Table of Contents April 2003

Features

• 

  Small Wonders: Tailoring a Small House

  Architect Sarah Susanka was one of the first to articulate the concept of a smaller house that is tailored to a resident's lifestyle. Her successful book, The Not So Big House, offers language to define the feeling created by a cozy and well-designed house. Susanka says remodelers and designers...

   

• New Home Designs Impact Old Home Remodels

  Homeowners contemplating a remodel and those building second and third homes have virtually the same wish list. From oversized kitchen islands to walk-in showers, the crossover of features from new construction to remodeling is seamless and nearly instantaneous.

   

• The New Consumer

  The level of sophistication of clients has absolutely changed," says Steve Kirstein, a principal at BOWA Builders, McLean, Va. "There are no easy projects anymore. Marla Griffin, Metropolitan's marketing director, also says Ikea's affordable prices brought better-designed products to a larger...

   

• Show Them the Money

  Stephen Howell, owner of Howell Design & Build, North Andover, Mass., remembers what it was like when he founded his company six years ago. "I don't know a bonus system that exists that doesn't have the potential to be interpreted as unfair," says David Bryan, owner of Blackdog Builders, Salem...

   

Before + After

• 

  Before+After: Home Project With Lots of Surprises

  Despite the rocky road, homeowners, architect, and remodeler are all delighted with the outcome, envisioned by Frost and executed down to hand-planed detail by Sasko's meticulous lead carpenter Josh Rockwood.The seven-month journey entailed knocking out an exterior kitchen wall to add a five-sided...

   

Other Articles

• 

  Small Wonders: Tailoring a Small House

  Architect Sarah Susanka was one of the first to articulate the concept of a smaller house that is tailored to a resident's lifestyle. Her successful book, The Not So Big House, offers language to define the feeling created by a cozy and well-designed house. Susanka says remodelers and designers...

   

• New Home Designs Impact Old Home Remodels

  Homeowners contemplating a remodel and those building second and third homes have virtually the same wish list. From oversized kitchen islands to walk-in showers, the crossover of features from new construction to remodeling is seamless and nearly instantaneous.

   

• The New Consumer

  The level of sophistication of clients has absolutely changed," says Steve Kirstein, a principal at BOWA Builders, McLean, Va. "There are no easy projects anymore. Marla Griffin, Metropolitan's marketing director, also says Ikea's affordable prices brought better-designed products to a larger...

   

• Show Them the Money

  Stephen Howell, owner of Howell Design & Build, North Andover, Mass., remembers what it was like when he founded his company six years ago. "I don't know a bonus system that exists that doesn't have the potential to be interpreted as unfair," says David Bryan, owner of Blackdog Builders, Salem...

   

View Point

• Battery Chargers Recalled

  Bosch has announced that it is recalling approximately 2 million battery chargers for its Skil Warrior drills. For more information, contact Robert Bosch Tool Corp. at (800) 661-5398.

   

• Safety Codes Available

  Updated editions of the International Code Council's International Codes are now available. Of the 14 codes, two should prove to be most useful for remodelers: the International Existing Building Code and the International Residential Code.

   

• Flush Testing Causes Controversy

  Full results of the testing -- in which three Toto units had the lowest indexes -- were posted on the Research Center's Web site in late October 2002. According to an article that appeared in January in the Washington Post, many believed that the Center was pressured to remove the results by toilet...

   

• Beware of DIY Mold Testing

  The recent hysteria over mold has sent many in the remodeling industry reeling. Experts must be called in, tests must be conducted, results must be analyzed, and then professional remediation often must be completed.Because of the obvious inconvenience of all of this, contractors may be tempted to...

   

• Housing Numbers a Good Sign for Remodeling

  New home sales in 2002 rose to record levels, along with sales of existing homes. However, Baker adds, "the economy looks healthy over the next decade, and the fundamentals for a sound [remodeling] market look encouraging."

   

• Outlook: Not As Good

  Existing home sales rose again in January, breaking the 6 million unit mark for the first time ever. This is down from a 2.9% rise in December 2002 but still represents good growth.

   

• Tighten Up the Slack

  If a windfall economy pulled you away from your expertise, now is the time to get back both to the type of work you do best and to the type of customer who most needs your services. To win jobs in a tighter market, you'll once again need to highlight benefits, compare price and value, and counter...

   

Commentary

Linda Case

• 

  Legacies

  The poet Maya Angelou writes, "I've learned that people will forget what you said; people will forget what you did; but people will never forget how you made them feel." One speaker has called it "Vitamin P." If we believe Maya Angelou, the feeling sincere praise gives those around us will last...

   

Mark Richardson

• 

  Type Casting

  Asked about the size of their client base, most remodelers aren't sure how to answer. Many would not call every prospect a client, but they would include a past customer for whom they are not likely to do another project for five or 10 years.

   

Walt Stoeppelwerth

• 

  May the Best Sales System Win

  Some roofing, siding, and window companies still sell at 300% to 400% markups, with salesmen paid commissions in the 10% to 15% range. In the general remodeling market, on the other hand, the average sales commission is 6% to 8% of total cost, with the commission jumping to 10% on a project in the...

   

Guest Columnist

• 

  The Final Leap

  For several years, I've wanted to become the full-time president of my company. I've also improved my ability to measure staff performance, so people can be more accountable and receive more feedback.When I look at what our company's achieved, I'm humbled because I know our success is the result of...

   

Your Business

Ways + Means

• Setting Standards for Efficiency

  The shop floor of any manufacturing plant is carefully laid out to maximize efficiency. When John Scroggins went to work for Mark Troyer Remodeling Co., Plain City, Ohio, he asked himself why a remodeling company couldn't be organized the same way.

   
• 

  All Systems Go

  Larry Parrish, Parrish Construction Company, Boulder, Colo., found a better way to fast track the process. The first step was giving the consultant all the paperwork Parrish could find, much of it collected from remodeler colleagues -- materials including everything from employee handbooks to...

   

• All Wrapped Up

  Anthony James Construction, Westfield, N.J., wants clients to know they're in good hands. They also use quality, 25-year shingles, not builder grade, and a cement backerboard in all tub and shower enclosures that is water resistant and has a lifetime warranty.To pull its promise of quality...

   

• Moving On Out

  Two years ago, Strother decided his company, Stroco Building and Remodeling, Denville, N.J., would require clients to vacate the premises until their project was completed. "The hardest part of remodeling," Strother points out, "is working with customers.

   

Bottom Line

• Pay Early to Save

  If you purchase materials during one month, the typical supplier will ask that you pay the bill by the end of the next month. Note that 3% for 15 days is actually an effective rate of return of 6% per month or 72% per year.

   

• Late Tax Payments

  The IRS requires you to pay 90% of the year's tax liability or 100% of last year's obligation by January 15. --Howard Scott is a business writer and small business tax preparer in Pembroke, Mass.

   

Sales + Marketing

• Secret Sales Force

  Like it or not, subcontractors represent your company every time they come in contact with your clients or prospects. You can get your subs to sell your business the right way in four simple, though not easy, steps.

   

• Direct Mail on a Shoestring

  You may negotiate a reduced price if you give leeway to fit your job between other print jobs where the printer can reduce set-up, and therefore cost.But if someone in your office can do this and manage the business mail process, you'll save money.

   

• All Ears

  Chris Donatelli hangs up his remodeler hat for two hours a month and wears a different cap: advice nurse. Donatelli got calls on such topics as treating granite countertops and a chimney separating from a house.

   
• 

  Square -- and Plumb -- Meals

  That technique has brought mixed results for amateur chef/remodeler Thomas Buckborough of Thomas Buckborough & Associates.Contractor Thomas Buckborough has figured out a way to leave a good taste in his clients' mouths once their remodel is finished.

   

Field Notes

• Labor Projections

  Last month, we used a spreadsheet to calculate how much a lead carpenter should produce in a month. In the following examples, we'll assume a revenue growth goal of $500,000 (to a total of $2 million) and the same "givens" as last month.

   

• Last Meal

  Al Gernhardt's crew found a shocking sight behind the wall on a kitchen remodel.

   

By Design

• 

  Senior-Friendly Design

  The National Center for Seniors Housing Research awarded University of Arizona architecture student Travis Bunt first place in its annual Aging In Place design competition.

   

Tech@Work

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  Show Stoppers

  If you're into technology, the International Builders' Show was a great place to be. Punch List lets you track project loose ends on a PalmOS handheld and communicate with whoever's responsible via fax or e-mail.

   

• Keep in Touch

  As vice president of business development at Waller Construction, Jimmy Waller maintains the company's contact database. To speed a process that used to take "hundreds of hours," Waller recently installed GoodContacts, a Web-based contact management application that automatically updates Outlook...

   

Good Form

• Good Form: Comprehensive Compensation

  Halsey Platt, of Walter H.B. Platt Builders and Cabinetmakers, estimates that at least 50% of his new hires have previously worked for him as subcontractors. So Platt developed a "total compensation worksheet," which shows prospective employees the value of the package they'll receive.

   

Big50

Close Up

• 

  Profile: Jim and Kevin Ahern

  Jim and Kevin J. Ahern of Litchfield Builders (Big50 2001) have made education a cornerstone of their Hamden, Conn., business. So much so, in fact, that the CGRs are sending three lead carpenters to CGR training. Kevin Ahern is president of the Home Builders Association of New Haven County and was...

   

Second Look

• Second Look: Lynn Motheral

  Remodeling, Lynn Motheral says, requires X-ray vision. That's one reason Motheral (Big50 1996) moved to insurance restoration last year.

   

Other Articles

• Face Off: Should you collect change order payments up front or at the end of the job?

  We collect change order payments at the end of the job. For a $10,000 job, we usually have an average change order cost of $750.

   

K+B

Management

• Baths: Myth vs. Fact

  Myth #1: A one-piece shower unit is easier to install than a three-piece unit.Remodeler views: Tim Britton, owner of Tim Britton Construction Services in Falls Creek, Pa., prefers one-piece units because he thinks they're easier to install.

   
• 

  Display Dividends

  Bill Feinberg of Allied Kitchen & Bath in Ft. Lauderdale, Fla., found a great way to exchange leads with his appliance dealer: He put a company display in the dealer's two showrooms. He started with a display in one of their showrooms 10 years ago and recently installed one in the firm's new Ft...

   

• Spec Specialist

  Remodeler Mike Owings no longer has to worry about helping his clients select plumbing products. Consultant Robin Barker works with the clients of Owings Brothers Contracting, Eldersburg, Md., to choose faucets and fittings.

   

Spec Book

• 

  Newest Range Hoods

  The newest kitchen range hoods combine powerful blowers with sleek good looks. The latest models evacuate smoke and odors efficiently while providing a stylish accent for the kitchen.

   

Other Articles

• Hanging Straight

  For hanging straight cabinets on a long or high wall, remodeler Gary Moffie now uses engineered studs in the wall. For a $100,000 kitchen renovation, the $500 additional cost is insignificant, Moffie says.

   

• Over Wrought

  Remodeler Frank Spivey and his team transformed his sketch of an imaginative wrought iron structure into an installed base for an island. The owner of Spivey Construction in Indianapolis based the design on criteria given to him by salesperson Dave Watson.

   

Replacement

Siding

• Don't Bid It, Sell It

  This is a legitimate question and one you need to know the answer to before you present both your product and price. --Phil Rea, Phil Rea & Associates, offering professional speaking, a money-making newsletter, Sales Pitch, and a powerful monthly sales meeting by phone to over 1,500 remodeling...

   

• Siding That Weathers the Storms

  After a tornado blew through in the spring of 1998, Minnesota home improvement contractor Dean Williams began to get questions from prospects about the wind and impact resistance of the siding products he installs. Not long ago, Iuvara explained to a prospect that his siding would hold in winds of...

   

Windows

• 

  Windows of Opportunity

  Larson, of San Diego-based Lars Construction, a company that includes a $1 million window division called Jacor Door and Window, lets clients select their configuration and material and then makes his case for upgrades at the glass package stage.

   

Products

Trends

• 

  Whirlpool Hopes to Turn Laundry Room Into Family Room

  Appliance manufacturer Whirlpool has combined several of its laundry appliances with the idea of a "Family Studio" that allows more than just laundry care to be accomplished in the room dedicated to doing the wash.

   

• Johns Manville Goes Formaldehyde Free

  Since the Clean Air Act was amended in 1990, fiberglass insulation manufacturing plants have been required to limit emissions of formaldehyde, phenol, and methanol -- hazardous pollutants produced by the manufacture of fiberglass insulation. In March 2002, the company made the switch from using a...

   
• 

  Building a Wine Cellar Requires More Than Racks

  Building a wine room addition or converting an existing room for wine storage requires more than placing a few racks in a room. "The shell needs to be constructed with a vapor barrier and insulation, because it is basically a walk-in cooler when all is said and done," says David Spon, owner of Wine...

   

Reader's Choice

• Reader's Choice

  Remodeler: Jess Arroyo Company: JFCI Design & Remodel, Boise, Idaho Product: DuPont Tyvek FlexWrap, www.tyvek.com. When DuPont introduced Tyvek FlexWrap window and door flashing, JFCI readily switched.

   

On the Job

• Retrofitting a Patio Door

  To retrofit a slider or French door, you have to knock a 6- or 8-foot hole in an exterior wall -- probably a structural, weight-bearing wall.

   

In Focus

• 

  Laminated Shingles: Product of Choice

  There's a lot more to roofing than simply covering a roof: It has become one more opportunity to make a design statement -- and the new favorite material of choice for making such a statement is the laminated shingle.

   

• Home Automation

  The VIA!dj Digital Music Server allows homeowners to view, control, and play CDs and mp3s from any VIA! The Honeywell Enviracom T8635L microelectronic communicating programmable thermostat is now incorporated into Crestron's HOME automation system to provide status updates of room temperature per...

   
• 

  Exterior Trim

  Flexible Trimworks vinyl decorative accents offer the hand-crafted appearance of millwork in low-maintenance components, says the maker. The pieces are available in 31/2-inch and 5-inch smooth-profiled lineals, fluted lineals, crown and soffit moldings, and fluted and beaded corner posts with foam...

   

Other Articles

• Risk and Growth

  A recent Benchmark column prompted an e-mail response from Bob Hanbury, CGR, of House of Hanbury Builders in Newington, Ct. Hanbury points out that the relationship between risk and owner's compensation isn't static and is affected by any change in a company's normal course of business. More...