Builder Mart magazine 2012

Home Buildingfrom Start…

…to Finish.

All in One Day, All in One Place!

buildermart.org

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March 21, 2012 11 am-6 pm • Maryland State Fairgrounds • 2200 York Road, Timonium, MD 21093

Program Guide2012

The Industry’s Largest One Day Trade Show

Presented by

RE/MAX Advantage Realty

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1www.homebuilders.org MARCH 21, 2012 BUILDER MART

2 BUILDER MART MARCH 21, 2012 www.homebuilders.org

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DirectionsFrom South: Take I-95, I-295 or I-97 north to I-695 (Baltimore Beltway). Go west on I-695 toward Towson. North on I-83. Take Padonia Road east and follow signs to Maryland State Fair-grounds.

From Harrisburg: Take I-83 south. Just before the Baltimore Beltway (I-695), go east on Padonia Road and follow signs to Maryland State Fair-grounds.

From Philadelphia and Delaware: Take I-95 south to I-695 (Baltimore Beltway). Go west on I-695. North on I-83. Take Padonia Road east and follow signs to Maryland State Fairgrounds.

From West: Take I-70 east to I-695 (Baltimore Beltway). Go north on I-695 toward Towson. North on I-83. Take Padonia Road east and follow signs to Maryland State Fairgrounds.

ParkingFree parking conveniently located at the Maryland State Fairgrounds or at the Park and Ride. Access Fairgrounds from York Road. Access Park and Ride from Deereco Road—At first light on Padonia Road after exiting from I-83, turn right onto Deereco Road and follow signs to Park and Ride. Enter fairgrounds at walk-in gate.

Hotel accommoDations• Quality hotel accommodations are available at

The Crowne Plaza Baltimore, which is minutes from the fairgrounds. The hotel has a full service restaurant, indoor pool, whirlpool, fitness room and nightclub.

• The hotel is located at 2004 Greenspring Drive in Timonium. Take Timonium Road east from I-83 and turn right on Greenspring Drive.

Bob Lucido Team RE/MAX Advantage Realty

Beverage Cup Sponsor

Versatex Trimboards

SMC Sales Camp Sponsors

Marvin Window & Door Planning Centre

Pre-Registration / Registration Sponsor

Tote Bag Sponsor

TW Perry

PRESENTINGBob Lucido Team RE/MAX Advantage Realty

84 LumberAlban CATResidential TitleShelter SystemsWells FargoWeyerhauser

March 21, 2012 11 am-6 pmMaryland State Fairgrounds | 2200 York Road, Timonium, MD 21093

www.buildermart.org


TABLE OF CONTENTS

ADVERTISER INDEX

BUILDER MARTCOMMITTEE

CHAIRMAN’S MESSAGE

PRESIDENT’S MESSAGE

5647

10

8

EXHIBITORSALPHABETICAL

EDUCATION

EXHIBITORSCATEGORICAL

FLOORPLAN

5042

12

52

54

BUILDER MART Home Builders Association of Maryland, Inc.7127 Ambassador Road, Suite 150Baltimore, MD 21244410-265-7400www.homebuilders.org.

Postmaster: Send address changes to Home Builders Association of Maryland, Inc.7127 Ambassador Road, Suite 150Baltimore, MD 21244

14Change Your Tradeshow Marketing Strategy to Attract Decision-MakersGet the most out of your trade show dollars by hav-ing a specifi c strategy for getting the best qualifi ed people to your booth.BY CHRIS HARMEN

16Social MediaFind out when and why it’s appropriate to include social media in your marketing mix and how to get the most return on your investment.BY DENNIS O’NEIL

20Made in AmericaThe American Dream is to have both a home and a job. Builders across the country would like to help create both.BY CLAIRE EASLEY

24Economic Benefits of New Home ConstructionThe ripple effect from housing extends far into our economy and includes many more jobs than just the actual construction workers.

26The Hardest Trade Show Job, Is Also the Job That Drives the Most RevenueRecoup your trade show investment and improve your bottom line by following up your leads.BY JULIA O’CONNOR

28The Maryland Center for HousingThe Maryland Center for Housing is coming in 2012.

336 Ways Mobile Marketing Gives You Hot LeadsGet mobile-friendly to tap into the market and generate hot leads when the customer is in “ready to decide and buy” mode. BY KEN MAYS

34Booth Staff SuperstarsYour booth staff plays one of the most important roles in forming an opinion about your company in the minds of attendees so bring your superstars.BY LINDA MUSGROVE

38Design Principles for Trade Show Displays Effective trade show marketing using the fundamen-tal rules of design can help elevate companies over their competition.BY JONATHAN EDELMAN

40Increased Optimism Felt at NAHB’s 2012 International Builders’ ShowSigns of optimism for the industry’s recovery could be felt throughout the show, as exhibitors noted increased booth traffi c and solid sales leads.

42SMC SalesCamp 2012 with Ravens Head Coach John HarbaughHear from one of the best NFL coaches in the nation as he shares some of his coaching secrets at SMC SalesCamp on the morning of Builder Mart.

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Builder Mart 2012 has arrived. Each year, this days stands as a special occasion in the home building industry. Our show brings together the mid-Atlantic’s leading builders and re-modelers and the top suppliers of the home building industry. It is the largest show of its kind on the East Coast.

I know times have been challenging in the last few years, but just like Builder Mart represents a new year with new products and vendors we have hope that it also brings the start of a new market and good things to come. That being said, things are pointing in the direction of positive change for our indus-try’s future. These indicators may be slight and scattered, but as long as they are positive, we can take them as a victory over the recent past.

With our changing times come a changing Builder Mart. Members don’t come for just the food and entertainment. Builder Mart is a venue where we can discover all the industry has to offer, in one day in one place.

This year, there will be education classes going on all day which will be kicked off with a special SMC SalesCamp session with Ravens Head Coach, John Harbaugh. Throughout the day, you can learn about the new stormwater regulations, social media, window flashing, marketing for the small builder and selling green, just to name a few. Not to mention, there will be an afternoon discussion with building icon Jim Ryan, the founder of Ryland Homes. Opportunities to interact with an in-dustry legend like Jim Ryan are rare and you can count on HBAM and events like Builder Mart to provide them to you.

All this and I haven’t even mentioned the huge array of innovative tools, equipment and cutting edge products that will be available for you to see, touch and learn about. You can also discover new marketing strategies and ground-breaking advances in technology at Builder Mart. The list goes on.

If you leave here today and you have acquired information that can help you sell a home or a remodeling project then your time has been spent successfully.

As you may have heard, we are coming down the home stretch of our campaign for the Maryland Center for Housing, the new headquarters for HBAM. The building will be complete later this year and there are still a few opportunities for you to get involved. Check out page 28 to find out more.

I would be remiss if I didn’t remind you that you can also use your time at Builder Mart to help the industry. When you run into one of your local elected officials, ask them to look around to see the strength and size of our industry and remind them that home builders are part of the solution when it comes to land use policies. As an associa-tion, we are over 100,000 voters strong and we want politicians who care about our issues and want to work with us to plan for the future of our region.

Rod Hart2012 HBAM President

Times are Changing and so is Builder Mart

president’s messagedo business with your fellow HBam members “Building Your Business Through Association” is our philosophy. HBAM mem-bers believe that they should support those who support the building industry.

network with other companies in the building industry to gain new contacts as well as strengthen your current ones. You’ll have opportunities to increase your industry contacts at Builder Mart, Key Connections, Celebrity Chef Night, International Builders Show, HBAM Remodelers Awards, Maryland Awards of Excellence (MAX), Land Development Coun-cil Awards and at chapter and council meetings and more.

Keep up-to-date about pertinent legislative and regula-tory issues on a local, state and national level.

increase your knowledge concerning the various aspects of the building industry through our educational programs and seminars.

target your market with cost effective advertising in any of HBAM’s publications and access to rosters.


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Welcome to HBAM’s Builder Mart 2012. This year we have added some fantastic new features.

We are starting off the morning with a BIG BANG by presenting SalesCamp in coopera-tion with our Sales and Marketing Council. You will be able to listen to and meet Balti-more Ravens Head Coach, John Harbaugh.

In the afternoon, housing legend Jim Ryan will be conducting a panel discussion with a Q and A session during which you will be able to talk with the experts.

New this year, we are offering educational and informational sessions all day. You can get the complete schedule on page 12.

Lastly, but certainly not least, we have improved and enlarged our Bull Roast menu offerings.

As Builder Mart Chairman, I believe an important element of this year’s Builder Mart, and our industry, is made in America build-ing products. Some of you may have seen the story ABC News presented about a builder who built an entire house using only products made in America. The strategy behind this concept is that the more builders use prod-ucts made in America, or at least assembled in America, the more American jobs we will

create. We would like to focus your attention on this concept. Think of it this way, buy American made products or products assem-bled in America and we create jobs, grow our economy and make people better able to buy new homes. As you visit our exhibitors today, you might be surprised to learn how many of their building products are made in America. Please take notice of the American flags that represent made in America products.

On behalf of our HBAM staff and volun-teers who worked so tirelessly to present Builder Mart; eat, drink, visit the exhibits and most importantly enjoy the show.

Steven Gilman2012 Builder Mart Chairman

Welcome to HBAM’s Builder Mart for 2012

CHAIRmAn’s messAgestay informed with HBAM’s publications. You will receive Mid-Atlantic Builder, Builder Mart magazine, the HomeFront e-newsletter and the HBAM Buy-ers’ Guide and Directory. These publications will keep you one step ahead of your competition.

Cut Your Operating Costs through our comprehensive package of affinity programs exclusive to members only. Add credibility for your company in the building industry as well as with the general public by being associated with one of the largest building associations in the country.

www.homebuilders.org is designed to serve both consum-ers and those in the building industry. You can access the latest legislative news, find out about member benefits or register for an event. Consumers can visit the HBAM home page to find you and other builders or suppliers in their area.



Builder Mart education

Featured Morning Speaker9:00 - 11:00 The Sales and Marketing Council Presents: Ravens Coach John Harbaugh – (brought to you by Bob Lucido Team RE/MAX Advantage Realty)

South Hall - 1 Hour Sessions11:30 - 12:30 The Sales and Marketing Council Presents: Your Guide to Social Media with Dennis O’Neil of O’Neil Interactive

1:30 - 2:30 The Sales and Marketing Council Presents: A Discussion with Building Icon Jim Ryan, founder of Ryland Homes – (brought to you by Bob Lucido Team RE/MAX Advantage Realty)

2:30 - 3:30 HBAM Remodelers Present: An Update on OSHA Regulations Featuring Jobsite Fall Protection* This course has been approved for NAHB continuing

education credits

3:30 - 4:30 The Sales and Marketing Council presents: Marketing for the Small Builder

North Hall - 90 Minute Sessions11:30 - 1:00HBAM Remodelers Present: A Primer on Window Flashing* This course has been approved for NAHB continuing

education credits

1:30 - 3:00The Land Development Council Presents: A case study on new stormwater management rules

1:00 - 3:00 The Maryland Residential Green Building Council Presents: Test your knowledge of the 2012 International Energy Conservation Code

Builder Mart is now your one-stop-shop for EDUCATION and information! You will still get the full-day of networking with your industry peers and the over 400 exhibitors that fill the exhibit floor, displaying the latest products and services available to the building industry. Now you get even more. A day full of education sessions that will get you up to speed on the latest industry issues.

SMC SalesCamp 2012 with Ravens Head Coach John HarbaughHow do you keep your (sales/production) team focused when the odds (the economy) are against them?

Enjoy hearing from one of the best NFL coaches in the nation as he shares some of his coaching secrets at SMC SalesCamp. Get the play-by-play from a man who has seen his share of wins (and losses) and is able to keep his players on track and fighting to win the next game.

Isn’t this what you want from everyone in your company, on your sales team and in the field? You’ve got to attend this rare opportu-nity to hear from Coach John Harbaugh!

The Sales and Marketing Council Presents: Social Media: The When, Why and How to be Successful It’s hard to imagine a conversation about marketing in the last few years that didn’t contain at least a mention of social media. And despite very widespread adoption by builders, a recent survey in-dicates that many participants have yet to see business value for their participation. In this session, Dennis O’Neil will discuss when and why it’s appropriate to include social media in your marketing mix and how to get the most return on your investment.

The Sales and Marketing Council Presents: A Discussion with Building Icon Jim Ryan, founder of Ryland Homes

HBAM Remodelers Present: An Update on OSHA Regulations-Featuring Jobsite Fall ProtectionLast December, OSHA rescinded an old policy directive that al-lowed residential construction employers to follow alternative fall protection methods instead of using conventional fall protection, like safety nets, personal fall arrest or guardrail systems. The purpose of this presentation is to convey the bulk of these recent changes in the residential construction fall protection policy and tell you about the requirements and how employers must meet these standards to protect their workers. The session will be presented by Peter F. Holzberg, ALCM, CSP, ARM, a Loss Control Specialist for Injured Workers Insurance Fund.


Builder Mart education

The Sales and Marketing Council Presents: Marketing for the Small BuilderYou just don’t have the ad budget of a national builder but you still have the weight of the world on your shoulders to produce sales, regardless.

Hear from Brooke Kaine, president of Kaine Homes and Trent Jak-litsch of Jaklitsch Development Group, as they share their secrets for putting Kaine Homes on the map without spending millions to do so. You won’t get this kind of ‘in the trenches’ disclosure from any book so attendance is truly mandatory if you have sales and marketing goals to hit.

HBAM Remodelers Present: A Primer on Window FlashingJoin Rob Brannock of Parksite - Dupont Tyvek and Dave Solley of Andersen Windows & Doors as they conduct a training on window flashing. Incorrectly installed flashing not only affects the durability and warranty of the window, it causes moisture problems in the walls and house. Attend this training and view a proper window flashing ap-plication and leave with the knowledge and the support system to help you get the job done right.

The Land Development Council Presents: A Stormwater UpdateLet’s dig deeper into the new stormwater management rules by taking an in-depth look at Locust Chapel, Howard County’s first residential development to attain the County’s “Green Neighborhood” designa-tion for site development. Locust Chapel is currently undergoing site development and, when complete, will feature 63 single family homes.

Questions we will explore include, but are not limited to:• How did the SWM regulations affect density yield

on this particular project?• What on-lot techniques were used and who will be responsible

for maintaining these amenities?• Did Howard County officials reject the use of certain

SWM design techniques and why?• How did the cost of these ESD systems factor into decisions

on which ESD systems to use?• Who will be responsible for maintaining each of the SWM

facilities (both the on-lot systems and other systems in the common areas)?

This is a fantastic example of a new residential development designed under the new stormwater management regulations.

The Maryland Residential Green Building Council Presents:2012 International Energy Conservation Code (IECC) Training and UpdateThe 2012 IECC is currently being adopted by local jurisdictions and will be the energy code you have to use later this year for all new houses. This training will introduce you to the 2012 IECC, will help you identify changes from the 2009 IECC and will teach you how to apply these new code requirements to residential buildings in the design, plan review, inspection and commissioning process.

The 2012 IECC is 30 percent more energy efficient than the 2006 IECC, meaning homes built to the new standard will consume less en-ergy and families will spend less on energy costs. The 2012 edition of the IECC is intended to provide flexibility to permit the use of innovative approaches and techniques by allowing the choice of a prescriptive or performance-related compliance path.

How well do you know the 2012 IECC? If you can’t answer these questions, you need to attend this class.

• How does the State of Maryland define a High Performance Home?

• What Climate Zones are in Maryland according to the 2012 IECC?• What will conserve energy over the useful life of each building?• What is the difference between building and building site?• What is a whole-house mechanical ventilation system?• What is a continuous air barrier?• What is the importance of VT values?• What is the VT value for a double glazed, tinted window?• What are R-values for Climate Zones 4 and 5

for the ceiling? Walls?• Explain conditioned space and how it affects residential building?• Explain the differences between service hot water systems and

circulating hot water systems.• What is the SHGC for windows in Climate Zone 4? What about

for Climate Zone 5? This class is presented by Rich Truitt, Deputy Director of Harford County Inspections, Licenses and Permits. He is also immediate past-president of the Maryland Building Officials Association and current ICC Board Member. Registration is $40, which includes your own copy of the 2012 IECC code book. To register or for questions, please contact Michael Harrison at 410-265-7400.

BUILDER MART MARCH 21, 2012 www.homebuilders.org

www.homebuilders.org MARCH 21, 2012 BUILDER MART www.homebuilders.org MARCH, 21 2012 BUILDER MART 15

Change Your Tradeshow Marketing Strategy to Attract Decision-Makers

While giveaways and tradeshow attractions are an integral part of every tradeshow, they’re not necessarily what are attracting the decision-makers to your booth. To get in front of the influ-encers and decision-makers at the next show, consider these tips when planning your tradeshow marketing strategy.

Choose The Right Place And Mode of CommunicationMake sure that the show you have selected is one that attracts the decision-makers you seek. Create your tradeshow market-ing plan with awareness of who those decision-makers are and where they go.

Internet marketing is very prevalent these days and certainly has its place, but there is no substitute for face-to-face interac-tion. This is a huge reason trade shows even exist. Try to get that face time with the person who can actually sign a contract. Research shows that a few days of interaction and engaging in a trade show environment can cut the cost and time of closing sales by as much as 50 percent.

Offer an Incentive Reach out to potential decision-makers well in advance of the show. Launch a postcard campaign. Send a personal invitation. Whatever means you choose, just let them know where to find you, and make sure you include your booth number for the show. Special offers are valuable incentives when they’re only available to those included in the campaign. Offer a prize to be picked up at that show or a product discount, but make it con-tingent on a visit to your booth.

It is important that the incentive has something for both the individual and their company. For example, combine a gift for visiting the booth with some sort of incentive for closing a sale within a few of days or a week of the show. A decision-maker is more likely to take advantage of something that saves his or her company money.

SponsorshipsGet noticed by sponsoring an event within the show. Sponsor a party, seminar or reception. There are plenty of sponsorship opportunities to fit every budget. Figure out which events your target decision-maker is likely to attend. As an added bonus, try to find an event to sponsor where your product or service is actually being put to use. At the events, interact with your audi-ence, but don’t overshadow the efforts of the event presenters. A great perk of event sponsorship is that event sponsors usually get prime booth locations!

Attend and EngageFinally, one of the easiest trade show marketing tools: Get out into the crowd! Once your booth is staffed with educated well-trained individuals who you can count on to represent your company, you are free to move about the floor. There’s no sub-stitute for personal interaction when it comes to identifying and attracting decision-makers. Work the room and seize the oppor-tunity to personally invite the right people to your booth. n

Chris Harmen writes for MoneyMachineStore.com, specializing in money machine rentals and other tradeshow attractions.

By Chris harmen


In an industry still facing strong economic headwinds, everyone is looking for a performance edge. In January of 2012, ONeil Interactive and Shore Consulting partnered to create The Pulse 2012, a first-of-its-kind na-tionwide survey of nearly 300 new home sales and marketing leaders. Highlighting trends, best practices and

industry benchmarks, the following is an excerpt of the report expanding on those survey results, analysis of lessons learned and actionable recommendations to help you get the edge.

Re-Evaluating New Media Marketing EffortsBy Dennis O’neil


High priority. Low results.It is hard to imagine a marketing conversation in the past 24 months that didn’t include at least one mention of social media and particularly, Facebook (Figure 1). Each day, a chorus of voices sings across the marketplace telling builders to “engage” with their customers online.

The question is, however, what kinds of customers are builders engaging with on Facebook? And what is their purpose in engag-ing them?

“44 percent of sales and marketing leaders report that brand building is the primary focus of their social media participation.” (Figure 2)

“Only 39 percent report a direct business benefit from social media par-ticipation.” (Figure 3)

These two data points make sense. Facebook connections are based on people who “Like” a brand and want to follow the company’s newsfeed.

But remember this important principle: Users go to Facebook to smile. Their primary purpose is not to search and certainly not to purchase.

In essence, Facebook followers have already found you. As a builder, you can enhance your followers’ perceptions of your brand (Figure 2), assuming you offer fun and interesting things to say. But the Pulse 2012 data indicate that leads, sales and revenue do not necessarily follow from this type of channel (Figure 3).

Why, then, is Facebook so popular among a majority of builders? Likely because it’s easy to use and builders think they “should” participate. This report does not recommend build-ers stop using Facebook. Rather, it stresses understanding what Facebook is (primarily a brand building platform) and what it is not (a big direct source of sales).

This leads to a key tenet of online marketing: Find the search-ers. If you wish to acquire new customers online, don’t expect them to come directly to you. Instead, your job is to go to them. They are out there, they are searching and where they are search-ing is where you need to be.

Go Where Customers are Searching“78 percent of sales and marketing leaders report that social media is part of their 2012 plan.

“Only 58 percent said they plan to use online directories.” (Figure 4)

Contrary to the reported views of the Pulse 2012 survey respondents, these two priorities seem backwards. If you were to present these two choices of prospects to sales counselors and ask which encounter would be the highest and best use of their time, which would they select?

• An individual actively searching for a new home, or• An individual who “likes” your community but may or may

not be in the market for a new home

Figure 2 What is the primary focus of your company’s social media participation?

Figure 3 Have you been able to track a direct business benefit (leads or sales) to your social media participation?

Figure 1 social Media statistics

82%Use

Faceboook

67%List

Social Mediaas a

High or TopPriority

58%Rate Their

Social MediaPartiipationas Effective

or HighlyEffective

39%Have seenBusinessBenefit to

Social MediaParticipation

61%NO

39%YES

82%Brand Building

30%Lead Generation

16%Sales/Marketing Promotions

10%Community

Building


91%Email

Marketing

78%SocialMedia

42%Mobile

Website

67%SearchEngine

Optimization58%

OnlineDirectories

56%Paid

Search

24%Mobile

Application

2%None of

the Above

Undoubtedly, they’d choose prospect (a) any day of the week. When you have a choice, your marketing efforts should also ad-dress the first prospect first.

No one starts looking for a new home (or anything else for that matter) on Facebook or Twitter. Rather, the vast majority of consumers visit such listing websites as Realtor.com, Zillow, Trulia or New Homes Directory.

While these online directories certainly cost more than Facebook or Twitter, they offer prime visibility to the eyeballs of people actively looking for a new home. They’re the web-based equivalent of placing billboards and directional signage in high traffic zones near a builder’s communities. Builders invest high-dollar resources in these signs because they work!

With that said, consumers often arrive at directory websites via searches on Google, Yahoo! or Bing. This suggests that search engine optimization (SEO) should also become a priority for builders. However, the Pulse 2012 data suggest that only 67 percent of builders will focus on improving organic search and only 56 percent will participate in paid searches (e.g., Google AdWords).

Logically, it seems wise for builders to invest their resources in creating a strong presence in places where consumers actively search for homes. And builders should consider doing this before expanding their presence in social media where consumer inten-tions are uncertain. The idea is not to abandon social media efforts but, rather, place a higher priority on connecting with higher quality leads.

Think “Impact” Over “Easy”Thus far, our analysis suggests acting on a simple premise: “Search first, social second.” But the question remains: Which social media platforms offer the most benefit for builders?

The Pulse 2012 data show that most builders participated in a core group of popular social media platforms in 2011 (Figure 5).

Facebook, as discussed earlier, is the most popular presum-ably because it offers an effective, low-cost, simple platform for brand building. It stands to follow, and rightfully so, that build-ers will continue leveraging their brand presence on Facebook.

Twitter and YouTube follow as the next two most popular social media platforms among builders in 2011 (Figure 5).

Based on the principle that it pays to be visible where people actively search, the popularity of Twitter over YouTube among builders seems misplaced. Compelling data suggest that builders should value their YouTube participation more highly than Twit-ter. These statistics are staggering and difficult to ignore (Table 1).

YouTube receives 490 million unique visitors a month. Indeed, more video content is uploaded to YouTube in a 60-day period than the three major U.S. television networks created in 60 years! Plus the average YouTube user spends 20 minutes a day on the site. Clearly, the data make it difficult to justify a higher strategic priority for Twitter over YouTube.

Figure 5 social Media Reported Participation Rates for 2011

Figure 4 Online Marketing initiatives included in 2012 Marketing Budget

82%Facebook

43%Twitter

41%YouTube

38%Company Blog

27%LinkedIn

We donot use

social media

14%Other

5%


Take a lookwww.homebuilders.org

• You’ll be able to register for events online, update your membership information, pay dues and more.

Designed to meet the needs of builders, remodelers, subcontractors, suppliers and home owners.

• Easy to navigate, both consumers and industry professionals can instantly gain access to membership lists, statistical information, government affairs updates, event calendars and more.

However, this analysis does not suggest that Twitter holds no value. In fact, Twitter offers a wonderful platform for listening to customers, networking with peers and connecting with brokers.

At the same time, YouTube is also cheap and surprisingly easy to use. A short video clip from a sales counselor’s iPhone highlighting community amenities or talking about local schools can literally be online and indexed for search engines in minutes. And YouTube can improve search rankings!

If a picture is truly worth a thousand words, which platform do you think holds greater impact for you as a builder?

To download the complete report and watch the video presen-tation of the data, please visit www.pulsepresentation.com. �

Dennis O’Neil is President of ONeil Interactive, a full service Internet Marketing fi rm dedicated to home builders, offering both consult-ing and comprehensive marketing solutions. Dennis speaks fl uent ‘home builder’ and ‘geek’ and regularly translates the two to help builders sell more homes. With over a decade of experience using the internet to sell and market new homes, Dennis offers training for online new home sales and is a well-regarded speaker on internet marketing and social media. You can contact Dennis at [email protected].

You Tube Twitter

Traffi c 4 Billion videos viewed each day

50 Million daily users*

Search Activity #2 Search Engine Not Ranked

Search Exposure Included in Organic Search results

Minimal to Zero

Engagement Minutes Seconds

Shelf Life Forever Hours (at best)

Production Effort Medium Low

Table 1

Mashable.com, septembr 2011

“People we don’t even know are going out of their

way to say, ‘Fantastic idea, great job, go America!’”

By Claire easley

Made in America Builders Create Their Own stimulus PlanThe American Dream is to have both a home and a job. Builders across the country would like to help create both.

www.homebuilders.org MARCH 21, 2012 BUILDER MART 21

“Made in America” label can mean anything from assembly in the U.S. from parts produced overseas to a product that, stem to stern, was churned out

on U.S. soil. And while new homes are indisputably American-made, they generally fall into the former category. But as high unemployment rates continue to plague the nation, a growing group of builders across the country has decided to take a closer look at where the building products they use are made and bring those purchases back home.

Corey Condron, owner of Spokane, Washington-based Condron Homes, broke ground on the first home to be built under his new business model: houses built with 100 percent American-made products—or at least as close to that goal as humanly possible.

“Our cabinets are made by a local company here,” Condron told Builder magazine. “All of their lumber, parts, hinges, every-thing is American made—everything but the little plastic clips for the shelves. So we went and asked them if it was possible to get American-made clips. It was. We’re trying to go down to the smallest detail of the product to get it all American made.”

The plan started out as a one-home project to raise awareness of how building with American-made products can benefit the local and national economies, but the builder has since decided to commit to building all of its homes from 100 percent U.S.-made materials, from about 80 percent previously. “We feel it’s the right thing to do,” he says.

And it’s certainly sparked attention. At the project’s ground-breaking on Monday, Condron says two local media channels showed up to cover the event. Since then, he’s gotten phone calls and emails from community members expressing appreciation and support. “People we don’t even know are going out of their way to say, ‘Fantastic idea, great job, go America!’” he says.

Over the last 10 years, Condron Homes has averaged about one hundred homes per year, ranging from 1,300 square feet to 3,000 square feet and priced between $165,000 and $375,000. He estimates using all American-made products will add about 1 percent to his construction costs, an amount he plans to ab-sorb rather than pass on to buyers.

The trend toward promoting American-made products in new homes attracted international attention last year when ABC News did a story on Anders Lewendal, a Bozeman, Montana-based economist-turned-builder, who began working on his first Made in America house last year. Lewendal analyzed reports from the U.S. Bureau of Labor Statistics and determined that if, in a “normal” building year, every builder in the country in-creased the number of U.S.-made materials used in new homes by 5 percent, it would create more than 200,000 jobs across the country. That estimate was later confirmed by economists at The Boston Consulting Group.

Lewendal says that his all-American home was meant to raise awareness not only among home builders and home buyers, but also the national community at large. If all American consumers switched 5 percent of their purchases to American-made prod-ucts, he projects the number of U.S. jobs it would create would swell into the millions. He and other builders also point to the environmental benefits of buying closer to home, such as less fuel spent on transportation.

Lewendal’s project inspired Tarek Saad, owner of Oklahoma City-based CedarLand Homes, to take up the cause as well. While Saad says he’s somewhat limited by what is available to him locally and by the constraints of his target market—cost-conscious first-time home buyers—he has been able to boost the amount of American-made materials included in his homes to about 55 percent, from 40 percent previously, with the hope of eventually getting to 90 percent or 100 percent.

“We’re continually meeting with our sales reps, pushing them to find more leads on American manufacturers that can keep their product at a competitive rate with pricing,” he says.

Saad estimates that the change has increased his homes’ prices by between $1,500 and $2,000 per home, which has proven to be more of an obstacle for the youngest buyers than for older ones who, in Saad’s market, have shown more interest in the homes’ American-made aspect.

“The really young ones, if they’re between 24 and 30, they all say, ‘Oh, that’s great.’ But you can tell they’re mostly focused on the price,” Saad tells Builder. “The ones we get a better response from are in their 30s to late 40s. They like it and they’re willing to spend that extra money. And the ones that really demand it and that we get calls from are the boomer crowd, those in their 50s and above. They want American-made and they’ll pay the extra price for that.”


Three locations to shop:Open to the public Mon-Sat 9-5

Dundalk, Pasadena, and Halethorpe

Donation Hotline: 410-633-0506www.ChesapeakeReStore.org

All donations are tax deductible anddeconstruction, containers, and

pickup are available!

Donate your stu�!

We accept Appliances, Cabinets, Building Materials, Flooring, Furniture, Housewares,

Lighting, Plumbing & More!

We accept Appliances, Cabinets, Building We accept Appliances, Cabinets, Building We accept Appliances, Cabinets, Building We accept Appliances, Cabinets, Building We accept Appliances, Cabinets, Building We accept Appliances, Cabinets, Building We accept Appliances, Cabinets, Building We accept Appliances, Cabinets, Building We accept Appliances, Cabinets, Building

12:00

Beyond price, there are a few other challenges as well, Saad says. “Granite countertops—everybody wants to have granite, but nobody makes that here. … We’re trying to switch to man-made products, such as Corian, but everybody demands granite.”

But Saad is determined to stick with it, citing both the state of the economy and his belief that American-made products are of a higher quality.

On the other end of the pricing spectrum, Tyler, Texas-based Bayless Custom Homes, is also working on its fi rst all-American-made house. That builder typically builds 10 homes per year, priced between $500,000 and $800,000 for homes upwards of 3,500 square feet. In the past, Bayless homes have been made up of about 40 percent of American-made materials, estimates Gary Bayless, the company’s president. But from here on out, they’re aiming for 100 percent.

While Bayless says he has run into challenges fi nding all-American lumber and ensuring that materials are completely American-made rather than just assembled in the U.S., he says the trick is ordering lumber far in advance and talking to suppli-ers to ensure they know what you’re looking for.

As HBAM members in good standing, we encourage you to use our logo on your advertising materials, website, business cards and promotional brochures. Your company will gain credibility in the building industry as well as with the general public. By using the Home Builders Association of Maryland’s logo, you can show the industry and consumers who you are, what you stand for and with whom you stand.

Use our logo

and gain credibility

Visit our website at www.homebuilders.org to download the logo today.

Condron echoes that advice, saying that once the expectation has been communicated it’s a fairly smooth transition. “Just let your suppliers know that this is what you’re doing, and let them do the work,” he says. “There haven’t been a whole lot of chal-lenges. It’s pretty easy.”

And according to Richard Elkman, president of PR fi rm Group Two, with Congress stuck in gridlock over a job creation bill, there’s never been a better time to be touting home features that bring U.S. jobs home. To capitalize on that, his company recently launched the “All American Healthy Homes” program to help builders market homes made up of at least 60 percent U.S.-made materials. “This is a great opportunity for builders to build on all the political talk going on about the need for job creation,” he says. “It’s the perfect time.”

This article is reprinted with permission from Builder magazine, a publication of Hanely Wood. �

Claire Easley is a senior editor at Builder Magazine. Find out more at www.builderonline.com.


AFFINITY PROGRAMS

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Economic Benefits of New Home Construction: Jobs, Jobs, Jobs Housing means jobs for Americans. Every single family home built in America directly creates 3.1 jobs for one year. The ripple effect extends far into our economy and includes much more than just the actual construction workers.

By bringing back the housing industry. Residential construction has a positive, direct impact on the

U.S. economy.

For each new single-family home that is built, National Asso-ciation of Home Builders estimates that three jobs are created.

Jobs are generated in the industries where lumber, concrete, lighting fixtures, heating and cooling equipment, and other products that go into a home are produced. More jobs are created when real estate agents, lawyers and brokers provide services to home builders and home buyers.

About half of the three jobs created by building an average single-fam-ily home are in the construction industry. Other jobs are spread over other sectors, with manufacturing ranking second.

And housing is “Made in America.” Most of the products used in home construction and remodeling are manufactured here in the United States.

A Generator of Tax Revenues that Builds Vibrant Communities A strong housing industry not only means more jobs, but more money

in our communities.

Home building increases the property tax base which generates revenue that supports local schools and communities.

For each new single-family home that is built, NAHB estimates that it generates a total of $90,000 in government revenue — $67,000 in federal taxes and $23,000 in state and local taxes.

Housing Can Put America Back to Work As of October 2011, U.S. housing starts totaled 628,000 units at an

annualized rate. This is well below the long-run trend of 1.7 to 1.8 million new homes that are necessary to accommodate population growth and replacement of older housing stock.

The gap between current production and potential housing construc -tion is more than 1 million homes. That represents more than 3 million untapped American jobs.

In normal times, housing accounts for more than 17 percent of Gross Domestic Product. Restoring the health of the housing industry is a crucial first step in putting America back to work.


Builder Mart 2013Together We’ll Build the Future

Wednesday, March 20, 2013

Don’t miss your chance to reserve the best booth space. Visit the Builder Mart 2013 Booth in the Bull Roast area or contact Chris Baughan at 410-265-7400, ext. 121 or [email protected]. www.homebuilders.org


The Hardest Trade Show Job, Is Also the Job That Drives the Most Revenue

Follow-up can make or break your trade show success.


You’ve heard this before: There were four people named Everybody, Somebody, Anybody and Nobody. There was an important job to be done and Everybody was sure Some-

body would do it. Anybody could have done it. Nobody did it. Somebody got angry because it was Everybody’s job. Everybody thought that Somebody would do it. But Nobody asked Anybody.

It ended up that the trade show job was not done, and Every-body blamed Somebody, when actually, Nobody asked Anybody.

Question is… What is the trade show job? The job that Anybody can do, and Everybody thinks Somebody will do, but winds up being that Nobody does is the lead follow-up activity that is essential after the event is over.

The Center for Exhibition Industry Research says up to 80 percent of leads gathered at a show are not followed up. Bottom line, that translates into wasting 80 percent of your money.

Here are tips for recouping your investment and improving your bottom line:

What’s Your Purpose at the Show? If it’s your trade show job to gather leads, then that should be the main focus before, during and after the show. What if it’s something else, like meeting with clients or recruiting employ-ees? That doesn’t absolve you of following up with leads. You still have to do it as part of your trade show job.

What’s a Lead? Define before the show what you consider a lead. Is it a company that will purchase within a certain time period? Has a certain budget? Is looking for a particular product you sell?

You can separate the contacts into levels -- A, B, C or hot, medium, cool -- and work them that way. But they still have to be contacted as part of your trade show job.

Who’s Responsible? Develop a schedule for following up with your trade show leads. The first contact should come within 10 days of the end of the event. Otherwise people forget who you are. The trail becomes cool, then cold.

Determine names and responsibilities at each step of the follow-up process. Trade show job accountability is important. Make each person aware of what is expected of as part of his or her trade show job, and who else is in the process. This is criti-cal when the person staffing the booth is not the person who does the actual follow-up call.

The farther and longer the process from the show site and date, the more chances there are to lose the lead.

What’s a Follow-up?At minimum, follow-up with a thank you note to every contact you made. These people invested time and money to come to the show, time and effort to stop by your booth. The simple courtesy of a thank you goes a long way in today’s fast paced and imper-sonal world.

If you listened properly and were able to gather specific infor-mation, you can provide a quote, supply answers and have a real reason for the follow-up call.

What Should You Send? Unless requested, do not send the $20, 20-pound corporate package of literature that tells absolutely everything about your company. Do not send an obvious form letter (“Thank you for visiting us at the ABC Expo in Booth 6543 six months ago...”). Do Send…

• your business card—people will remember a logo and spelling of names and companies

• information about your company—a generic piece is fine• the specific answer to the question – “My company can

help your company (crunch numbers faster, ship with less hassle, increase accuracy in testing, etc.)”

• any samples, price lists or references that will help speed the sales cycle.

Remember, the trade show job that Anybody can do, and Everybody thinks Somebody will do, but Nobody does -- well, that changes when all understand the importance of trade show follow-up. n

This article was written by Julia O’Connor, a speaker, author and trade show consultant. Contact her at 804-355-7800 or visit TradeShowTraining.com.

By Julia O’COnnOr

The simple courtesy of a thank you goes a long

way in today’s fast paced and impersonal world.


You’ve seen the signs and promos and heard the excited chatter. The Maryland Center for Housing is coming in 2012. The longtime vision of a new headquarters for the

Home Builders Association of Maryland is quickly becoming a reality. “It has long been my goal to get the Association that rep-resents the home building industry a home of its own,” said John Kortecamp, Executive Vice president of the thousand member trade association.

It started back in May of 2010 when the campaign for a new headquarters for HBAM was launched. In those first couple of months, a select committee met to prepare to launch the ambi-tious campaign for the new building.

They had two primary objectives for the new building accord-ing to Kortecamp; one relating principally to the Building Indus-tries Foundation, the non-profit arm of HBAM, and the other to the association itself. The Foundation was created in 1999 to respond to requests for assistance in charitable housing/shelter related projects. “There is much more we could do and much more we would like to do,” said Christopher Rachuba, Chairper-son of the Foundation. “There is one major constraint: financial resources. The Foundation has no significant or continuing source of income,” he added.

The Maryland CenTer for housing

CoMing 2012

The vision is for the Maryland Center for Housing to be owned, debt free, by the Foundation and leased to HBAM. The rent income paid to the Foundation will provide a stable, long-term funding source to endow the Foundation and support its charitable, education and research activities. “This revenue stream will allow us to take our charitable activities to another level,” said Rachuba.

Regarding the Association, “The objective is to have a physical presence in Central Maryland that stands as a testament to the strength, vitality and endurance of the industry and the Associa-tion that represents it,” said Kortecamp.


Christopher Rachuba, the Rachuba Group and chairperson of the Maryland Community Builders’ Foundation;

Kevin Carney, Thomas Builders and president of the Building Industries Foundation; Marsha McLaughlin, Director of Howard County Department of Planning and Zoning;

Michael Greenebaum, partner at Greenebaum and Rose Associates; Ken Ulman, Howard County Executive; and Allen Higgins of L&L Supply Corporation

“It has long been my goal to get the

Association that represents the home

building industry a home of its own”John Kortecamp

HBAM Executive Vice president


ProPosed floorPlan A large board room and open floor plan highlight the two story 10,000 square foot building

One of the first goals of that early campaign was to secure a site for the headquarters and the first visit was to industry icon, Stewart Greenebaum. Known throughout the industry for his success in land development and his philanthropy to the com-munity, Stewart generously donated a fully permitted parcel in the commercial district of Maple Lawn, his award winning mixed use, smart growth development. Located in southwestern Howard County, the site is convenient to Interstate 95, US Route 1 and Maryland Routes 29 and 32.

According to John Kortecamp, “This first step was huge and al-lowed us to move forward sooner than we originally envisioned.” One donation quickly turned into several and the excitement be-gan to grow as word of a new headquarters made its way through the crowd at HBAM’s annual tradeshow, Builder Mart. Donations and commitments streamed in as the word spread.

Shannon Comer of Shannon Comer Architects stepped up and very generously donated her company’s time and expertise to design the sophisticated 10,000 square foot building that will stand on the parcel. The design includes a usable show kitchen, first floor work rooms for visiting members, a large board room and office space for the Foundation.

Many other companies have been quick to donate their product, time and expertise to the new building. “Due to the access to the building industry resources, HBAM members have a unique ability to provide labor and materials that would other-wise cost significantly more,” said Chris Rachuba. He explained that this is one of the reasons that the Foundation has been able to help members of the community and why the donation process for the new building will be successful.

Recently, Shelter Systems has agreed to donate the trusses and an agreement for a state-of-the-art foundation for the build-ing is underway. The Fretz Corporation together with Design House Kitchens will design a fully functioning show kitchen to use for events and inspire visitors. Commitments have also come in for the bath fixtures, window treatments, title services, engineering work and much more.

A significant donation that came in early on was for personal-ized pavers that will be installed in the patio/walkway entrance to the building donated by Leisure Specialties. The campaign to sell the engraved pavers is a primary funding source for the building and has been extremely successful. There are two sizes available and an order form for the pavers can be found on page 28.

Kortecamp explains that there are many options to make contributions and be part of the new building. “The benefits of being a donor are significant,” he says. Contributions are tax deductable as the Foundation is a fully approved 501-C(3) non-profit organization and benefits include recognition in print publications, electronic publications and online. Significant recognition throughout the build and at the new building are also included.

It is not too late to make your commitment to contribute to the association’s new headquarters. Kortecamp urges, “Whether your donation is made in your name, your family’s name, your company’s or your product’s, you will be establishing a legacy for yourself within the industry at the facility where the industry comes together to conduct its business.” n

Visit www.marylandcenterforhousing.org to find out more.

Visit the HBAM booth at Builder Mart

for Special One-Day-Only Paver Pricing

*Azek (Booth 613)*84 Lumber (Booth 621)*California Closets (Booth 828)*Carroll Insulation (Booth 104)Charles A. KleinChesapeake LightingChoice StairwayCMW Co., Inc.Colonial ElectricDelbert Adams ConstructionDesign House Kitchens*Dow Building Supply (Booth 2208)Fast Signs of Dundalk*Fireside Hearth & Home (Booth 311)Fretz CompaniesGaines & CompanyGlen-Gery Brick*Gray and Son (Booth 1219)Gutschick, Little & Weber

Harkins BuildersHillis-Carnes Engineering AssociatesInterior ConceptsL&L SupplyLeisure Specialties*Modern Foundations (Booth 121)*Moen (Booth 226)O’Neil Interactive*Out of Sight Home Theater (Booth 28 & 30)Patterson Enterprises*Residential Title (Booth 106 & 108)Richmond American HomesRosenberg, Greenberg & MartinShannon Comer Architects*Shelter Systems (Booth 601)*Sherwin Williams (Booth 807 & 1006)Siegel, Rutherford, Bradstock & RidgewayT.W. Ellis

ThanK you to the following companies for their generous fi nancial support.Rachuba FamilyBob WardCornerstone HomesElm Street DevelopmentForty WestNVRPowers Homes*Residential Title (Booth 106 & 108)

Security DevelopmentChateau BuildersGoodier BuildersLennarMorris and Ritchie AssociatesSteuart-Kret HomesWilliamsburg HomesGoodier Baker Builders

ThanK you to the following companies for their contributions of labor, materials and professional services.Lead Donor: STEWART GREENEBAUM

Maryland Center for housing donors

*Visit these exhibitors at Builder Mart.


What if you could get hot leads for your business while your customers are in “buyer mode,” at the very moment they’re ready to purchase your product or service? If you

use mobile marketing, you can. Here are some need-to-know facts about mobile marketing:

1. Happenings on the home-front. Did you know that 86 per-cent of customers search via mobile web while watching TV at home? And 43percent of customers would rather search on their mobile devices at home instead of turning on their home computer.

2. Timing matters. You’ll capture your leads via mobile marketing when your customers are in “buying mode,” when they’re motivated to make a decision.

3. Social search. Customers that are already logged into Face-book, LinkedIn or Twitter will search for your business or profile while they’re logged in because it’s more convenient. 91 percent of searches are social-related.

4. Ranking. The huge number of customers, and your leads, will naturally improve your organic SEO when they search for your business via mobile devices and click on your website.

5. Get friendly. You need a mobile-friendly website, not just a “mobile-compatible” website. A regular website isn’t going to look the same on mobile devices, and won’t be as user-friendly. How does your website look on different mobile devices, not just one type of mobile device? Take a look at your site on dif-ferent mobile devices--not just one and find out.

6. Beyond the brand. Having a mobile-friendly website builds results you can quantify, it builds relationships with your leads and customers instead of just giving them a mobile experience.

What’s The Bottom line? Unleash your power by going mobile-friendly, not just “mobile compatible.” Get mobile-friendly to tap into the market and generate hot leads when the customer is in “ready to decide and buy” mode. In other words, prepare to turn up the heat on leads, changing them from warm to hot. n

Ken Mays is a website design company that provides “fluid website design,” so your website looks great on all of the mobile devices your customers are using. Email Ken Mays today at [email protected] for a free, no obligation website and online marketing evaluation.

6 Ways Mobile Marketing Gives You Hot LeadsBy Ken Mays


Booth Staff SuperStarS

Your booth staff plays one of the most important roles forming opinions about your company in the minds of attendees.

By Linda Musgrove


Booth Staff SuperStarS

You will need to make sure your booth staff understands that physical appearance, choice of words, general demeanor and their level of knowledge and enthusiasm are what determines the impression attendees will have about your company. Follow-ing these steps will allow you to select and train the ideal booth staffers for your exhibiting.

Ideal Booth StafferThe ideal booth staffer is a people person, extremely knowledge-able about your products and services, has high energy and is very enthusiastic about your company; and while we’re at it, also a good sales person. Odds are most of your employees or co-workers will have some of those traits, but rarely all of them. As a result, you will probably have to create shifts of people that have all those skills and talents in a combined form.

Creating highly effective Booth StaffersBooth staff training is extremely important to the success of your trade shows. There is no such thing as too much booth training nor is there any employee that knows it all. You should either hire an outside consultant to conduct this training, or develop your own training program. In either case the train-ing needs to prepare your staffers to sell and function in a trade show environment, with competing sights and sounds.

role playingOne of the most effective methods for training booth staff is by role playing; practicing the techniques that will lead to more comfortable and confident members of your trade show team. If at all possible, organize several of those role-playing sessions, consider scheduling by booth staff teams scheduled to work the booth together. This not only makes sure that everyone can attend; repetition also helps your booth staff to overcome initial shyness often associated with such an activity.

Interacting With attendeesThrough booth staff training and role playing, your staffers should be taught how to interact with attendees gracefully and make them feel comfortable in your booth. Teach staffers to make their conversations warm and inviting, giving the prospect a reason to stay. They accomplish this by knowing what type of questions to ask, making the conversation focused on the prospect’s needs and following the 80/20 rule; staffers listening 80 percent of the time, and talking 20 percent of the time. It’s important for them to allow prospects the opportunity to open up and start talking about their product needs, what their work involves and their decision making power.

Qualifying attendeesBooth staffers should understand that their conversations should be focused on gathering the data for them to draw a conclusion from. To truly understand what an attendee is looking for, booth staffers should be prepared to ask open ended questions. These are questions that require more than a yes or no answer, to get the prospect to explain what their needs and problems are, so staffers can properly qualify them; and gauge how much time to devote to them. A good “rule of thumb” to follow is:

• Engage: 30 seconds• Qualify Prospects: 2 minutes• Qualified Prospects: Spend about 10 minutes discussing

needs and/or conducting a demonstration• Unqualified Prospects: Disengage• Close: In about 1 minute

Gathering Lead Data and “Closing” with attendeesStaffers also must make sure to gather complete lead data and know what the most critical information to gather is, so the sales team can effectively follow up with prospects. Be sure to have a clearly defined lead process before the show and include this information as part of the training session.

Describe to staffers that once a prospect is determined to be qualified and all their questions have been answered, it is time to “close” them. Using the lead system selected, have them col-lect contact information and complete data about specific needs, such as purchasing time frame, purchasing authority, etc.

Did you know that your booth staff plays one of the most important roles in forming an opinion about your company in the minds of attendees? No matter how well you organized everything else, your booth staff, their behavior and their techniques will be the single biggest factor in making the show a success or a failure.


Have staffers describe the follow-up process to the attendee and give a handshake before the prospect leaves the booth. Once they leave, the staffer should add notes from their conver-sation. The notes and data collected will help send the appro-priate material after the show and enable the sales person to adequately prepare before calling the prospect.

These are the essential components of any effective booth staff training program. If you are looking to implement a program yourself use this lesson as a guide. If you are looking to hire a trainer, ask questions about how they would conduct the differ-ent elements of this lesson. Now it’s time for your homework!

homework• Create teams for booth duty• Consider implementing a booth staff training program• Prepare a list of open ended questions for booth staff to

qualify attendees with• Create role-playing scenarios for booth staff to practice

pre-show �

Linda Musgrove is President of the trade show training fi rm, TradeShow Teacher. She focuses on teaching companies to signifi cantly improve trade show results through strategic, customized trade show training for individuals, departments or entire teams. Most recently she authored “The Complete Idiots Guide to Trade Shows”. Learn more at www.tsteacher.com and sign up for the FREE monthly Trade Show Tactics newsletter.

Get your own HBAM personalized license plate from the MVA. Call HBAM today at 410-265-7400 for availability.

HOMEBUILDERS

Association of Maryland

HAVE YOU SIGNED UP FOR YOUR HBAM LICENSE PLATE YET?

Get a front row parking spot at Builder Mart with an HBAM license plate.


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Design Principles for Trade Show DisplaysEffective trade show marketing using the fundamental rules of design.

By Jonathan EdElman


When designing trade show displays, it’s very important to keep basic graphic design principles in mind. Effective trade show marketing using the fundamental rules of

design can help elevate companies over their competition. To bring your convention marketing ideas to fruition, you’ll need to combine a variety of elements – from your trade show booth, to your design, to your trade show giveaways to your trade show attractions.

With all of these elements, it’s critical that you’re trade show booth doesn’t look like a hodge-podge of ‘stuff ’. Having a clean-looking, well-designed booth with a cohesive look and feel is an integral part of attracting customers to your trade show display.

To produce well-designed trade show displays, there are three critical factors that you need to consider: balance, em-phasis and unity.

BalanceBalance refers to an equal distribution of weight, and in the design field, this refers to visual weight. We’ve all seen pieces of art or rooms in a home that seem imbalanced; often, too much informa-tion or too many pieces of furniture are on one side of the canvas or room. This can make the viewer feel uncomfortable. When do-ing convention marketing, ideas like this must be considered.

The size, color and shape of marketing materials or objects in your booth all contribute to the visual weight of your display. One way to achieve balance is to have more or less equally inter-esting things distributed throughout the trade show display. For instance, don’t stack flat flyers, business cards and contact sheets at one end of your table, and have taller, more colorful, physical representations of your company’s products all on the other end. Intersperse these objects throughout your booth.

EmphasisEmphasis implies importance given to certain objects or areas of a piece of art – in this case, your trade show marketing display. A designer should stress only some of the visual elements of a piece, guiding the viewer’s eye to the areas of importance. This can be achieved in three basic ways: through isolation, contrast and placement.

Emphasis through isolation in trade show marketing is obtained by setting one piece or element of your trade booth dis-play apart from the rest. Unique convention marketing ideas like tradeshow giveaway ideas would achieve this, since they are set apart from the rest of your display. When creating trade show displays, if one element contrasts with the rest of your piece, this also will bring attention to it.

If your company’s colors are blue and orange and the majority of your display is in blue tones, have stunning orange piece – it will surely attract attention. Emphasis by placement is achieved when one object is arranged so that other things in the composi-tion point to it. Consider lining up smaller objects on your table to point toward a bigger, more central, sign or product.

UnityIt’s important to have your convention marketing ideas to be united with a common theme. Unity implies that all elements of your design or trade show display have a cohesive look. An easy way to achieve this is through similar color choices and brand consistency. Your trade show marketing pieces should reflect the color scheme of your company. And when considering conven-tion marketing ideas, make sure the overall feel of your exhibit matches the branding on your promotional products. It’s impor-tant to leave trade show attendees with a solid, consistent image of your company.

By making use of these standard design principles when considering convention marketing ideas and trade show dis-plays, your company will reap the lucrative benefits of trade show marketing. n

Jonathan Edelman provides helpful trade show ideas for exhibitors. With years of experience in the trenches, he is an expert on booth displays, follow up techniques and networking with trade show vendors to build a referral-generating system that leads to a boost in sales and revenue.


Increased Optimism Felt at NAHB’s 2012 International Builders’ Show


More than 51,000 builders, remodelers and other mem-bers of the home building industry crowded the aisles of the National Association of Home Builders’ International

Builders’ Show which ended its four-day run at the Orange County Convention Center in Orlando, on February 10th.

Signs of optimism for the industry’s recovery could be felt throughout the show, as exhibitors noted increased booth traffic and solid sales leads.

“We were so happy with the show this year—it was truly unbelievable. We barely had time to take a break,” said Brian Stowell, CEO of Crown Point Cabinetry, who noted that they will exhibit again at IBS 2013 in Las Vegas. “If you supply the construction trade, you are crazy if you don’t have your prod-uct here. This is your one chance all year to get in front of a national audience of builders that have projects. This show is a must for us.”

The 2012 IBS featured exhibits from more than 900 suppliers representing all facets of the home building industry. Builders and remodelers also attended more than 165 educational ses-sions on design trends, green building, marketing, remodeling and other building industry topics.

According to Nishu Sood from Deutsche Bank Markets Re-search, one theme that emerged with IBS exhibitors was that those better positioned with the public builders have managed to perform better in the residential space in 2011. Sood said, “Those companies who have managed to gain valuable public builder business have been able to outpace competitors by gain-ing market share. By gaining more public builders as custom-ers, the firms have seen a multiplier effect on sales compared to peers due to the public homebuilders having gained share themselves.” He explained, in some cases, especially in paint and flooring, the better positioned companies with the public builders were actually able to grow volumes in their residential new construction businesses, which is a significant accomplish-ment considering that new home sales as reported by the Census was down 7 percent year over year in 2011.

Attendance levels showed an increase in 2012 for the first time since 2006 with just over 50,000 in attendance. That is up by about 10 percent from 2011 but down from north of 100,000

amidst the housing bubble. The increase in attendance as well as recent trends in the market place gave rise to optimism at IBS. Exhibitors were generally upbeat and hopeful about prospects for 2012. Most firms saw a concurrent rise in demand in 4Q, similar to builder order results. Weather may have been a factor in recent positive trends but exhibitors mostly dismissed the no-tion that it was the sole catalyst for the gains.

Nearly 2,500 people attended a special address by Federal Reserve Chairman Ben Bernanke, where he discussed how restraints on credit for home buyers and home builders alike continue to impede the housing and economic recovery.

Attendees also flocked to IBS Live, a new theater-like venue on the show floor that featured several exciting sessions throughout the week including an appearance by “Dancing with the Stars” winner and Operation Finally Home spokesperson, J.R. Marti-nez; a live airing of the popular Los Angeles-based radio show, “Home Wizards;” and a number of presentations on topics like green building, consumer trends and home financing.

Other highlights of the show included The New American Home 2012, NAHB’s official show home, and the IBS Opening Ceremonies featuring world-famous magicians Penn & Teller as keynote speakers, and Aron Ralston, whose inspiring story of bravery was made famous in the acclaimed movie 127 Hours.

The next International Builders’ Show takes place Jan. 22-24 at the Las Vegas Convention Center. Registration for the 2013 show will open on Sept. 1. Details will be available at www.buildersshow.com. n

Contact Carey Swift at [email protected] to sponsor HBAM events at the 2013 IBS.

We were so happy with the show this year—

it was truly unbelievable. We barely had time

to take a break.

BUILDER MART MARCH 21, 2012 www.homebuilders.org42

SMC SalesCamp 2012

How do you keep your (sales/production) team focused when the odds (the economy) are against them?

Now in its third year, SMC SalesCamp is marketed to any-one in sales and marketing in the building industry, including our great Realtor partners. The structure has varied a bit from multiple speakers to just one well known speaker but the theme remains constant – give attendees something they can use to improve their business and enhance their professionalism.

This year’s SMC SalesCamp is just a bit different in that it appeals to more than just sales and marketing professionals but the overall theme really is still the same, Be Relentless and Win! (Focus on your goals and attain them.)

A healthy attitude along with a serious knowledge of your product can help most sales and marketing people through the darkest storms. The SMC SalesCamp provides many of the tools and tips to further enhance your skill set and stay fresh, in an ever changing and challenging climate.

Enjoy hearing from one of the best NFL coaches in the nation as he shares some of his coaching secrets at SMC SalesCamp, on the morning of Builder Mart. Get the play-by-play from a man who has seen his share of wins (and losses) and is able to keep his players on track and fi ghting to win the next game.

Isn’t this what you want from everyone in your company, on your sales team and in the fi eld? You’ve got to attend this rare opportunity to hear from Coach John Harbaugh!

The Ravens are the only NFL team to earn the playoffs the past four seasons – and the only club to win a playoff game each of those four years (2008-11). ... Baltimore won the AFC North in 2011, sweeping the division, while the Ravens went 6-0 against playoff teams (7-1 including postseason), match-

ing Green Bay as the only clubs to go undefeated in division play and against other postseason qualifi ers during the regular season. The Ravens produced a second-straight 12-4 record (13-5 overall), going undefeated at M&T Bank Stadium. Balti-more earned a 20-13 Divisional Round victory over Houston at home and then fell, 23-20, in a heartbreaking AFC Champion-ship thriller at New England. John Harbaugh became the fi rst head coach in NFL history to win a playoff game in each of his fi rst four seasons, with his 49 total victories from 2008-11 tying (New Orleans) for third in the league. Joe Flacco has started every game under “Harbs,” and his 44 regular season wins are the most ever by an NFL QB in his initial four seasons.

In Harbaugh’s initial season, the Ravens advanced to the AFC Championship game after winning at Miami (27-9) and at the AFC’s top-seeded Tennessee, 13-10. Pittsburgh, the eventual Su-per Bowl champion, stopped the Ravens, 23-14, in the AFC title matchup. In 2009, Baltimore dominated at New England, 33-14, in the Wild Card game before dropping a 20-3 contest at Super Bowl bound Indianapolis in the Divisional Round. (The vic-tory at New England was the Patriots’ fi rst playoff loss at home since 1978.) After earning a 12-4 mark in 2010, the Ravens won at Kansas City (30-7) in the Wild Card playoff. Baltimore then dropped a 31-24 Divisional Round contest at Pittsburgh, which advanced to the Super Bowl.

That fi rst Harbaugh/Ravens team tied the NFL record (since 1978) for turnarounds by a head coach taking over a sub-.500 team. The Ravens’ 2-1 playoff record following that campaign established a new league standard in this same category. With

A bit more than three years ago, when attendance began to falter at the monthly SMC breakfast series meet-ings, then incoming SMC President Ryan Houck conceived of the notion of offering larger scale seminars just twice a year with the hopes of drawing larger crowds and providing more value to attendees. This

notion turned into SMC SalesCamp!

with Ravens Head Coach John Harbaugh

SMC SalesCamp 2012 with Ravens Head Coach John Harbaugh


the 13 total victories in ‘08, Harbaugh set the NFL record for the most wins ever by a rookie head coach starting a rookie quar-terback (Joe Flacco). In 2010, Harbaugh and Flacco once again set an NFL record when they became the first quarterback-head coach duo to start their NFL careers at the same time and lead a team to the postseason in each of their first three seasons.

Maintaining their strong defensive tradition, the Ravens have finished the past three seasons as the NFL’s No. 3 scoring defense (fewest points allowed). Those three years rank as the best scor-ing “D” span in team history. (Baltimore has also ranked in the top 10 in total defense eight straight seasons, producing second-, third- and 10th-overall rankings, respectively, from 2008-10.)

The Ravens’ offense has also experienced successes dur-ing the Harbaugh Era. In 2010, Flacco became the franchise’s all-time leading passer, finishing with career highs in passing yards (3,622) and TDs (25). Baltimore also ranked 16th in NFL scoring, averaging 22.3 points per game. In 2009, the Ravens were the NFL’s ninth best in scoring (24.4 ppg), up from 24th in 2007, while setting team records for most total TDs (47) and most rushing TDs (22). In Harbaugh’s first season in Baltimore (2008), the Ravens built a creative offense that ranked fourth in the NFL in rushing (148.5 ypg), first in time of possession (33:10) and 11th in points per game (24.1 ppg).

Impressively, the Ravens’ top three records for fewest turnovers in a season have all occurred during Harbaugh’s tenure. In 2010, the Ravens set a franchise single-season record for fewest turnovers (20), breaking the previous mark of 21 from John’s first season in 2008. Baltimore also threw a franchise-low 10 INTs in 2010.

Harbaugh strives to be the best. “We don’t want to just win a championship. We want to be a championship team,” he states. “We want to become something. We seek the highest levels, and we want to stay there.” His teams are balanced, disciplined and hard-nosed. “We want to be the most physical team, but we also want to be the cleanest. Hard-hitting and playing with physical-ity does not mean dirty,” he adds.

Despite his early head-coaching success, “Harbs” diffuses ac-colades: “It’s about us. It’s about the team. It’s about the players,

the coaches, Steve [Bisciotti], Ozzie [Newsome] and the scouts. It’s about the support staff. It’s about all of us pulling together to win – to be the best,” Harbaugh says.

Harbaugh, who established a reputation as one of the NFL’s top special teams coaches, is the third head coach in team history, fol-lowing Ted Marchibroda (1996-98) and Brian Billick (1999-2007). Coach Harbaugh arrived in Baltimore with 24 years of pro and col-lege coaching experience, including the previous 10 seasons with the Philadelphia Eagles. He was the Eagles’ special teams coach from 1998 through 2006 and headed Philly’s secondary in 2007.

He was originally hired by then-head coach Ray Rhodes and, subsequently, was one of four assistants retained by Andy Reid in 1999. Prior to hiring him, the Ravens talked with over 30 people about the energetic Harbaugh, who had never been a head coach nor an NFL offensive or defensive coordinator.

“Did we take a chance by hiring John? My belief is that you have to be willing to do things the masses don’t, or you’ll never separate yourself from the masses,” stated team owner Steve Bisciotti. “We’re totally confident we picked the right person.”

Harbaugh’s Philadelphia special teams were consistently ranked among the NFL’s best. From 2000-05, Philly’s units fin-ished in the top 10 in five of those seasons in The Dallas Morn-ing News’ comprehensive special teams rankings. In 2001 and 2003, the Eagles ranked No. 1 according to senior NFL writer Rick Gosselin’s composite (includes 22 kicking-game categories).

Following the 2001 campaign, Harbaugh was voted the NFL’s Special Teams Coach of the Year by his peers. He was also named The Dallas Morning News Special Teams Coach of the Year that season. In just four years (1998-2001), Harbaugh elevated the Eagles’ special teams units from 29th to first in the league. In 1999, the Eagles signed K David Akers, who had been working as a part-time waiter after brief kicking stints with Carolina, Atlanta and Washington.

With Harbaugh’s help, Akers became a threetime Pro Bowler. Harbaugh also worked with P Dirk Johnson, another “street” free agent, helping him record the top two net punting averages (38.4 in ‘05 and 37.4 in ‘04) in Eagles history. Under coach Harbaugh,

with Ravens Head Coach John Harbaugh


VISIT BUILDERMART.ORG TO REGISTER

15 Eagles earned Special Teams Player of the Week awards, while snapper Mike Bartrum was named to the Pro Bowl, and RS Reno Mahe led the NFL with a 12.8 punt return average in 2005.

Harbaugh, a graduate of Miami (Ohio) – where he played de-fensive back – is from a football family. His father, Jack, is a 41-year coaching veteran who won the 2002 NCAA Division I-AA football championship as the head coach at Western Kentucky. His brother Jim, who was the Ravens’ starting QB in 1998, played 14 seasons in the NFL and was named the San Francisco 49ers’ head coach in January 2011. (Their sister Joani is married to Indiana basketball coach Tom Crean.)

Among John’s 27 years of coaching is a two year stint as the assistant head coach at the University of Cincinnati (1995-96). (The Bearcats finished 6-5 both seasons.) John coached 10 years on offense and four on defense at the college level, launching his coaching career in 1984 at the age of 21 as a graduate assistant for his father at Western Michigan. In his second position at the University of Pittsburgh (1987), he was mentored by the legend-ary Sid Gillman, a Pro Football Hall of Famer. John also coached the TEs at Pitt under head coach Mike Gottfried.

While at Cincinnati (1989-96), Harbaugh coached special teams, TEs, OLBs, RBs and was also the recruiting coordinator. Over eight years, he recruited 27 starters for the Bearcats and tutored both the NCAA’s top return man (former Raven Robert Tate, 34.3 KOR avg. in ‘95) and the second-ranked returner

(Chris Hewitt, 31.5 KOR avg. in ‘93). John was part of a staff that helped Cincinnati produce three out of four winning seasons (1993, 1995-96) for the first time in 20 years.

“Harbs” also coached one season at Indiana in 1997 as the DBs coach/special teams coordinator under Cam Cameron, the Ravens’ current offensive coordinator, and one year at Morehead State in 1988 as the DBs coach/special teams and strength and conditioning coordinator.

Devoted to his family and his Christian faith, John is most active in helping the Baltimore area be better for families. He earned the 2011 “Power of Excellence Award” from the (Ben) Carson Scholars for “demonstrating excellence in life and being a role model.” He’s a board member for the Port Discovery Chil-dren’s Museum and a significant contributor to All Pro Dads, along with numerous Baltimore-area events and charities. Har-baugh earned a degree in political science at Miami (OH), where he won the Football Scholar Athlete Award. He then earned his master’s in physical education at Western Michigan. John, who attended Ann Arbor (MI) Pioneer HS, his wife, Ingrid, and their daughter, Alison, live in Reisterstown, MD. Also a willing vol-unteer, Ingrid contributes to both the Helping Up Mission and Sarah’s House. n


HBAM offers A vAriety of events And progrAMs eAcH yeAr tHAt provide BotH Business And sociAl foruMs to increAse your industry contActs.

Builder Mart

Key connections

MAX Maryland Awards of excellence

international Builders’ show

celebrity chef night and Auction

HBAM remodelers Awards of excellence

th e Maryland real estate and construction

forecast conference

icon Awards

A night at the yard

la nd development council community

development Awards

Contact Felicia Fleming at 410-265-7400, ext. 115 or [email protected] for more information.

Benefits of Membership

legislative Advocacy

public relations and information

education

events and conferences

New Builder Mart Members

ANNUALEVENTS& CONFERENCES

Not a Member of HBAM? Now is the time to join!visit us at Builder Mart at the HBAM booth where we will be offering membership incentives or visit www.homebuilders.org/page/joinnow/

A.C & R Foam Insulators LLC

B.E.S.T. Inc.

Back River Pre-Cast, LLC

CST Products, LLC

Culpeper Wood Preservers

Cummins Power Systems

Dr. Energy Saver, LLC

Gross, Medelsohn Associates

Liberty Screens

LTC Financial Partners

Maurice Electric Supply

Metropolitan Home Theater

National Control Services, Inc

Print-O-Stat, Inc.

Trace Laboratories, Inc.

Tremco Barrier Solutions, Inc.

Step 4provide a primary contact and any secondary contact names.

PRIMARY CONTACTCOMPANY _______________________________________________________________________________________

NAME __________________________________________________ TITLE ___________________________________

BUSINESS ADDRESS _______________________________________________________________________________

CITY _____________________________________________ STATE ______ ZIP ______________________________

PHONE _____________________________________ FAX ________________________________________________

E-MAIL (REQUIRED)* _____________________________________________________________________________

Preferred method of communication

☐ email ☐ fax * to access & manage your member profile and register online for events

WEBSITE ________________________________________________________________________________________

# of EMPLOYEES _______________ MHIC# ______________ # of homes/units built annually __________________

Did a Member of HBAM Refer You? *

COMPANY NAME __________________________ NAME _____________________________________________

SeCONdARY CONTACT #1 (will receive HBAM publications and event information)

NAME ___________________________________________________________________________________________

TITLE ________________________________________ EMAIL ____________________________________________

PHONE __________________________________________FAX ____________________________________________

Preferred method of communication

☐ email ☐ fax

SeCONdARY CONTACT #2 (will receive HBAM publications and event information)

NAME ___________________________________________________________________________________________

TITLE ________________________________________ EMAIL ____________________________________________

PHONE __________________________________________FAX ____________________________________________

Step 5Would you like to participate in our Chapters which are free?☐ All Chapters☐ Anne Arundel County☐ Baltimore City

☐ Baltimore County☐ Carroll County☐ Howard County

☐ Upper Chesapeake (serving Cecil & Harford Counties)

Step 6Would you or an employee like to join a Council?☐ HBAM Remodelers (+ $65 per person) Representative Name: _______________________________________________________________________________

☐ Sales & Marketing Council (+ $75 per person) Representative Name: _______________________________________________________________________________

☐ Land Development Council (+ $65 per person) Representative Name: _______________________________________________________________________________

☐ MD Residential Green Building Council (+$100 per person)Representative Name: _______________________________________________________________________________

Step 7 – payment

ToTal Dues $ __________________________ToTal HBaM CounCil fee(s) $ __________________________ToTal WeBsiTe linK fee $ __________________________ToTal enCloseD $ __________________________

CreDiT CarD/PayMenT inforMaTion☐ MasterCard ☐ Visa ☐ American Express ☐ CheckAccount Number ____________________________________________________________ Exp. Date ______________

Name on Card ____________________________________________ Zip code of billing address ___________________

Date ___________________ Auth. Signature_____________________________________________________________

Print Name __________________________________________ Title ________________________________________

Step 1What type of member are you. (see definitions on reverse side)

☐ Builder and/or Developer

☐ Remodeler☐ Associate

Step 2please choose 1 pRImaRy business function to identify you in our annual Buyers’ Guide and on-line membership directory. (see reverse side for options)

☐ Builder☐ Developer☐ Remodeler

☐ Professional Service☐ Supplier☐ Subcontractor

Description (see reverse side): __________________________________________________________________

Step 3Choose your dues level based on annual Gross Revenues related to the home building industry in our support areas.

BuIldeR & developeRDues Annual AnnualLevel Gross Revenue $ Dues☐ I $0-2.5 Million $ 800☐ II $2.5-5 Million $ 1,700☐ III $5-10 Million $ 3,350☐ IV $10-25 Million $ 5,075☐ V $25-50 Million $ 6,990☐ VI $50-100 Million $ 8,650☐ VII $100-200 Million $ 10,900☐ VIII Over $200 Million $ 14,200

RemodeleR*Dues Annual AnnualLevel Gross Revenue $ Dues☐ I $0-500,000 $ 485☐ II $500,000 – 2.5 Million $ 850☐ III $2.5-5 Million $ 1,390☐ IV $5-25 Million $ 1,750☐ V Over $25 Million $ 3,590

aSSoCIateDues Annual AnnualLevel Gross Revenue $ Dues☐ I $0-2.5 Million $ 820☐ II $2.5-5 Million $ 1,060☐ III $5-10 Million $ 1,310☐ IV $10-25 Million $ 1,600☐ V Over $25 Million $ 3,180

Return this page with payment to:HBam7127 Ambassador Road, Suite 150Baltimore MD 21244Fax: 410-265-6529

Questions, contact the HBAM Membership Department at 410-265-7400, ext. 115 or visit www.homebuilders.org

Application is made for membership in HBAM. I agree to abide by the HBAM by-laws and the NAHB Code of Ethics (both available by request). In the event of membership termination, I agree to immediately discontinue use of the HBAM insignia in any form. The information furnished herein is true and correct and is provided for the purpose of inducing HBAM to consider this application for membership. I understand approval of my membership is subject to review and acceptance of the HBAM Executive Committee or Board of Directors and that the deposit of my payment does NOT constitute membership approval.

2012 Home Builders AssociAtion of mArylAnd

Membership Application

GET LINKED UP: Online Web Link with priority placement that includes your logo, description ofservices, contact information and a direct link to your website. All for only $100 per year.

FLOORPLAN


BUILDER MARTCOMMITTEE

BUILDER MART COMMITTEESteven Gilman, ChairmanAssembly Line Inc.

Joe FleurySusquehanna Bank

Tim NicholsSlavie Federal Savings Bank

Doug StoneStone Marketing Resources

Mark KappusKappus Construction

Robert VanTrigtFireplace Hearth and Home

Jennifer PurdyTW Perry

Leslie RosenthalBob Lucido Team / ReMax Advantage Realty

Bob MyersJohn H. Myers

BUILDER MART STAFFJohn KortecampExecutive Vice President

Carey SwiftDirector of Events and Tradeshows

Kristin HogleEditor

Chris BaughanBuilder Mart Sales

www.buildermart.org410-265-7400

The Maryland Community Builders’ Foundation, the charitable arm of the Home Builders Association of Maryland, was formed to promote shelter related activities for those less fortunate throughout the Baltimore region. The Foundation focuses on ‘sticks and bricks’ projects that provide shelter or shelter improvements for needy families.

Our strategy is to provide shelter-related charitable ser-vices in the region by calling upon HBAM members for donations of labor, materials and funds. Won’t you help us help our communities?

Visit our website today. It’s easy to get involved:

Maryland Community Builders’ Foundation

Don’t stand on the sidelines—Get involved todaywww.buildingindustriesfoundation.org

Join us on April 28th as we come together to change lives. We need your help.

• Donate Time and/or Materials

• Request Assistance

• Share Your Projects with Us and get PR

• View our Latest Projects


BUILDER MART 2011


BUILDER MART 2011 BUILDER MART 2011

FLooRPLAN


ExhIBIToR DIREcToRy: ALPhABETIcAL

84 Lumber 621A C & R Insulation 1217A Glass Block Vision, Inc. 1700A Touch of Brass 2201ABC Equipment Rental 129Alban Tractor 821Alliance Material Handling, Inc. 1013Annandale Millwork & Allied Systems

626Artelye Marble & Granite 402 & 404Assembly Line Inc. 708 & 709Associated Insurance

Management, Inc. 115Atlantic Aluminum Products

827 & 1026AZEK Building Products 613B.E.S.T., Inc. 228Back River Pre-Cast, LLC 629Bartley Corporation, The 521Bath Fitter 307Beazer Homes 212BGE New Construction Services

103 & 105Bison Drywall, Inc. 2202BlueLinx Corporation

2205-2211, 801, 1000Bob Lucido Team LLC Remax

Advantage Realty 1021Bridgewater Wholesalers, Inc.

527 & 529Builders FirstSource 221California Closets 828Carroll Insulation Co., Inc. 104CDS Logistics 1005Chesapeake Home magazine 331Choice Stairways 1008Creative Touch Interiors-Floors, Inc.

220CST Products, LLC 238Culpepper Wood Preserves 439Cummins Power Systems 134 & 136D. S. Thaler & Associates, Inc. 229Dans Company 109 & 111DeVere Insulation Company 409Dominion Electric Supply Company

606Dow Building Solutions 2208Dr. Energy Saver, LLC 406Duradek Mid Atlantic 130Electrolux 813Energy Services Group 326Essex Bank 236Fireplace Solutions 407Fireside Hearth & Home 311First Home Mortgage 2203

GE Appliances 213Gray & Son, Inc. 1219Greenhorne & O’Mara, Inc. 210GRK Fasteners 224Gross, Medelsohn & Associates 222Ground Loop Heating

& Air Cond., Inc. 135-139Guardian Home Technologies

239 & 438Habitat for Humanity

of the Chesapeake 113Injured Workers’ Insurance Fund 400Huber Engineered Woods LLC 631John H. Myers & Son, Inc. 413JSM Installation 231KCI Technologies 235Keller Stonebraker 232Kitchen and Bath Creations 634Kleer Lumber LLC 327 & 329L & L Company, The 506 & 508Lakeside Title 1009 & 1208Leafguard & Beldon Home Solutions

126Liberty Screens 607 & 806Long Fence Company, Inc. 214LP Corp. 526 & 727LTC Financial Partners 328M & R Floors, Inc. 200 & 202Mailbox Man of Maryland

1500 & 1501Martin Architectural Group 427Marvin Window

& Door Planning Centre 401Maryland Pools 831Maurice Electrical Supply 306 & 507McCormick Paint 133Metropolitan Home Theatre 2215Michael Barlow Well Drilling Service

630Mid-Atlantic Propane & Gas

635 & 834Miss Utility 234Modern Foundations, Inc. 121Moen Incorporated 226National Control Services 501Norandex Building

Materials Distribution 201-207Northwest Savings Bank

1503 & 1504One Source Associates Inc. 303Out of Sight Home Theater 28 & 30Overhead Door Co.of Baltimore, Inc.

918Parksite TBDPremier Lifts Inc. 627 & 826

Print-O-Stat 434ProBuild 334, 336, 535 & 537R & R Components, Inc. 428Raymond C. Maule & Son, Inc. 639Reico Kitchen and Bath 608Rentals Unlimited 528Residential Elevators Inc. 803Residential Title & Escrow Co.

106 & 108Residential Warranty Company LLC

302Sandy Spring Bank 111Saratoga Insurance Brokers, Inc.

2200Schluter Systems L.P. 1001Shelter Systems Limited 601Sherwin-Williams and Duron Paints

& Wallcoverings 807 & 1006Silver-top Manufacturing Co., Inc.

204Simmons Management Group Inc.,

The 503Simtek Fence 809Smartbox 34Snavely Forest Products Corp. TBDSport Systems, LLC 429Sterling Mirror Company

100 & 102Suburban Propane 301Superior Walls by Weaver Precast

321Susquehanna Bank 1502Swift Flooring 237Swirnow Building Systems 500Total Energy Concepts, Inc.

308 & 509Trace Laboratories 1002Tri-State Retractable Screens

206 & 208Tyco Fire Protection Products 216T.W. Perry Village 711Velux-America Inc. 309Versatex Trimboards 721Vintage Security 1041Washington Savings Bank 305Wells Fargo Home Mortgage 435Weyerhaeuser 421White River Hardwoods 628York P-B Truss, Inc. 300

BUILDER MART MARCH, 21 2012 www.homebuilders.org50

FLooRPLAN FLooRPLAN


Aberdeen, MD20 S. Philadelphia Blvd.

443-327-7933

Camp Hill3442 Simpson Ferry Rd.

717-737-0471

Dallastown217 E. Maple St.717-244-4077

Chambersburg1090 S. Main St.717-263-9151

York2200 Monroe St.717-792-2500

Hanover108 Ram Dr.

717-632-0217

Installing insulation is a pretty important job for builders large and small. There is usually a small window of time in the builder's schedule to insulate. And the builder needs to trust that the insulation products are high performing and installed right the first time.

Myers products and installation crews are key to its growth in this business. The team collectively has over 100 years of insulation installation experience. “Myers crews are Myers employees, who were hired based on their experience in the insulation field", states department manager Neil Lamparter.

"We include one additional step in our installed insulation process. The team always follows up with our customers when the job is complete. We know that our customers don’t want call-backs and this step allows us to address any questions immediately” adds Lamparter.

In addition to second to none customer service, you can count on Neil and his team for:

• Competitive pricing• Reliable & proven products• Accommodating scheduling• On-site meetings

• All necessary measurement• Guaranteed quotes• Project guarantees

Providing Insulation SolutionsSPRAY-ON • BLOW-IN • BATTS • ROLLS • MINI ROLLS • LOOSE FILL

Want to find out more or get an insulation estimate? Contact Department Manager, Neil Lamparter at 717.814.4454 or [email protected].

Want to find out more or get an insulation estimate?

Providing Insulation Solutions


ExhIBIToR DIREcToRy: cATEgoRIcAL

Access Lifts & Elevators Premier Lifts Inc. 627 & 826Raymond C. Maule & Son, Inc. 639Residential Elevators Inc. 803

Accounting & Financial Services Gross, Medelsohn & Associates 222Simmons Management

Group Inc., The 503

AppliancesElectrolux 813GE Appliances 213

Architectural Services Martin Architectural Group 427

Bathrooms Bath Fitter 307Moen Incorporated 226Sterling Mirror Company 100 & 102

Brick, Concrete & StoneCST Products, LLC 238

Building Supplies Assembly Line Inc. 708 & 709Atlantic Aluminum Products

827 & 1026Builders FirstSource 221Habitat for Humanity of the

Chesapeake 113LP Corp. 526 & 727Snavely Forest Products Corp. TBDT.W. Perry Village 711

Cabinetry Kitchen and Bath Creations 634

Ceramic Tile, Marble & Granite Artelye Marble & Granite 402 & 404

Decking & Railing Duradek Mid Atlantic 130Parksite 613Long Fence Company, Inc. 214Simtek Fence 809

Doors, Windows & Glass BlockProBuild 334, 336, 535 & 537

Electrical & Structural Wiring CDS Logistics 1005Maurice Electrical Supply 306 & 507Metropolitan Home Theatre 2215

Energy Audit Dr. Energy Saver, LLC 406Energy Services Group 326

Energy Management & SecurityNational Control Services 501

Engineering & Engineering Services D. S. Thaler & Associates, Inc. 229Greenhorne & O’Mara, Inc. 210KCI Technologies 430

Equipment Rental ABC Equipment Rental 129Alban Tractor 821Alliance Material Handling, Inc. 1013

Fasteners GRK Fasteners 224

Financial ServicesLTC Financial Partners 328

Fire Protection Services Tyco Fire Protection Products 216

Fireplaces Fireplace Solutions 407Fireside Hearth & Home 311

Floor Coverings Creative Touch Interiors-Floors, Inc.

220L & L Company, The 506 & 508M & R Floors, Inc. 200 & 202Schluter Systems L.P. 1001Swift Flooring 237Swirnow Building Systems 500

Foundation & Excavation Bartley Corporation, The 521Modern Foundations, Inc. 121Superior Walls by Weaver Precast

321Tremco Barrier Solutions 330

Fuels Suburban Propane 301

Garage Doors Overhead Door Co.of Baltimore, Inc.

918

Glass Block A Glass Block Vision, Inc. 1700

Hardware A Touch of Brass 2201JSM Installation 231

Home Automation One Source Associates Inc. 303

Home Entertainment Systems Out of Sight Home Theater 28 & 30

Home Warranty Services 2-10 Home Buyers Warranty 230Residential Warranty Company LLC

302

HVAC Systems & Supplies Ground Loop Heating & Air Cond.,

Inc. 135-139Total Energy Concepts, Inc.

308 & 509

Insulation A C & R Insulation 1217DeVere Insulation Company 409

Insulation & Drywall Bison Drywall, Inc. 2202Carroll Insulation Co., Inc. 104

Insurance Associated Insurance

Management, Inc. 115Injured Workers’ Insurance Fund 400Keller Stonebraker 232Saratoga Insurance Brokers, Inc.

2200

Kitchen & Bathrooms Dans Company 109 & 111Reico Kitchen and Bath

608


ExhIBIToR DIREcToRy: cATEgoRIcALExhIBIToR DIREcToRy: cATEgoRIcAL

Laboratory Water Testing Trace Laboratories 1002

Lighting Dominion Electric Supply Company

606

Lumber & Engineered Floor Systems BlueLinx Corporation 2205-2211,

801, 1000Huber Engineered Woods LLC 631John H. Myers & Son, Inc. 413Norandex Building Materials

Distribution 201-207Shelter Systems Limited 601Weyerhaeuser 421

Lumber & Millwork 84 Lumber 621Annandale Millwork & Allied Systems

626Bridgewater Wholesalers, Inc.

527 & 529Culpepper Wood Preserves 439White River Hardwoods 628

Mailboxes Mailbox Man of Maryland

1500 & 1501

Marketing, Advertising & Publications Chesapeake Home magazine 331

Mortgage & Banking 1st Mariner Bank 128Essex Bank 236First Home Mortgage 2203Northwest Savings Bank

1503 & 1504Sandy Spring Bank 111Susquehanna Bank 1502Washington Savings Bank 305Wells Fargo Home Mortgage 435

New Home Construction Beazer Homes 212

Outdoor Recreation & Swimming Pools Maryland Pools 831Sport Systems, LLC 429

Paints & Wallcoverings McCormick Paint 133Sherwin-Williams and Duron Paints &

Wallcoverings 807 & 1006

Paving & Escavating Gray & Son, Inc. 1219

Power Systems Cummins Power Systems

134 & 136

Precast Concrete Products Back River Pre-Cast, LLC 629

Printers Print-O-Stat 434

Propane Mid-Atlantic Propane & Gas

635 & 834

Real Estate & New Home Sales Bob Lucido Team LLC Remax

Advantage Realty 1021

Roof Trusses & Wall Panels R & R Components, Inc. 428Silver-top Manufacturing Co., Inc.

204York P-B Truss, Inc. 300

Roofing & Gutters B.E.S.T., Inc. 228Leafguard & Beldon Home Solutions

126

Screens - Retractable Liberty Screens 607 & 806Tri-State Retractable Screens

206 & 208

Security & SafetyGuardian Home Technologies

239 & 438Vintage Security 1041

Stairs & RailingsChoice Stairways 1008

Storage Systems & Products California Closets 828Smartbox 34

Sunrooms & Skylights Velux-America Inc. 309

Title & Settlement Residential Title & Escrow Co.

106 & 108Lakeside Title 1009 & 1208

Tools & EquipmentRentals Unlimited 528

TrimboardsAZEK Building Products 613Kleer Lumber LLC 327 & 329Versatex Trimboards 721

Utility BGE New Construction Services

103 & 105Miss Utility 234

Water Conditioning, Management,Proof & WellsMichael Barlow Well Drilling Service 630

Windows & Doors Marvin Window

& Door Planning Centre 401

floorplan

BUIlDEr MarT MARCH 21, 2012 www.homebuilders.org54

BUILDER MART 2011MARCH 23, 2012

1712 1711 1710 1709 1708 1707 1706 1704 1703 1702 1700 2400 2401 2402 2403 2405 2406 2407 2408 2409 2410

539 338 339 138 139 38 37 238 239 438 439 638 639 838 839 1038

537 336 337 136 137 36 35 236 237 436 437 636 637 836 837 1036

535 334 335 134 135 34 33 234 235 434 435 634 635 834 835 1034

31 232

731 530 531 330 331 130 131 30 230 231 430 431 630 631 830 831 1030

729 528 529 328 329 128 129 28 228 229 428 429 628 629 828 829 1028

727 526 527 326 327 126 226 427 626 627 826 827 1026

924 224

922 222

920 220 1221

918 1219

916 1217

914 115 HGRVRC 216 1215

912 MCBF 214 1213

910 113 212 1211

908 909 708 709 508 509 308 309 108 111 210 409 608 809 1008 1009 1208 1209

907 706 707 506 507 306 307 106 109 VZW 208 207 406 407 606 807 1006

904 305 104 107 206 205 404 1005 1204

902 903 702 703 502 503 302 303 102 105 204 203 402 803 1002 1003 1202 1203

900 901 700 701 500 501 300 301 100 103 202 201 400 801 1000 1001 1200 1201

1511 101 200 2215

1510 1509 1508 1507 1506 1504 1503 1502 1501 1500 2200 2201 2202 2203 2205 2206 2207 2208 2209 2210 2211 2213 2214

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1013

221

711 511

SOUTH HALL

121921

613 813

FIRE EXIT

Event / Education

Area

821

1041

1021

Kitchen

421

OFFICE

MAIN ENTRANCE

HBAM

401 601

REGISTRATION

Bathrooms

609

941

721

911 311

KITC

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HarbaughEntrance &

Fire Exit

HarbaughExit & Fire

Exit

EXHIBITORLOUNGE

VIP

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Event / Education

Area

213

413

NORTH HALL

2/3/2012, 2:27 PM

Featured Morning Speaker9:00 – 11:00The Sales and Marketing Council Presents: Ravens Coach John Harbaugh (brought to you by Bob Lucido Team RE/MAX Advantage Realty)

SoutH HaLL – 1 Hour SeSSionS11:30 – 12:30The Sales and Marketing Council Presents: Your Guide to Social Media with Dennis O’Neil of O’Neil Interactive

1:30 – 2:30The Sales and Marketing Council Presents: A Discussion with Building Icon Jim Ryan, founder of Ryland Homes (brought to you by Bob Lucido Team RE/MAX Advantage Realty)

2:30 – 3:30HBAM Remodelers Present: An Update on OSHA Regulations Featuring Job Fall Protection

3:30 – 4:30The Sales and Marketing Council Presents: Marketing for the Small Builder

floorplan floorplan

www.homebuilders.org MARCH 21, 2012 BUIlDEr MarT 55

BUILDER MART 2011MARCH 23, 2012

1712 1711 1710 1709 1708 1707 1706 1704 1703 1702 1700 2400 2401 2402 2403 2405 2406 2407 2408 2409 2410

539 338 339 138 139 38 37 238 239 438 439 638 639 838 839 1038

537 336 337 136 137 36 35 236 237 436 437 636 637 836 837 1036

535 334 335 134 135 34 33 234 235 434 435 634 635 834 835 1034

31 232

731 530 531 330 331 130 131 30 230 231 430 431 630 631 830 831 1030

729 528 529 328 329 128 129 28 228 229 428 429 628 629 828 829 1028

727 526 527 326 327 126 226 427 626 627 826 827 1026

924 224

922 222

920 220 1221

918 1219

916 1217

914 115 HGRVRC 216 1215

912 MCBF 214 1213

910 113 212 1211

908 909 708 709 508 509 308 309 108 111 210 409 608 809 1008 1009 1208 1209

907 706 707 506 507 306 307 106 109 VZW 208 207 406 407 606 807 1006

904 305 104 107 206 205 404 1005 1204

902 903 702 703 502 503 302 303 102 105 204 203 402 803 1002 1003 1202 1203

900 901 700 701 500 501 300 301 100 103 202 201 400 801 1000 1001 1200 1201

1511 101 200 2215

1510 1509 1508 1507 1506 1504 1503 1502 1501 1500 2200 2201 2202 2203 2205 2206 2207 2208 2209 2210 2211 2213 2214

Joh

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1013

221

711 511

SOUTH HALL

121921

613 813

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Event / Education

Area

821

1041

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Kitchen

421

OFFICE

MAIN ENTRANCE

HBAM

401 601

REGISTRATION

Bathrooms

609

941

721

911 311

KITC

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HarbaughEntrance &

Fire Exit

HarbaughExit & Fire

Exit

EXHIBITORLOUNGE

VIP

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Event / Education

Area

213

413

NORTH HALL

2/3/2012, 2:27 PM

nortH HaLL – 90 Minute SeSSionS11:30 – 1:00HBAM Remodelers Present: A Primer on Window Flashing

1:30 – 3:00The Land Development Council Presents: A case study on new stormwater management rules

1:00 – 3:00The Maryland Residential Green Building Council Presents: Test your knowledge of the 2012 International Energy Conservation Code (IECC)

FLOORPLAN


ADVERTISER INDEX

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BALTIMORE | Sulphur Spring Rd.

SEVERNA PARK | Park Plaza | 410.247.8088

CaliforniaClosets.com

For over 30 years, California Closets has defined the most important spaces inside and around the home.

Call for more information about our Trade Program and learn how California Closets can contribute to your success.

MD Baltimore_Builder_4.62x9.75_0212.indd 1 2/20/12 2:27 PM

Appliance Distributers Unlimited 9BGE Outdoor Lighting 2BGE Smart Energy Savers Program

Back CoverBuilders Mutual Insurance 7California Closets 56GE Contract Sales 4Habitat for Humanity ReStore 22John H. Myers & Son 51MAAX 37Mid Atlantic Propane & Gas

Inside Front CoverSalesCamp 44Saratoga Insurance 3Southern Pacific Supply 1TW Perry 11Versatex Trimboards

Inside Back CoverWalbrook Mill & Lumber 19

Contact:Chris Baughan

or 410-265-7400, ext. 121or [email protected]

Builder Mart 2013

For info on advertising in Builder Mart 2013.

R

T R I M B O A R D

“I FEEL LIKE I’MLIVING ON EFFICIENCY STREET.” – HOUSE

Learn to speak the language of energy efficiency.Become fluent in BGE’s ENERGY STAR® for New Homes Program and learn about

financial incentives and resources available to participating ENERGY STAR builders.

Visit BGESmartEnergy.com or call 877.685.7377 to learn about the quality, competitive

advantage and customer satisfaction of ENERGY STAR homes and to apply to become a

BGE ENERGY STAR builder.

Get financial incentives and training through BGE’s

Smart Energy Savers Program®

for building ENERGY STAR qualified homes.

Apply at BGESmartEnergy.com

to become an ENERGY STAR builder.

BGESmartEnergy.com | 877.685.7377This program supports the EmPOWER Maryland Energy Efficiency Act.

Increase sales and customer satisfaction.

Documents

Builder Mart magazine 2012