Granite State Builder Spring 2020

Granite State HomeBuilders A S S O C I A T I O N

spring 2020

Official Magazine of The New Hampshire Home Builders Association

cover story

Professionals committed to Excellence

In This Issue

VOLUME 11 • NUMBER 2

Official Magazine of The New Hampshire Home Builders Association

Beyond the Hammer Nontraditional trade jobs are on the upswing, with a wide range of opportunities that can lead to a fulfilling, successful life in the trades.

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Granite State

119 Airport Road • Concord, NH 03301 Phone: (603) 228-0351 Fax: (603) 228-1877 NHHBA.com • info@nhhba.com

HomeBuilders A S S O C I A T I O N

nhhba Officers president

Joe Harnois first VICE PRESIDENT

Christine LaMontagne

Show Tips, Tricks and Advice

vice president of associates

Trudy Sutherland vice president Secretary

Matthew Blanc immediate past president

Experts tell us how to best maximize your New Hampshire State Home Show presence.

Lynette Rogers NAHB National Builder Director

Joe Harnois NAHB State Representative

Kurt Clason

PAGE 6

Associate National Director to NAHB

Will Infantine Past President Council

Sandy Lamontagne

opportunity knocks The Mike Rowe Works Foundation’s Work Ethic Scholarship program is now accepting applicants.

PAGE 12 2 President’s Letter A message from Joe Harnois.

10 Housing & the Economy 2019 new home sales up 10% over previous year. 14 Business sense Here’s a look at what you can expect to earn with a career in the home building and remodeling sector.

contributors

Brion O’Connor Paul Morin

The 2020 legislative outlook: “What’s old is new again.”

18 gsb buzz Out and about with our members.

20 the finish nail

Have you ever started out with a simple project, only to see it grow, twist, mutate and transmogrify into job-zilla?

Scan the QR Code to take the NHHBA Member Directory with you. Add the page to your home screen or visit: http://appk.me/NHHBA

Become a Member Annual NHHBA membership includes a one-year subscription to Granite State Builder. Non-members may request a subscription for an annual fee of $27.80. Contact us for more information (603) 228-0351 • info@nhhba.com • nhhba.com

EDITORial Board

Ernesto Burden Sharon Wayman Paul Morin, CGB Bill Burke

16 Government Affairs

find professionals quickly!

NHHBA.com

EXECUTIVE DIRECTOR

Sharon Wayman

PRESIDENT/PUBLISHER

Ernesto Burden Art Director

John R. Goodwin Managing ed itor

Bill Burke Production Superviso r

Jodie Hall

Granite State Builder is published four times a year by McLean Communications, Inc. and is distributed to NHHBA members. All rights reserved. Reproduction in whole or in part without the publisher’s written permission is prohibited. Statements and opinions expressed in this magazine do not necessarily reflect or represent those of this publication or its officers. While every effort has been made to ensure the accuracy of the information contained in this publication, McLean Communications, Inc. and Granite State Builder disclaims all responsibility for omissions and errors. Annual NHHBA membership includes a one-year subscription to Granite State Builder. Non-members may request a subscription for an annual fee of $27.80.

president’s letter / Joe Harnois

Dear NHHBA Member

ime to rally the troops. We need more housing! There is a high demand for all housing in the state, and very specifically, affordable housing.

One of the key drivers causing this crisis is that unemployment rates have been under 3% for years, and this large workforce needs affordable housing. We need to develop our own industries’ workforce, that is, a workforce to build workforce housing. Any opportunity we have to promote our industry as a place where men and women alike can build a career, we need to do so immediately. From local trade schools and the Department of Education to events such as Construction Career Days, it’s important to show our industry as a viable alternative to college. It’s going to require work, but we need to come together.

The New Hampshire Home Builders Associations’ Government Affairs Committee has a very important role in monitoring House and Senate Bill legislation that can greatly impact our industry. I encourage our members to get involved and attend a committee meeting, and if you do, not only will you find it interesting, but also realize how significant this is to you and your business. The largest home show north of Boston, The New Hampshire State Home Show, March 6-8, 2020, in Manchester, will have over 300 exhibitors with many new seminars and demonstrations. Returning for a fifth year, the Annual Junior Lego Build will showcase the talents of our next generation of homebuilders. There will be daily door prizes including a DeWalt Combo Kit and Generac GP5500 Generator donated by New Hampshire State Home Show Platinum Sponsor Belletetes Building Products, as well as a bathroom vanity cabinet donated by Norfolk Kitchen & Bath. Also returning this year will be our vendor mixer, sponsored by Cross Insurance and Acadia Insurance. I would like to also thank our other sponsors that help make this such a great event: Merrimack County Savings Bank, iHeart Media, Crown Point Cabinetry and McLean Communications. Last year, we had more than 7,000 people attend the New Hampshire State Home Show and the feedback from vendors and visitors was extremely positive. Booth sales are up and tracking to sell out, so if you have not contacted the office to reserve yours, do so as soon as possible. For more information on any of these topics, contact NHHBA Executive Director Sharon Wayman at swayman@nnhba.com Looking forward and best wishes for 2020!

Joe Harnois 2019/2020 NHHBA President

HomeBuilders A S S O C I A T I O N

granite state builder magazine

spring 2020

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special report / Brion O’Connor

Beyond the Hammer Nontraditional Trade Jobs on the Upswing

ention pursuing a career in the trades, and images of carpenters, electricians and plumbers may come to mind. Those skilled, good-paying jobs are essential and provide great opportunities for young people. The job descriptions don’t end there, however. There are a wide range of opportunities that can lead to a fulfilling, successful life in the trades. It’s an ever-expanding field with endless possibilities. “It takes a team to be successful in the building business,” David Annand, owner of Expert Design Solutions, of Nashua says. “Many people think going into the 'building trades' as only doing the physical work, but there are many more supporting careers involved. Marketing, accounting, information technology, graphic designers, interior designs, space planners, office staff and delivery professionals pop into my mind.” Annand should know. He started Expert Design in March of 2013, after working as a designer for a kitchen and bath design firm for 21 years. “In my new company, I wanted to expand the areas of the home that we could help with, which resulted in offering complete home redesign services,” says Annand. “Remodeling can be a stressful experience for many clients, and it really is important to understand this during our entire client experience. This starts with answering the phone for the initial contact, and continues through to the people actually delivering 4

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your cabinetry and plumbing fixtures to our clients.” Lauren Milligan, owner and principal interior designer for Lauren Milligan Design, in Gilford, says: “My profession itself is an off-shoot of the traditional construction trades, but there are many other specialized roles that I collaborate with on projects.” “Some that come to mind are window treatment fabrication, window treatment installer, specialty finish painter, wallpaper installer, outside sales or manufacturer reps for furniture and fabric companies, architectural or interior photography, kitchen and bath designer, closet designer, custom furniture builder, metal work, et cetera,” Milligan says. “I've definitely noticed an increase in interest in the trades as a whole, especially in young people who are considering trade or technical school out of high school. “Hopefully, that translates into skilled tradespeople down the road,” she says. “I think awareness of the options will be especially important, to let young people know how many options there are.” To that point, Cathy Box, a certified master kitchen and bath designer, as well as an architectural designer who owns Accent on Kitchens in North Hampton, doesn't mince words. “There are a number of opportunities for young people in related fields, such as lighting design and sales, and plumbing design and sales, that would be good spin-offs from kitchen and bath design,” she says. “Again,

a lot of these fields are 'product specific,' so you need the on-the-job exposure as this product knowledge gives you the tools to create the best look as well as function for the clients.” “My hands-on experience in the trades has given me the knowledge when designing to have my plans be not only accurate and 'buildable,' but a good communication tool for the other contractors,” Box says. “I know what they need to know in order to build or install the project. In essence, I know not to run the heating duct through the steel I-beam. I know what goes on behind the drywall.” Box said she's witnessed numerous changes in the trades over the course of the past four decades, including alternative opportunities in nontraditional jobs. “I grew up in the construction business, as my dad was a contractor. I'm an only child, so I sat on one end of the board as he sawed off the other end,” Box says. “When my husband, who was my friend first then later became my husband, and is a licensed master plumber and electrician as well as a builder/remodeler, and I joined forces in 1980 to start Adaptations Unlimited. I worked on the job sites along with the men for many years. “I ended up being in the showroom, while he was in the field,” she says. “At one point, we had eight employees and a 6,700-square-foot showroom in our own building.” During that time, before the couple evenspring 2020

tually sold Adaptations Unlimited after a quarter century, Box learned that not only did the trades offer a number of career options, but that women could compete in all of them. “Women in nontraditional occupations, at that time especially, were given a pretty hard time by men in the field,” she says. “There is an old saying about that: 'Women in the trades have to work like a dog, think like a man, but act like a lady,' which was what I learned to do. “Once the sub-contractors saw my capabilities, I gained their respect and we worked together very well. I think things have improved for women now, compared to 40 years ago. I know an electrician who said women are a lot more attentive to detail than most men.” Without question, the trades are evolving, according to Kevin Greenwood, founder, owner and president of Securely Sound, in Hudson. “Eighteen years ago, there was very little demand for our types of installations, especially in the residential construction industry,” Greenwood says. “Today, due to the changes in technology and the expectations of today's customers, we're now sought out by developers trying to integrate current technology into their products to meet the needs of their buyers. Technology is never going to stop advancing, and I don't see our reliance on network-based systems being replaced. This will create constant growth and demand for those in our industry.” For many of these positions, the education “requirements” are relative. An associate's or bachelor's degree may be helpful, but isn't always a necessity. “The traditional path into the residential design field may be through an interior design degree, but this is by no means the only entry,” says Annand. “Our field is creative, so an arts background is very helpful. A business degree can also work well, since the firm must be profitable to survive, and you need to be well rounded in marketing, finance, accounting and management. “You also must work well with other team members in the trades, and be able to accurately convey your ideas to them, which means strong communication skills are important,” he says. “You also need to be able to visit job sites and be comfortable working directly with many people each day, which means the ability to be flexible, NHHBA.com

and wear many hats, is very important.” Milligan recommended anyone interested in the field should get an internship or entry-level position with a design firm. “Schooling is very important, but the real day-to-day experience you get from learning on the job is invaluable,” she says. Greenwood says his field of system design and installation of security, surveillance, network, and audio-video systems “requires two different areas of knowledge proficiency — a career path focused on business management or sales and marketing or one that is technically oriented towards technology with a strong background in network functionality.” “In a growth industry such as ours, it would be impossible to meet future demand without skilled employees to make it possible to grow,” he says. “I feel it's also important for people to realize that as some fields require fewer workers because of technology changes, there are opportunities in other areas.” Likewise, Annand says “the demand is high for great design.” “This is true everywhere we look, for both interiors and exteriors,” he says. “Thirty years ago, only very high-end clients had access to great interior designers and space planners through their architects. Today, with the push of a button, clients can see thousands of ideas online and begin to see what they're missing in their own spaces. This opens up a huge opportunity for us, because the clients can now describe their desire, but they now need to find professionals to help them make it a reality in their own home.” That gets back to education, which Box says needs to start in high school, for both boys and girls. “When I've attended the open houses for the Huot Center — part of Laconia High School — I've gone out of my way to encourage the girls to pursue careers in electrical and plumbing, as well as carpentry,” she says. “We have a high demand for young people to get into the trades in general. I have two major sub-contractors now that are engineers that are enjoying their careers in carpentry a lot more than engineering. “We need to get these folks that have 4-year college degrees in unmarketable fields out of their mother's basement and into the trades,” says Box. “The Huot Center has seen a big increase in the numbers of

folks joining their programs, which is really encouraging for the construction trades in general.” The key, she says, is to change the attitudes of parents and guidance counselors. “I have a friend involved in training at the Portsmouth Naval Shipyard, and he tells me a story of a busload of high schoolers from Portland, Maine, RESOURCES who came to Expert Design Solutions investigate a caNashua, N.H. reer at the yard,” expertdesignsolution.com Box says. “When Lauren Milligan Design they drove in Gilford, N.H. the parking lot laurenmilligandesign.com and saw all the Accent on Kitchens nice new F-150 North Hampton, N.H. pickups, they accentonkitchens.com thought 'Wow, I Securely Sound could have one of Hudson, N.H. securelysound.com those rather than Huot Career and be $100,000 in Technical Center debt.' Laconia, N.H. “They were htclaconia.weebly.com pretty excited, Silver Direct, Inc. until they got Swanzey, N.H. home and some silverdirectinc.com parents said to them, 'Oh no, you're not going to work at the yard. You need a college education,'” she says. “Really? As far as my own specialty, from the design side, there definitely is a demand for skilled people. Most of the folks that are skilled gained that knowledge through on-the-job training.” Pam Wilder, owner and president of the marketing firm Silver Direct Inc. in Swanzey for the past 20 years, says her hands-on experience started early. “When I was just 18, I started my career in the publishing industry where I learned both marketing and direct marketing firsthand with some great mentors,” says Wilder. “Back then, there were no courses offered on direct marketing, which is very different than a marketing path. My biggest suggestion is to meet with people in the field and talk with them about their personal experiences and how they got started before committing.” Freelance writer Brion O’Connor is a product of New Hampshire schools — Manchester Central High School and the University of New Hampshire. He currently resides with his wife and two daughters on Boston’s North Shore. granite state builder magazine

cover story / Brion O’Connor

It's Showtime!

Tips, Tricks & Advice: Maximizing Your New Hampshire State Home Show Presence

aking the decision to participate in the New Hampshire Home Builders Association's annual Home Show is a solid first step in promoting your business across the state. But it's still an investment. The key is, how do you maximize that investment? “The Home Show is a great place for small and large businesses to get their brand out there,” says Pamela Wilder, longtime president and owner of Silver Direct in Swanzey. “Businesses who are serious about growing and taking on new work should be there and be ready to talk to potential customers and follow-up quickly and professionally.” To uncover several “best practices” for Home Show presenters, we reached out to a number of the top marketing professionals in New Hampshire, including Wilder and three others — Stephanie Baxter, events and public relations manager for the New Hampshire Union Leader, Salvatore “Sal” Calautti, president and owner of Fully Promoted of Southern New Hampshire (formerly EmbroidMe of Bedford), and Emily Samatis, event and marketing manager for 6

granite state builder magazine

McLean Communications (publisher of Granite State Builder). Every businessman and businesswoman knows that time is money. To make full use of your time at the Home Show, both personally and professionally, get started early. “See what can be done pre-event to get the word out that your company will be exhibiting,” says Samatis. “When reaching out to your contacts, ask them if you'll be seeing them there. “Take advantage of things you can do to get the word out, such as sending postcards, emails or a press release announcing your participation in the show,” she says. “Spread the word on social media and tell everyone what awesome giveaways and prizes they can win by coming to visit you at the show.” Prior planning also entails giving adequate thought to how your booth will appear to other attendees. Here, Ben Franklin's time-honored advice — “An ounce of preparation is worth a pound of cure.” — applies. In other words, time spent preparing your booth is time well spent. “When you're exhibiting at the Home Show, your space represpring 2020

The NH State Home Show March 6-8, 2020 Doubletree Hotel, 700 Elm St., Manchester SHOW HOUR: Friday, March 8, 1pm — 8pm Saturday, March 9, 10am — 6pm Sunday, March 10, 10am — 4pm DMISSION A $15.00 Weekend pass $10.00 Adults $7.00 Seniors 62 and over $6.00 with Military I.D. Under 12 FREE Parking Discount: $6.00 discount parking is available in the Doubletree by Hilton Downtown Manchester parking garage. Validation machine is located inside the expo center or at the check-in booth located in the Armory concourse. NHHBA JUNIOR LEGO BUILD Come join the NH Home Builders Junior Lego Build for ages 5-7 (on Saturday), and 8-10 (on Sunday). SEMINARS/demos INCLUDED WITH ADMISSION • Get the Home Loan You Want • A Look at Your Chimney • 10 Things to Know When Designing Your Kitchen • Home Inspectors: Not Just for Home Buyers • Kitchen Design • All You Need to Know About Residential Construction Loans • Bath Design • Are Home Energy Audits Losing You Money? • The State of Solar Power • Is Your Water Safe?

A Special Thank You to Our Sponsors • Crown Select • iHeartMedia • New Hampshire Home • Granite State Builder • NEEBCO • McLean Communications • Cross Insurance • Acadia Insurance

sents your brand and products you have to offer,” Samatis says. “It's important the booth be well set up and decorated to best showcase what you want attendees to see. “It's equally important the representatives running the booth are welcoming, engaging and knowledgeable about the products,” she says. “You want to send staff who are outgoing, and can easily strike up a conversation with someone walking by.” To catch the eyes of those passing by, you want to make a good first impression, Wilder says. “Branding is most important,” she says. “Put your logo with your tagline big and bold on a banner. Or maybe have a retractable banner as a backdrop, which might have bullet points (highlighting) your services or benefits on what sets you apart from others.” Wilder says “a simple table top with a couple of pictures won't work. You need to look like you've been around for a while — even if you haven't.” Creating an inviting atmosphere is also a big plus, Baxter says. “Food always sells, but check with the venue to see what is NHHBA.com

allowed to bring in,” she said. “If you go the tchotchke route, make sure it is something useful that people can use. The more they use it, the more they see your logo.” Wilder suggested that whatever items you're offering attendees, keep your audience in mind. “If you have a product that is valuable, then offer that product or something related,” she says. “I've seen people give away drills or saws, or gift cards to Lowes or Home Depot, which are all effective.” Likewise, Calautti says any giveaway should be “something that the person receiving it will keep and use,” like a tape measure. Baxter also advocates offering some seating to provide a welcome respite for attendees who have been on their feet all day, and a slideshow to give your booth some added “pop!” “Visuals are always good, which could be on iPads, flat-screens, et cetera,” she says. That said, there's no substitute for the human connection, which underscores Samatis's point about bringing your most continued on next page > granite state builder magazine

outgoing and personable employees. The same goes for the boss. “Booth representatives should make every effort to greet people walking by the booth,” Samatis says. “Standing and welcoming attendees makes a greater impact than someone sitting on a chair behind their exhibit table. When you have their attention, find out if they've heard about your company or products before, and if they or anyone they know is looking to have work done in the next few months. Ask if they've used your company before, and whether they have any feedback to share.” Calautti agrees, and emphasizes how important it is that employees know how to ask the right questions. “Open-ended questions are the best way to have an engaging conversation,” Calautti says. “You never want to ask a question that leads to just a simple 'yes' or 'no' answer. If they're stopping at your booth, there's something that they need. It's just a matter of finding out what the customer's need is, then filling that need.” Baxter acknowledges that the biggest mistake she sees at the Home Show is “miserable booth workers.” “Make sure the people representing your company enjoy interacting with people,” she says. Another key goal is efficiently collecting contact information from attendees who stop by your booth. All our experts were big proponents of raffles. “You should have a form that people can fill out with their name, phone number, email address and any notes as far as what they may have a need for in the future,” Calautti says. Remember, collecting contact information is just part of a larger process. Once you gather those contacts, don't delay in putting them to good use. “Following up is extremely important,” Baxter says. “For general inquires, send an email thanking them for stopping by your booth. “For interested customers, timely follow up is critical and should be done as soon as possible,” she says. “Make sure to keep these leads separate and follow up on Monday with the information they requested. If you don't, someone else will.” 8

granite state builder magazine

Unfortunately, failure to follow up is “a common mistake. “You spent a lot of money for the booth, wages to staff the booth, and giveaways at your booth,” Calautti says. “The last thing you want to do is not follow up with people who are interested in your services.” To avoid that misstep, Samatis suggests taking all contacts that you bring back to the office and immediately add them to your database or CRM (Customer Relationship Management software). “If your company is big on social media, post a message after the event on there as well,” she says. “Again, thank all those who stopped by, maybe announce a raffle winner or a second-chance contest, and post photos you took at the event with shout-outs to any special client or business contact.” Once you're confident that your booth is operating smoothly, don't be chained to it. Bring enough staff members to allow you the freedom to work the floor, using the same inter-personal skills you're employing at your booth. “For me, the value in exhibiting at the Home Show are the exhibitors there,” says Calautti. “People in the trades are a big portion of my business, so I make sure I visit every single booth and hand out a flyer and a giveaway as well as my business card. If I can strike up a conversation with the owner, that's a plus.” Samatis echoed a similar sentiment, saying the Home Show “is also a great way to build relationships with new "Following up is contacts in the industry.” “The Home Show is a great extremely important. networking opportunity,” she For general inquires, says. “Don't miss the chance send an email thanking to say hello and meet your them for stopping by neighbors. Connecting with your booth." other exhibitors throughout the show allows you to build up your business partnerships, and learn a bit about what they have going on.” Speaking of neighbors, if you don't know who you'll be exhibiting next to, the Home Show offers the opportunity to make new friends and potentially new business connections. So be on your best behavior. “Being a good neighbor means keeping your stuff in your space,” says Baxter. “Don't put things on the walls dividing you and your neighbor. Your neighbor shouldn't see anything from your booth encroaching on their space. There will be times of low audience traffic, so you'll have plenty of time to chat with your neighbors.” On the flip side, proper planning for the Home Show helps exhibitors to take advantage of existing relationships by partnering as neighbors. “I know many business owners who actually pair up to get their booths together,” says Wilder. “Here's a perfect example — my son has an excavating company, and he works closely with a paving company and a carpenter. They'll all have booths together so they can promote each other's businesses and also cover the booths during breaks. This can be beneficial for everyone.” Which, of course, is the goal of the New Hampshire State Home Show. For a complete listing of seminars, visit nhstatehomeshow.net spring 2020

New Hampshire state Home Show exhibitor list AAA Landscaping. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1617 AAA NNE. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1618 Acadia Insurance Company . . . . . . . . . . . . . . . . . . . . . . 1322 Accurate Landscape Design and Build. . . . . . . . . . . . . . . 1419 Accurate Tree Service LLC. . . . . . . . . . . . . . . . . . . 1602, 1121 AG Structures LLC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1215 Agape Media. . . . . . . . . . . . . . . . . . . . . . . . . . . . 1426, 1428 Newfound Woodworks. . . . . . . . . . . . . . . . . . . . 1531, 1533 All-Ways Accessible Inc.. . . . . . . . . . . . . . . . . . . 1105, 1107 Alliance Landscaping. . . . . . . . . . . . . . . . . . . . . . . . . . . . 113 Ameriprise Financial . . . . . . . . . . . . . . . . . . . . . . . . . . . 1514 Andersen & Masonite. . . . . . . . . . . . . . . . . . . . . . 1303, 1305 Aerus . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 301 Arta Foundation Repairs. . . . . . . . . . . . . . . . . . . . . . . Ballroom Aurum Recycling. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1515 B. Burton Custom Decor. . . . . . . . . . . . . . . . . . . . . . . . . . 701 Bamboo Sheets & Pillows. . . . . . . . . . . . . . . . . . . . . . . . . 611 Bank of New Hampshire . . . . . . . . . . . . . . . . . . . . . . . . . 802 Barons Appliance. . . . . . . . . . . . . . . . . . . . . . . . 1601, 1603 Bath Fitter. . . . . . . . . . . . . . . . . . . . . . . . 1217, 1219, 1221 Beauty Cosmetics. . . . . . . . . . . . . . . . . . . . . . . . . . 310, 1413 Belletetes, Inc.. . . . . . . . . . . . . . . . . . . . . 1301, 1400, 1104 Berkshire Hathaway HomeServices Verani Realty. . . . . . 1328 Better Living Sunrooms NH . . . . . . . . . . . . . . . . 1114, 1116 Bill Trombly Plumbing-Heating-Cooling & Electric.1201, 1203 Blackdog Design/Build/Remodel. . . . . . . . . . . . 1323, 1325 Borgil Enterprises. . . . . . . . . . . . . . . . . . . . . . . . 1311, 1313 Boy Scouts Troop/Pack 118. . . . . . . . . . . . . . . . . . . . . . . 106 Brady-Built. . . . . . . . . . . . . . . . . . . . . . . . . . . . 1702, 1703 Brooks Siding, Windows & Doors . . . . . . . . . . . . . . . . . . 1112 Budget Blinds . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 807, 809 Building Alternatives. . . . . . . . . . . . . . . . . . . . . . . . . . . 1500 Concord Cabinetry. . . . . . . . . . . . . . . . . . . . . . . . 1421, 1423 Prestige Pillow. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1505 Cabinets To Go. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1503 Casanova Remodeling Company LLC. . . . . . . . . . . . . . . . . 711 Castle Builders & Roofing. . . . . . . . . . . . . . . . . . . . . . . . 1320 Central Energy, LLC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 1804 Clayton's Way Farm Soap . . . . . . . . . . . . . . . . . . . . Table 10 Clear Choice Home Improvement. . . . . . . . . . . . 1704, 1705 College Bound Movers. . . . . . . . . . . . . . . . . . . . . . . . . . 1521 Colonial Garage Door Company. . . . . . . . . . . . . . . . . . . 1202 Colonial Green Products CTS, LLC. . . . . . . . . . . . . . . . . . 1300 Generac Generators. . . . . . . . . . . . . . . . . . . . . . . . . 703, 705 Coventry Log Homes, Inc. . . . . . . . . . . . . . . . . . 1806, 1807 Crocker Sales of NH. . . 1507, 509, 1511, 1513, 1606, 1608, 1610, 1612 Cross Insurance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1322 Crossroads Contracting. . . . . . . . . . . . . . . . . . . . . . . . . . 1220 Crown Chimney. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 811 Crown Point Cabinetry. . . . . . . . . . . . . . . . 1308, 1310, 1312 Crystal Hills Water Systems . . . . . . . . . . . . . . . . . . . . . . 1218 Culligan of New Hampshire. . . . . . . . . . . . . . . . . . . . . . 1626 Cutco Cutlery. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1600 Cyr Lumber Co., Inc. . . . . . . . . . . 1620, 1622, 1623, 1625 D & L Sales / That's Amazing. . . . . . . . . . . . . . . . . . . . . . 606 David R. Crupi, LLC . . . . . . . . . . . . . . . . . . . . . . 1302, 1304 DeRossi Classic Home Specialists. . . . . . . . . . . . . . . . . . . 1800 DeWalt. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1402, 1404 NHHBA.com

Division of Public Health Service Radon Program . . . . . . . 203 Ed's Flooring America . . . . . . . . . . . . . . . . . . . . 1315, 1414 Erickson Foundation Support Works. . . . . . . . . . . . . . . . 1119 Eversource Energy. . . . . . . . . . . . . . . . . . . . . . . 1707, 1708 Eye For Blinds, LLC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 1324 Ferman's The Window Treatment Experts. . . . . . . . . . . . 1401 FloorMe!. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1319 Forever Metal Roof Co. . . . . . . . . . . . . . . . . . . . . . . . . . . 504 Foundation Realty Group. . . . . . . . . . . . . . . . . . . . . . . . 1223 GDS Associates Energy Saves. . . . . . . . . . . . . . . . . . . . . 1605 Granite State Daylighting. . . . . . . . . . . . . . . . . . . . . . . . . 305 Granite State Glass . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1409 Granite State HydroShield LLC. . . . . . . . . . . . . . 1627, 1629 Granite State Solar . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1424 Greater Manchester Habitat for Humanity . . . . . . . . . . . . 303 Green Product Distributors. . . . . . . . . . . . 1607, 1609, 1611 GreenTree Builders . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1326 H&H Exteriors. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1415 Hallmark Home Improvement, Inc. . . . . . . . . . . . . . . . . 1207 Hammers for Veterans. . . . . . . . . . . . . . . . . . . . . . . . . . 1100 Harmony Energy Works, Inc.. . . . . . . . . . . . . . . . . . . . . . 501 Hayward & Company. . . . . . . . . . . . . . . . . . . . . . . . . . . 1229 Hi Tech Window & Siding. . . . . . . . . . . . . . . . . . . . . . . . 1628 Home Innovations Corp.. . . . . . . . . . . . . . . . . . . . . . . . . . 205 Homescapes of New England. . . . . . . . . . . . . . . . . . . . . 1101 Pavers by Ideal. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1210 Interlock Industries, Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . 600 Interstate Landscape Company Inc.. . . . . . . . . . . . . . . . . 1103 J&D Power Equipment Inc.. . . . . . . . . . 1403 & Outside Display JMS Roofing. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1410 Joyce Cooling & Heating Inc.. . . . . . . . . . . . . . . . 1225, 1227 Key Heating & Air Conditioning . . . . . . . . . . . . . . . . . . . . 609 Keystone Carvings. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 800 Kitchen Options. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1529 InnSeason Resorts. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1412 Landcare & Stratham Hill Stone. . . . . . . . . . . . . . . . . . . 1706 LeafFilter Gutter Protection . . . . . . . . . . . . . . . . . . . . . . 1306 A.J. Leblanc Heating, Inc.. . . . . . . . . . . . . . . . . . 1108, 1110 Lewis Builders. . . . . . . . . . . . . . . . . . . . . . . . . . . . 200, 201 Life Safety Fire Protection, Inc.. . . . . . . . . . . . . . . . . . . . 1624 Ecowater. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1109 Little Acre Gourmet Foods . . . . . . . . . . . . . . . . . . . . . . . . . 13 Maine Energy Sysstems. . . . . . . . . . . . . . . . . . . 1631, 1633 Master Roofers, Inc.. . . . . . . . . . . . . . . . . . . . . . . . . 803, 805 Mathews Brothers Company. . . . . . . . . . . . . . . . . . . . . . 1301 McLean Communications . . . . . . . . . . . . . . . . . . . . . . . C1002 Merrimack County Savings Bank . . . . . . . . . . . . . . . . . . 1200 MI-Box. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1519 Millwork Masters and Marvin. . . . 1425, 1427, 1429, 1524, 1526, 1528 Millyard Cabinetry Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . . 800 Morton Buildings Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . . 1516 Mosquito Shield. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1329 Mrs. Beasley's Dog Treats . . . . . . . . . . . . . . . . . . . . . . . . . 11 My Home Contracting . . . . . . . . . . . . . . . . . . . . . . . . . . 1117 New York Life. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1411 Newpro. . . . . . . . . . . . . . . . . . . . . . . . . . 1801, 1802, 1803 NH Federal Credit Union . . . . . . . . . . . . . . . . . . . . . . . . . 602 NH Insurance Department. . . . . . . . . . . . . . . . . . . . . . . . 202

Norfolk Kitchen & Bath . . . . . . . . . . . . . . . . . . . . 1613, 1615 Northeast ICF Supply. . . . . . . . . . . . . . . . . . . . . 1700, 1701 Northern Oak Hardwood Flooring. . . . . . . . . . . . . . . . . . . 500 Norton Construction LLC. . . . . . . . . . . . . . . . . . . . 1416, 1418 Norwex. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . C1000 O.R. Gooch & Son . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 801 Old Hampshire Design. . . . . . . . . . . . . . . . . . . . . . . . . . 1407 Omega Six Security. . . . . . . . . . . . . . . . . . . . . . . . . . . . 1512 Owens Corning/Lux Renovations. . . . . . . . . . . . . 1314, 1316 Pain Pod USA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1506 Peniel Environmental Solutions, LLC. . . . . . . . . . . . . . . . 1318 Pet Butler NH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Table 9 PIC Home Pros. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1504 Power Home Remodeling. . . . . . . . . . . . . . . . . . 1614, 1616 Premier Home Inspection Services, LLC. . . . . . . . . . . . . . . 712 ProSpect Property Inspections. . . . . . . . . . . . . . . . . . . . . . 505 Protection For A Purpose. . . . . . . . . . . . . . . . . . . . . . . Table 8 Re-Bath. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1635, 1637 Quality Granite & Cabinetry. . . . . . . . . . . . . . . . . . . . . . 1805 Raynor Door Authority of New England . . . . . . . 1113, 1115 RCI Septic Service . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1205 Renewal by Andersen . . . . . . . . . . . . . . . . . . . . . . . . . . 1204 Rescom Exteriors Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . . 1517 Rock Crest Gardens LLC. . . . . . . . . . . . . . . . . . . . . . . . . 1208 Rueter Foundation Repair . . . . . . . . . . . . . . . . . . . . . . . . 810 Phoenix Precast. . . . . . . . . . . . . . . . . . . . . . . . . 1619, 1621 Seacoast Windows. . . . . . . . . . . . . . . . . . . . . . . 1212, 1214 Secondwind Water Systems . . . . . . . . . . . . . . . . . . . . . . 1321 Service Credit Union . . . . . . . . . . . . . . . . . . . . . . . . . . . 1405 Shelfgenie. . . . . . . . . . . . . . . . . . 1518, 1520, 1523, 1525 Skillings & Sons. . . . . . . . . . . . . . . . . . . . . . . . . 1420, 1422 SKills USA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 107 Soft Tub. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1630, 1632 Soldier Solutions, LLC. . . . . . . . . . . . . . . . . . . . . . . . . . . 1527 Spray Force. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 115 SSI Home Systems. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 502 St. Mary's Bank. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1417 Stonewood Products. . . . . . . . . . . . . . . . . . . . . . . . . . . . 1522 Superior Power Equipment. . . . . . . . . . . . . . . . . . 1406, 1408 Tarkka Homes. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1501 Tastefully Simple. . . . . . . . . . . . . . . . . . . . . . . Expo Concourse Team Engineering. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1307 Teen Challenge New Hampshire. . . . . . . . . . . N2000, N3000 The Dirty Bird. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1308 The Flying Lyon. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Table 1 Third Shift Fabrication. . . . . . . . . . . . . . . . . . . C2000, C3000 Total Basement Finishing, a Blackdog Affiliate . . . . . . . . 1327 Townsend Energy. . . . . . . . . . . . . . . . . . . . . . . . 1508, 1510 Tri-State Window & Siding . . . . . . . . . . . . . . . . . . . . 707, 709 Trimmers Landscaping. . . . . . . . . . . . . . . . . . . . . . . . . . 1111 Trolley Crossing Contracting. . . . . . . . . . . . . . . . . . . . . . 1206 Turn Cycle Solutions. . . . . . . . . . . . . . . . . . . . . . . . . . . . 1309 Twin State Mobile Home Repair & Remodeling . . . . . . . . . 613 Universal Windows Direct. . . . . . . . . . . . . . . . . . 1211, 1213 USA Insulation of Southern NH. . . . . . . . . . . . . . . . . . . . . 607 Wood Pro Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1502 Yedi Fine Art Portraits . . . . . . . . . . . . . . . . . . . . . . . . . . . 610 granite state builder magazine

Housing & the economy / nahb

2019 New Home Sales Up 10% Over Previous Year

ales of newly built, single-family homes declined 0.4% to a seasonally adjusted annual rate of 694,000 units in December, coming off a downward revision in November, according to newly released data by the U.S. Department of Housing and Urban Development and the U.S. Census Bureau. The monthly number is 23% higher than the December 2018 pace. An estimated 681,000 new homes were sold in 2019, 10.3% higher than in 2018. “High levels of home builder confidence, coupled with an insufficient existing housing supply to meet current demand, suggest growth ahead for new home sales this year,” said NAHB Chairman Dean Mon. “Despite the slow start for housing in 2019, lower mortgage interest rates accelerated new home sales during the second half of the year, marking it as the best year for new home sales since the recession,” said NAHB Chief Economist Robert Dietz. A new home sale occurs when a sales contract is signed or a deposit is accepted. The home can be in any stage of construction: not yet started, under construction or completed. In addition to adjusting for seasonal effects, the December reading of 694,000 units is the number of homes that would sell if this pace continued for the next 12 months. Inventory has been trending lower over the

course of 2019 and now stands at a healthy 5.7 months’ supply, with 327,000 new single-family homes for sale. Of that total, just 78,000 are completed, ready to occupy. The median sales price was $331,400. The median price of a new home sale a year earlier was $329,700. Regionally, and on a year-to-date basis, new home sales are 10.1% higher in the Midwest and 31% higher in the West. Sales are down 11.8% in the Northeast and 15.4% in the South.

Builder Confidence Ends Year Strong on Solid Economic Fundamentals Builder confidence in the market for newly built single-family homes increased five points to 76 in December off an upwardly revised November reading, according to the latest National Association of Home Builders/Wells Fargo Housing Market Index (HMI). This is the highest reading since June of 1999. “Builders are continuing to see the housing rebound that began in the spring, supported by a low supply of existing homes, low mortgage rates and a strong labor market,” said NAHB Chairman Greg Ugalde, a homebuilder and developer from Torrington, Conn. “While we are seeing near-term positive market conditions with a 50-year low for the unemployment rate and increased wage growth, we are still underbuilding due to supply-side constraints like labor and land availability,” Dietz said. “Higher development costs are hurting affordability and dampening more robust construction growth.” Derived from a monthly survey that NAHB has been conducting for 30 years, the NAHB/Wells Fargo Housing Market Index gauges 10

granite state builder magazine

builder perceptions of current single-family home sales and sales expectations for the next six months as “good,” “fair” or “poor.” The survey also asks builders to rate traffic of prospective buyers as “high to very high,” “average” or “low to very low.” Scores for each component are then used to calculate a seasonally adjusted index where any number over 50 indicates that more builders view conditions as good than poor. All three HMI components registered gains in December. The HMI index gauging current sales conditions rose seven points to 84, the component measuring sales expectations in the next six months edged up one point to 79 and the measure charting traffic of prospective buyers increased four points to 58. Looking at the three-month moving averages for regional HMI scores, the Northeast fell two points to 61, the Midwest increased five points to 63, the South moved one point higher to 76 and the West rose three points to 84. spring 2020

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granite state builder magazine

Opportunity Knocks / Mike Rowe

Making Work Cool Again The Mike Rowe Works Foundation’s Work Ethic Scholarship Program Is Now Accepting Applicants

rom automotive technology to welding — and scores of skilled trades in between — the Mike Rowe Works Foundation is ready to provide financial assistance to people pursuing a career in the trades. And with workforce development a key issue for employers in New Hampshire, the scholarships could prove to be a leg-up toward workers looking to take advantage of these ample opportunities. The Mike Rowe Works Foundation is “on a mission to help close the skills gap by challenging the stigmas and stereotypes that discourage people from pursuing the millions of available jobs.” The Foundation is working to redefine the definition of a good education and a good job, and to help people understand the impact of skilled labor on their lives. According to the Foundation: “The Work Ethic Scholarship Program is about recognizing the people who understand the importance of personal responsibility, delayed gratification, a positive attitude, and, of course, work ethic. These are the folks we consider rock stars, and we want to reward them.”

• High school seniors, graduates or GED equivalent who are enrolled or plan to enroll at an accredited two-year college, vocational, technical school or other approved technical institute in the U.S. • Enrolled or planning to enroll in an approved vocational or similar trade-related program. For a list for eligible skilled trade programs, visit scholarsapply.org/uploads/mrethic/trades.pdf. • Planning to complete a trade-related program after December 1 of this year. 12

granite state builder magazine

For more information and to apply, visit mikeroweworks.org/scholarship

photo by Michael Segal

Applicants must be:

Rowe points out that it’s not easy being a rock star, and that there will be “hoops to jump through.” Among them, applicants will have to enroll in an approved program; send at least two references from bosses or teachers; answer four questions; make a short video; verify school costs; provide high school or college transcripts, submit financial information and sign The S.W.E.A.T. Pledge — a list of 12 items that outline the Foundation’s platform on work ethic and personal responsibility, among other things. Since its inception, the Mike Rowe Works Foundation has granted, or helped facilitate the granting, of more than $5 million in Work Ethic scholarships. Applications are now being accepted for the 2020 Work Ethic Scholarship Program. The deadline for applications is May 15, 2020. Only the first 150 applicants will be processed.

Mike Rowe is a TV host, writer, narrator, producer, podcaster, actor and spokesman. mikerowe.com • facebook.com/TheRealMikeRowe mikeroweWORKS Foundation mikeroweWORKS.org Mike currently has a show on Facebook WATCH called “Returning The Favor.” Watch it here: facebook.com/ReturningTheFavor. Also, Mike has a podcast called “The Way I Heard It.” Listen here: mikerowe.com/podcast And finally “Somebody’s Gotta Do It with Mike Rowe” is currently airing on the TBN network on Saturday nights.

spring 2020

The NHHBA

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2016 Chevrolet Silverado 2500HD NAHB members benefit from these special offers. Members of the National Association of Home Builders (NAHB) can now enjoy a private offer1 of up to $1,000 toward the purchase or lease of most new Chevrolet, Buick, and GMC vehicles. Choose an eligible vehicle at your local dealer and present your NAHB proof of membership. You can add on incentives from the National Fleet Purchase Program2 and Business Choice3 to get the best value on vehicles that run your business. For private offer details, visit nahb.org/gm.

GOLD

SILVER

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Available at participating dealers. Private offer amount varies by model. Retail and fleet deliveries for City Express receive a $250 offer. Retail deliveries for all other eligible vehicles receive a $500 offer. Fleet deliveries on the following vehicles receive a $1,000 offer: Buick Enclave; Chevrolet Traverse, Silverado, Express; GMC Acadia, Sierra, Savana. All other fleet deliveries will receive a $500 offer. Valid toward the purchase or lease of eligible 2015 and 2016 model-year vehicles. Customer must take delivery by 1/3/17. Not compatible with other private offers. Not valid on prior purchases. Compatible with many current incentives. Incentives are subject to change without notice. Excludes Buick Regal, Cascada; Chevrolet Corvette, Impala Limited, Sonic, Spark, Trax, SS, Volt; all Cadillac 2 models. FAN required for fleet deliveries. See dealer for complete details. Offer eligible for non3 CAP customers only through 12/31/16. See dealer for details. To qualify, vehicle must be used in the day-to-day operations of your business and not solely for personal/non-business-related transportation purposes. Must provide proof of business. For complete program requirements, including information regarding offers, vehicles, equipment, options, warranties, and ordering, consult your dealer or visit gmbusinesschoice.com. Take delivery by 9/30/16. ÂŠ2016 General Motors. All rights reserved. The marks appearing in this ad are the trademarks or service marks of GM, its subsidiaries, affiliates, or licensors.

CONSUMER

VENDOR MIXER

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granite state builder magazine

Business sense / courtesy NAHB

Highest Paid Construction Trade Occupations in 2018 Elevator Installers & Repairers [

Insulation Workers, Mechanical [

$78,990 $77,610 $68,050 $83,300 $64,600 $78,250 $64,480 $80,580 $60,240 $85,790 $58,960 $71,680 $55,110 $75,190 $54,730 $69,630 $54,560 $71,860 $53,560 $71,300 $53,540 $65,240 $50,990 $64,030 $50,860 $69,510 $50,360 $69,050 $49,350 $69,110 $49,050 $64,890 $47,150

Service Unit Operators, Oil, Gas [

$46,900

Carpenters [

$46,810

Rotary Drill Operators, Oil & Gas [ First-Line Construction Supervisors [ Boilermakers [ Construction & Building Inspectors [ Pile-Driver Operators [ Tapers [ Structural Iron & Steel Workers [ Mine Cutting/Channeling Machine [ Electricians [ Plumbers, Pipefitters & Steamfitters [ Explosives Workers & Blasters [ Brickmasons and Blockmasons [ Operating Engineers/Equipment [ Sheet Metal Workers [ Reinforcing Iron and Rebar Workers [

$100,720

$61,810

Top 25% make at least this much, or more Median Salary

alf of payroll workers in construction earn more than $47,290 and the top 25% make at least $66,290, according to the 2018 Bureau of Labor Statistics Occupational Employment Statistics Survey data and analysis by NAHB. In comparison, the U.S. median wage is $38,640, while the top 25% makes at least $62,510. Year-over-year, median wages in construction outpaced the national median wages, 3.2% versus 2.5%. Wages of various construction trades, laborers and helpers rose even faster, ranging from about 7% for plasterers, stucco masons, roofersâ&#x20AC;&#x2122; helpers, tapers and floor layers to 3.6% for construction laborers. Stonemasons saw their wages rise by more than 6% and terrazzo workers received wage hikes of more than 5%. Historically, subcontractor bids increase faster than construction wages, adding more inflationary fuel to housing prices. These findings are consistent with record high labor shortages that are causing builders to pay higher wages and subcontractor bids and forcing them to increase home prices. Among construction trades, elevator installers top the median 14

granite state builder magazine

wages list with half of them earning over $78,990 a year, and the top 25% making at least $100,720. The median wages for rotary drill operators is close to $70,000, with the top quartile of the pay scale earning over $77,610 annually. First-line supervisors of construction trades are next on the list, with half of them making over $64,600. Boilermakers are a close fourth-highest paid construction craft. Half of these craftsmen working in construction earn over $64,480, and the highest paid 25% bring in over $78,250. In general, construction trades that require more years of formal education, specialized training or licensing tend to offer higher annual wages. The median wages of construction and building inspectors are $60,240 and the wages in the top quartile of the pay scale exceed $80,580. Half of electricians and plumbers in construction earn over $53,540, with the top quartile making over $71,300. Carpenters are one of the most prevalent construction trades in the industry. Though the trade requires less formal education, the median wages of carpenters exceed the national median. Half of carpenters working in construction earn over $46,810, and the highest paid 25% earn at least $61,810 annually. spring 2020

NAHB NEWS / courtesy NAHB

Features & Design Trends for 2020

alk-in master bedroom closets, low-emissivity (low-e) windows and laundry rooms are the most likely features in typical new homes in 2020, based on a survey of single-family homebuilders. Energy-efficient features such as efficient lighting, programmable thermostats and ENERGY STAR appliances will also be likely, as will open-design concepts such as great rooms and nine-plus-foot ceilings on the first floor. In comparison, the U.S. median wage is $38,640, while the top 25% makes at least $62,510. Energy-efficient or eco-friendly features not likely to be included in new homes, however, are cork flooring in main-level living areas, geothermal heat pumps and solar water heating and cooling. Consumers continue to desire smaller homes, not only in overall square footage, but also the number of features, such as bedrooms and bathrooms. This four-year downward trend has led to the smallest average home size since 2011 at 2,520 square feet — only 20 square feet above the average in 2007, the pre-recession peak. The percentage of homes incorporating four-plus bedrooms, threeplus full bathrooms and three-plus car garages have also dropped to levels not seen since 2012. “This points to an industry trying to meet the demands of the entry-level homebuyer,” said Rose Quint, NAHB assistant vice president of survey research. “Builders are struggling to meet these demands, however, because of factors such as restrictive zoning regulations and lot prices, with the price of a new lot in 2019 averaging $57,000.” NAHB also examined preferences among first-time buyers and repeat buyers to help builders determine what features are most likely to resonate in the market in 2020. When asked which they prefer, the majority of both first-time buyers and repeat buyers would rather have a smaller home with high-quality products and services than a bigger home with fewer amenities. The top features desired by both groups include: • Laundry rooms

• Patios

• ENERGY STAR windows

• Ceiling fans

• Hardwood flooring

• Kitchen double sink

• Walk-in pantries These trends are reflected in this year’s Best in American Living Award (BALA) winners as well. For example, designers are including flex spaces that add increased functionality to laundry rooms, hardwood flooring and wood finishes to add warmth and character both inside and outside the home, and creating outdoor spaces that seamlessly integrate with indoor living. “Every year, winners of the Best in American Living Awards (BALA) showcase the best of what the homebuilding industry has to offer,” said Donald J. Ruthroff of the Dahlin Group. “As the chair NHHBA.com

of the BALA subcommittee and BALA judging, I am privileged to see projects from across the nation and those projects help me identify the design trends that drive discussions in our offices, with our clients, and at the Builders’ Show.” Designers are also working to address attainability concerns by developing multifamily and higher-density projects that feel more like single-family homes to meet consumer interest at more affordable price points.

Remodeler Confidence Increases in Q4 NAHB’s Remodeling Market Index (RMI) posted a reading of 58 in the fourth quarter of 2019, up three points from the previous quarter. The RMI has been consistently above 50 — indicating that more remodelers report market activity is higher compared to the prior quarter than report it is lower — since the second quarter of 2013. The overall RMI averages current remodeling activity and future indicators. “The low inventory of homes on the market is forcing people to stay in their homes, thus increasing the desire and demand to remodel,” said NAHB Remodelers Chair Tim Ellis, CAPS, CGP, CGR, GMR, Master CGP, a remodeler from Bel Air, Md. Current market conditions increased two points from the previous quarter to 56. Among its three major components: • Major additions and alterations gained four points to 56. • Minor additions and alterations increased by one point to 54. • The home maintenance and repair component rose one point to 58. The future market indicators gained three points from the previous quarter to 60. Among its components: • Calls for bids increased by three to 58. • Amount of work committed for the next three months gained three points to 57. • The backlog of remodeling jobs jumped five points to 64. • Appointments for proposals increased by two points to 62. “The jump in the backlog of remodeling jobs is unsurprising due to several factors,” said NAHB Chief Economist Robert Dietz. “Demand for remodeling is high, supported by a strong overall economy and low interest rates, and it is challenging to meet the demand and work off a backlog quickly due to the ongoing shortage of skilled labor.” Beginning with the first quarter of 2020, the RMI will be redesigned and a new series will be released. For the full RMI tables, please visit nahb.org/rmi

granite state builder magazine

government affairs / Ari B. Pollack, Esq.

“What’s Old Is New Again” The 2020 Legislative Outlook

s the calendar turned to 2020, the New Hampshire State house was again a flurry of ideas, both new and old. Some of the legislative requests filed for this year reflect new trends, such as the development of tiny houses. Other requests refocus new energy on prior concepts, such as the Housing Appeals Board, incentives for the development of workforce housing and revisions to the shoreland act.

The Year Behind Us: 2019 2019 was a year of progress in the building trades. HB 562 was signed into law and ushered in the 2015 suite of building and fire codes, including the 2015 International Residential Code (which replaced the two-cycles-old 2009 version). Rather than force builders and consumers alike to swallow two upgrades worth of compliance costs in a single update, the 2015 IRC came with ratification of cost-saving “local” amendments. The amendments, ranging from energy compliance requirements to floor protection measures, were passed by the New Hampshire Building Code Review Board and the New Hampshire Fire Control Board and, in essence, helped phase-in the increased costs of code compliance. The “local” amendments were the result of new and encouraging stakeholder cooperation between the Homebuilders, the State Fire Marshal and the Building Officials Association — a promising and cooperative friendship that can bring collaboration and advancement into the new decade.

The New Hampshire Housing Appeals Board, RSA Chapter 679 Last year, passage of the State budget included legislation creating a new housing appeals board (HAB). The concept behind the HAB is to bring efficiency and uniformity to the review of housing decisions made by municipal land use boards. As an alternative to typical judicial review, the HAB would offer an administrative tribunal similar to that of the Board of Tax and Land Appeals which hears and decides tax abatement matters. Even before the HAB springs to life July 1, 2020, however, newly filed legislation seeks to study, modify and even repeal its existence. SB 536, for example, is a Senate bill seeking to study the effect of the HAB on “the number of housing units approved for construction.” Likewise, SB 487, seeks outright repeal of the HAB and replacement with a commission to “advance affordable housing options.” Still other legislative requests also seek repeal and/or offer alternative solutions by bringing improved efficiency to the handling of judicial appeals. Regardless of your view of the HAB, or whether you feel alternatives better advance the cause, one thing is certain — there is a renewed focus on the development of quality, workforce housing in New Hampshire. That, we can all agree, is a positive step forward! 16

granite state builder magazine

Housing Is a Top Priority Starting with Governor Sununu, and including members of state commissions, legislators and nonprofit interest groups, New Hampshire’s workforce housing crisis is receiving much needed attention. Just as employees struggle to find affordable housing for themselves and their families, so too are employers struggling to attract and hold talented and hard-working employees. HB 1629 and HB 1632 are two new legislative requests, both focused on the need to encourage the development of affordable housing. Whether by infrastructure and tax incentives, density bonuses, transfer tax rollbacks, more efficient judicial appeals, and/ or municipal land use training, these bills offer a menu of ideas to incent developers to bring housing products to the marketplace.

A Balanced Environmental Policy Remains a Hot Topic With all development comes the need to balance impacts, none being more sensitive than impacts upon the environment. HB 1124, for example, is another attempt to streamline and clarify “prime wetland” designations — a municipal designation available for wetlands of priority function and value. (A very similar bill, HB 326, passed both legislative chambers last year, but was ultimately vetoed by Governor Sununu.) Likewise, SB 491 seeks to clarify and revise certain provisions of the shoreland act — a perennial favorite for legislative refinement. This year’s proposal would tighten restrictions on lot coverage, which may curb redevelopment on certain smaller-sized lots. Lastly, HB667, a retained bill from last year, recently passed the House and would require drinking water safety testing of new private wells. The Senate will hear and consider this “new, old” bill later in the weeks ahead.

The Year Ahead For the Home Builder’s Association, 2020 promises to be another mixture of support, opposition and sometimes compromise. At the same time that New Hampshire benefits from a strong economy, paving the way for new and successful projects takes time, dedication and hard work. For information about how you can stay abreast of current legislative developments and get directly involved in legislative activities, please contact your local executive officer.

Ari B. Pollack, Esq. is an attorney licensed in New Hampshire and Massachusetts and a registered lobbyist in New Hampshire representing the legislative interests of the New Hampshire Homebuilders. Ari practices with the firm of Gallagher, Callahan & Gartrell, P.C. in Concord, New Hampshire. spring 2020

NHHBA.com

granite state builder magazine

GSB Buzz

Out and About With Our Members Congratulations to the new officers and directors of the Greater Manchester Nashua Home Builders and Remodelers Association. The new board was installed by officiate and past NHHBA President Sandy LaMontagne on Oct. 8, followed by a cocktail reception held at Greenfield Farms model home in Merrimack. Pictured are: Incoming President Karen LaMontagne, of LaMontagne Builders, Inc; Immediate Past President Christine LaMontagne; Shelly Akatyszewski, of Northpoint Mortgage; Kevin Walsh, of Resource Options, Inc; Treasurer Lorinda Gilbert, of St. Mary's Bank; Vice President Affiliate Mike Louglin, of Eversource; and Vice President Builder Mike Joy, of Mill City Energy.

The Southern New Hampshire Home Builders and Remodelers Association held its annual installation of officers and directors ceremony at Invictus Spray Foam in Newton, N.H. in October. Our thanks to Sen. Chuck Morse who officiated the ceremony. The incoming board includes Vice President James Degnan, of Anderson Windows and Doors; Tom Loosigian, of Birch Creek Building and Development; Chris Webb, of Invictus Spray Foam; Paul Muckerheide, of Granite State Hydroshield, LLC; President Lynette Rogers, Homescapes of New England; Treasurer Travis Terry, Travis Terry CPA; Jason Mlocek, of Santo Insurance; and not pictured, John MacKinnon, of MacKinnon Construction.

The NHHBA’s Kurt Clason sits in on the Area 1 Caucus Meeting at the annual IBS in Las Vegas.

Greater Manchester Nashua HBRA members participated in an ugly sweater competition at the holiday social held on Dec. 18 at Baron's Major Brands, in Nashua. A portion of the proceeds from the silent auction was donated to Webster House, in Manchester, which provides a safe place for youth who cannot live at home. Webster House’s goal is to prepare residents for adult life. It provides counseling, education and activities for residents. To learn more, visit websterhousenh.org.

granite state builder magazine

Representatives from the New Hampshire Home Builders Association recently traveled to the annual International Builders’ Show (IBS) in Las Vegas. The Granite State contingent attended conferences with speakers ranging from Secretary of Housing and Urban Development Ben Carson, former race car driver — and the most successful woman in the history of American open wheel racing — Danica Patrick, and enjoyed entertainment provided by classic rock legends The Doobie Brothers.

Secretary of Housing and Urban Development Ben Carson. spring 2020

the finish nail / Paul Morin

Mission Creep Editor’s note: Paul is on the injured reserve list — temporarily, we hope — so we’re enjoying one of his greatest hits. This issue, we rediscovered a piece that originally ran five years ago.

ave you ever started out with a simple project, only to see it grow, twist, mutate and transmogrify into job-zilla? Of course you have, and so have I. It’s a pretty common thing in this business — not that I encourage it. For me, design/build is a nice way of saying, “Let’s figure it out as we go”. Sometimes we figure it out quickly and sometimes we don’t. It’s not my favorite way to build. Consider a couple who just moved here from down south (Connecticut, but that’s far enough). They bought an older home on the other side of town and wanted some work done before move-in. They just weren’t sure what they needed. We were asked to inspect the new digs and make remodeling recommendations. I went through the whole thing top to bottom and didn’t find much, frankly. They needed to replace a couple of doors and some locksets. Disappointing for me, but we were happy to help them out. I ordered the doors, and then got an email asking if I replace carpet with hardwood floors. Sure do, so I measured up the area and drafted a quote. Soon after was a request to price-up new paint. Next day it was a panic room added in the basement, so I estimated one of those. Then they wanted to spruce up the family room: Do we do finish carpentry and could we build a nice entertainment center? Indeed we do and yes we can, as the president regrettably once said. This was starting to look like a decent size job. As it was for the president, so it was for us. “Yes we can” became “not anytime soon”. I did a whole bunch of figuring and quoting to no avail. This was too expensive, that could wait until later and so on. The job was whittled back down to replacement of two doors and a few locksets, which was all we recommended be done in the first place. This wasn’t the only client I’ve had whose ambitions carried them away like Dorothy and Toto. It happens and usually that’s where it ends, but not always. A few months later, I got another call. Did we still have a spare key and could we come by to recommend a fix for drafts coming through the north wall? By now I was as familiar with this home as I am with my favorite pair of shoes. I knew all they really needed was some spray foam around a few outlets. But I was also familiar with their modus operandi and, verily, it came to pass. 20

granite state builder magazine

Despite my recommendation for a simple fix, I soon found myself sketching and quoting all manner of things. Stopping drafts was now enclosing an existing rear deck. They asked for walls with plenty of windows for passive solar, an expansion to cover the entire rear side and finishing the interior with knotty pine. This enclosed three-season room would form a windbreak, they justified. There was a propane fireplace in a bedroom to be removed so that air could no longer come down the vent pipe. Moments after that was done, we were asked to quote masonry for a new woodstove that would sit in the opposite corner “to take the chill out of the room.” My supervisor Matt asked the obvious question, “Do you want us to just put your fireplace back?” They didn’t. There was a roof with brand new shingles that we were asked to replace with a rubber membrane for fear of leaks. The roof wasn’t leaking before we replaced it. I prayed it wouldn’t leak afterward. They decided a third garage stall on the windward side of the home would be 33% better than the two they already had, so we quoted an addition. After determining the perfect match for the new overhead door to the existing ones, they decided to replace them, too. At every step, I tried to remind them of the original purpose for the project. They said they understood, and then had me quote gutters. The clients worried whether the sliding patio doors were adequately insulated. Since the rear deck was now completely enclosed and these doors were no longer outside, I assured them they would be fine. All of this is not to say that these things were not improvements to the home. They certainly were and these clients are very happy. Mission creep is a phenomenon all too common in remodeling. If the client gets good value without going broke, no harm no foul. And if these clients ever report to me that there are still some drafts after all of this, I will head over there with my little can of spray foam for those outlets.

Paul Morin is president of Tarkka Homes Inc. in Hopkinton, NH, and a partner in The Abacus Group, a lobbying and consulting firm in Manchester, NH. In 2009, he was the first residential builder to receive the New Hampshire Construction Industry Ethics Award. He was asked to write a satirical article for The Finish Nail and directs all offended readers to the publisher for apologies. spring 2020

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Member Advantage Discount & Rebate Program offers members money-saving discounts that benefit their businesses, employees and family.

Your ongoing professional development through NHHBA membership enhances your credibility and marketability. Earn your professional designations: • Certified Graduate Remodeler • Certified Graduate Builder • Certified Graduate Associate • Certified Graduate Aging in Place Specialist • and more!

Participating companies include: Lowe’s Commercial Services, GM-Exclusive Offer, DELL, UPS, GEICO, Office Depot, Wireless/Mobile Solutions, Hertz, Avis, Budget, YRC Freight, Endless Vacation Rentals, Omaha Steaks, Wyndham Hotel Group, FTD and more. • nhhba.com > Members > Discounts • nahb.org/MA

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Protect your business interests on Capitol Hill, at the state house and in the communities where you do business. Your association is your strongest advocate for reducing regulations and keeping you prosperous. From the state house and regulatory agencies to Washington, D.C., our influence and respect leads to your continued success.

Use your exclusive NHHBA branding. • Advanced smart device directory • Use official Member Logo • Exhibit in NH State Home Show • Enter the Cornerstone Awards

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