THE YEAR IN REVIEW
BIGGEST UNKNOWNS FOR CONSTRUCTION IN 2020
HOW SALES TAXES AFFECT YOUR BIDS
San Antonio | January 2020 DON’T OVERLOOK THE R&D TAX DEDUCTION
2019 STATE OF THE UNION: BE PREPARED FOR THE UNEXPECTED
HOUSING FORECAST MESSAGE DRAWS CROWD
BURDICK CUSTOM HOMES Art Burdick, from left, Alexia Herber, Robert Reyes and Monika Morris
A Cut Above the Rest
March 2019 San Antonio's Homebuilding Industry Publication
The Building Savvy Year in Review Issue
A recap of some of the best in the business...
A Homebuilding Industry Publication
Building Savvy
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SAVVY’S A-LIST Air Conditioning Classic Services AC 830.358.1499 www.classicairconditioningandheating.com Architectural Photographer Jason Roberts and Associates 210.789.2033 www.jasonroberts.biz Building Materials BMC 512.977.7400 www.buildwithbmc.com Guido Companies 210.344.8321 www.guidoconstruction.com
Custom Stone & Granite Sublime Custom Stone 210.495.1053 www.sublimecustomstone.com
Elevators Home Elevator of Texas 210.340.5702 www.homeelevator.com
Mortgage Colonial National Mortgage 830.714.1236 www.gocolonial.com
Doors The Front Door Company 210.340.3141 www.thefrontdoorco.com
Fireplace Installations Integrity Fireplace Installations 210.294.1383
Painting Texas Quality Drywall & Paint 210.560.2698 www.texasqualitypainting.net
Garage Doors Hollywood-Crawford 210.494.3434 www.hollywoodcrawford.com
Drywall R. Hernandez Drywall 210.733.6437 Electrician MSF Electric 210.781.4112 www.msfelectric.com
Home Warranties Centricity 727.385.7599 StrucSure 210.232.3947 www.strucsure.com Insurance Hotchkiss Insurance 210.581.0420 www.hiallc.com
S M A RT E R P R O C E S SES
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Plumbing Diamond Plumbing 210.967.6100 www.dptexas.com Roofer Kendall County Roofing 830.331.2650 www.kendallcountyroofing.com Roofing Supply Beacon Roofing Supply 210.598.5634 www.westendroofing.com Specialty Electronics and Appliances HomeWerks 210.499.5760 www.sanantoniocentralvac.com Specialty Glass and Mirror B&T Glass 210.656.8507 www.btglassandmirror.com Title Company First American Title 817.918.2323 www.firstam.com
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pressed therein do not necessarily re ect the views of N2 Publishing but remain solely those of the author(s). The paid advertisements contained within the Building Savvy magazine are not endorsed or recommended by N2 Publishing or the publisher. Therefore, neither N2 Publishing nor the publisher may be held liable or responsible
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Lisa Hall
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Regional Sales Manager
for business practices of these companies. NOTE: When community events take place, photographers may be present to take photos for that event and they may be used in this publication.
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Building Savvy
LOC ATE D I N S A N A NTO NI O , P RO V I D I NG FO R AL L S U R RO U N D I N G AR E A S WI N N E R OF TH E 2011 - 2017 A NG I E 'S L I ST S U P E R S E RV I C E A W ARD
[from the publisher]
Another Year in the Books for
SUBLIME CRAFTS E A RT H ' S F I N E S T GRANITE, QUARTZ, & MARBLE INTO DREAM COUNTERTOPS. KITCHENS, B AT H R O O M S , S H O W E R PA N E L S - A N Y T H I N G YOU CAN IMAGINE WE CAN DO!
BUILDING SAVVY SAN ANTONIO! window and door performance, then insulation and mechanical systems. The hot trends and new products for surfaces, kitchens, baths, and outdoor spaces come next before we wrap up another year with updates on home technology and finishing touches.
As we reflect back on all of 2019’s featured contractors, I see several recurring themes. Savvy builders are hands-on, intentional and work well with others. I am personally inspired by their focus, integrity and talent, and hope that this year’s selections also motivated you. By the way, as we plan our line-up for 2020, don’t be shy about nominating your company. It is purely an honor, no cost is involved, but being selected for the honor can be a huge marketing plus when properly promoted. I can share some ideas about that!
1 1 2 1 0 G O R D O N R D . S A N A N T O N I O T X 7 8 2 1 6 // SUBLIMECUSTOMSTONE.COM
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As much as things change around us, some things stay the same; one of the constants is the process for building a firm and solid home foundation, another is common sense about customer service. On the other hand, some things need to change, including housing policies. You’ll find thoughts on all that and more inside! I’d like to take this opportunity to recognize and thank my sponsors and my local experts who contribute timely editorial to keep us all savvy about our industry.
Each January starts a new editorial calendar for our Focus Sections. Throughout the year we explore the latest schools of thought and latest products as we embark on the journey that starts with the foundation. Next is the framing, followed by a style report on exterior design. Then it’s on to a performance series beginning with
Enjoy! And I wish you a happy and prosperous New Year!
[association news]
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2017 & 2018
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There are several ways and opportunities to get involved with the association. One of the most important committees GSABA has is the Government Affairs Committee, which works in conjunction with the association staff to address issues that impact the home building industry at the city, county, state, and federal level. One of the primary goals is to protect the industry from onerous regulations that could raise the cost of housing in the Greater San Antonio area. To learn more about the benefits of membership, or if you need help getting started, contact GSABA Membership Director Feliz Morin at (210) 696-3800.
The Greater San Antonio Builders Association is a not-for-profit trade association established to represent builders, developers, remodelers and affiliated industry members in cooperation to benefit and promote home-ownership. GSABA members include but are not limited to: homebuilders, developers, remodelers, architects, suppliers, general contractors, mortgage lenders, interior designers, title companies, banks, service providers, tile and masonry, and many more trade contractors and home-building categories.
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Building Savvy
[industry news]
Biggest Unknowns for Construction in 2020 America’s Political Landscape Could Have A Huge Impact on the Homebuilding Industry By Trevor Whitney
America has seen a rapid escalation of politics into every aspect of our daily lives: in schools, on television, and on social media. Also, every year more Americans peel off of supporting the mainstream political parties. Congressional approval ratings hover in the single digits. To say the least, the political culture in this country introduces uncertainty to small businesses and citizens alike.
For decades, America judged its economic health by the pace of the homebuilding industry. For most Americans, a home is the biggest purchase they will ever make. One single unit incorporates thousands of input products and services. In 2020, political insecurity will have an impact on the homebuilding industry. What are the biggest stories to watch in 2020? 1. IMMIGRATION President Trump swept into office in 2017 on a platform that promised a dramatic shift on immigration; he talked of building a wall on the Mexican border, ending birthright citizenship, and beginning mass deportations. While this issue obviously struck a nerve in the electorate and pushed him past the finish line, industries such as residential homebuilding braced themselves for labor shortages and job-site disruption.
Building Savvy rates matter, because banks receive this signal and either loosen or tighten lending. For the average person, an interest rate on a mortgage doesn’t make a big difference in their home buying decision, but bank lending requirements such as credit scores and down payments can disqualify younger and less qualified buyers. If builders are going to clear their inventory in 2020, interest rates will have to remain constant or drop.
immediately felt the impact, as lumber prices saw steep increases in 2018 and 2019. In 2018, the trilateral U.S.-Mexico-Canada Trade Agreement, USMCA, was established and overall tariffs in North America will be reduced. However, due to acrimonious relations with Congress, the treaty had not been ratified by November 2019. Additionally, in late 2019 the Trump administration signaled that trade talks with China could result in a new agreement in the beginning of 2020, which would impact billions of dollars of products imported every year. A China trade deal that protects the U.S. market from product dumping and retaliatory tariffs could send the stock market soaring to record highs. The United States and China are the largest economies in the world, and are increasingly intermingled. Homebuilders stand to gain by lower prices on building materials that are manufactured in China.
The biggest question is whether the Federal Reserve will have the courage to make any adjustments in a presidential election year. Conservative academics blame George H.W. Bush’s loss in the 1992 election on Federal Reserve action that led to an economic slump. In what promises to be a highly political 2020, the Federal Reserve may refrain from putting its thumb on the scales. If the economy stays strong, home buying may continue its record-setting pace. 3. INTERNATIONAL TRADE President Trump’s trade agenda was aggressive from the start: promises of correcting trade imbalances, slapping tariffs on traditional allies, and completely replacing the North American Free Trade Agreement (NAFTA). Any one of these items would be a huge undertaking by a president, but Trump launched into a wrecking-ball campaign on day one. Trump pushed the narrative on NAFTA by placing tariffs on Canadian lumber and other building materials, as well as Chinese steel and aluminum. Homebuilders
As 2020 begins, the economy has some huge structural issues that will need some kind of solution. The presidential election will drive many of these issues, but there are many outcomes that cannot be predicted. Home builders have enjoyed a few years of record-setting sales pace, and any seasoned builder will tell you that the ups come with the downs. While the market may be due for a correction, residential construction will continue at a furious pace unless large political issues throw up roadblocks. From immigration to interest rates and international trade, the America of the next decade will be determined by some key moments in 2020.
By late 2019, many of Trump’s promises on immigration have failed to be enacted, but a president in an election year is likely to take dramatic action to earn votes in November. Trump has seen increasing criticism from his Republican base on lack of action on immigration, and Congress is at a stalemate. One critical event to watch is the Supreme Court of the United States (SCOTUS) session in the summer of 2020, where Trump’s attempt to undo the Obama administration’s Deferred Action for Childhood Arrivals (DACA) will be decided on. This could impact over 800,000 millennial-aged immigrants (self-dubbed as “Dreamers”), whose legal status to work in the U.S. hinges on the SCOTUS decision. If DACA is ended, there could be an immediate impact on labor supply in the skilled trades in the short-term. 2. INTEREST RATES The Federal Reserve sets borrowing rates for banks in the United States. While the Fed is not a government agency, it has an oversized impact on the political world and elections in general. If rates are too high, the economy could sputter in 2020. If rates are too low, inflation could rise. President Trump has been highly critical of Federal Reserve Chairman Jerome Powell, as rates were quickly increased when Trump entered office in 2017. By 2019, the Federal Reserve began to reduce rates once again, with the fear that more rate increases would harm the red-hot economy. Federal Reserve 8
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Building Savvy
[savvy builder]
The Year in Review
Jim Kissling, left, and brother John Kissling
James Kissling, Architect James Kissling is a problem solver. Homebuyers and other clients come to him wanting comfort, ease, simplicity, convenience, functionality and enough of that “wow” factor that makes their friends jealous. And Jim, using his creative skills as a designer and architect, usually rises to the challenge.
Kissling lives on a beautiful, working ranch in the Hill Country, a few peaceful minutes north of Loop 1604 out Blanco Road. And he also works there, in a separate office he built 18 years ago. In addition to designing homes in the area, their other projects have included the San Antonio Food Bank complex, Retama Park Racetrack Backstretch, La Gloria at the Pearl, Navigation District Offices in Rockport along with over 30 projects in Cinnamon Shores on Mustang Island which includes the 2015 Coastal Living Magazine show house. John Kissling John Kissling is a proud member of the Texas Custom Builders Guild. The goal of the organization is to achieve positive economies-of-scale through powerful, local networks of professional builders, vendors and national manufacturers to achieve lower costs, higher levels of service and increased productivity. And Kissling, owner of Kissling Design Build, LLC, fits right in with this local group. He is a small custom builder only who takes on a half dozen projects or so a year. He’s not at all concerned with the volume of jobs he completes, or having bragging rights with his peers about how big and successful he’s becoming. Instead, John more resembles a humble carpenter from Nazareth, who’s all about building relationships through openness, honesty and bringing an exceptional level of quality and integrity to each house and home, and to each life, he touches.
Burdick Custom Homes Art Burdick and his team have built an impeccable (and enviable) reputation in the community with realtors, prospective buyers and with their partners (suppliers and subcontractors). And that’s no surprise. All of the key personnel at Burdick are talented, quality professionals who have been with Art for several years, if not decades. Alexia Herber, left, and Monika Morris Alexia Herber is the president of the company, while Burdick remains chairman. After early years as primarily a production builder, Burdick eventually went out on his own. And as volume builders moved into higher price points, he gravitated more toward larger, custom homes and away from production building.
“A part of the decision to move into the luxury home market was the ability to better manage and thoroughly supervise each house,” explains Herber. “We didn’t want to compromise on our integrity and building process by having our guys stretched thin, driving to subdivisions all over the county checking up on jobs.” Jim Boles Jim Boles doesn’t accept mediocrity and never compromises on quality. Never has. And he probably never will. For the past 15 years, Boles and his crew have handcrafted some of the most unique, tailored made, gorgeous homes throughout San Antonio and Boerne. His direct, honest and transparent approach with his clients is obviously paying off as he’s one of the most sought-after custom home-builders in the area. 10
Alair Homes Jeff Jenkins Like many builders, Jeff Jenkins, from the New Braunfels area, grew up in the construction industry. His father owned a home-building company for about 20 years. Jeff went to work for national builders in the Dallas area right out of college and then started a custom home-building company in New Braunfels in 2006.
“I’m going to do what I say I’m going to do, because my word is everything,” he declares. “And I’m always going to tell my clients the truth. When problems or issues come up, I want to be upfront about it with the homeowner. And likewise when I see something in the design that I think we can tweak and make better, I’m going to point those things out as well. I treat my clients like they were family, and I build homes that I would be proud to live in with my family.” Blanco Valley Homes Jerry Smith Jr., David Anderson It’s not that often that two independently successful home building craftsmen team up to create one remarkable enterprise, one that’s even better than the other two. But that is exactly what happened when Jerry Smith joined forces with David Anderson.
Jeff Jenkins
Many in the community know Jenkins from his 11 solid years as a partner with Anderson-Jenkins Signature Homes, which built roughly 300 homes in and around the New Braunfels area. Jeff is shifting gears now as he is partnering with Alair, an international home-building conglomerate out of Canada. Alair is in full expansion mode throughout the U.S. “Alair is the fastest-growing construction management company in North America, and it is our strategy to partner with the absolute finest contractors in every market,” said Blair McDaniel, founder and CEO of Alair. “Jeff Jenkins represents the best of the best in the area, and his reputation as a committed industry and community leader set him apart when we were looking for the right partner to assist in our expansion efforts.”
David Anderson, left, and Jerry Smith
“Years ago I bought a house, a great house, from Jerry when I first moved into town,” says Anderson. “Later, of course, I built my own. But we became really good friends through the years and our connection in the Greater San Antonio Builders Association (GSABA).”
Double Diamond Custom Homes Todd Williams In the early ‘90s, Todd Williams was working as a software engineer for NASA. He was approached by a custom builder who had previously built his parents two homes when he was growing up. The builder wanted Todd’s expertise in integrating technology into his residential construction business and in return started mentoring Todd about the construction industry.
Jerry Smith Jr. was born into a construction family. His dad was already an active homebuilder in San Antonio. It was only natural that he work his way through high school and while at UT, in the family business. “I learned this business from the ground up, no short cuts,” remarks Smith. “From clean-up to carpentry, production supervision, estimating and home design. I was taught well.” David Anderson, after years of working for large builders, created DAH Builders, LLC. David wanted to give homebuyers a different type of home, a well-built, beautiful home where custom features were available at attainable prices. Anderson has continuously satisfied homebuyers throughout the area, including Bulverde, Boerne, Helotes, Canyon Lake, New Braunfels, Von Ormy, Pleasanton and Poteet.
Jim Boles
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Todd Williams
Building Savvy
Building Savvy
Marc Fortson Over the past 35 years or so, Marc Fortson has “been there, done that” with regards to residential construction.
Todd built part-time for a while before making the switch into home building in 1994. “Double Diamond Custom Homes was founded in 2000, started with customer service and process management in mind,” says Williams. “Our team has an unparalleled passion for building perfection, and we build and remodel some of the most beautiful homes in San Antonio and the Hill Country.” Williams has earned the Graduate Master Builder designation from the National Association of Home Builders. This high honor requires a proven track record of successful project management, continuing education and pledge to uphold the programs’ code of ethics. Todd was also one of the founders of the Texas Custom Builders Guild, has won Texas Star Awards as well as several Parade of Homes awards. Mai Vu Plumbing and Construction Theresa McFaul Theresa McFaul is fearless and doesn’t back down from anyone or anything. She’s quietly becoming one of the most sought-after remodelers in the area, and for good reason. She’s very, very good at what she does.
It probably didn’t hurt that Greg was also an Aggie. So 18 years ago, Jim and Greg started building custom homes together. Their clients all have one thing in common: They want something they haven’t found in an existing or conventional home. They all want a home to not only be unique, but to intimately reflect their lifestyles and personal passions.
He started in this business in 1984 with a small San Antonio custom homebuilder. A few years later he joined a local production builder to learn more about volume building. In 1987, Marc partnered with another Marc Fortson local custom builder and created homes throughout the San Antonio area for 22 years. Ten years ago, Fortson set out on his own, to slow things down and built fewer homes each year. He wanted to create his own “concierge contracting” enterprise. “The biggest lessons I’ve learned along the way have come from my failures, and from seeking advice from others with more experience than me,” he says. “Too often I’ve seen builders repeatedly fail because they refuse to learn new things or to make changes in their business practices.” Williams-Hirsch In 2001, Jim Williams decided to break off from a former building partner and start his own residential construction enterprise. One of the senior superintendents, Greg Hirsch, got wind of this and quickly reached out.
McFaul was born in San Francisco and at age 7 Theresa McFaul moved to Maryland. Her father is from Chicago, and her mother is from Vietnam. Her mom is where she gets her middle name, Mai Vu (and probably a lot of her work ethic), which is also the name of her company. McFaul dabbled in some investments here and there, started a software development company and then a medical-device venture, both of which never took off. She got her real estate license and then scraped up money to buy a foreclosure, and fixed it up with a friend from church.
“I was always very impressed with Greg … his thoroughness and professionalism, and so I welcomed him on and we became partners,” Williams said.
“At this point I had to sell the house, because I was broke from my business failings. I listed the house, and within 20 days it was gone, and I made $20,000! A light went on, and I realized maybe I could make a run at flipping houses.”
“People who choose to build a custom home are a different breed; they’re tough to define by income, occupation or even personality,” adds Williams. “We want their home to make people feel a certain way, as if no other home could fit them quite as well. To reach this goal, we work closely with homeowners, taking into account their lifestyles, tastes, and needs every step of the way from design to completion.” Sean O’Shea Sean O’Shea grew up in College Station, TX, where he later attended Texas A&M University and graduated with a bachelor’s degree in Construction Sciences. He met his wife, Annemarie O’Shea, while attending A&M, and the family is growing with three children. O’Shea has a strong faith, and he hopes to use his time, skills and resources to influence young men and to influence the residential remodeling industry. His core values are integrity (in his work), being intentional (in his relationships), being integrated and invested (in the team). O’Shea works throughout the San Antonio area, but concentrates on staying very busy in and around Spring Branch, Bulverde, Canyon Lake and New Braunfels. “I first got into construction as a desire to avoid sitting at a desk all day,” says O’Shea. “I wanted to be outside, interacting with people, moving my body, sweating, and learning. That desire evolved into a passion for working with my hands and building things. Although I got a degree of Construction Management at Texas A&M, after graduating I pursued learning the trades hands on.” Sean O’Shea
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Building Savvy
[focus section] By Beverly Smirnis
FOUNDATION Fundamentals
the University of Cambridge are experimenting with microencapsulation technologies developed by Dolomite Microfluidics. “Healing” agents – such as minerals, epoxy, or polyurethane – in microcapsules are added to the concrete mix to self-repair the small cracks that develop over time. As cracks begin to form, they rupture the microcapsules, releasing their payload and stabilizing the material. Water: A Happy Medium Is the Goal Your site supervisor plays a key role in the ultimate success of your foundation, with their ability to control the amount of water added to the con-
bility will be reduced by a stiff concrete mix, but that won’t guarantee that it’s totally resistant to ground moisture problems. Proper grading, surface drainage, waterproofing, and perimeter drainage are vital considerations in preventing ground moisture from moving through the foundation. A slab or partial basement walls must also predict the horizontal trust tendency of the earth being retained around them. Environmental factors, including heavy rains or drought, can cause volume changes in the surrounding soils, especially in clay soils, which can expand as much as six to eight inches. Swelling of the soil when moisture
ally before any final decision is made to purchase a particular building lot. Highly expansive soils will either require very strong soil-supported slab foundations or dictate that the entire floor structure is carried on a pier system, which requires a void space beneath all grade beams and slabs of the foundation. The structure rests instead on a series of piers anchored at an established stable depth. All soil-supported elements, such as steps, patios, sidewalks, or driveway slabs, are separate from the primary foundation. Soils with good shear strength but difficulty with large or differential settlements under heavy loads or soils with low shear strength with no hard layer of soil at a reasonable depth may require a floating foundation. This type of foundation, also called a balancing raft, is constructed by excavating the soil so the weight of the structure built on it is nearly equal to the total weight of the soil excavated from the ground.
A
A basic understanding of foundation engineering can help a savvy builder keep costs down and improve the strength and resilience of the foundation - not to mention avoid potential major problems down the road. This review of foundation fundamentals may also provide you talking points to offer your buyer a better understanding of the process and help them gain trust in you. When they sign the building contract, they are, after all, entrusting you with one of the most important responsibilities in building their home: assuring it is built on a solid and lasting foundation. The one-pour design process is how monolithic slabs earned their name. One of the most common types of foundations, slabs are cast in place as one single component, including a thickened perimeter that serves as a footing. Slab foundations are the most
economical type of foundation, but their cost increases when a home’s foundation must be built deeper in the ground. Indeed, building a basement becomes nearly the same cost or even more affordable in northern states, where the frost line dictates a deeper foundation. Proper Site Preparation and Reinforcement of the Concrete The soil beneath a slab foundation must be compacted and should not contain any organic matter. Building codes dictate the depth and width of the trench dug around the perimeter of the slab so that a thickened edge of concrete will serve as the foundation footing. Next, compacted gravel is spread over the prepared soil before woven wire mesh is laid over the top as the final reinforcement. Cement: Less Is More According to the Journal of Light Construction, a typical concrete batch, by
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volume, contains roughly 10% cement, 30% sand, 40% gravel, and 20% water and air. Your concrete supplier’s job is to provide high-quality cement, sand, and gravel. The goal is for about 70% of the content to be aggregate, with just enough cement paste to hold the mix together. Normal shrinkage happens when water evaporates from the cement paste, so the rule of thumb is, the more stone and sand there is, the less overall shrinkage and potential cracking there will be. Aggregate is not only stronger than cement, but it’s also cheaper. An Ounce of Prevention With Air and Other Additives Some amount of air entrainment is desirable for long-term freeze/thaw resistance. When concrete sets up, microscopic air bubbles give excess water in the concrete space to expand when it freezes. Microcapsules have shown promise as another potential concrete mix additive. Researchers at
crete mix. Cement and water form a paste, react chemically via the process of hydration, and bind with sand and gravel to make concrete. Your engineer would prefer to see stiff concrete with as little water added as possible, but the workers on-site would prefer concrete with more moisture content so it flows naturally. Somewhere in between is a happy medium – wet enough to be workable, but dry enough to result in good, hard concrete. Good Concrete Isn’t a Total Solution If you pour a stiff mix, the concrete should be watertight. Vapor permea-
content increases or shrinkage when water content decreases can disrupt even the most carefully laid foundation. Tree roots extending under a foundation can also extract enough moisture to cause shrinkage. When the Site Calls for a Different Foundation Solution Sometimes, when the site or soil conditions call for a special type of foundation, a buyer may decide the view or location is worth the extra cost. Obviously, the extra prep work and increased foundation and engineering costs should be analyzed upfront, ide-
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In conclusion, every home builder must agree with this unlikely quote from country music legend David Allan Coe: “It is not the beauty of a building you should look at; it is the construction of the foundation that will stand the test of time.” Choosing the right team of foundation experts to advise you, performing complete site analysis and thorough soil testing, and closely supervising the essential first stage of construction can make or break you! Beverly Smirnis is the co-founder of Building SAVVY magazine and publishes its flagship Dallas/Fort Worth edition. She and her business partner and husband, Steve Smirnis, have served as judges for the International Builders’ Show Best of IBS Awards, the Greater Houston Builders Association Prism Awards, the Greater Orlando Builders Association Parade of Homes, and the Building Industry Association of Okaloosa-Walton Counties’ Parade of Homes.
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It’s Time for Housing Policies to CHANGE, But Balancing the DecisionMaking Power Is a Delicate Subject
[savvy special report] By Beverly Smirnis
spokesperson explained to CityLab. Talking points made by Local Progress support the expansion of city-led alternative models for housing ownership to create housing that is affordable to all for the long term. They’re also in favor of more state-led and, ultimately, federal policies to address these concerns. As in higher education and health care, public options can complement what the market provides, they say. Local Progress points to examples of families being pushed out of the neighborhoods where they’ve rented for years. In cities like Detroit, as many as one in five renters face eviction, as landlords confidently raise the rent on families however high they wish because they know they can profit from renters now willing to pay more to live there. The group is demanding strong protections against rent hikes and unwarranted evictions so tenants can stay in their homes. Many would agree that the imbalance of housing supply and demand can only be addressed by creating different housing options than those of the past. While Local Progress pats cities on the back for their progress, the Brookings Institution holds an opposing opinion, asserting that local governments are usually the root of the problems. Like Local Progress, Brookings also urges state and national policymakers to take action to reduce barriers to housing supply, essentially usurping local governments that have adopted overly restrictive land-use regulations that constrain housing growth and drive up home prices.
Minneapolis recently voted to become the first city in the country to eliminate single-family zoning and increase density near transit. Denver and Austin have implemented new housing trust funds paid by local taxes. Durham, North Carolina, is pursuing plans to create an affordable housing loan fund and housing bond to support financing for affordable construction. Pittsburgh, Baltimore, Seattle, New York City, and Jackson, Mississippi, are all experimenting with various forms of “social housing,” like limited-equity cooperatives and community land trusts.
But, in a country where private enterprise and property rights are vehemently upheld, some social policy proposals and government oversight actions already taken may sound radical. At the same time, discussions about affordability and housing policy reform have been the subject of debate in even the most conservative of cities and states. Indeed, Texas, in its last legislative session, voted to limit local regulation of building materials in new construction, preventing rules that go beyond national standards published within the last three code cycles. For example, the state stepped in to nix cities’ ability to implement policies requiring all homes to be faced with a certain amount of masonry. Existing owners in neighborhoods that held specific architectural restrictions were strongly opposed, saying the change would adversely affect their investment in their chosen neighborhood. Furthermore, they said that the state should stay out of their city’s business.
Oregon, California, and New York recently passed sweeping “rent regulation” protections for tenants, which limit the rent increases landlords can charge. New York became the first city to offer a “right to counsel” law, to ensure tenants are represented by a lawyer when facing eviction proceedings. Philadelphia, Newark, San Francisco, Berkeley, and Washington, D.C., are working on similar laws.
Since 1983 we have offered a broad selection with great pricing and strive for excellent customer service. Come visit our show room or website for more information.
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CityLab is an organization committed to telling the story of the world’s cities: how they work, the challenges they face, and the solutions they need. It recently reported on a meeting held by Local Progress, a national network of progressive elected officials from cities and local governments across the country, which recently convened to address the housing affordability issues that are infiltrating more and more cities. “It’s a simple idea: Everyone should have a place to live. But we are failing badly at this most basic of goals in every part of the country,” a Local Progress
Here’s one statement made by a Local Progress spokesperson that we can all agree on: “Growth will be required. We’ll need courage to push past the fear of change, of loss of the familiar, that so often tethers us too strongly to the status quo.”
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Building Savvy
Building Savvy
[savvy finance]
How Sales Taxes Affect Your Bids By Steven Bankler, CPA
C
Correctly estimating your bids is essential to creating trust with your customers and, yet, many factors can throw a project’s original price tag out the window. These often include elements mostly out of your control, such as working with inaccurate specifications, getting hit with rising material and labor costs, and more. Thankfully, one common bidding mistake can be avoided from the start: overlooking or miscalculating sales and use taxes. These taxes can significantly affect your bid’s bottom line, so it’s critical to understand how to factor them in from the start. To do that, consider the following: The project’s jurisdiction. Each state, city, county, or even special-purpose district may have its own requirements and rates for sales and use taxes. The importance of doing your homework when participating in multi-state or out-of-state bids, then, is obvious. However, you might even be surprised how sales and use taxes can
differ from job site to job site within the same metro region. Whether it’s a residential or commercial property. When it comes to sales and use taxes, rules surrounding residential and commercial properties differ. The definitions of the two can be unexpected as well. In Texas, the definition of what is considered residential includes only houses, apartments, condominiums, nursing homes, and retirement homes. Hotels, motels, hospitals, rehabilitation centers, prisons, and RV parks do not qualify, and labor costs — in addition to material costs — may be taxable. Whether it’s new construction or a repair/remodel. In Texas, labor associated with a contract to build a new residential structure or to improve property next to a new residential structure is sales tax free. This can include services associated with new rooms, sidewalks, swimming pools, gazebos, garages, fences, sprinkler systems, decks, retaining walls, driveways, fish ponds, and patios. Labor associated with re-
pairs, remodels and renovations, on the other hand, may hold unexpected tax liabilities. Whether you’re the prime contractor or a subcontractor. It’s easy to assume that, as a subcontractor, sales and use taxes aren’t your responsibility to estimate. But — particularly if you’re purchasing materials for the project yourself — you may be the one on the hook for paying the sales and use taxes. It’s best to be safe and raise the question upfront. Whether the customer is tax-exempt. In some states, tax-exempt organizations can purchase their own materials and supplies tax-free. It can result in substantial cost savings, so it’s worth investigating if your project involves an exempt nonprofit, civic, or community organization. How you’ll bill the customer. Sales and use tax responsibilities depend upon the type of contract you’ll be entering into. In Texas, contracts may be either lump-sum or separated, and the tax liability for each of them is quite different. Under a lump-sum contract, the tax burden falls on the contractor, not the homeowner. A separated contract (one in which materials and labor are charged separately), instead, allows the builder to pass along applicable sales taxes to the customer. You wouldn’t build without exact measurements first, so why should you bid on a project before you’re clear on the costs? If you’re unsure how to classify a project or what sales and use taxes may apply to your estimate, seek the help of a tax professional upfront before you place the bid. Neglecting to do so could jeopardize your budget before work even begins. Steven Bankler has more than 42 years of experience in the accounting industry. Steven’s expertise lies in consulting, planning, tax, and asset protection as well as exit strategy services for closely held businesses. He also provides litigation support (both as a testifying expert witness and a consulting expert), business negotiations and estate planning. Visit www.bankler.com for additional tax strategy tips and to learn more about Steven Bankler, CPA, Ltd.
• O FFE RING THE H I G H E S T Q U A LITY O F P R OD U C T S • SP E C IA LTY P RO D U C T S • INDO O R A ND OU T D OOR P RO DU C TS • WO O D-BU RNIN G F I R E P L A C E S , INSE RTS A ND G A S L OG S E T S • WO O D STO VE S
MIKE FASSLER | OWNER | 210-294-1383 INTEGRITYFIREPLACE@GMAIL.COM 18
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Building Savvy
Building Savvy
[best practices]
No One Is Immune from
Cyber Attack Protect Your Business with Insurance and Best Practices By Colby Duke, Hotchkiss Insurance Agency, LLC
It’s generally a great
Taking necessary measures to protect your own proprietary business information and your employee’s private information is not enough. All the parties that you subcontract with may have granted you certain accesses to their data and vice versa, they may have information on or access to data on you and your clients that puts you as well as all the other parties at risk.
thing that so many aspects of the homebuilding industry are moving online, and
The cyber attack on Target that made headlines a few years ago is an example of one party unknowingly causing risk for another party. While internet-connected HVAC systems seemed like a revolutionary way that Target could save on energy consumption across their massive retail network, the HVAC company that Target hired for the monitoring turned out to be the reason for a breach resulting in the theft of data on an estimated 40 million debit and credit cards. By stealing log-in info giving the HVAC company remote access into Target’s network, the thieves were able to gain access to Target’s payment systems. Thankfully, before the hackers dis-
we’re able to store more information in digital formats. But along with progress also comes increased exposure to cyber risk. It’s safe to say that in 2020, no one will be protected to the level that they don’t need cyber-risk coverage as part of their business protection plan.
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covered it, a smart-home services provider was spared from a potentially disastrous breach of sensitive information. The provider allowed users to remotely control smart devices like light switches, outlets and video cameras without any kind of password protection to protect address and other sensitive information that could have compromised their clients’ security in many different ways.
a few years ago, and the hackers are getting craftier every day. I personally have a builder client who reported that his payroll manager received an email (which looked to have been sent directly from the CEO’s email address) asking for a wire transfer to be sent. Fortunately, she was wise enough to be suspicious about it. Credential harvesting using legit user ID’s and passwords has become all too common.
The lessons learned from the above examples illustrate that even large enterprises often grant remote access rights to software, hardware, and numerous other vendors and external third parties without putting measures in place for ensuring that the access is properly authenticated and secured. Small local businesses are even less likely to be prepared, yet none of us are immune from attack. As a builder, you have access to a wealth of information that hackers would love to get their hands on. You collect personal and financial data on your clients and potential clients. If you pay your vendors and suppliers online, you have information to their bank accounts and payment systems.
We can’t anticipate everything these criminal masterminds might do next, but we can and should provide ongoing employee education about best practices. Teach your team about good password hygiene. Be sure you have data backup and software updates/ patches are current.
For adequate protection, you’ll want to find a cyber risk policy that protects you against both first-party and third-party cyber liability. Think of first-party cyber liability insurance like your property protection insurance on your office building; it protects your business against the financial and loss of business impacts of data breaches and cyberattacks. First-party cyber security claims could be filed when someone maliciously destroys your data, plants a virus on your hard drive, floods your bandwidth to cripple the business, or captures data and tries to hold it for ransom. First-party coverage also protects against accidental data loss, including employee error and things like a power surge or natural disasters that could wipe out your data. Third-party insurance is like general liability insurance covering legal expenses that could result from your firm being blamed for causing another firm’s cyber losses.
Cyber security isn’t just for tech companies or financial giants. It’s an essential part of any home builder risk-management strategy.
If your employees are accessing data from a mobile device, a basic best practice would be to use encryption software on your company’s network and require that employees have their device password protected. It is equally important to ask your vendors and suppliers to attest to their company’s security measures and be prepared to provide documentation.
Your cyber-risk coverage should include legal fees, forensics, notification and call center costs, credit monitoring fees and the possible need for public relations services. Many providers now have a specialized incident response team and experienced claims representatives. Having these individuals as an extension of your team can be invaluable. Be sure you’re working with an agent and a provider as well as an attorney that pays close attention to the changing regulatory landscape for breach notification laws. While insurance is a vehicle for reducing your exposure to risk, the best plan of action is to avoid the potential risk in the first place. Our world is a different place than it was just
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Building Savvy
Building Savvy
[savvy partner profile] By Trevor Whitney
B &T Glass Building a house is a complex effort of orchestrating a wide variety of skilled tradesmen and suppliers in order to meet tight deadlines. From the initial pouring of the foundation to handing over the keys on closing day, there’s a lot that goes into the finished product. B&T Glass and Mirror owner Tommy Moon knows that if all parts aren’t working together, it can create a chain reaction. “Eighty percent of the builders who call us want us on the job site yesterday,” Moon jokes. Residential glass work, like shower enclosures, built-in mirrors and specialty windows make up a bulk of B&T’s residential business, which is about half of their overall activity.
of the most recognizable and respected custom glass and mirror providers in South Texas. “We aim to be competitive in pricing, but being the lowest price isn’t always a good thing,” Moon explains. “Professionalism is key. Because a mistake [at our stage of the building process], it can really set a job back. We try not to be chased, and work to get the job done with only one call.”
“Eighty percent of the builders who call us want us on the job site yesterday.”
Moon founded B&T glass in San Antonio in 1987 and has built an impressive portfolio of specialty glass work for a variety of clients. The company focuses on the San Antonio and the Texas Hill Country region, where custom home building is in strong demand. “[When builders are looking for a glass installation partner], they should ask: Who will take care of you and keep you on deadline?” Moon suggests. “Communication is key so that everyone is satisfied.”
B&T has built a reputation for working on high end custom homes for builders like Art Burdick, Dale Sauer, Mike Robare, and Ray Stadler, as well as traditional premium builders like Whitestone, Trinity Builders, Highland Homes, and even remodelers like Virtuoso Builders and Vision Design & Build. B&T also works with many smaller custom builders that erect less than five houses a year. This flexibility has enabled B&T to weather the storms over the year and grow into one
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We asked Tommy about the trends he sees as emerging the finish details of homebuilding, specifically in the glass business. He reported that more and more builders are utilizing frameless glass shower enclosures- including some of epic proportions. Also, more buyers are building fitness room or garage gyms in their homes, and request large mirrors or even wrap-around mirrors to add to the aesthetic. Another popular feature in elevated areas like the Texas Hill Country are floor-to-ceiling curved butted windows that take advantage of amazing views. If you build in Bexar County or the surrounding areas, B&T Glass and Mirror has the solutions to any idea that you might have. Visit www.btglassandmirror.com today to check out some of their projects and find out how you can add the “wow” factor to your product that buyers will love.
OWNERS - BRIAN & TOMMY MOON
• Free fields measurements and estimates • Framed/Frameless shower enclosures • Butted windows • Custom Mirrors for vanity and wall mirrors for gyms (home or commercial) • Broken/fogged window replacement
B&T GLASS AND MIRROR, INC. 210-429-8545 | BTGlassandMirror.com
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Building Savvy
Building Savvy
[savvy trucks & toys] By Beverly & Steve Smirnis
Come visit our new showroom with almost 50 beautiful garage doors on display to find the perfect garage door to enhance the value & curb appeal of your home!
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After
Your Multi & Single Family Electrical Specialist
Before
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Diamond Masonry LLC 939 NW 34th San Antonio,Tx 78228
diamondmasonry1@yahoo.com
Julio (210)630-1171
Diamond Masonry LLC. has a long family history in masonry of more than 28 years experience.
(210) 781-4112 msfelectric.com
We offer state-of-the-art, turnkey construction for masonry projects of any size or complexity. From small renovations bringing new life to loved homes, new construction, commercial industrial and institutional work for clients seeking a masonry partner they can trust.
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We still hear them called “Dodge pickups” occasionally, but the Ram truck was launched a decade ago as a stand-alone division among the portfolio of brands offered by global automaker Fiat Chrysler Automobiles. Brand execs celebrated their 10th anniversary with accomplishments that include being the most-awarded light-duty truck in America and maintaining the highest owner loyalty in the half-ton segment. The Ram 1500 is the first full-size pickup truck to be named a Top Safety Pick+, the highest rating given by the Insurance Institute for Highway Safety (IIHS). Big news for 2020 is Ram’s all-new, third-generation EcoDiesel engine, offered as an option on every configuration, including the Ram Rebel – the off-road beast in the 1500 corral. The EcoDiesel represents a $4,995 premium over the base V6 and costs $3,000 more than the Hemi V8. It raises the bar for 3.0-liter engines with a torque of 480 lb-ft and towing of 12,560 pounds. Out-powering, out-towing, and out-hauling the competition are milestones for the heavy-duty segment. Here, the Ram 3500 ranks highest in towing capacity at 35,100 pounds and heaviest payload at 7,800 pounds, and boasts the most powerful engine with 1,000 lb-ft of torque from the
Cummins turbo diesel engine. The 2500-based Power Wagon is a vehicle in a class unto itself, exhibiting extreme off-road capability for a full-size pickup. Adding lane keep assist and adaptive steering as standard across all trim levels, and making blind-spot monitoring as well as dual auxiliary camera capability available for the model year 2020, are moves that certainly make a lot of sense in this segment. Ram proves that heavy-duty purchasers will opt for high trim levels and special options, just like their buyers in other segments. While their trucks are supremely capable in all the expected areas, Ram’s quest to excel also extends to good looks, excellent ride and handling, easy-to-use features, and thoughtful conveniences (like a 1,000-mile tank on the new EcoDiesel). Inside, the Ram Limited – with real wood, real leather, and a 12-inch Uconnect touchscreen – sets a new bar in luxury, and the Mega Cab offers unmatched interior space. On the fashion side, monochromatic Ram Black Editions are hot news; these include new Night Editions on the Big Horn, Longhorn, and Laramie models, the return of the Ram Rebel Black Appearance Group, and a new black wheel option for the Ram Power Wagon. Renewed commitment to outperforming the competition with an emphasis on durability, strength, technology, and efficiency has paid off handsome-
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Ram 1500 Limited Black Edition
Ram Power Wagon Crew Cab
ly for Ram, having proven the broad capabilities of its brand across its full lineup of trucks as well as commercial vehicles. Just like in the home-building industry, sales success and increased market share come from developing and launching new models targeted to specific buyer needs. Beverly and Steve Smirnis are members of the Texas Auto Writers Association and the Texas Motor Press Association, reviewing vehicles and casting their votes at driving events where the Truck of Texas, Car of Texas, and Off-Road Truck of Texas are some of the titles awarded. Follow their automotive blog on TheSavvyList.com/The-Savvy-Driver.
Building Savvy
[sales savvy] By Paul Evans
Is Customer Service Free? Many business owners bring me in to evaluate what is going wrong with their companies, hoping I can wave a magic wand and fix it. But I don’t live at Hogwarts and I don’t even know a magician. I simply observe people and their work habits.
F
For instance, I was consulting for a builder in West Texas who just couldn’t seem to make the profit margin he thought he should be making. He asked me to look over his organization; he kept saying the numbers just didn’t add up. I asked him how he was assessing those numbers. “Let’s say the house’s cost is $200K, and the margin I want to make is $20K at the end of the job. When we sell the house for $220K, we barely break even,” he said. I arrived the next day and gave the group he had assembled a list of things I wanted to see over the next couple of days, explaining how I was going to use this data. I told them, if the problems came from them, the solution would also come from them. After the second day, all the groups had shown me what I had requested on my list. As I was looking through the material back in my hotel room that night, I was a bit perplexed. As far as the P&L and estimates, the numbers should have worked out. So what was going on? Then it hit me like a ton of bricks — the number of change orders was quite high.
The next day, I assembled the department managers and asked them what they thought was a good number of change orders for one of their typical houses. I asked them all to write down their number, and when I came up with a tally, it was just as I expected. Only one person had the number correct — the bookkeeper. Even the head of construction, who signs off on all change orders, was way off! With this information in hand, I showed my cards (just like a magician!). They were amazed at the average number of change orders on the last 50 houses they had built. The number was two or even three times what they thought it should be. Each manager started brainstorming about the cause of this discrepancy. I finally stopped the group and said, “Here is where you guys come up with a fix. But first, let’s determine if this is a bad or good thing.” “How could this be good?” I was asked by three people all at once. Well, what I also uncovered in my research was that 92 percent of this firm’s homes every year came from referrals. They certainly had great customer rapport and loyal customers.
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Building Savvy (Remember, you don’t want just “satisfied” customers; you want loyal customers because they tell 10 of their friends.) And referrals are where the high number of change orders came in. They were so generous with their customers that they were giving away the farm! So, our next exercise was to study the change orders on several recent jobs, making lists of ones the new homeowners should have paid for and ones that, indeed, should have been absorbed by the builder. Next, we created a process to evaluate each change order moving forward, so there was a clear plan for determining who would pay for what. Then, we came up with a zero-invoice system to demonstrate that every change order has a cost, whether the homeowner or the builder pays. This way, when they did ask for money and the homeowner balked, they could show them how many they’d done for free and the value of the cost absorbed. Once this was complete, we then calculated what they lost on the last 50 houses; it was painful, but drove home the true price of this ill-advised customer service. Then, we used the same data to determine the number of jobs they might have lost by not getting the referral. That number was surprising as well: They may not have lost any referrals. The moral of this story is: Giving something for nothing is not always good customer service. Look at Sears’ Craftsman tool program. Their policy was to replace any broken tool, regardless of how it got damaged. And, by the way, Sears is now bankrupt, but I would guess it’s not because of the tool division. They didn’t understand what true customer service looks like. People are seeking good value in customer service, not good customer service for free. We must prove our value to consumers over and over again. You know, A.J. Foyt was not the best race car driver of his time because he drove faster than everyone else. He was the best because he was the most consistent. Be consistent in delivering real customer service, and you will promote a win-win atmosphere within your company. Paul Evans is a graduate of Lamar University’s School of Engineering and the national VP of millwork for BMC. His book, Life’s Lost Art, offers practical advice about how to turn satisfied customers into loyal customers by listening and responding to their needs. For more than 10 years, he has been an instructor for the NAHB, University of Housing, and the Home Builders Institute, teaching customer service, negotiation, and sales.
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TX_San Antonio Building Savvy
