook a meal, get a glass of water, and even do her laundry with the accessibility aspects of the kitchen complete.

And the team of T.W. Ellis demonstrated real care in their work. “We were so impressed by the generosity and quality craftsmanship of T.W. Ellis and the other member companies in the Home Builders Care Foundation that participated in this renovation,” says Stephen H. Morgan, Executive Director of The ARC Baltimore.

The next award presented was the Tom Sawyer Award, in recognition of outstanding hands-on charitable efforts that make a difference in the lives of others in need. Our winner, Sherwin-Williams Paint and Wallcoverings, helped guide HBCF’s first Charity Paint event at the Rainbow Place Shelter for Homeless Women in Rockville.

For over 30 years, Rainbow Place, largely run by a volunteer staff on a shoestring budget, has aimed to provide a safe, caring environment where all guests are treated with dignity and compassion. The women sleep and are cared for in a large multi-purpose room of a commercial building adjacent to a local church.

The goal of the Charity Paint was to beautify the space to not only help improve the quality of life of women sheltered at Rainbow Place by providing them with an environment that promotes self-respect, but also help boost the morale of the volunteer staff.

Over two days, a team of 34 volunteers helped re-paint the concrete walls of Rainbow Place Shelter’s main room, which serves as the sleeping space for up to 26 women experiencing homelessness during the winter months. A total of 117 volun-

teer hours were needed to enhance the space into a more warm, caring and home-like environment.

The project was initiated and guided by a team of painting professionals from Sherwin Williams, who not only helped select the color palette and donated $1,500 worth of materials, but also lent a team of professional experts to the project.

Special recognition is due to Judy Jensen, the New Residential Account Executive for Sherwin-Williams in the DC area, who personally helped lead the planning of the two-day event.

The final award presented was the Director’s Award, in recognition of initiative and leadership to champion HBCF causes and encourage the building community to give back to others in need. For the very first time, our winner is not an individual or a company, but rather a collective group of individuals representing their companies on an MBIA Council.

Since its launch, the winner, the Professional Women in Building Council (PWB), has partnered with the Home Builders Care Foundation on its community service projects. And for the past few years, PWB’s Community Service Committee worked to make the collection of professional clothing and the preparation of hundreds of nutrition packs for the homeless, signature PWB activities.

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For the past four years, PWB has helped collect thousands of men’s and women’s suits, dresses, dress shirts and business casual wear through their Career Clothing and Accessories Drive. Held in conjunction with HBCF’s Bull & Oyster Roast, the clothing drive has benefitted hundreds of low-income job-seekers in need of “job interview ready” business attire. Clothes have been delivered to A Wider Circle in Montgomery County, Success in Style in Howard County, and the Maryland Center for Veterans Education and Training in Baltimore. Each year, the collection has grown thanks to the PWB network.

Additionally, for the past two years, the council has come together to supply and prepare over 200 snack packs to-go for the homeless as part of November’s National Hunger and Homelessness Awareness Month. “The packs are intended to keep on hand in your car to give to someone in need you

“The paint made such a difference and our shelter feels almost “new”.

Our residents greatly appreciate the improved space. You are an amazing group!”

-Nancy Sushinsky, Director, Rainbow Place

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❚ Land Use/Zoning

“It’s a simple act of kindness and a tangible way to help those less fortunate than ourselves in a time of need.”

-Maggie Witherup, PWB’s Chair

❚ Condominium Development and Community Associations ❚ Real Estate Transactions ❚ Commercial Settlements ❚ Environmental ❚ Business Transactions ❚ Tax ❚ Litigation ❚ Bankruptcy

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35 Years and Over 3 Million Homes WE HAVE NEW HOME WARRANTIES may see on the street,” commented PWB’s Chair Maggie Witherup, an environmental attorney with Gordon Feinblatt.

“It’s a simple act of kindness and a tangible way to help those less fortunate than ourselves in a time of need.”

PWB members have donated all items to put in the packs, which contain not only nutritional snacks but also key Helpline and Crisis Hotline information to help connect neighbors in need to community resources and assistance programs throughout Maryland. Packs were then distributed and sold to MBIA members at subsequent events and meetings for a small suggested donation with sale proceeds supporting HBCF. The cooperation, dedication and spirit of these 2016 Community Service Award Winners are excellent examples of why the Home Builders Care program is successful in helping improve the lives of at-risk individuals and families in our communities. Congratulations and thank you to all of our Community Service Award Winners.

NAILED!

RICH McPHEE x 1-800-247-1812 ext. 2149 sales@rwcwarranty.com www.rwcwarranty.com/BuildMD

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! ! k m u o i n o L p in Timo d!

r u i b a ! e s ’ n It a l p a s r ’ e It ld

i u B ! s ’ n t a I M t r Ma

Yes, it’s Builder Mart Man, whose powers and abilities far exceed those of mortal men. Builder Mart Man, disguised as a mild-mannered construction superintendent, can construct tall buildings in a single day, bend steel with his bare hands, and who fights a never-ending battle for truth, justice and the American dream of homebuilding.

Builder Mart Man is our show’s hero, representing the men and women in our industry who use their skills and abilities for good to construct homes, build communities and to create neighborhoods that last a lifetime.

Builder Mart 2017 is all about our industry and made for those who proudly call homebuilding a career. On display will be more than 300 booths featuring the latest products and technology, top notch education, nearly 3,000 people to network with, the legendary all-you-can-eat and drink bull and oyster roast and a rockin’ After Party featuring 80’s tribute band, The Reagan years. This is the 47th year of Builder Mart and, Great Scott!, we predict it will be the most winning one yet. Buy your tickets now at www.buildermart.org.

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KEYNOTE SPEAKER

EDUCATION & MEETINGS At Builder Mart you can not only learn about new products and techniques from the hundreds of onsite exhibitors but you can also attend education classes and expand your knowledge on the latest code issues and what’s new in fair housing.

FAIR HOUSING SEMINAR (CLASS CODE 142-0712 ) 11:30AM-1:00PM Instructor: Shawn A. Goldfaden, Esq., Residential Title & Escrow This 90-minute course will teach you how to deal with the latest issues in fair housing.

Individuals who complete the class are eligible for 1.5 Fair Housing Professional Certification or Real Estate continuing education credits.

ENERGY CODES UPDATE 11:30AM-1:00PM Instructor: Thom Marston, Energy Services Group and Joe Nebbia, Newport Partners The energy code in Maryland is updated every three years and this year is no exception. The Code development committee was effective at developing changes that will be beneficial to residential home builders and control additional costs to building homes in 2018. Attend the seminar and learn how to use these changes. Also speak with code development experts to discuss how to correctly apply the current Energy Code.

NATIONAL FRAMERS COUNCIL MEETING 1:30PM-4:30PM Are you a member of the NFC’s mid-Atlantic region? Join other framers in the area for this afternoon meeting. *Education classes subject to change. Visit buildermart.org for latest information.

THE SHOW FLOOR Spread out over 100,000 sq. ft. of space will be more than 300 booths displaying some of the finest products, technologies and services available to the building industry. It’s a great place to track your steps. Attendees cover an average of three miles during the show!

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RAACE WHEEL

In the spirit of our Super Hero theme, we are honored to have a true American hero, First Sergeant Matt Eversmann (Ret.), as our keynote speaker. Brought to you by MBIA’s Sales & Marketing Council, this motivating speech will offer leadership lessons for business and for life and is geared toward everyone from sales people to those who swing a hammer. Don’t miss it!

First Sergeant Eversmann illustrates the importance of leadership, courage and selfless service to succeed when ordinary circumstances become extraordinary challenges.

As an Army Ranger deployed to Somalia in 1993, Matt experienced the horrors of war when he and his fellow soldiers were trapped in a hostile district of Mogadishu and marked for death by an angry mob. His inspiring story of survival was immortalized in the epic film, “Black Hawk Down,” which recounts the harrowing experience.

Committed to sharing the lessons he learned in the military, Matt draws parallels from his experiences to highlight the importance of leadership, courage and responsibility within any team or organization. Unambiguously humble, gracious and warm, his powerful story and straightforward insights on instilling these values stay with business leaders longs after the applause has ended.

With presentations that leave an emotional impact, attendees will take away a renewed sense of patriotism and inspiration for dedicating their efforts to a worthy cause.

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THE FOOD, FUN & GAMES The all-you-can-eat Bull & Oyster Roast is known far and wide as one of the highlights of Builder Mart, featuring a fully catered buffet including, pit beef, ham and turkey, plus all the sides you can handle, not to mention the oysters on the half shell, (nearly 11,000 were consumed at last year’s show). Also included in your ticket price, all-you-can-drink regular and lite beer.

With your stomach full of great food it’s time to experience the show floor and fill your tote bag, (or paint bucket), with great swag. Don’t skip a booth or you may miss out on great prizes and giveaways.

Speaking of prizes, the title of Best Booth (single, multi-booth and island) will be awarded to the three companies with the most outstanding displays. In addition, that swag we mentioned, which ever company has the best tchotchke will take home the title of Best Giveaway.

Besides all the learning opportunities, networking and eating, there is also the chance for some friendly competition. MBIA’s CornHole Tournament has become a tradition at Builder Mart and it will once again pit fierce competitors against one another in hopes of taking home bragging rights. Be sure to sign up for the Tournament when you arrive at the show. You can find it next to the MBIA Lounge, where members can stop by and find out what’s happening at their Association. Of course non-members are welcome too, but we may not let them leave without joining MBIA!

THE CHARITABLE SIDE OF BUILDER MART The Home Builders Care Foundation is MBIA’s official nonprofit charity that builds for the homeless and others in need – in the name of the building industry - throughout the state of Maryland and the District of Columbia. Stop by HBCF’s booth to learn about their construction projects and to find out how you can get involved.

HBCF is also getting in on the fun & games and giving attendees the chance to test their skills as a professional race car driver. Take a ride in the amazing Simcraft Apex3, the most realistic racing simulator on the market. Endorsed by NASCAR, the APEX3 GT full motion motorsport simulator from SimCraft features the stiffest and most advanced chassis dynamics with the highest fidelity motion technology for motorsport driver development. Used in professional race car driving schools everywhere. Contests run all day long starting at 11:00am.

THE AFTER PARTY Sponsored by Bob Mowrey

The Reagan Years plays the greatest hits of the 1980s; a day when Ronald Reagan was President, M-TV first aired, CDs emerged, Acid Washed jeans were “Cool” and alternative music was called “New Wave”. Since 1996, The Reagan Years has been delighting sold out crowds throughout the East Coast and entertaining 80’s events as far away as Hawaii and country of Panama. This band pioneered the 80’s tribute concept and like any great idea, many have imitated it however none have replicated the magic of The Reagan Years.

VISIT WWW.BUILDERMART.ORG FOR SHOW DETAILS AND TO REGISTER.

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USE IT OR LOSE IT

by LEAH FELLOWS, BLUE GYPSY INC.

E

very builder on the planet needs a CRM (Customer Relationship Management) program. It’s a non-negotiable. Let me back up. Really, any business with more than one customer and more than one prospect should have a CRM system. That covers anyone whose eyes are on this article right now, I guarantee it. Oh, your toddler is looking over your shoulder as you read this? I might be able to make a case for the toddler to have a CRM too… just wait.

If you are already confused and don’t know what a CRM program is, I was in the same boat more than 10 years ago when I began managing leads for builders as an Online Sales Counselor. I was trying to manage all my leads in an outlook calendar with my email, a spread sheet and post-it-notes everywhere. Later, when I was finally introduced to user friendly Customer Relationship Management software, I realized my system was put together with bubble gum and duct tape.

INDUSTRY SPECIFIC CRM SYSTEMS Over the years, since my Macgyver-inspired system, CRM systems have become so highly functioning they can make

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managing every aspect of the lead funnel a smooth, seamless process. Doesn’t everyone want more sales? From the first inquiry that comes through to your website all the way through the sale - a proper CRM helps the entire sales team juggle a workload of thousands of contacts and tasks without going insane.

The system allows builders to see exactly where the leads are coming from and who’s doing what, and even more importantly, who’s not doing what needs to be done in order to capture and convert as many leads as possible. If you don’t use it (the CRM system) you lose it (your leads).

The key to an effective CRM is to find one that is industry specific whenever possible. There may not be systems designed specifically for carpet companies, but there are many options out there designed for the building industry.

Think of it this way, if you sell widgets there is very specific terminology that goes with your widget operation.

People who design software around the idea of selling your widgets understand the amount of time it takes to sell them and the ins and outs of your industry. They work to gear

CRM is designed to capture leads and see them through the entire sales pipeline.

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Reporting

Accounting Software

Customer Profiles

Sales Tracking Call, Email & Meeting History

their product specifically to your widgets. That’s why when searching for a CRM program, I’d say look for a builder specific program. Otherwise, you could spend an entire year trying to demo and find a CRM. NOT ALL CRM PROGRAMS ARE THE SAME Over the years I’ve used or seen the inner workings of many builder specific CRM products. These include Buildtopia, Sales 1440, Builder 360, Lasso Data Systems, and most recently Top Builder Solutions. Don’t get me started on all the programs builders have tried because the system was cheap…and failed to implement, because it wasn’t set up for the builder’s needs.

The deal with software solutions is they need to be constantly evolving as the market and technology changes. Sadly, some of the oldest systems out there have not changed with the times. If you don’t keep up with technology you become obsolete. My two favorite systems on the market now are Top Builder Solutions and Lasso because they tick most or all of my boxes and come complete with the bells and whistles.

MUST HAVES Other than being an industry specific system, some of the most important must haves are no-brainers.

It has to be intuitive with a user-friendly dashboard. Creating a sales process needs to be quick and easy. You need the ability to store documents and images so you are not searching your computer or cutting and pasting from word documents in order to send an email. Comprehensive reports are a must.

There’s no way to monitor your sales staff and track your ROI if you can’t check on user activity and buyer behavior.

One of the most important must haves is website integration. Leads that enter through your website must go directly into your database. Manual entry means lost leads. This means from third party lead generators as well as those like BDX, Zillow and more.

Another important feature is history capture. Not only do you need the ability to record the history of phone calls and

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Marketing Reports

Calendar & Scheduling

emails made through the system, you need to be able to capture emails made outside the system. What do I mean by this?

Most of your sales agents aren’t going to log into the system to respond to an email. They may use the system to send the mandatory tasks that pop up in their dashboard, but as replies and inquiries come in, they are most likely going to respond from their phone or their computer. There needs to be a way for the history of that email conversation to be captured into the database, which is to say, Outlook integration. Two industry specific systems have this capability - Top Builder Solutions and Lasso CRM. NO MORE MESSAGES IN A BOTTLE One of the single most important features in email marketing is the ability to view open rates. Why wouldn’t you want this in your CRM? Large mass mailing programs like Constant Contact and Mail Chimp have always had that ability. Yet, this is a relatively new function I’ve seen inside some CRMs and it never existed when I was managing leads.

It’s important to see open rates so you can determine if your marketing is hitting its mark. The only CRM solution that I know of that has the capability to track individual email open rates, at this time, is Top Builder Solutions. No longer are you just floating messages off on a sea of unknown.

Now you can see that your emails have been opened, when, and how many times.

OTHER WORTHY FEATURES User Tracking shows you when a registered prospect returns to your website. This tool lets you know the frequency and pages visited by prospects. A good online sales counselor, on top of their game, can then craft an email that targets the pages visited in order to set an appointment and get the prospect out for a visit.

Another interesting tool that some CRM’s have is a feature that pulls social media profiles from around the web. When a registrant provides an email address, the program then searches

the internet for other programs that use that email address (Facebook, Instagram, Pinterest, etc.) and then adds it to the profile in the CRM database. Why would this be useful?

Say you notice someone has visited your website multiple times, and then you see they have lots of dog pictures on their public facing profiles, you may want to send them an email saying, “Check out the new dog park, just blocks from our community.” You can then follow up with some information about the surrounding neighborhood. With proper training, it’s tools like this that can work to your advantage.

THE ULTIMATE PURPOSE CRM is designed to capture leads and see them through the entire sales pipeline. If you don’t use it, you lose your leads. The system is only as good as the data and information entered in it, and maintained. I have seen so many builders scrap a CRM saying, “it was an expensive tool, and it didn’t work.” The reality is, no one on the management level learned to use it, and no one pressed the implementation onto the sales staff.

Face it, no one likes change. Put a new program in front of a sales agent and it’s a rare bird that will pick it up and love it right away. You have to make it mandatory and non-negotiable with your team. At first it may slow them down a bit. That’s part of the learning curve. But when you find a good CRM system like Top Builder Solutions or Lasso that provides support and training you will stop losing your leads and you’ll be able to pull reports and see how well your marketing is working. You will also be able to see how hard your sales people are working.

Many leads are lost due to laziness and lack of follow up.

Every lead needs to be entered into the system and assigned a follow up plan. If a consistent, persistent schedule of follow up is devised for many different courses of action, you are much more likely to capture and convert more browsers to buyers.

As for that toddler looking over your shoulder while you read this article. Start them while they are young and teach them to follow up. Start managing their busy schedule of play dates and diaper changes through your CRM. The other moms and dads on the block will love getting that hand written thank you note for the sleepover when it goes out in the toddler process. Start a whole new generation of CRM adaptors. You can’t lose.

Leah Fellows is a professional online sales trainer and consultant and founder of Blue Gypsy Inc. In 2010, after being the face of online sales programs for builders in the Virginia Beach area she created and perfected her own online sales training program and works with builders nationwide helping them create and improve their online sales programs. Contact Leah at Leah@bluegypsyinc.com, 804-384-7555 or www.bluegypsyinc.com.

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FUN PR DA INC ME IPL NTA ES L OF DE V ELO PM ENT

BY DAVID S. THALER, P.E., L.S., F. NSPE, F. ASCE, D.S. THALER & ASSOCIATES, LLC

This is the third part of a multipart series on the fundamental principles of land development and is in conjunction with the Land Development Councilâ&#x20AC;&#x2122;s basic land development course beginning in late March.

CONSTRAINTS ON LAND DEVELOPMENT One way to conceptualize land development projects is as a set of restrictions that include physical, financial, market and regulatory constraints. The physical constraints are those elements that affect the property such as topography, soils, access and subsurface conditions. Regulatory constraints are the regulations at the local, state and federal levels that govern the development of property. These may include zoning regulations, development regulations and environmental regulations, among many others. Physical and regulatory constraints of course, impose financial burdens on a property. Needless to say, marketing affects land development projects. A property might only be physically suitable and zoned for high-end single family houses, but there may not be a market for such a product at a particular location. While basic to the decision to go forward with a project, marketing considerations are beyond the scope of this article. The interactions between all constraints affect the viability of developing a property. The goal of the entitler/developer is to find a land planning solution that optimally satisfies all constraints. The point to be made is: there may be no solution that can satisfy all constraints.

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PAR T3

L AN D

Access is a fundamental component of whether land is developable.

Areas that are too steep are difficult to build upon at best and may be completely unsuitable for construction. marylandbuilders.org

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FEASIBILITY STUDY AND DUE DILIGENCE PHYSICAL FEATURES The extent to which a property can be developed and whether it can be developed at all is to a large extent determined by its physical features and how they relate with the regulatory process.

The following elements, among others, should be carefully considered and understood prior to the purchase of raw property.

ACCESS Access is a fundamental component of whether land is developable. While it is extremely unusual to find a property that is completely landlocked, that does not mean that access for development purposes can always be provided. The existing access to a parcel may be too narrow, it may be an easement or a prescriptive right instead of a fee, or it may be unsuitably located. In order to provide access to lots, in most cases a public road must be constructed and dedicated although development upon private roads is sometimes permitted.

Most jurisdictions require a minimum right-of-way width of 40-60 ft. for public roads, but in addition there usually must be additional property available for the grading of supporting slopes. If an access of sufficient width cannot be provided, the property may be undevelopable. While the government has the right of eminent domain (the ability to acquire property for public purposes) the government cannot acquire property for private use. Therefore, if grading rights on offsite property cannot be obtained, then a property may not be able to be developed.

The Transportation Article of the Annotated Code of Maryland grants the State Highway Administration (SHA) control over access upon state highways. Except for restricted access highways, the State cannot totally prohibit access from a state road to a property but it can control the location and type of entrance- that is, it may only allow a limited access entrance. The access requirements of the State (as well as the local jurisdiction) can severely impact the development potential and therefore, the value of a property. If the SHA finds the access on a state highway to be unacceptable for a full entrance, it may require an entrance that allows limited turning movements, such as right turn in, right turn out only.

Such an entrance can be devastating for commercial properties, or any property, for that matter requiring access from more than one direction.

While there are numerous requirements related to the location of entrances, many of them are technical and beyond the scope of this article. There are, however, several that are frequently encountered, which anyone involved in the development of property should be aware. Entrances on the opposite side of a street from each other should either be directly opposite or a sufficient distance apart. While the required separation distance varies, an

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Physical Constraints

Cost

Revenue

Regulation Political Constraints

Financial Constraints

External

Market Constraints

Fundamentals of Land Development D.S. Thaler & Associates, Inc.

10

accepted guideline is usually a minimum of 100 ft. That space is required to prevent confusion as to who has the right of way when entrances are opposing. In addition, entrance locations are also constrained by what is known as “sight distance.” Sight distance may be either horizontal or vertical. An entrance to a highway that is on the inside of a curve may limit the distance around the curve from which oncoming vehicles can be seen.

The higher the design speed of the road, the greater the sight distance must be to provide for a safe entrance location. Likewise, entrance locations that are just over the crest of a hill do not have sufficient vertical sight distance to see traffic approaching from the far side of the hill and the higher the speed of the road, the greater the vertical sight distance must be for a safe entrance location. In the vertical situation, it is best to be either at the crest of the hill or sufficiently away from it. The two situations of which to be aware are when a property’s entrance is either close to the crest of a hill or on the inside of a curve. It is possible that a property with extensive road frontage can be so affected by sight distance and other regulations that no safe entrance location can be provided. In that circumstance, the property could be undevelopable or its development potential severely restricted unless a suitable entrance location can be provided.

In Maryland, representatives of SHA are assigned to local jurisdictions. It is recommended that the SHA representatives be consulted and that they approve suitability of an entrance location prior to an investment decision. Often engineers from the local departments of traffic engineering or public works are available to check the suitability of entrance locations on local roads. Private engineers can also determine the sight distance.

TOPOGRAPHY Site topography is very important to development potential as well. Topographic maps and GIS tiles are available through individual jurisdictions. In areas where the maps or tiles are not available, USGS maps showing topography with 20 ft. contour intervals can be used to develop an understanding of the existing slopes on a property.

A property may have portions that are too steep to be properly served by roads or driveways. Areas that are too steep are difficult to build upon at best and may be completely unsuitable for construction. Existing site topography often guides the designed location of proposed roads and improvements. Normally roads must be at a grade of less than 10%, although the optimum is 2-8%. (Grade is the change in elevation over a horizontal run expressed as a percent. Five feet of rise across 50 ft. of run for example, is a 10% grade.) Construction on steep slopes is often difficult, and some jurisdictions prohibit disturbance of steep slopesgenerally defined as being greater than 25%. Construction on steep slopes can cause instability and erosion problems, which at a minimum must be addressed. In considering whether to purchase a property it is recommended that topographic maps be consulted and that the site be examined in the field. Physical inspection may indicate some features that were not shown on the photogrammetry or potentially problematic features not apparent on a two-dimensional map.

In addition to being too steep, it is possible for a property to be too flat- though that seldom occurs in the Piedmont region, which includes most of Maryland west of I-95. If a property is too flat, it may be very difficult to properly design drainage and it may therefore be unsuitable for roads or structures. Generally road grades of at least 2% are necessary to provide proper drainage.

AVAILABILITY OF SANITARY SEWER Most areas within the Metropolitan District around Baltimore must be served by public sewer extensions if developed.

The availability of sewer can be determined from an examination of public works records. If sewer is existing, it must also be determined if it is physically possible to extend the lines to the site. Sewerage usually flows by gravity and therefore, there must be sufficient fall between the subject site and the existing sewer for the system to properly function. In addition, there must be an adequate right-of-way available for the construction of any required extensions.

WATER SUPPLY Unlike sewer systems, water systems flow under pressure and not by gravity. Consequently, under most circumstances, water lines can be extended with little concern for grade (provided the extension continues to allow for sufficient pressure).

Water lines, however, tend to rust or tuberculate with age and it is common for old water lines to have limited flow capacity.

A “fire flow test” is performed to determine if a waterline has sufficient flow for a particular development. Occasionally, there are entire areas that are subject to low water pressure.

These areas are mapped in the local public works department

and development may be prohibited or restricted until water service can be made adequate. In addition to being physically available to have a property with public water and sewerage, it must be properly designated within the approved Master Water and Sewer Plan and if in the Baltimore region, within the Metropolitan District.

WELLS AND SEPTIC SYSTEMS In areas not serviced by public water and sewer, well and septic systems can sometimes be utilized. In the coastal plain of Maryland water yields are usually very high. In the Piedmont area, however, there are many geological formations that produce low water yields. It is possible that a site may not yield a producing well. An examination of geological maps prepared by the Maryland Geological Survey can provide insight into the geological state of a property, but only a test well can determine an actual yield.

Likewise, percolation tests should be taken to determine the suitability of a site for septic systems. A percolation test is conducted below the level of a septic tank. Water is poured into a hole, and the rate of outflow, or percolation, is measured.

The percolation rate must be neither too fast (or the soil will provide no filtrative capacity) nor too slow (or the septic tank will overflow) for a property to be suitable.

Properties at low elevations, near streams or tidal areas, or which have poor drainage will not be suitable for septic systems. Every County in the State has a health department that is responsible for the approval of building sites. Percolation tests must be taken and approved prior to the recordation of a plat. The Sustainable Growth and Agriculture Preservation Act of 2012, new Maryland legislation, severely limited the use of septic systems.

Be sure to read the next article in the May/June issue of BUILD Maryland that addresses additional items to be included as part of a feasibility study.

David S. Thaler, PE, LS, F., ASCE, F., NSPE is the President of D.S. Thaler & Associates, LLC, a civil and environmental engineering and surveying firm in Baltimore, Maryland, which has designed hundreds of communities. Repeatedly honored, he is a Fellow of both the American Society of Civil Engineers and the National Society of Professional Engineers, and is Guest Scholar at the University of Baltimore School of Law, where he lectures on land use. He has published more than 250 articles and five books, and has won numerous life time achievement awards including Icon of the Industry. He also holds both the highest professional engineering award in Maryland, now known as the Thaler Prize, and the Maryland Distinguished Service Cross, Maryland’s highest military honor.

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ENGINEER’S TOOLBOX

GREEN INFRASTRUCTURE STORMWATER MANAGEMENT FOR ULTRA-URBAN DEVELOPMENT

by Ed Carroll, Soltesz

For decades, stormwater discharges have emerged as a problem because the natural flow of runoff is dramatically altered as land is urbanized. Urbanization results in the loss of the natural water-retention functions of soil and vegetation causing stormwater runoff to reach streams in short concentrated bursts. In addition, through the development of roads, parking lots, and other “impervious surfaces”, surface runoff is channelized and accelerated toward streams.

When combined with pollutants from lawns, motor vehicles, domesticated animals and other urban sources that are picked up by the stormwater, these changes have led to water quality degradation in virtually all urban streams and watersheds.

Today, the focus of stormwater management has turned to sustainability and “green infrastructure” best management practices (BMPs), also known as Low Impact Development (LID) or Environmental Site Design (ESD) to effectively mimic the natural processes of watersheds to provide infiltration and evapotranspiration, resulting in reducing downstream flooding and promoting improved overall water quality by limit-

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ing the amounts of contributing urban pollutants being directly discharged.

What are some of the typical challenges with regard to stormwater green infrastructure on ultra-urban projects?

1. Lack of adequate physical space for adequate BMPs opportunities.

Green infrastructure requires available space to be implemented. In an ultra-urban setting, every square foot of space is highly valuable. Designers need to inves-

tigate every possible location(s) to utilize stormwater management objectives.

2. Conflicts with other utilities.

With urban development or redevelopment projects, numerous utilities are located in and around project sites.

Designers must look to address stormwater management goals while minimizing impacts to other utility infrastructure.

3. Inadequacy of available existing stormwater infrastructure.

If considering a bioretention tree pit system along the face of a building or adjacent sidewalk, designers may require available gray infrastructure (i.e. storm sewer) to allow for proposed underdrain systems to connect.

4. Maintenance of traffic considerations during construction (both vehicular and pedestrian).

Designers need to consider detailed construction phasing and sequencing along urban streets to allow for continuous movement of both vehicles and pedestrians.

Collaboration between various design disciplines (i.e. planners, architects, engineers, and landscape architects) to achieve a viable stormwater LID strategy while still meeting all other project goals.

Various design disciplines need to adequately plan and work together to balance project objectives. Many times the stormwater management designs are actually integrated amongst the different consulting teams. A good example of this is the implementation of green roofs and planting boxes where building roof drains/ gutters need to be coordinated to provide necessary irrigation of planted materials.

CASE STUDY: FENWICK STATION – SILVER SPRING, MD Fenwick Station is a highly successful transit oriented ultra-urban development where sustainable features were holistically integrated into the architecture and landscape. Fenwick Station was one of the first in its region to implement current LID practices on a tight urban site. It is an excellent example of the creative design solutions integrating architecture, landscape architecture, and stormwater management engineering seamlessly into the overall project. The project included the following BMPs: Street-Level Bioretention Integrated within the design concept are bioretention landscape planters adjacent to the building on two facades capturing roof storm water, micro-bioretention tree pits that capture sidewalk and public street storm water, and a series of cascading bio-

retention planters related to an overlook at the public plaza.

Green Roof The green roof captures stormwater from the roof areas and provides separation between the amenity courtyard and the windows of the podium level units. A diverse plant palette was designed for a variety of sun exposures and seed dispersal methods in order to allow the green roof to continually regenerate itself and adapt to climatic conditions.

Rain Water Harvesting On the 6th floor of the building, a resident roof terrace takes advantage of views of the surrounding urban fabric and features a 9 ft. x 9ft. “ living wall”, irrigated with rain water collected from the roof and diverted to three 50 gallon reservoirs, which are hidden behind wood screening.

Designers incorporating innovative and sustainable stormwater management designs into ultra-urban settings has its challenges, but it is evident these types of applications, when done correctly, offer both a functional and aesthetically pleasing product that can be benefitted by the community.

Ed Carroll, P.E. is a Vice President and Director of Environmental Engineering for Soltesz. Mr. Carroll possesses over 25 years of experience in stormwater management design with a strong emphasis on green infrastructure, retrofitting, and sustainable designs. He is highly focused on understanding and shaping the evolving stormwater management regulations within Maryland, Virginia, and the District of Columbia. He can be reached at ECarroll@ solteszco.com or 301-870-2166.

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STATS & FACTS

STATS &

14%

21%

FACTS

66 M

58%

AGE COHORTS Millennials

75.4 M

Baby Boomers Generation X Silent Generation

74.9 M 28 M

IS THERE A NEW BUYER IN TOWN?

by BROOKE BURNS ACKLEY, METROSTUDY’S MID-ATLANTIC REGION

W

e’ve heard the Baby Boomers will be the ones carrying the demand for new homes for a long time.

There is no denying that this generation is in fact essential to the housing market, however, as we can imagine they are aging and they are not the largest generation anymore. Millennials now make up the largest generation at 75.4M strong! They are among the largest and most diverse generation.

Millennials are buying and their buying performance is increasing across markets. The top markets where Millennials are buying; Austin TX, San Antonio TX, Denver CO, Riverside

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CA, Orlando, FL, Dallas-Ft. Worth TX, Washington, DC, Arlington and Alexandria, VA, Atlanta, GA, Phoenix, AZ, Nashville, TN, Seattle, WA and Charlotte, NC. Millennials are buying more new homes than Baby Boomers or Generation X in these markets.

By definition a millennial is someone born between 1980-2004. That makes many of them between the ages of 23-37, which are years when great change and independence takes place (well, in most cases). It might be worth noting that Iconoclast, a consumer research firm defines the first Millennial to be born in 1978 making this group a bit larger and older. Regardless, it’s a huge age range.

So, where are these Millennials and what are they doing? A home buyer typically becomes a homebuyer during

a life changing event, such as a marriage or birth of a child; to name the two largest contributors. The average age in which a person gets married is between the ages of 27-30, varying slightly by state (according to the most recent American Community Survey) and the average age that a person has their first child is 25 (according to CIA Factbook).

These life events fall into the age range of millennials, which solidifies the fact that we need to take a closer look at this generation because many of them are going through these life changing events now. Paying close attention to which Millennials are ready to buy now, and understanding their wants and needs will help to drive them to engage with your company. It’s critical to understand this buyer and build communities to

6% 1%

Itâ&#x20AC;&#x2122;s critical to understand this buyer and build communities to attract them and craft the appropriate message for them.

ETHNICITIES White, non-Hispanic Hispanic Asian/Pacific Islander Black Other

attract them and craft the appropriate message for them. As we know Millennials are of the tech era, very connected through social media apps and enjoy conveniences that technology brings.

In closing, there is a new buyer in town and this consumer group cannot be ignored. It is the largest generation and with focus and strategies to target this group, you will likely capture more market share.

Brooke Burns Ackley, Director of Business Development joined Metrostudy, A Hanley Wood Company in January of 2007, where she has held many integral roles focusing on customer service, account management, training and sales. She can be reached at bburns@metrostudy.com.

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NEW PRODUCT SPOTLIGHT

BUILDING MATERIAL ALTERNATIVE-FIBER CEMENT IF YOU ARE IN THE PROCESS OF BUILDING OR REMODELING A HOUSE YOU KNOW HOW MANY OPTIONS THERE ARE FOR MATERIALS. THE TRADITIONAL OPTIONS ARE WOOD, COMPOSITES, BRICK AND VINYL FINISHES. YOU CAN USE THESE PRODUCTS FOR SIDING, SOFFITS, DECKING AND TRIM. THERE IS AN EVEN BETTER OPTION, HOWEVER, THAT MANY INDIVIDUALS DO NOT KNOW ABOUT, CALLED “FIBER CEMENT.”

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WHAT IS FIBER CEMENT? Fiber Cement has existed in the building industry for more than seven decades. It is a mix of sand, cement and cellulose fibers. It can be designed to the homeowner’s preference of textures and colors. Fiber cement does a phenomenal job of imitating siding and decking.

WHY YOU SHOULD USE FIBER CEMENT Fiber cement can provide the beautiful look of wood or vinyl products,

without all of the required upkeep. It is resistant to water, fire, fungus and pests including termites.

The product is also incredibly durable. It will never warp, fade, crack or splinter over time. This alone should be enough to pique your interest, but fiber cement is also weather resistant. This means you can use fiber cement products outside in any weather climate, regardless of where you’re building.

If you are ready to upgrade your property with a product that is going to stand the test of time, try Fiber Cement. Achieve the f lawless design that you desire without the maintenance that comes with wood and vinyl finishes. For more information, visit MBIA member Allura at booth #529 at Builder Mart or visit them online at allurausa.com.

Our long standing land planning expertise enables us to infuse past experience and lessons learning into every project A national firm with a local presence Baltimore • Frederick • Lanham • Rockville www.dewberry.com

marylandbuilders.org

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new MEMBER NEW MEMBER SHOWCASE

SHOWCASE

I’ve learned to listen more than speak when I’m developing business and working with clients.

Lisa Stanley, IDS, Principal & Designer, LS Interior Design Group HOW LONG HAVE YOU BEEN WITH YOUR COMPANY AND WHAT IS YOUR ROLE? My firm is a little over a year old. I am the Principal and Senior Designer. I have been designing model homes and residential interiors for more than 20 years.

WHY DID YOU JOIN MBIA AND WHAT DO YOU HOPE TO GAIN FROM YOUR MEMBERSHIP? WAS THERE SOMEONE WHO INFLUENCED YOU TO JOIN? We work with builders and remodelers designing model homes, helping the builder and their clients to make selections & finishes and enhance the overall design. Joining the MBIA helps to network and broaden our knowledge by keeping up to date on the latest industry innovations, research and trends. I look forward to introducing my team to other members, where we all can take advantage of resources offered by a professional organization that helps with opportunities to develop skills and grow personally and professionally. My team is crucial to my business, it’s sometimes difficult to get out and meet people within our industry and break from the arduous routine we sometimes find ourselves in.

By attending MBIA meetings, I hope this

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gives us all a chance to escape the norm, meet new people and have some fun!

McDonald House, and The Humane Society (I’m an animal rights advocate).

ARE YOU INVOLVED WITH ANY MBIA COMMITTEES? Not yet! I plan to attend a few meetings and join a committee once I get a feel for them.

WHAT IS YOUR FAVORITE APP OR SOCIAL MEDIA OUTLET? Personal Social Media app is Facebook – Favorite new app is Alexa!

WHAT’S A FAVORITE MOMENT IN YOUR CAREER SO FAR? I’m lucky to do what I love and have many favorite moments. Not sure I can pinpoint one out of so many. A fun memory was auditioning for HGTV Design Star. I made it to the top 10 finalists and after weighing the pros and cons of how it could affect my career and family, I made the decision to decline the spot. The process was a lot of fun and I was humbled to get as far as I did with zero regrets.

WHAT IS YOUR DREAM VACATION SPOT? When I was 18, my Brother persuaded me to join him on a six week adventure in the West Indies. We sailed a 42’ Monohull and had the time of our lives. I’d love to go back for an extended vacation!

HOW OLD WERE YOU WHEN YOU HAD YOUR FIRST PAYING JOB AND WHAT WAS IT? I was 15 years old and worked at a pizza shop in the local mall.

ANY BUSINESS TIPS CAN YOU SHARE WITH OTHERS? I’ve learned to listen more than speak when I’m developing business and working with clients. It’s amazing what people will tell you without having to ask and building relationships is crucial to sustaining a client base. Listening is key.

ARE YOU INVOLVED OR ACTIVE IN ANY OTHER CIVIC OR COMMUNITY GROUPS OR ACTIVITIES? I’ve been involved with many volunteer organizations throughout my life including Habitat for Humanity, Ronald

IF YOU COULD HAVE A CONVERSATION WITH ANYONE IN HISTORY, WHO WOULD IT BE? Mahatma Gandhi, who famously said, “You must be the change you want to see in the world.” Although life changes are inevitable, we are able to initiate personal change so we can rise to the challenge and as a result, improve personally.

DO YOU HAVE A FAVORITE QUOTE? “Be kind. For everyone you meet is fighting a battle you know nothing about.”

GUILTY PLEASURE: WHAT CAN YOU NOT LIVE WITHOUT? I have a love affair with my Samsung Tablet, which allows me many guilty pleasures; watch TV & movies anywhere, especially Game of Thrones! One click purchase features for Amazon Prime, I upload photos and draw on them or add a product for client’s who have a hard time visualizing (Great sales tool). It goes with me everywhere!

NEW MEMBERS & REINSTATEMENTS

DECEMBER/JANUARY 2016 BUILDER

REMODELERS

Chesapeake EnergyHomes

Floor Coverings International

Donald Althoff 619 Severn Ave., Suite 203 Annapolis, MD 21403 410-419-9200 don@cehbuilds.com

Charles Bass 6135 Wooded Run Dr. Columbia, MD 21044 410-884-9876 charles.bass@floorcoveringsinternational.com

ASSOCIATES LS Interior Design Group

Lisa Stanley 6247 Parallel Lane Columbia, MD 21045 215-783-7237 lisa@lsinteriordesigngroup.com

Prosperity Park Properties, LLC

Samsung Electronics America

Charles Martin 5803 Lowery Lane Upper Marlboro, MD 20772 301-574-1494 sircharlesmartin@aol.com

Laila Shaulis 909 Elm Road Halethorpe, MD 21227 667-217-0726 l.shaulis@sea.samsung.com

AD INDEX

AD INDEX Appliance Distributers Unlimited.....3 Builder Mart....................................7 Builders Mutual Insurance........... BC California Closets............................9 Chesapeake Employers Insurance....31 Dewberry......................................35 GE................................................39 Linowes & Blocher........................17 Maryland Land Advisors..................5 NAHB............................................37 Premier Lifts............................... IBC Residential Warranty.....................17 Saratoga Insurance.......................25 Shulman Rogers...........................25 Vintage Security...........................IFC Wetland Studies............................33

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Exciting news for the young professionals who are members of the Maryland Building Industry Association. We have turned our Future Industry Leaders committee into a council. That means more benefits, services and opportunities. FIL is for young professionals who are active in MBIA and interested in expanding their reach. The energy of this council is great, the people are engaged and their desire to take the next step is evident.

There are many opportunities to get involved as we are now forming subcommittees to help guide the councilâ&#x20AC;&#x2122;s future. Are you interested in education, networking events, the mentor program or marketing/benefits? Then, now is the time to get on board with FIL. MBIA is proud to offer this opportunity so our young professionals can discover the possibilities within their reach as they pursue a career in the building industry.

Visit marylandbuilders.org/future-industry-leaders for more information.

Slate

THE FINISH FOR EVERY STYLE. No wonder the Slate finish is such a hit.

Its matte finish completely hides fingerprints.

It holds magnets. Itâ&#x20AC;&#x2122;s available on over 50 products. But the biggest reason people love Slate? It blends with everything from classic to eclectic to modern to chic.

For information on GE Appliances Builder Programs, please contact GE Appliances Regional Manager Brian Wooden at brian.wooden@ge.com.

STARS CLUB

DGG-MC Dewberry Residential Title & Escrow SunTrust Mortgage

K. Hovnanian Morris & Ritchie Associates Pleasants Development Saratoga Insurance Chesapeake Employers Insurance Shelter Systems

84 Lumber Andersen Windows Elm Street Development Linowes & Blocher McMillan Metro Miles & Stockbridge Rodgers Consulting Sandy Spring Bank Soltesz T.W. Perry Versatex Trimboards

Admiral Spacemaker, Inc Ballard Spahr Bozzuto Homes Day Development Co., LLC/ Greentree Homes Dico EYA Miller and Smith Macris Hendricks & Glascock, PA Mid-Atlantic Builders, Inc. Mitchell Best Homes Stantec Consulting Services Wetland Studies & Solutions

Builders Mutual Insurance Caruso Homes Charles P. Johnson & Associates The Creig Northrop Team of Long and Foster Real Estate Geo-Technology Associates, Inc. Gutschick, Little & Weber Insurance Associates Lerch, Early & Brewer Robert A. Tull Plumbing Rutter Project Management Shulman Rogers Walton Development & Management, Inc. Winchester Homes

BUILDER’S BOOKSHELF

Check out this Top Seller from NAHB BuilderBooks. As an MBIA member you are automatically an NAHB member and are entitled to great discounts on publications, software, brochures and more.

Remodelers’ Cost of Doing Business Study, 2017 Edition Have you ever wondered what other residential remodelers like you are earning? Or more importantly, how much you should be making in your remodeling business? The Remodelers’ Cost of Doing Business Study, 2017 Edition provides you with the benchmarks you need to compare your business to remodeling firms like yours, as well as with the industry as a whole.

NAHB’s economics and business management experts collected and analyzed financial statements for fiscal year 2015 from remodelers across the country. The Study provides detailed information on these important indicators: gross profit, net profit, assets, liabilities, owners’ equity and financial ratios. NAHB Member Price is $79.95. Visit www.builderbooks.com to order.

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Giving my crew the tools to work smarter.

Putting people’s safety ahead of profit.

Choosing Builders Mutual insurance.

That’s how I get the job done right.

BuildersMutual.com