VIEW POINT

FIRST WORD

  • Sea Change

    This month we introduce two new pages, GreenSpeak and GreenSpec. Together they make up a new department called “Sustainability” that will run every other month throughout 2007. GreenSpeak is devoted to helping you integrate sustainable thinking and practices into your business; GreenSpec sorts...

     

IN PERSON

News + Notes

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    RMI: Not So Confident

    The August release of the Remodeling Market Index (RMI) showed a downturn in market demand in the second quarter of 2006.

     

MARKET WATCH

COMMENTARY

LINDA CASE

  • The Circle of Appreciation

    Giving praise doesn't come naturally to everyone. Remodeler Jay Van Deusen grew up in a household where doing things right was the expectation and deserved no praise. So when he started Van Deusen Construction, Bel Air, Md., he paid well, expected a lot, and considered that the end of the...

     

MARK RICHARDSON

SHAWN MCCADDEN

GUEST COLUMNIST

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    Design/Build Advantage

    For this architect, venturing into the design/build arena offers professional satisfaction.

     

YOUR BUSINESS

Ways + Means

  • People + Skills: Slow-Market Prep

    As market conditions soften, communication from remodelers who need business has dramatically increased at our organization.

     

  • Work+Life: Being There

    My team hit a snag on a job while I was away. Instead of resolving the issues and moving forward, they let the job sit until I returned. Why isn't my team able to do anything without me being there to oversee it?

     

  • Giving It Away

    Kelly Vogan used to hand out a $20 bill whenever an employee volunteered a good idea or solved a vexing problem.

     

  • Ready, Set, Store It

    Well before the usual selections stage, clients choose tile, plumbing and electrical fixtures, doors and windows, cabinets, and colors from MGD's showroom. They sign the drawings and are billed 10% to 20% of the contract sum, and the production person in charge of the job starts ordering as soon as...

     

  • Relief From Afar

    In January Laura Calfayan found herself overwhelmed by a long to-do list. The principal of Calfayan Construction Associates, Huntingdon Valley, Pa., didn't want to hire someone full time, so through the recommendation of a marketing consultant Calfayan discovered outsourcing in the form of virtual...

     

BOTTOM LINE

Sales + Marketing

  • What's Not to Like?

    The answer: quite a bit, when it comes to homeowners' impressions of contractors. Two nationwide surveys conducted in March for Kimberly-Clark Professional explored this inherently tense relationship.

     

  • Sales School 101: No Hablo Español?

    How do I gain traction with Hispanic homeowners? We get calls from people who speak such limited English that my staff and I (who speak little Spanish) can barely understand them.

     

  • Markup Madness — Or Brilliance?

    His colleagues say he's crazy, but his prospects say, “Where do I sign?” Darius Baker, co-owner of D&J Kitchens and Baths, Sacramento, Calif., is referring to his new policy of disclosing his markups to clients and prospects. “Contractors try to hide these figures, and it becomes uncomfortable,” he...

     
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    Hitting Home on Offbeat Holidays

    Rekindle the romance with your home.” “Restore your home to its old glory.” “Gratitude … can turn … a house into a home.”

     

FIELD NOTES

BY DESIGN

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    Sketch Pad

    Although you can't completely avoid cross traffic or keep it out of the kitchen, it is possible to organize the flow to reduce interference with the work area. When remodeling a kitchen, fixing the traffic problems could be more important than the style of the cabinet doors.

     

Tech@Work

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    Home Technology Trends

    Gary Sasaki, president of Cupertino, Calif.–based Digdia, a company that provides strategic analysis and consulting for digital media industries, discusses trends in home technologies.

     

GOOD FORM

  • Keep the Cash Flowing

    Pat Raftery realized long ago the importance of tracking his cash flow. One instance of not having enough money in your bank account to pay all of your bills is enough to realize that you need to keep a handle on it.

     

BIG50

CLOSE UP

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    Profile: Chuck and Robert Vailes

    Vailes Brothers (Big50 1997), in Fishersville, Va., conducts customer surveys for several reasons. First, the “quality audit” gives the company a chance to immediately address any issues. Robert Vailes says the firm relies on past clients for future leads, so making sure they have a positive...

     

SECOND LOOK

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    Second Look: Bill Connor

    The past five years have been rough, admits Bill Connor (Big50 1990) of Connor & Co., Indianapolis.

     

SOLUTIONS

  • Q+A: Gathering Feedback

    What, specifically, do you do with information received from customer satisfaction surveys?

     

FEATURES

  • Required Reading: Financial Statements 101

    What follows are some insights regarding the P&L, also called the income statement, and the balance sheet.

     

  • The Hidden Costs of Doing Business

    Losing money and can't figure out where? Look here first.

     

  • They Want That!

    This is a story about the accelerating nature of change, the middle-Americanization of luxe living, and the opportunities that lie in understanding not only what really makes homeowners happy — but also knowing whether what they

     
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    Three to Watch

    Deep in the minds of many remodelers, one big question looms: What happens to my company when I retire?

     
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    The Association Junkie

    Through his efforts at teaching and writing and updating course materials, this year's Lifetime Achievement Award winner, MM “Mike” Weiss has helped raise the level of professionalism in the remodeling industry.

     

Before & After

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    Granting Asylum

    A clever adaptive-reuse project saves a 19th-century state hospital from demolition and proves profitable.

     

KITCHEN + BATH

DESIGN CLINIC

  • Space Makers

    Three clever storage solutions that make use of space in unlikely places.

     

Management

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    Cabinet Extension

    A remodeling company expands its cabinet dealership to include contractor sales.

     

SPEC BOOK

REPLACEMENT

DECKS

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    Gaining Space

    Using deck drainage systems, remodelers can create outdoor living spaces beneath elevated decks.

     

SIDING

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    Vinyl Siding Update

    Since the 1960s vinyl siding has been sold as an exterior that doesn't need painting. But the color was prone to fading and the material was susceptible to damage from weather or windblown debris.

     

SUSTAINABILITY

GREEN SPEAK

  • Environmental Curriculum

    The National Association of the Remodeling Industry (NARI) is offering a green remodeling education program this year, and next year it plans to unveil a green certification program.

     

GREEN SPEC

PRODUCTS

TRENDS

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    That's a Wrap!

    Craftsman, colonial, even traditional porches — they're nothing without their columns. But mitering trim pieces to cover treated wood posts can be a bear, and leaving wood exposed to the elements (gasp!) is just asking for trouble.

     
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    Playing Matchmaker

    As homeowners increasingly focus on finishes and fixtures, some manufacturers are joining forces to create whole-house consistency with more attention to detail.

     

IN FOCUS

FIRST LOOK

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    First Look at Heating Systems, Crown Molding and more...

    Increase construction efficiency with the ZIP System for walls and roofs. Wall panels (7/16-inch thick) and roof panels (½-inch thick) both feature built-in moisture barriers that won't tear or delaminate, eliminating the step of applying housewrap and roofing felt.

     

LAST WORD

Benchmark