Keystone Builder - Nov/Dec 2008

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Keysto

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Coordinating job-site tasks can ensure a positive outcome

15 Helping HANDS

Volunteer today to help with secondary trade endorsement program

PBA member renovates building for nonprofit

6 Mastering the art of delegation Brush up on the key principles of sharing work-place responsibilities

8 Passionate precision Creative Construction Designs creates molding and trim the old-fashioned way

10 Going HOME in Athens Using grants, builder and partners redevelop river-front property

12 Top fashion for functionality: Protective gear Proper protective gear is always in fashion

13 First graduates certified under endorsed trade program

16 Rehabbing PA A trio of stories tells the tales of builders re-using properties across the state

20 Members direct PBA policy Get involved and make sure your voice is heard

21 Tangible treasures in membership Discounts, special deals put money back onto the balance sheet

25 Member spotlight Start-Living Homes: Discovering every home’s uniqueness

26 Final word Practicing the wisdom espoused in popular slogans and proverbs too literally can be an open invitation to disaster

Program may become an industry model for workforce development

Keystone Builder cover designed by Chris Anderson

Member Insider Member briefs . . . . . . . . . . . . . . . . . . . . . .

On the hill. . . . . . . . . . . . . . . . . . . . . . . . . . .

Auditioning for customers . . . . . . . . . . .

Business tools. . . . . . . . . . . . . . . . . . . . . . .

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Keystone Builder

4 PBA needs you!

Volume 5 • Issue 6 • November/December 2008

Tips for smooth project management

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Associate Vice President Jim Miller, BIA of Lancaster County Secretary Joe Mackey, Pocono BA Treasurer Richard Clawson, Indiana-Armstrong BA Immediate Past President Stephen Black, BIA of Lancaster County Editor Eric C. Wise Associate Editor Chris Anderson

PrintComm Staff Publisher Kevin Naughton Assistant Editor/Publication Director H.J. Hormel Graphic Design Jason Gabel Advertising Sales Manager Brenda Poe Advertising Sales Jeff Pinwar • 800-935-1592, ext. 118 Keri Gustafson • 800-935-1592, ext. 133 Address correspondence to: Keystone Builder 600 North Twelfth Street Lemoyne, PA 17043 Phone: 800-692-7339 or 717-730-4380 Fax: 717-730-4396 Web: www.pabuilders.org E-mail: ewise@pbabuilders.org Advertising does not imply acceptance or endorsement of the products contained in the publication.

Publishing and advertising sales services provided by:

President’s message

PRESIDENT-elect Gene Kreitzer, Lebanon County BA

By Ray Fertig • PBA President

President Ray Fertig, York BA

PBA needs you!

To help with secondary trade endorsement program

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s PBA’s work force training and education committee continues its work on the secondary trade endorsement program, the association is looking to its members to support the program that will help provide a skilled work force.

The program empowers career and technical secondary schools in Pennsylvania to teach students the skills they need to succeed in trades related to residential construction.

PBA will endorse specific individual programs – carpentry, plumbing, electric and the like – not the schools, in general. To apply for endorsement, schools must have an NAHB-certified student chapter that is aligned with one of PBA’s local builders associations.

This spring, the first batch of students graduated from endorsed programs. A select few of each school’s students tested well enough to earn basic or advanced skills certificates in specific trade areas.

These are the graduates we want to hire!

To keep this program moving, we’re looking for help in expanding the program.

We need teams in all regions of the state to evaluate programs at career and technical schools.

Each team will include a team leader, a PBA builder and a specialty contractor in the program that is being evaluated. (For instance, an electrician will help evaluate the program for training of electricians.) Members will be paid for the time they spend evaluating school programs.

Please contact Arlene Miller, PBA member services director, at 800-6927339, ext. 3020, or at amiller@pabuilders.org for more information.

The secondary trade endorsement program will be of great benefit to builders throughout Pennsylvania when applicants can prove their skills with certificates backed by PBA. This program is another great example of what your association can do to help your business and the future of the homebuilding industry in Pennsylvania. s

Visit

2929 Davison Rd. • Flint, MI 48506 Phone: 800-935-1592 • www.printcomm.com An Exclusive Publication of the PBA Keystone Builder magazine is published six times a year by the Pennsylvania Builders Association®, Editorial Offices, 600 North Twelfth Street, Lemoyne, PA 17043. With the exception of official association announcements, the statements of fact and opinion that are made herein are the responsibility of the authors alone and do not reflect an opinion or philosophy of the officers or the membership of the PBA. Materials may not be reproduced without written permission from the PBA headquarters.

POSTMASTER: Send address changes to Pennsylvania Builders Association, 600 North Twelfth Street, Lemoyne, PA 17043.

SUBSCRIPTIONS: Subscriptions available through membership to the Pennsylvania Builders Association.

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at www.pabuilders.org

I Keystone Builder • November/December 2008

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November/December 2008 • Keystone Builder

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Mastering the art of delegation

By Richard Ensman icture these scenes: An employee bursts into the manager’s office with a frustrating problem. “I just don’t know how to handle this,” he says.

“What should I do?”

Or: It’s 9 a.m. on a Tuesday. An employee stops a manager in the hallway to give him the latest details on a current project. “Yesterday, I called Joe and Sandi and we talked about those five reports you and I prepared,” she begins.

“And today I’m going to sit at my desk until noon and get the production statistics together. Then I’ll call Sandi back to arrange a meeting this afternoon.” And the impromptu report goes on and on.

In both instances, the manager would feel some measure of frustration. Why, he or she would wonder, can’t these employees simply take responsibility for their actions instead of laying every problem and every detail squarely in the manager’s lap?

The answer to that question might not rest with the employees. Rather, the employees might be bringing concerns to the manager because he or she is not delegating effectively.

Whether a new manager or someone with years of management experience, either and both would benefit from a quick brush up on the key principles of delegation: ● Keep an eye on the outcome. To delegate effectively, focus attention on results. Hold people accountable for results, not day-to-day details. ● Offer problem-solving skills, not solutions to problems. Employees who come to a manager with problems want that boss to solve them. Delegate by giving employees the tools they need to solve problems themselves. At first, this might mean more training and coaching, but it will pay off over time. ● Look to employees for solutions and answers. When employees bring problems to a manager, ask for prospective solutions. Similarly, when employees bring questions, ask for possible answers. ● Quantify objectives. Delegation becomes easy once concrete and measurable objectives are established with the employees. When clear

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and specific objectives are agreed on, employees will feel much more comfortable acting on their own, using the objectives as a road map. ● Assume a non-directive style when dealing with problems. A non-directive supervisory style assumes that the manager would be willing and eager to listen to employee problems.

But because problem solving will be an open team effort, employees will have the confidence they need to attack problems on their own. ● Focus attention on critical benchmarks. Be clear with employees that they don’t have to report back at every turn. But if there are special concerns about a project – or there are certain stages of activity at which the manager wants to be consulted – let the employees know the “critical moments” to focus on. ● Use a reporting system to keep abreast of details. Get feedback from reporting systems – monthly reports, statistical summaries or sampling.

Instead of employees apprising the manager of every detail, they can include them in their reports. ● Make the desired level of delegation clear when confronting an issue. How much authority and responsibility is being delegated on any given issue? By pinpointing the

level of delegation – and the employee feedback – on any given issue, managers will make their delegation style much more effective. Simply let employees know whether they should solve a problem themselves, recommend solutions or research the issue for the manager. ● Offer realistic deadlines. If a responsibility is delegated without a clear end date, no one will be specifically accountable for completion of the task at hand. Give strict deadlines along with assignments and objectives to better control the flow and pace of work activities. ● Keep a delegation log. When an assignment is made, enter it in your log. Refer to the log when it comes time to monitor employees’ progress or check up on the status of any given project. ● Recognize the talents of employees. Every employee brings a unique set of skills and talents to the work place. Ask employees to use their abilities to help build for the future.

Capitalize on the strengths of employees, and there rarely will be perplexed grumblings at a supervisor’s office door. Instead, there will be the satisfied comments of people who have learned how to use responsibility and authority. s

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Passionate precision

By Tess Wittler n a society where using pre-fabricated materials is commonplace, one Pennsylvania builder still enjoys creating custom molding and detailed trim work the old-fashioned way – one piece at a time. Joe Yonchik, owner of Creative Construction Designs, has his hands on each of his masterpieces.

Yonchik learned his trade by working alongside his father.

After his dad retired, Yonchik went to work at brother Phil Yonchik’s construction company. Joe Yonchik credits his brother with showing him the importance of not cutting corners.

“My brother was stern in his belief that if you aren’t going to do it the right way, you might as well not do it at all,” he said.

“If it wasn’t for my brother, I don’t think I’d have this passion for the precision in the craft like I do.”

In 1989, Phil Yonchik directed his business more toward commercial building, but Joe Yonchik preferred the intricate detailing that can be weaved into a home’s design.

Therefore, he took his entrepreneurial leap and began his own company, Creative Construction Designs in Wyoming, Luzerne County.

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At first, he worked as a trim carpenter for other builders but soon realized that his vision for the complex detail work had a niche of its own.

What makes his craft unique is the care he takes on every job he does. Yonchik handcrafts all of his trim, molding and casework at the job site with a portable set of power tools.

“It would be easier to purchase pre-fabricated products, but I am creating something distinctive for each of my clients,” he said.

Many of his projects begin with his clients giving him a rough sketch of what their home should be and telling him: “Use your imagination to make this work.” That’s precisely what Yonchik does.

One such project was a lower-level room design. For this particular job, he tried to sketch on paper the ideas he had in his mind, but his vision just wasn’t coming together. As a result, he drew the multifaceted molding and bold archways that lead from one room to the next right on the dry wall.

“Once the sketch was complete, I took the measurements and started building it right there – at the client’s home,” Yonchik said.

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Other features of this room included a vibrantly textured hardwood staircase leading into the lower level’s two sides.

Built-in cabinets and bookshelves lined the walls and a bar with recessed lighting was another feature Yonchik masterfully included.

The wood detailing in all of his projects is stained, not painted.

“There’s a saying from an old carpenter I knew years ago that I believe, ‘Putty and paint are what a carpenter ain’t.’ ” Yonchik said that if a client wants to paint the trim work, that’s their choice, but he’ll use composite material instead.

“Why bury the beauty of wood?”

Yonchik said that what he enjoys the most about being an old-world craftsman is the rewards of building something with his hands.

“People today think that if you can’t buy it at one of the big chain home improvement stores, that it isn’t possible. That’s simply not true,” he said. “There are still fine craftspeople out there who can build something from scratch.”

Yonchik is also candid about the possibilities available in the trades, especially for the youth.

“There are many aspects in the building industry today that are just phenomenal, and if someone has the desire to learn a trade, the sky’s the limit in this business! Find your niche and get involved.”

“It’s a very rewarding business. Not just financially, but personally, too,” Yonchik said. “The reward comes from that good feeling you get when you drive down the road and pass homes that you’ve had a hand in creating.” s November/December 2008 • Keystone Builder

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Going HOME in Athens Using grants, builder and partners redevelop river-front property.

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By M.H. Morrison scenic 5.5-acre property along the Susquehanna River in Bradford County was a developer’s dream, but plan after plan failed until Bob Yoder came along with a new vision.

This riverside land, which includes a former school building, will soon become home to dozens of families after Yoder, president and CEO of Susquehanna Valley Development Group, Turbotville, has completed the Athens Gardens project, an affordable housing project.

Originally owned by the Athens School District, the land is being redeveloped by Impact PA Inc., which is owned by Yoder, along with Thomas Harley, an architect

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from Indiana. Larry Segal, owner of Impact Pennsylvania Strategies Inc., is a consultant for the project.

The history When Yoder found out about the property, its location on the river made it attractive.

But Yoder said there was “a very large school in dire need of repairs.” That is part of what led him to the conclusion that the building had to go.

Previous unsuccessful proposals had called for reusing the building.

With a little help Yoder put together a financial package for the project with the aid the school

district and Athens Borough, using state and federal funds.

The district sold the property to Yoder for $1. The cost for demolition was $540,000 with a Department of Community and Economic Development grant through the borough paying for $500,000 of that.

There was also another $140,000 of asbestos remediation needed.

The Pennsylvania Housing Finance Agency’s Housing Choice Program is covering some expenses, too, such as infilling at the property. These grants and monies are allowing Yoder to sell the homes at a reasonable cost.

When Athens Gardens is complete, there will be eight duplexes for a total of 16 units, priced at $175,000. There also will be 14 single-family homes at

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This school building will be torn down as part of the Athens Gardens project.

When complete, the development on the Susquehanna River will include 30 affordably priced units.

$145,000, which are targeted at empty nesters and first-time home buyers.

Yoder said they are using NAHB Green Building standards but have not finalized which level they will achieve.

HOME for buyers While anyone in the community can purchase homes in Athens Gardens, a minimum of five units has been pledged as available to buyers who are using HOME money, which loans the buyer the down payment at no interest.

The funding is from the federal Department of Housing and Urban Development and administered through the state’s DCED. Yoder has used the HOME program in 12 other places, but there are qualifications for an area or project. Athens qualified as a rural area.

Community reaction When it got around the community that HOME money was being used for the project, residents were worried that Yoder was building low-income housing.

He was able to allay those fears easily.

He explained to residents and others that a teacher making $40,000 at the Athens School District who had a family of four would qualify to buy one of the units with HOME funds.

The buyers using HOME funding at Yoder’s project fall into the 80 percent median income range, as defined by HUD. He also was able to tell residents that the property when owned by the school district brought in no tax revenue, will generate $62,000 for the school district, $17,600 for the county and $25,000 for the borough per year once the project is completed.

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“We’ve gotten about a dozen people who e-mailed or called us from what they read in the paper,” he said. s

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November/December 2008 • Keystone Builder

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Top fashion for functionality: Protective gear

By M.H. Morrison orkers and employers shouldn’t overlook their feet and hands when determining the best protective gear for the job.

Before determining the necessary personal protective equipment, the danger should be engineered out or addressed with work practices, said Andy Ackerson, certified safety professional, senior risk management consultant, Eastern Alliance, the insurance provider for PBA’s endorsed workers’ compensation insurance program. For the hazards that remain, the employer must provide the appropriate personal protective equipment.

To find the right PPE, contractors and employers should check with industry groups, other employers, the loss-control carrier or even an industrial supply shop.

For a full set of rules on what an employer must provide in terms of protective equipment, check the Occupational Safety and Health Administration’s web site at www.osha.gov/SLTC/ personalprotectiveequipment/index.html.

Once PPEs are purchased and worn, the employee and employer must remain diligent to make sure that the equipment is in good shape.

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OSHA expects employers to make sure their employees understand:

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• How to use PPEs appropriately • When PPEs are necessary • What PPEs are necessary • The limitations of PPEs • How to adjust/wear PPEs • How to maintain PPEs

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These are determined by the manufacturer and will be listed on the boot.

Insulating footwear that is rated based on its conductivity is a safety option for electricians, Smithers said.

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Hands-on protection

Judie Smithers, editor/workplace safety for JJ Keller and Associates in Neenah, Wis., said for most people protective footwear means steel-toed boots.

Manufacturers build this footwear to industry standards, and they are approved by a testing agency before they can be labeled safety shoes. For additional safety, metatarsal guards provide protection for the rest of the foot with the guard running from the instep over top of foot.

At a construction site, shoes with insoles that provide puncture resistance from the bottom would be a good choice, too, Smithers said, especially for roofers and carpenters who work in areas where there is a greater chance of stepping on sharp objects.

Ackerson said that slip-resistant soles are often overlooked, and they are particularly important for people working in the elements, including rain and snow.

Chemical resistant boots are made from different types of rubber to resist a variety of chemicals for various lengths of time.

In Ackerson’s experience, many employees and employers are not aware of anti-vibration gloves.

They are suggested for those using jack hammers and other vibrating tools. This type of protection may prevent Renaut syndrome, which affects circulation, Smithers said.

Cut-resistant gloves have steel or Kevlar mesh incorporated into them or woven throughout. These are meant to protect workers from sharp edges on materials like metal and glass.

As with footwear, chemical-resistant gloves are “rated” by the manufacturer for the chemicals for which they can be used and the length of time.

When working with hot materials, leather gloves with added insulation are a good choice.

To protect against shocks, there are gloves rated for varied levels of electrical voltage.

Any PPE, including footwear and gloves, “shouldn’t bypass any safety controls. They are a nice back up,” Ackerson said. s

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Eastern Alliance: www.EAINS.com Occupational Safety and Health Administration: www.osha.gov Center for Disease Control’s National Institute for Occupational Safety and Health: www.cdc.gov/NIOSH 12

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First graduates certified under endorsed trade program

By M.H. Morrison ennsylvania Builders Association’s secondary endorsed trade program may become an industry model for work force development that starts in secondary schools.

The program was developed to recognize superior construction education programs with a grant from the Department of Labor to the National Association of Home Builders’ Home Builders Institute that helped fund the program’s start up.

Already the program has been recognized as a significant best practice for essentially accrediting a residential construction trade program and is the only certification program for residential construction in the nation.

Recently, the state’s Department of Education contacted PBA’s Work Force Training and Education Committee to discuss officially recognizing or accrediting the secondary endorsed trade program.

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Grant-ful beginnings Builders Association of Metropolitan Pittsburgh was given one of these grants to formulate a program that addressed work force needs, said Mark Lantz, the owner of Cross Towne Builders, Pittsburgh, and a member of the PBA work force training and education committee.

HBI and the federal Department of Labor plan to take the best program to create a national program of study.

After receiving the grant, members of BAMP went to Stephen Black, then PBA president, to ask for the work force training committee to be revitalized.

The next step was digging up the post-secondary endorsement guidelines that had been developed a few years earlier, explained Lantz. These were used as a road map for the current program.

Eventually, the committee asked for and received PBA support for the secondary guidelines. The program is targeted at technical or trade schools, but high schools with appropriate curriculums will also be considered.

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Standardization The PBA program endorses the curriculum in specific areas, which include carpentry, electric, masonry, building/construction, heating and ventilation and air conditioning, and plumbing.

For PBA to endorse the program, the school must follow the Residential Construction Academy curriculum or at the very

least create a bridge from the existing curriculum that encompasses the skill standards from NAHB. When a school is interested in having an endorsed curriculum, its administrators submit documentation for the committee to review. If the curriculum meets the guidelines, the school can be reviewed.

A review team consisting of peer educators and administrators from similar programs, post-secondary construction trade training providers, representatives of the residential construction industry and PBA visit the site to evaluate the programs for certification.

In the process, the schools are not approved or endorsed, only its individual programs.

If the criteria are met, the individual program is then endorsed. If the school does not meet every guideline, it may be put on probationary or conditional status to give the administration and instructors a chance to correct any deficiencies.

A part of the criteria that directly involves PBA members is the requirement that the school have a student chapter of NAHB, which are created through local builders associations.

The local involvement with technical schools is a major, Lantz said. PBA members need to be on advisory committees or review committees, he added, to make sure that students are being taught what they will need to know as future members of the industry.

Graduates on the market Students completing their training will be tested based on the Department of Education-approved occupational competency assessment administered by the National Occupation Competency Testing Institute. PBA and its members have committed to serving as proctors for the performance component of the assessment, according to Arlene Miller, director of association member services at PBA. In the first year of the program, 38 students were awarded skills certificates from PBA for the 2007-08 school year. Of these, 16 achieved a competent status, while 23 achieved advanced levels, based on the NOCTI skills assessment.

James Morgan, a graduate from the Indiana County Technology Center, scored 100 percent on both the written and practical exams for masonry. He is the first student in the nation to earn a perfect score.

Continued on page 15 November/December 2008 • Keystone Builder

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MemberInsider November/December 2008

Member briefs

Gala application deadline extended; event postponed

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BA’s Builders Gala, originally scheduled for Friday, Nov. 7 in Pittsburgh, has been postponed until Friday, Feb. 27 in Hershey to coincide with the annual President’s Installation Banquet.

This decision was made based on feedback from local associations as to their preference for this year’s event.

Because of the event postponement, PBA has been able to extend the application deadline for Builders Gala awards until Friday, Nov. 14.

Please note, the application extension applies only to member awards – local association awards will still be given out during the board of directors meeting in Pittsburgh on Saturday, Nov. 8.

For more information, please visit PaBuilders.org.

Builders and associates may choose to enter their business in 11 award categories. To request an application packet, please contact Chris Anderson at PBA at 717-730-4380, ext. 3011, or via e-mail at canderson@PaBuilders.org.

BayWatch has eye on Chesapeake

Check out new, improved PaBuilders.org PBA has launched a new look and feel to its web site, www.PaBuilders.org.

The site, which offers access to industry data, housing trends, member benefit information and more, is free for all PBA members.

Changes to the site include a refreshed color scheme, updated navigation menus and up-todate industry news. PBA’s home page now features “QuickClicks,” an area dedicated to breaking home-building industry news from across the country.

QuickClicks can be found under the main navigation menu at www.PaBuilders.org. This area also features scrolling business news, such as stock market updates.

If you do not have your member username and password, please contact Chris Anderson at 800-692-7339, ext. 3011, or at canderson@ PaBuilders.org to have it sent to you.

Looking to keep informed about what’s going on with Chesapeake Bay-related regulations and legislation? Sign up for BayWatch, PBA’s e-newsletter containing information and analysis on Chesapeake Bay-related policies that have the potential to affect the housing industry.

PBA members interested in receiving BayWatch are encouraged to contact Grant Gulibon, PBA regulatory specialist, at 717-730-4380, ext. 3013, or at ggulibon@ PaBuilders.org.

PHRC presents free industry training Pennsylvania Housing Research/Resource Center is offering a new series of free training seminars through web casts.

The free video training programs are broadcast using interactive Internet technology, allowing users to ask questions during the presentation. Programs are the second Tuesday of each month, from 1 to 2 p.m.

For more information, visit the PHRC web site at www. engr.psu.edu/phrc.

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Alternative Energy Act sees the light of day

On the hill

The Alternative Energy Investment Act not only recognizes different green building standards, including the National Association of Home Builders’ program, endorsed by Pennsylvania Builders Association, but includes funding sources for going green.

Background: Special Session House Bill 1, the Alternative Energy Investment Act, sponsored

by Rep. Eugene DePasquale, D-York, includes $25 million for residential and commercial green building projects as well as significant funding streams for solar energy, geothermal and consumer energy conservation projects.

Update: The U.S. Department of Environmental Protection is in the process of developing the consumer and small business programs authorized under the act, along with application procedures and program guidelines. In late September, it was expected that program standards and guidelines would be ready within the next several months. The Department of General Services will be doing the same with criteria for the green building grant program.

PBA reaction: PBA is monitoring these programs, particularly the development of the criteria for the green building grant program. PBA is also working to maximize members’ ability to access these new programs, and ensuring that General Services accepts the NAHB Green Building Guidelines as a standard.

More information: Members can sign up for DEP e-mail updates on the new programs at www.ahs2.dep.state.pa.us/aeifsignup/.

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Total maximum daily loads are coming The federal Environmental Protection Agency and the state Department of Environmental Protection are in the process of developing total maximum daily loads for a number of Pennsylvania streams. TMDLs establish the maximum amount of a pollutant that a water body can receive and still meet water quality standards, and allocates a share of that pollutant to each of its sources.

Background: At a recent meeting of the Chesapeake Bay Commission, the EPA confirmed that it will create a TMDL for the Chesapeake Bay watershed in anticipation of the water quality goals set in the Chesapeake 2000 Agreement not being reached by the 2010 deadline.

Update: A number of local stream and watershed-based TMDLs are either being imposed or are in development in parts of southwestern, south central and southeastern Pennsylvania.

PBA reaction: PBA is concerned about the negative effects that TMDLs will have on future growth and development in the affected areas, and is working with members and other organizations potentially affected by TMDLs to develop appropriate responses.

Contractor registration becomes reality Pennsylvania will begin its contractor registration program July 1, 2009.

Background: To address concerns from consumers and consumer groups along with worry from the building industry about its reputation, PBA became involved in drafting legislation that would create a fair statewide contractor registration system. Statewide registration eliminates nearly all registrations required by municipal government bodies.

Proposal: Senate Bill 100, sponsored by Sen. Robert Tomlinson, R-Levittown, was created to regulate home improvement contractors, prohibit certain acts and provide penalties. The bill will require home improvement contractors who do more than $5,000 worth of improvements per year to register with the attorney general’s office and pay a biennial fee of $50.

Update: SB 100 was passed by the General Assembly and presented to the governor Oct. 9. PBA expected Gov. Ed Rendell to sign the bill during the week this issue went to press. PBA will educate its members about what’s needed to comply in the coming months.

PBA reaction: After being very involved in its drafting, PBA supported the bill as written because it gives the attorney general the tools to stop fraud within the home improvement sector of the industry. PBA also supported higher penalties for contractors who act in bad faith and victimize residents 60 or older.

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Auditioning C for customers Every interaction is an opportunity for a positive experience

Interacting with customers by keeping them informed will increase customer satisfaction and increase referral business.

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By Tess Wittler ontractors understand how important it is to treat customers properly.

On every job you are not being judged solely on your work but also on the overall experience the customer has while working with you. Every interaction you have with a customer is, well, like an audition.

If your clients have an exceptional experience with you, they can sing your praises to their family, friends and even to other parents at their kids’ T-ball games. But if you don’t quite live up to their expectations, your name will be mud to everyone and anyone who will listen.

Every day, you navigate across a tightrope with each customer, without a safety net. In their eyes you either succeed or fail. There is no middle ground.

You understand that in order to get good references and wordof-mouth prospects, you need to keep in mind how essential every interaction is. So what can you do to ensure that your customers have an exceptional experience with you? Communicate.

On the job, communication is always tough to navigate, but one company, Deimler & Sons Construction, a remodeling firm in Harrisburg, has implemented some well-received techniques to keep clients happy and the lines of communication open.

“Before the start of any remodeling project, large or small, there is a pre-construction meeting with the homeowners,” said Craig Deimler, company vice president. “We go over everything – from introducing the project leader to the project timeline to the procedures used to resolve issues.”

On the job site, a communication board (white board) is hung where questions, comments and progress reports can be made by both the crew and the homeowner.

“The use of a communication board keeps clients informed between project meetings,” Deimler said.

Because some people have a difficult time addressing issues or concerns face to face, Deimler sends a temperature check e-mail to his homeowners to maintain open lines of communication.

“It is a five question, web-based survey that rates how we are doing,” he said. “It allows us to gauge if things are going well or if there is something extra that needs to be done to keep the customer happy.”

Deimler’s sales representatives maintain contact with clients throughout the project, even though the project leader is on the job daily.

“They make phone calls, send e-mails and make personal visits,” Deimler said. “Again, this is another means for the client to communicate how the project is going.”

Another way the company ensures that its customer’s experience is exceptional is that, besides the daily job-site cleanups, crews also do “Barefoot Fridays,” when the job site is so spotless that anyone can walk through in bare feet.

Deimler’s staff also take note of any birthdays or anniversaries that homeowners will have while the job is taking place and do a little something extra to have fun with the homeowners.

By focusing on client communications, Deimler’s referral business has exploded. In the two years that he’s tracked leads, his referral business has increased from 55 to 79 percent of all new business.

“It’s all about building the relationship,” said Deimler. “When you keep the homeowner informed, you’ll keep the client happy and ultimately, increase your referral business.” s Member Insider • Keystone Builder

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Getting the tools of the business from PBA, NAHB

By M.H. Morrison he benefits of membership in Pennsylvania Builders Association goes beyond the extraordinary variety of value pricing and discounts, there are also opportunities to save on legal costs.

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Model building contract Members have access to a model building contract on PBA’s web site. The document can help builders stay in compliance with the law, while protecting them and their homebuyers.

Jonathan M. Grella, PBA’s chief financial officer, explained that the contract was developed to ensure that members are protected from a legal and business perspective and to provide a standard framework for members to apply consistently in their business. This business tool’s importance has increased with the volatility of today’s market.

He added that members have understood the value of the contract with it being the most popular download on the PBA web site, PaBuilders.org.

While it is difficult to put an exact dollar amount on this benefit, there are savings in the less time spent by an attorney to draft the agreement and the time saved by members in meetings with an attorney.

Grella said it is still recommended that members consult with their attorney before using the contract.

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To access the contract, visit PaBuilders.org, move your mouse pointer over Education & Resources and click on Model Building Contract. Call PBA at 717-730-4380 or 800-692-7339 if you need information about logging on to the site for the first time.

Escalation clause Along the same lines, as a member of an affiliated association, PBA members have access to the escalation clause document from National Association of Home Builders.

In today’s market with volatile price increases, often occurring at a rapid-fire pace, controlling job costs has become a major problem.

One tool to combat this business problem is the price escalation clause developed by the legal staff at NAHB, which can be adapted and used as an addendum to contracts for protection against price increases.

Still, members should consult with an attorney to tailor the clause. Also, the sales team should be trained on how to discuss the clause with clients.

Additionally, if suppliers and manufacturers have added a fuel surcharge to deliveries, NAHB has developed a clause to address that, as well. As with the price escalation clause, members should have an attorney and their sales team involved in its implementation.

To access this document, visit NAHB.org and search for escalation clause. s

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Helping HANDS

PBA member renovates building

By M.H. Morrison cott Sesler, president of the family-owned Sesler Inc. of Erie, has found a niche working on not-for-profit groups’ projects, including the recent renovation of an old building into the Rosewood Apartments.

Housing and Neighborhood Development Service was the nonprofit sponsor/developer for the apartment community.

Charles Scalise, president of HANDS, said that his group, which is well known for developing smaller, special-needs housing communities, has a long history with Sesler Inc., starting around 1995 with the conversion of a Catholic grade school.

“They were projects that we were very good at,” said Sesler of the partnership with this and other area nonprofits. “It seems to be our niche.”

Regardless of the project, “the biggest challenge we face is always the budget constraints. One of the things we’re good at … is value engineering,” he said, finding the most economical way to achieve a specified end product.

The Sesler family has been in building since the late 1950s, when they did mostly custom-built homes. As that segment became more competitive, the company looked for other business opportunities. They landed on non-profit and multi-family residential projects.

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The Rosewood challenge In the case of the Rosewood Apartments, it was HANDS’ responsibility to identify the housing need in the community, find a development site, secure financing, and engage an architect, general contractor and other professionals to carry out and complete the development of the affordable housing project.

This particular site is expected to achieve a number of HANDS’ goals from creating affordable apartments for persons with chronic mental illness to anchoring the neighborhood by re-using an abandoned and deteriorating building.

The Rosewood Apartments project in Erie is just one of the nonprofit projects on which Sesler Inc. has worked.

The structure, when rehabilitated, will provide six independent living apartments for low-income persons with disabilities, a great need in Erie, Scalise said.

Nonprofit doesn’t equal no profit Even when working with nonprofit organizations, business rules still apply. Sesler takes the total labor and materials adding a mark up for profit.

For projects that are negotiated with the nonprofit, Selser puts together a price for the project based on the plans and specifications he receives. In other cases, he may be part of an open bidding process.

“When you do these projects there’s more paperwork involved,” Sesler said. “There are a lot of forms to be filled out. Some firms don’t want to be bothered with that,” He said that he has an excellent staff that can help him get through the maze of paperwork, which is an advantage.

“We’re in business to make money, you can do that with nonprofits,” he said. s

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Endorsed trade program Continued from page 13

Joining up According to a July 2008 board report from the work force training and education committee, six schools with a total of 18 programs have been evaluated. Another school is working toward its evaluation.

To make the secondary endorsed trades program work and grow, there is a need for additional volunteers to work on the review process.

All team members are given a $100 stipend for their time and talents during

“The really good graduates of the program will become our members because they will go into business for themselves.” the day of the evaluation, Miller said. All team members are reimbursed for their mileage as well as overnight rooms and meals, as needed.

Beneficial education Stephen Black, president of Stephen Black Builders, Lititz, and immediate past president of PBA, is hopeful that the program will really take off.

“It’s more hands-on than the usual career and tech program,” he said.

Association members will be able to verify certifications earned by graduating students through PBA’s web site at PaBuilders.org. In addition, members of sponsoring associations will be able to check with their local associations to get lists of skilled graduates looking for work.

Lantz observed, “The really good graduates of the program will become our members because they will go into business for themselves. That has happened so many times.” s

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Rehabbing PA 16

Coatesville Flats under discussion

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By Ben Semple acobucci Homes, a subsidiary of Baker Residential, is teaming up with Philadelphia-based developer Mosaic to redevelop the Flats, a 28-acre former industrial site in Coatesville.

The goal is to transform the abandoned site of G.O. Carlson’s steel mill into a vibrant residential and retail community.

Iacobucci recently presented its plan to the local redevelopment authority in hopes of receiving its backing. The plan includes building 112 townhouses, to be sold between $175,000 and $225,000, on the north section of the property. Mosaic development plans to transform the south end of the site with a 40,500-square-foot supermarket and 87,500 square feet of retail space.

Iacobucci Homes is excited to work with Mosaic on the project.

According to the Daily Local News in West Chester, the director of planning and site development at Iacobucci, Tim Smith, said “We’ve gone through a lot. We talked to a number of different people, and our feeling is they’re the folks for the project.”

Gregory Reaves and Leslie Smallwood, partners in Mosaic Development, proposed their ideas for the abandoned lot.

According to the Daily Local News, Reaves said his organization’s special talents lie in its flexibility to develop a project on land as small as half an acre to as large as 100 acres. He also said it is vital to gain the community’s approval on what is being built on the Flats. Reaves said, “The last thing we want is a community that doesn’t like the investment that we have made.”

The developers are continuing to work on securing the funding needed to start the project.

Two other companies have proposed building a power plant on the site, but these plans have stalled.

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Old asbestos plant renewed A visual eyesore and potential health risk in Ambler, Montgomery County, will soon be the site of residential living space and an office space complex.

The Redevelopment Assistance Capital Program has given $4 million to rebuild over an old asbestos factory. With plans to give more in the future, the RACP, along with the developers involved, view this as an opportunity to stimulate the surrounding economy and take advantage of a space that has sat vacant for four decades.

The company spearheading the project, Westrum Development, recently presented Ambler Borough Council with its plans to transform the site on South Maple Avenue.

According to the Ambler Gazette, John Westrum, CEO of Westrum Development, said, “The development is a prime example of brownfields reclamation, which is an effort to remediate and cleans a contaminated site of environmentally harmful materials with the goal of stimulating the local economy through development.” Construction will begin next year.

The historic boiler house, a landmark of the community, will be transformed into 42,500 square feet of office space. Along with that, 288 loft-style condominiums, a community club house and village green, will make up the Crossing at Ambler. Westrum expects about 500 residents will call this development home.

Building will follow cleanup and remediation of the site’s industrial contamination. Conestoga-Rovers and Associates will be responsible for the remediation work at the site. Their plan is to cap the entire area by covering the land with asphalt, sidewalks, or two feet of soil. The project also features green space.

Due to the redevelopment of land and the site’s location adjacent to the SEPTA line, the project has caught the attention of various environmental groups throughout the community. The Delaware Valley Smart Growth Alliance and the Pennsylvania Environmental council hail the project as a “mixed-use, transit-oriented community.”

Brownfields reclaimed in South Fayette The community of South Fayette in Allegheny County awaits Newbury Market, a $240 million redevelopment project. The site of an old chemical plant will be home to 301 acres of residential and commercial development.

Newbury Market, which will open in 2010, will be developed by EQA Landmark Communities and Beazer East. The mixed-use development, being built on reclaimed brownfields, is located west of Interstate 79 near the Bridgeville exit.

EQA Landmark will be the main developer of the new project. The residential area of Newbury will include 198 homes and townhomes, plus 125 rental units.

The homes are being built to be energy efficient, estimated to use 40 percent less energy than standard homes.

Resembling a rural village, the homes will be located adjacent to the retail section of the development. There will also be 95 acres of green space throughout the residential area complete with parks and trails.

According to the (Greensburg) Tribune-Review, Brett Malky, president of EQA Landmark, said that this project is “going to redefine Main Street here for South Fayette.”

The new entertainment district will include a large array of restaurants, shops, office space, and a hotel. A new 84 Lumber store is one of the first announced businesses for the site. The old 84 Lumber store near Route 50 dates to 1972.

EQA Landmark and Beazer East are working closely with the Pennsylvania Department of Transportation, Allegheny County Economic Development, and Allegheny County Public Works to discuss more than 12 different traffic improvements needed to improve the site. The creation of a tunnel and a storm-water management system are also being discussed.

At a recent press conference, Allegheny County Chief Executive Dan Onorato called the Newbury project “another great example of our aggressive efforts to clean and reclaim brownfields and return them to viable economic and residential uses.”

He also discussed the economic benefits that come from the jobs that the new community will offer. Developers expect the site to support 4,600 construction jobs and more than 2,600 permanent jobs once all of the retail space is completed.

In February, the state announced its plans to provide a $5 million grant for the new development. The developer of the site also plans to use the tax abatements offered by Allegheny County, South Fayette Township and the local school district. s

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Tips for smooth project management

By Arden Bortzfield & Tess Wittler or some builders, managing tasks on the job site can be a challenge. This is especially true for builders with limited experience in project management. However, there are ways to coordinate the various job-site tasks to ensure your project runs smoothly.

As a first step, Craig Deimler, vice president of Deimler & Sons Construction in Harrisburg, suggested investing in residential construction superintendent classes, which are offered by the Home Builders Institute, the work force training and education unit of National Association of Home Builders.

Deimler said that he took the RCS class with his team to lead by example.

Accurate subcontractor coordination is vital to running a smooth project.

Ray Venema, owner of Susquehanna Builders in Montoursville, has used a core group of trade contractors for his projects for years. He begins each project by communicating the anticipated start date to his selected subcontractors.

Once the project begins, he keeps it on track by giving subcontractors a two-week notice. However, he has noticed an additional layer of coordination.

“Since my subcontractors are so in tune with how we run projects, they’ve taken to notifying the next contractor in line that the project is ready for them,” Venema said. “That’s the best form of coordinating a successful project.”

Steve Artz, president of Your Towne Builders in Lancaster, doesn’t have a sophisticated system, but in his 17 years of business has found a “Job Initiation Form” to be the best communication tool to run projects effectively.

“It contains the pertinent information for the job – from a detailed description of the house to its completion date,” Artz said.

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One of the biggest sources of frustration for any project is when the necessary documents are not readily available on the job site, Artz said.

One of his tips to other builders is simple, but often times overlooked.

“Provide the same information on the job site as is in the office, so the supervisor can refer to it easily and quickly,” he said. “It isn’t good enough to write it on tablet paper and file it in a folder. Follow the system.”

Tim Britton, CEO of Tim Britton Construction Services in Falls Creek, assigns a “lead man” to each project, and it is his responsibility to follow the budget and produce that job.

Britton said there are four critical components in producing a win-win-win project for his customers, his trade partners and his company.

First, he holds a pre-construction meeting with all parties involved in the project. This is where the salesperson/job coordinator introduces the homeowner to the lead man and the rest of the team assigned to produce the project.

“By discussing project details and expectations in front of the homeowners, it raises their comfort level,” Britton said.

The second factor is to make sure the client’s complete file is properly handed over from sales to production. This means drawings, scope of work, anticipated cost of the project and homeowner information.

Once the job begins, the lead man is required to provide daily reports to the job coordinator. The final critical step is visiting the lead man on the job site two to three times a week to make sure everything is running smoothly. Britton said he’s found skipping a step leads to trouble.

The best part about the lead man system is that it allows the owner to spend more time managing his business and selling his work.

“I have 12 jobs going right now, and I am looking forward to golfing this afternoon,” Britton said. s

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WE HAVE A POINT TO HAMMER HOME

You only benefit from those member benefits you use PBA can be a vital part of your personal and professional success. Your association offers numerous benefits that your member dues make possible. So it’s in your best interest to use them. Just a few include • Networking opportunities with the most successful business leaders in your community • PBA’s Member Rebate Program pays cash back to builders who use products from nationally known manufacturers • On-staff experts stand ready to help with issues from the UCC to environmental regulations • Your member web site offers 24-hour access to housing data like county building permit stats • Special councils focus on the special needs of associate and developer members

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If you want to hammer out a plan for success, your PBA member benefits are the best tool at your disposal.

To learn more, contact a PBA field service director at (800) 692-7339.

Ask for our member benefits brochure.

More benefits also available at www.PaBuilders.org &INAL"#!D PDF !-

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• Our workers’ compensation plan is expanding because of its highly competitive rates • Free use of the PA One-Call system before you dig • A pioneering health insurance program offering great features at affordable rates • Various professional education seminars • Government affairs experts at work in the legislature protecting and promoting the housing industry • Free subscriptions to high-quality PBA publications

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Jim Conner, 2005 PBA president, swears in the association’s 2008 leaders.

Members direct PBA policy If you feel strongly about an issue, make sure your voice is heard

By Tracy Miller ure, you know about the many benefits of being a PBA member. You know PBA advocates for the housing industry in Harrisburg. And you know the staff works hard on your behalf. But who drives the issues that PBA tackles? Who decides what issues come to the forefront? And who provides the input on which major policies are based? The answer may surprise you: It’s PBA members.

PBA truly is a grassroots, member-driven association.

Member-elected representatives develop policy and legislative agendas and advocate for the causes and concerns that are most important to members. PBA’s staff supports these policies and implements member’s ideas.

But what is the impetus for such a democratic organization?

It all begins with the local builders associations.

Local leaders take ideas, concerns and suggestions to their regional meetings, which sets the stage for the three PBA board meetings each year.

Scott Cannon, 2004 PBA president, first got involved in the builders association in the mid-1980s. Knowing his strong

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belief that associations should be member-driven, the executive officer of his local association soon asked Cannon to serve on its board.

“Frankly, I thought it was one of the greatest honors of my life,” Cannon said. “I had the utmost respect for the guys on that board – and to be asked to join them was such an honor.”

Like many of his colleagues, Cannon firmly believes that the democratic structure of PBA means that information “filters up,” instead of down, which directly contributes to the organization’s success.

So where do the opportunities lie that make PBA member-driven?

They lie in getting involved at the local level, in providing feedback on legislative issues, and in networking with members who also see the need to work together to protect and promote the home building industry.

Members are the change agents in advancing new and better ways to do things, and PBA currently is driven by more than 9,000 talented and passionate members. So come, get involved and make your voice heard. Help to make PBA truly your association. s

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Tangible treasures in membership

By Tess Wittler s a member of the National Home Builders Association, you’ve most likely discovered a few of the intangible gems associated with membership: the lobbying efforts on Capitol Hill and the camaraderie of mingling with others who understand your trade – your business.

However, there are several tangible benefits that put money back onto your balance sheet! One such program is Member Advantage. Here are just a few of the savings you get, simply by being a member: Bank of America Financial Services: Offers a variety of credit card options to help your business grow.

Biz Forms and Checks: 30 percent off every order.

Dell Computers: Members can enjoy incredible savings on essential small business technology, including desktops, notebooks, and a complete range of software and peripherals like printers, projectors and TVs.

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DHL: Save up to 25 percent off standard rates on DHLs full suite of shipping services.

GM: $500 toward the purchase or lease of most new GM vehicles. This includes 2007, 2008 or 2009 model year Chevrolet, Buick, Pontiac, GMC, Saturn, HUMMER, Saab or Cadillac passenger cars, light-duty trucks, vans or SUVs. Good through Jan. 2, 2009.

Hertz: Save up to 20 percent (depending on where and when you travel).

Additionally, NAHB member’s can also join the Hertz #1 Club Gold with the fee waived for the first year (a $60 value) and can save $25 on weekly rentals of Hertz Green, Fun or Prestige collection vehicles in the United States.

NAHB Career Center: In collaboration with ConstructionJobs.com, members enjoy a 20 percent discount off standard rates for job postings.

Office Max: Save 10 percent on delivery orders and earn money back on nearly all purchases.

Omaha Steaks: Save 10 percent every time you shop online.

PayChex: Save 15 percent on payroll processing.

Pitney Bowes: Get a free 90-day trial of the new MailStation2 digital mailing system and $50 in free postage coupons.

Roadway Express: Receive special discounts when shipping less than truckload (LTL) freight.

Solveras: Receive discounts on credit card processing and other electronic payment services.

UPS: Get up to 30 percent off UPS air and international shipping.

Williams Scotsman: One month free rent (up to $500) for each mobile office, storage container or specialty trailer leased for six months or longer.

Yellow Transportation: Receive special member pricing on your transportation needs.

To benefit from these treasures from Member Advantage, visit NAHB.org/ma. s

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g rs e Serving Pennsylvania Builders Association members from 7 locations.

Dial (800) 883-8800 to find the locations that best serve your needs.

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Get it, got it, blog it

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Pictured from left: Dana Priesing, Diane Menke and Tamara Myers of Myers Constructs in Philadelphia. The company has a blog that reflects its personality as well as supporting its marketing messages.

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By M.H. Morrison yers Constructs of Philadelphia “gets it” when it comes to technology and promotion.

Diane Menke, project manager and chief operations officer at Myers, which does custom remodeling work in the middle to upper-middle price range, said that about two years ago, the company’s marketing was not targeting the right clients.

After speaking with customers for ideas and feedback, Menke came to the conclusion that they wanted to read about staff and to see project stories and photos.

At that time, the company’s web site was fairly stagnant, having not been updated for about six years. Still, the web site appeared to be the perfect vehicle for delivering “the story” to potential customers.

As Menke looked at other web sites, she noticed what she liked was getting something for “free,” such as a short movie, a story or data.

This observation meshed with a book she had read called “Made To Stick,” that said good marketing gives something away. This led to the idea that the Myers’ web site needed a giveaway that would “stick.”

One of the answers became the blog.

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Creating the blog In the mid-1990s when Tamara Myers, the company’s founder, said that there should be a web site, Menke thought it was a waste of money.

Over the years, her attitude changed, and she originally thought of the blog.

In the two to three months before the blog was published, the team discussed ideas and approaches, determining the character and language of the site.

Menke said the final look and tone of the site is really a hybrid of the key players in the company, because she feels a blog must have personality.

She warned that blogging is a good thing only when done regularly. At a minimum it should be updated weekly.

“A stale blog is worse than no blog,” Menke said.

Blogging, marketing, success Menke said that word of mouth and recent press about the site have increased traffic. The company does a direct mailing two to four times a year using a mail piece that features the web site, too.

Overall web traffic has doubled from last year, and it’s steadier throughout the year with less seasonal ups

and downs. Since March 2007, the company’s web site has averaged between 16,000 and 22,000 hits per month.

On a weekly basis, Dana Priesing, who manages the web site and the blog as the office controller and web wrangler, spends about two to four hours on the blog and site.

Menke remains involved directly with the blog so that it taps things that the team finds interesting, while coordinating the content with the company’s overall marketing.

“So for example, if we want to sell upscale kitchens in Center City, we try to tell that story,” Menke said.

“A lot of builders and remodelers out there use cookie cutter images and language. Well, who would want to ‘tune in’ for that? It’s boring,” Menke said.

“We like to have fun at work. So our blog and web site had to communicate these characteristics of our company – it’s our culture.” s

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Made To Stick: www.madetostick.com Myers Constructs: www.myersconstructs.com

I Keystone Builder • November/December 2008

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C D D D E H

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Sign up today for PBA’s Member Rebate Program

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o one likes to leave money on the table. So, what would you think if you could get a rebate for your loyalty to many of the nation’s leading housing industry manufacturers? Well, now you can!

We’re happy to introduce the PBA Member Rebate Program, aimed at increasing your bottom line. For the minimal effort of informing us about the products you use and telling us when you close on a home, you’ll be putting money back in your pocket.

When you participate in the PBA Member Rebate Program, you can count on receiving checks every quarter! This program is only available to current PBA members.

Benefits of participating The biggest perk? Money. Cold, hard cash. And all for just remaining loyal to many of the country’s leading manufacturers you already use in all of your homes. Lump-sum checks for closed homes are mailed quarterly.

No need to change your business practices Besides the money, the next-best part of the program is that it relies on very little from you and doesn’t change the way you conduct business. Best of all, you do NOT have to change the way you currently buy. We do the paperwork, collect the money and mail you the quarterly checks directly!

How to register Obtaining the benefit for your loyalty couldn’t be easier. You may register online at http://memberrebateprogram.pabuilders.org or call PBA at 800-692-7339 to request a brochure with registration form.

Detailed manufacturer information available You will be sent a Manufacturer Guide that details the information that is needed per home from the manufacturers you have used. s

Participating Companies Bradford White Corporation Bryant Heating & Cooling Systems Carrier Daltile Delta Faucet Duron El Dorado Stone Heat & Glo

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Heatilator Honeywell Jacuzzi Lutrum Mansfield Plumbing Pittsburgh Paints Progress Lighting Velux

Frequently Asked Questions Do I have to change the way I do business?

You don’t need to! You still utilize the same suppliers and continue conducting your business as usual. The only requirement to qualify for a rebate is that you use two of our manufacturers.

What if my subcontractors buy supplies and materials?

The manufacturers are rewarding loyalty with these rebates. If you are specifying the product to your subcontractors, then you are affecting the sale and therefore qualify for the rebate.

Must I agree to use all participating manufacturers?

No. In fact, a builder only needs to use two of our manufacturers to qualify for a rebate.

Do I have to save and submit my receipts?

There are no receipts necessary to process your rebate claim. We have made the rebate program as simple as possible. Instead of receipts, we use our manufacturers’ salespeople in your area to check that their products were used.

Why do manufacturers want to reward me?

Manufacturers recognize that the small-to-midsized builder is the largest segment of the building industry, and they are rewarding those builders with rebates through PBA.

Is my company big enough to qualify?

Yes! As a PBA member, you have the combined buying power equivalent to a Top-10 builder.

What if I don’t renew my association membership?

This program is a members-only benefit. If you leave PBA, you are no longer able to participate. s

subject to change November/December 2008 • Keystone Builder

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Add it up

BENEFITS. LOTS OF BENEFITS. THAT’S WHAT PBA PROVIDES. GO AHEAD, ADD ‘EM UP — YOU’LL SEE MEMBERSHIP MAKES SENSE, AND CENTS. PA One-Call • Member Rebate Program • Housing news clips • Hire a lobbyist to advocate • Buy Now co-op advertising program • Access to regulatory consultant • Access to UCC consultant • PBA educational seminars • Keystone Builder magazine • TradeSecrets e-newsletter • Discounted rates on PHRC seminars • Access to PR consultant • Associates Council • Developers Council • Networking opportunities • Aflac medical / disability insurance • Web site with homebuilder info • Insurance programs • Workforce training certification • Access to PBA field representative • Marketing advantage • Builders Gala • Office supply discounts • Discounted insurance rates • Issue advocacy • program • Industry Action Fund

Membership pays Contact PBA: 717-730-4380 • 800-692-7339 • www.PaBuilders.org

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10/21/08 4:37:42 PM

Member spotlight Start-Living Homes: Discovering every home’s uniqueness

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By Tess Wittler hether it’s racing his Formula Vee car, zinging around country roads in his 1976 MG, or building a Frank Lloyd Wright-inspired home, Larry Mellott isn’t one to stand idly by.

Mellott started out like many other builders.

In 1977, he was working as a draftsman for a custom homebuilder and was compelled to learn more about the building trade.

“Once my design work was completed for the day, I’d head out to the job site to give the guys a hand – and learn the trade myself,” said Mellott. A few months later he broke ground and began building his own home.

By 1984 he launched Start-Living Homes and has been constructing unique homes ever since. In fact, no two homes he’s built in 30 years have been identical, something he takes great pride in.

As he explains it, “I find lots – those that others may not see the beauty in – and design a home to fit the landscape.

A home should look like it grew there.”

Designing a home to fit the terrain and needs of the homeowners is one of his biggest challenges and rewards.

“For me, each house is meant to be different, and that’s what gets me pumped up about each home I build.”

Mellott builds one or two homes a year and does all of the work himself from pouring the footers and laying the roofing to running the electrical and installing the cabinetry. Sometimes he gets help, but most days, he’s on the job site doing the work himself.

“My homes are a series of smaller projects,” he explains.

“That’s what I enjoy about being a builder. Every day I

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work on a different piece of the house, and just like a puzzle, they all come together in the end.”

Mellott said that he’s had many memorable projects over the years, but one design-build project stands out.

The lot was sloped, so he created a home around a central stairway that was segmented into half-flights leading to each of the five levels – two levels were for the basement and the remaining three were living quarters.

“That one was inspired by Wright’s Fallingwater,” he chuckled.

Mellott is also a certified building code inspector, and over time he’s evolved into “the codes guy.”

“There are builders still struggling to interpret the code, and I help them gain a better understanding,” he said, adding that his years experience, along with attaining his certification, means that “Most guys are comfortable having a builder as their inspector. They trust me to know what I am talking about.”

As for the future, he said, “I think we’re going to see home designs evolving. Because of the aging population, I expect to see smaller, manageable homes being built, while still including the first-rate amenities people enjoy.”

And change is what energizes Mellott.

“After a while, things get stale and need freshened up.

That’s what the building industry is going through right now, and I am excited to discover what new ideas are awaiting us when we zip around this bend.” s

Business quick facts: Start-Living Homes • Years in business: 24 years • County of operation: York • Local association: York County Builders Association • Association involvement: 2008 president, York County BA ; PBA and NAHB board of directors member; voting member at final 2009 IRC Code hearings • Recent awards: Spike Club: 100 Level November/December 2008 • Keystone Builder

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Final word

Proverbs

and

Not always what you think

By Richard Ensman ithout realizing it, just about everyone uses proverbs and slogans in casual conversation.

These time-worn sayings often become the basis for actions in our personal and work lives.

But popular slogans are not always what they seem to be. They’re not necessarily grounded in logic or common sense, and practicing the wisdom espoused in these sayings too literally can be an open invitation to disaster.

So ponder for a few moments this collection of seemingly wise sayings, and think about what they really mean. ● Beauty lies in the eye of the beholder. Translation: Standards are a matter of personal taste. Reality: Buying into this statement and you may well abdicate your responsibility for building objective standards in the work place. ● Let’s not mince words. Translation: It’s OK to make extreme or crude statements. Reality: In practice, people who practice old-fashioned values like politeness and courtesy help foster communication and build team work more effectively than people who let it all hang out. A continuing disregard for simple diplomacy can be destructive to any organization. ● Figures never lie. Translation: It’s always safe to rely on the numbers. Reality: Numbers sound definitive and logical, but in practice it’s far too easy to forget the distinction between data and information. Data – numbers and statistics – represent actions, people and problems. Numbers must be interpreted and pondered. Only by understanding what’s behind the numbers can you understand the numbers themselves. ● Out of sight, out of mind. Translation: If it’s not causing you trouble, don’t worry about it. Reality: Forgotten promises, overstuffed desk drawers and missed deadlines can cover up all sorts of ills. By following the “out-of-sight-out-of-mind” philosophy, serious problems may rear their ugly heads only when it’s too late to solve them. ● Time heals all wounds. Translation: Mess things up, and your errors will eventually be forgotten. Reality: Mistakes have a way of reverberating through the years and even decades. One serious mistake can lead to a loss of a customer, a quarterly deficit or diminished effort on the part of a team member – all problems with long-lasting consequences.

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slogans

● If at first you don’t succeed, try, try, try again.

Translation: Keep on plugging ’til you get it right.

Reality: Persistence is an admirable quality, but are all tasks and projects worth doing until they are successful? Probably not. In fact, the law of diminishing returns takes over with many longstanding projects. As failures keep piling up, the cost of continuing begins to outweigh the benefits of success. ● The buck stops here. Translation: It’s only one person’s responsibility. Reality: The buck is spread around at quality-oriented work places. True, one person may be responsible for the ultimate direction of the work unit, but this individual delegates responsibility to others if he or she is doing the job right. ● Take the bull by the horns. Translation: Act now!

Reality: Nothing is worse than charging ahead before all the facts and options have been considered. As bull fighters learned a long time ago, never grab the bull’s horns until you’re sure you won’t get gored. ● Don’t cry over spilled milk. Translation: If you make a mistake, forget it and move on. Reality: Thomas Edison once said that every time he made a mistake, he learned something. Only by pondering mistakes can you learn to overcome them. ● We’ll cross that bridge when we come to it.

Translation: Don’t worry about it now. Reality: In this era of rapid change, only those people who plan carefully are able to respond to the fast-changing demands of the world around them. People who fail to worry about bridges early on often find those bridges impassable later on. Better to figure out how to cross difficult bridges now, and gain the necessary footholds on the other side. ● Too many cooks spoil the broth. Translation: Make one person responsible for something and it will get done right. Reality: Maybe, but for a complicated task, one person may not have all the necessary knowledge and experience to get it done properly.

Only by bringing in other “cooks” can the broth be seasoned the right way.

Slogans, sayings and proverbs find their way into daily life more than most people care to admit. While time-worn sayings may hold a measure of wisdom, next time you’re tempted to rationalize an action or belief with some famous words, remember the historian Isaac Disraeli’s adage: “The wise make proverbs and fools repeat them.” s

I Keystone Builder • November/December 2008

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