LOUISVILLE MANUFACTURED HOUSING SHOW • JANUARY 17-19, 2024
THE MAGAZINE FOR MANUFACTURED HOUSING PROFESSIONALS
HYBRID APPROACH GARNERS SUCCESS In Northern Michigan
This edition is sponsored by
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CONTENTS
18 It's not the secluded woodland setting, the nearby lakes, hiking and biking trails, and golf courses that set this special property apart.
Since 1955, the Cohron's have owned and operated affordably priced manufactured home communities in Indianapolis.
20 30 The Louisville Manufactured Housing Show has always been known for introducing new styles, floorplans, technologies, and solutions to the industry.
HAPPENINGS 6 Industry Happenings
37 When the Seller Passes The Problem To You
INDUSTRY NEWS 10 Project Aims to Decode Nation's Zoning
40 Back-Office Success: How to Better Organize Internal Operations
EVENTS 15 Biloxi Again Hosts the Manufactured Housing Show on the Gulf Coast
BUILDER / RETAILER 46 Clayton Development in London, Ga. Glimpses the Future
16 Events & Trade Shows
AWARDS 53 MHInsider 2023 Industry Awards
SERVICE / SUPPLIER 26 Water Submetering Solution Provides New Tech, Increased Savings
ALLEN LEGACY 60 Manufactured Housing Statisticians Over the Decades
VOLUME 7, EDITION 1 | 2024 JANUARY • FEBRUARY | MHInsider.com PUBLISHER Patrick Revere | patrick@mhvillage.com SENIOR GRAPHIC DESIGNER Merit Kathan | merit@mhvillage.com CONTRIBUTING EDITOR George Allen | gfa7156@aol.com EDITORS Dawn Highhouse | dawn@mhvillage.com, Sean Vichinsky | sean@mhvillage.com CONTRIBUTORS Dawn Highhouse, Tracy Renna, Joseph Schultz, Kellie Speed, Sean Vichinsky COVER PHOTO Courtesy of The Bluffs on Manistee Lake MH & RV Resort ADVERTISING SALES (877) 406-0232 advertise@mhvillage.com EDITORIAL & GENERAL INQUIRIES Patrick Revere | 2600 Five Mile Road NE Grand Rapids, MI, 49525 (616) 888-6994 patrick@mhvillage.com
MHInsider™ is published by: Although we make every effort to ensure that the information in this issue was correct before publication, MHVillage, Inc. and the publisher do not assume and hereby disclaim any liability to any party for any loss, damage, or disruption caused by errors or omissions, whether such errors or omissions result from negligence, accident, or any other cause. Opinions expressed are those of the author or persons quoted and not necessarily those of MHInsider or the publisher MHVillage, Inc. Copyright ©2024 MHVillage, Inc. All rights reserved. Reproduction of MHInsider content, MHI or other contributor content, in part or in whole, is prohibited without written authorization from MHVillage, Inc.
2600 Five Mile Road NE Grand Rapids, MI 49525 (800) 397-2158 www.MHVillage.com
FROMpublisher THE Here’s to ’24, Louisville, and a Great Year in Business Welcome, manufactured housing professionals,
We also are met with historic advantages in the
to the New Year in business and to the annual rite
housing market, with need, particularly in the middle
that is The Louisville Manufactured Housing Show,
market, so prevalent. Add to that the increasing
the top winter home show and an ideal precursor to
utilization and market acceptance of novel home-
the Spring selling season for so many of us.
building technologies. From automated factories to
For my part, there’s always a renewed sense of purpose as we part from the holidays — as good as
app-based financing and smart home features — there is a lot to offer.
they are — and begin again the quest to grow and
This year at The Louisville Show, 41 new homes
improve the industry, improve our organizations,
with many of the high-tech updates are on display,
and improve our individual performance.
in addition to the about 130 service and supply
There is so much in front of us to be done!
exhibitors showing their wares. It’s always a great
Every home seller during the last year-plus has
show, and one of the best formats around.
been met with enormous challenges, most notably
So, if we at MHVillage/Datacomp don’t see you
the process of re-educating the buyer on interest
in Louisville, hopefully we will see you on the road
rates that are more analogous to the historic average
soon at an industry event near you!
yet still difficult to overcome for many buyers.
Happy selling in 2024!
Patrick Revere is vice president of communications at MHVillage and publisher for the MHInsider magazine and blogs. His background is in print news, language, and communication.
4 | 2024 JANUARY / FEBRUARY
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HAPPENINGS
INDUSTRY
happenings
Transactions Michigan Nonprofit Purchases Communities, Helps with Manufactured Home Rehab Family Promise of West Michigan has purchased a pair of communities and is considering applications for home rehabilitation assistance for manufactured home owners and residents. The organization, through its Partners in Housing program, has worked on more than 200 homes during the last 15 years. The goal is to identify and provide resources for improvements to increase the life, quality, and vale of the home. Family Promised raised $7 million for the acquisition of Country Corners Mobile Estates and the Eastern Villa Mobile Home Park, which are both located in Grand Rapids. KeyBank Begins Lending for Manufactured Homes Ohio-based KeyBank has formalized its offerings for manufactured home buyers, and now can lend for purchase and refinance on multi-section homes that are permanently affixed. The home can be a primary or secondary residence. “KeyBank is committed to reducing the barriers to homeownership through affordable lending products and services, educational support, and direct investment,” President of KeyBank Home Lending Dale Baker said. “Owning a home is a foundational step to building a long-term investment strategy. These new manufactured home financing options are the next step KeyBank is taking to do our part in helping our clients
6 | 2024 JANUARY / FEBRUARY
achieve their dream of home ownership and move forward on their financial journey.”
Former NBA Champ Builds Funds for Modular Project, Eyes Tech Deals Andre Iguodala, an NBA champion with the Golden State Warriors, has partnered to raise $200 million in funding for modular home projects, enterprise software, and fintech startups. Among the initial investments identified by the firm, named Mosaic, is in providing support for Vessel, a multifamily modular builder. Previous investments by Iguodala and his team include interest in Zoom as well as Cloudflare, a hosting platform. Investment Group Purchases Arizona Community Leisure Valley, a manufactured home community and RV resort in Casa Grande, Ariz., has been purchased by Inland Real Estate Investment Corp. The community has more than 200 homesites and RV sites, as well as a clubhouse with a swimming pool, outdoor grills, bocce ball, a dog park, and a community golf course. The purchase price was reported at approximately $7 million. Green Courte Partners Buys Philadelphia Property Green Courte Partners has purchased Village Green, a 201-site age-restricted land-lease community in the Philadelphia metro area. The acquisition increases Green Courte’s national portfolio to 24 communities with about
8,200 sites. “Village Green is located in a desirable submarket, and we plan to enhance the community by bringing in new home inventory to fill vacant sites,” Greene Court Partners Managing Director Jordan Kerger said.
Connect Homes Opens Plant Near Phoenix Modular home builder Connect Homes will open a new homebuilding facility in Mesa, Ariz., to begin 2024. It will sell regionally its patented steel-frame modular systems for architect-designed homes and semi-custom homes. "With increasing demand for the Connect Homes suite of housing innovations, we have reached our capacity limit in our current San Bernardino factory and now is the time to grow our manufacturing base with a second state-of-the-art factory,” Connect Homes CEO Deborah Casper said. The new Arizona facility can build as much as 5,000 square feet per week and will provide 90 new jobs in the Mesa market. Personnel Clayton Promotes a Pair of MH Professionals John Shelton, who has been in sales for 17 years with Clayton’s Oakwood Homes of Powell, Tenn., has been promoted to the retail sales team with Oakwood Powell. Brenden Whelan, who had been working with Vanderbilt Mortgage, also accepted a new position with Clayton. He is national sales training and customer experience manager for the community team at the home offices near Knoxville, Tenn.
Industry Giving RHP Properties Expands Scholastic Support RHP Properties, which professionally owns, operates, and manages manufactured home communities, has made a pair of $10,000 donations to Lower Dauphin Middle School in Hummelstown, Pa., and Cessna Elementary School in Wichita, Kan. The contributions will be used to purchase educational materials. It marks the 11th and 12th schools RHP has “adopted” through its partnership with AdoptAClassroom.org. In Memoriam Longtime FMHA Executive Director Frank Williams Passes Away at 84 Frank Williams, the Florida Manufactured Housing Association's executive director for 26 years, passed away in September. Mr. Williams began his career at FMHA in December 1980 and retired in January 2007. He is survived by his wife Helene and son, Michael (Katie), daughters Michelle (Henry), and Mandy (Joe), and 11 grandchildren.
Have Industry News You'd Like Listed Here? Contact our Publisher, Patrick Revere, at (616) 888-6994, or patrick@mhvillage.com
For industry-leading structural coverage for manufactured & modular homes, contact National Manufactured Modular Program Manager Ron D’Ambra from 2-10 Home Buyers Warranty.
Ron D’Ambra 803.917.1946 | rodambra@2-10.com
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INDUSTRY NEWS
Project Aims to Decode Nation’s Zoning National Zoning Atlas Unveils Market-toMarket Analysis of Housing Rules By Patrick Revere
The National Zoning Atlas is a grassroots project that aims to centralize and demystify the complex interworkings
In Connecticut, the NZA shed light on regulatory factors, particularly how race and income variables intersect with zoning policies. Meanwhile, in Montana, there has been a notable increase in affordability, particularly since the onset of the pandemic, bringing about what stakeholders describe as “powerful housing reform." This transformation, they assert, is directly linked to the comprehensive analysis conducted by the NZA team. The National Zoning Atlas has now extended its influ-
of overlapping, often
ence to 25 states, as it continues to spearhead fine-grain
opposing, and otherwise
is a meticulous examination of the presence and utility
analysis and spur new initiatives. Among its key focuses
counterproductive
of manufactured housing.
housing rules and
is the outreach coordinator and legal counsel for
regulations on the local
“We’re at a different point in this trajectory at each site,”
basis across the country.
Diana Drogaris works with Cornell University and the National Zoning Atlas. Drogaris said during a recent interview with MHInsider. “It depends on resources, whoever found us first, and also their own goals and capacity to accomplish those goals.” The NZA is led by Sara Bronin, a professor of the Cornell planning and law faculty. Starting just a year ago with a core staff of four, the organization has grown significantly, adding team members to facilitate in-house project completion, including a focus toward an ongoing effort in Wyoming. “Our new team members have enabled us to grow and finish some projects in-house,” Drogaris said. The organization also secured a grant targeting the 10 most populous areas that lacked coverage, extending the NZA reach and impact.
10 | 2024 JANUARY / FEBRUARY
Tracking Efforts in the Early States In New Hampshire, a small group of people interested in how housing serves the needs of the state’s residents undertook a study within the NZA to better understand the origins of the state’s housing pains. “New Hampshire is experiencing an affordable housing crisis in large part do to exclusionary or restrictive zoning,” said Sarah Marchant, chief of staff for New Hampshire Community Loan Fund. “People have a very difficult time understanding zoning, because it’s a complicated issue,” Marchant said. “We’re hoping this atlas can make communities more curious about their housing landscape and help them understand how the layers of zoning can limit both availability and affordability.” Max Latona, a philosophy professor and the executive director for the Center for Ethics in Society at St. Anselm College, helped lead the effort to map New Hampshire’s local residential zoning laws.
The effort involved studying the
homes, they often restrict them
zoning for the state’s 269 jurisdic-
by default through front and side
tions, which holds 2,139 districts.
setbacks, minimum lot sizes or other
“It took months and months of hard
dimensional requirements.”
work from about a dozen people in-
Marchant and Latona said
cluding interns, analysts, and subject
they came to learn of the Na-
matter experts reading over 23,000
tional Zoning Atlas from what
pages of code and collecting over
they described as “a stirring
400,000 pieces of data,” Latona said.
presentation” from Bronin on the De-
“The Atlas covers all different kinds
segregate Connecticut project and its
of housing. And then we looked at all
interaction with the NZA.
the dimensional regulations for each,
Connecticut was the first state to
including parking requirements.”
complete its zoning map through
The team also took a special look at
the NZA, followed by New Hamp-
manufactured housing in the state.
shire, Hawaii, and Rhode Island,
What the team found was that few-
and regional releases in Montana,
er than 10 percent of New Hampshire
Tennessee, and Virginia.
municipalities allow manufactured
The heart of the NZA’s mission is
homes to be placed on less than one
the digitizing, demystifying, and de-
acre, either on a single lot or within
mocratizing of zoning information.
a manufactured-home park. They
“Solving our national housing crises
are now taking a closer look at those
will necessitate a multi-pronged
rare communities to see if there are
reimagining of how and where we
opportunities to bring new manu-
build,” Drogaris emphasized. “An
factured homes there.
improved clarity around zoning is
“Most communities in New Hamp-
a powerful tool in that tool box.”
shire have restricted anything other
The “democratizing” part of the
than large-lot, single-family homes,”
project extends well through collec-
Marchant said. “Even if communities
tion and publication. As new facets »
don’t outright prohibit manufactured MHINSIDER.COM | 11
INDUSTRY NEWS
of the research are completed and new team members
GIS analysts, with current initiatives well underway in
come on, important questions arise.
the states previously discussed as well as in Vermont,
“What are we going to do
California, and Georgia. Public
with the analysis, and how
access to the national map, set
are we going to present it?" Drogaris posed. “This will be a continuing conversation as the project expands.” The NZA’s work in Connecticut in 2020, for instance, brought to light deeply embedded issues in the state's zoning practices, leading to a commit-
WHAT THE TEAM FOUND WAS THAT LESS THAN 10 PERCENT OF NEW HAMPSHIRE IS OPEN TO MANUFACTURED HOUSING.
to be released in early 2024, will showcase data from the four completed states as well as areas with notable progress such as Long Island, New York, and Massachusetts. These viewpoints allow stakeholders to utilize reliable information on an individual or small-team pace,
ment to desegregate. Notably,
as well as to coordinate, connect,
90 percent of all residential
and collaborate, supported by
zoning in the state goes to single-family dwellings, with
the NZA platform, with interested parties in other states
less than four percent allocated to multifamily structures
and localities.
or developments. The NZA operates largely through organizing statebased teams working alongside centralized zoning and
12 | 2024 JANUARY / FEBRUARY
The project also helps manufactured housing professionals evaluate and address zoning challenges comprehensively. MHV
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MHINSIDER.COM | 13
EVENTS
Biloxi Again Hosts the Manufactured Housing Show on Gulf Coast IP Casino Resort Spa is the Venue for Biloxi ’24 — March 18-20
Manufactured housing industry professionals nationwide will be traveling to the Gulf Coast again in March to attend the Biloxi Manufactured Housing Show and Expo, now in its third year, March 18-20. “Biloxi and the IP Casino Resort Spa are the ideal location for three days packed with new model homes and educational programming,” Mississippi Manufactured Housing Association Executive Director Jennifer Hall said. “We have taken feedback from the previous two events we have hosted here and implemented several suggestions in regard to our educational offerings in particular, as well as with mixers and networking.” The South Central Manufactured Housing Institute, composed of industry representatives from Alabama and Mississippi, organizes the show. “We are excited to be back in Biloxi for 2024! Some of the most popular and beautiful homes in the country will be on display and there will be plenty of opportunities for visiting our vendors in the exhibit hall,” Alabama Manufactured Housing Association Executive Director Lance Latham said. “This is not a show you want to miss!” There will be as many as 45 homes set up in the village outside the IP Casino Resort Spa. The two educational tracks at the Biloxi Show are organized by retailer or community ownership interests, and span a variety of topics. A wide array of exhibitors representing 100 organizations will be on hand to show their industry solutions and to talk with attendees about how to meet customer needs. “Springtime on the Gulf Coast is the perfect time and place to host an indoor/outdoor home show. There is a lot of growth and new residential activity in the southeast U.S.,” Hall said. “It’s an exciting time to be in manufactured housing.” MHV
To get more information on the event and to register to attend, please visit www.biloxihomeshow.com. MHINSIDER.COM | 15
EVENTS
Events trade shows
&
If you have an event or gathering you would like to have listed with MHInsider, please contact us at: www.mhvillage.com/pro/manufacturedhousing-industry-trade-shows/
MHI WINTER MEETING Monday, Feb. 19 — Wednesday, Feb. 21, 2024 Amelia Island, Fla. — Omni Amelia Island
Hosted each February, the MHI Winter Leadership Roundtable is the first MHI members-only event of the year. This program brings together MHI members to hear from industry experts on topics relevant to a broad group of manufactured housing professionals. Event sessions
BILOXI MANUFACTURED HOUSING SHOW
are followed by an open forum.
Monday, March 18 — Wednesday, March 20, 2024 Biloxi, Miss. — IP Casino Resort and Spa
INTERNATIONAL BUILDERS' SHOW
Formerly held in Tunica, Miss., the South Central
Tuesday, Feb. 27 — Thursday, Feb. 29, 2024
Manufactured Housing Institute has moved its annual
Las Vegas, Nev. — Las Vegas Convention Center
manufactured home show south to Biloxi. Each year,
The NAHB International Builders’ Show® (IBS) is the
SCMHI hosts North America’s largest indoor/outdoor
premier global annual event to connect, educate, and
manufactured home trade show. The 2024 show features
improve the residential construction industry. It is a
an outdoor village with about 45 homes on display, an
hub for new product launches, construction demon-
impressive indoor exhibit hall that showcases the newest
strations, industry thought-leader sessions, home
features from industry suppliers, as well as educational
tours, workshops, and panel discussions. Manufactured
training to help build a business.
home and modular home professionals will showcase their products and services in the convention center
MHI CONGRESS AND EXPO
and in the outdoor village.
Wednesday, April 3 — Friday, April 5, 2024 Las Vegas, Nev. — MGM Grand
The national trade show where manufactured housing professionals can obtain the knowledge and resources necessary to excel in today’s housing marketplace. Attend top-quality educational programs with powerful speakers,and make time to visit the exhibit floor to see the latest products and technologies.
16 | 2024 JANUARY / FEBRUARY EDITION
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COMMUNITY
hybrid approach garners success in
Northern Michigan
By Dawn Highhouse
THE BLUFFS HAS 51 SITES FOR MANUFACTURED
It's not the secluded woodland
an old, bare-bones manufactured
HOMES AND 44 SPACES
setting, the nearby lakes, hiking
home community and transform it
FOR RVS. THE COMMUNITY
and biking trails, and golf courses
into a gorgeous hybrid retirement
ALSO HAS 150 ADDITIONAL
that set this special property apart.
community with both RV and
SITES THAT ARE READY
It's the fact that James R. Dougherty,
manufactured home sites.
FOR EXPANSION.
president of Community Manage-
Hybrid RV and MH communities
ment Group, Inc., decided to take
are common in warm weather states, as are retirement communities. But in Michigan, this combination is very rare, and adding all these features together makes The Bluffs on Manistee Lake a one-of-a-kind gem.
Located in beautiful Manistee County, up in northern Michigan, is a unique 55+ retirement community, The Bluffs on Manistee Lake. 18 | 2024 JANUARY / FEBRUARY
How Did The Bluffs Come About? When Doughtery was in school, he studied accounting and became a CPA. Later, he purchased an apartment complex in Kalamazoo, Mich., as an investment property. The attorney he used to close on that complex was the attorney for the Blank Communities at the time and suggested that he look at manufactured housing communities. He took the advice, and over the years, Doughtery has had a number of communities. He still owns Ashbury Ridge just south
“We're nearly full on the home side now," Dougherty said.“We currently have two available sites and four model homes in place.” The Bluffs has a lot to offer its residents, including a large pool and hot tub, a beautiful clubhouse, and a location near the quaint town of Manistee for shopping and touring. The RV sites are offered to seasonal and weekly guests from mid-April to the end of October. When asked if the expansion sites would be MH or RV, Dougherty said, "The engineering is already done if they're going to be homesites, but given the response to the RV sites, we're going to give some continued thought to what that mix should be between home and RV sites. “So, yes, the whole hybrid thing has worked out,” he said. “At least to this point. It's turned out really of Indianapolis and Palm Gardens in Harlington, Texas. The success of the RV/MH hybrid model in Texas inspired him to try the same in scenic Michigan.
nicely; I'm pleased with it.” MHV Dawn Highhouse has been in the manufactured housing industry for 23 years and is
In late fall of 2018, The Bluffs opened and began sell-
the vice president of customer experience at
ing homes. Due to the later start, they missed the RV
MHVillage.com. In her role, Dawn manages
season that year but were able to open those spaces
and implements strategic customer service,
to vacationers in the spring of 2019. COVID, which
product development, and marketing initiatives.
hit the following year, delayed some home sales but sparked the demand for RV sites. "It's built nicely for motorhomes because the sites were originally built for single-section homes, so they are gigantic RV sites," Dougherty said. “And these sites have been very popular.” The Bluffs has 51 sites for manufactured homes and 44 spaces for RVs. The community also has 150 additional sites that are ready for expansion. But it's not just the RV spaces that have that extra touch. Nearly every home has an attached garage, and all homes sit on a six-inch foundation with drop siding to achieve more of a residential neighborhood appeal. “We've stayed here (at The Bluffs) twice in our motorhome,” seasoned RV traveler Dennis Gruschow, a guest at the community in 2022, said. “We were so impressed with all aspects of the location and amenities that we purchased a seasonal home here. Barry, the on-site manager, has been incredibly helpful and knowledgeable. He's truly an invaluable asset to the community.” The success is not surprising.
COMMUNITY
The standard home has three bedrooms and two bathrooms and is 28’x56’, offering a total square footage of 1,568. The average price is $140,000 and each home features a carport and decks. –Matt Cohron
FAMILY-OWNED COMMUNITY OWNERS EXPAND CENTRAL INDIANA OFFERINGS By Kellie Speed
Cohron’s Manufactured Homes knows what it takes to set them apart. Since 1955, they have owned and operated affordably priced manufactured home communities in Indianapolis. Now in its third generation, the company has seven communities in central Indiana. “I think what sets us apart boils down to our management style,” said Matt Cohron, sales manager and third generation in the family to operate Cohron’s Manufactured Homes. “Our communities are family owned and operated. A family member is on-site at each property every day. We are really involved in the communities and take pride in that.” Cohron’s most recent development, Highland Farms, features 111 homesites. Some of the manufacturers they work with include Champion, Skyline, and Clayton. “It sits on a smaller lot of about 25 acres and has a smaller number of homes available than our other locations,” Cohron said. “It took us a few years to figure 20 | 2024 JANUARY / FEBRUARY
out what we were going to do with the property because it didn’t afford us the same opportunity as our other properties, as the other parks have around 300 lots. But Highland Farms is a small property with a unique layout that the other parks don’t have, and has just three streets. It fits well for someone looking for affordable housing and not looking for a large-scale community.” The Highland Farms development sits on land the Cohrons have owned for several decades. The northeast Indianapolis property is also nearby Fort Harrison State Park. Designed for everyone from families with young children to seniors, the property is located near local restaurants, hiking and biking trails, and golf courses. “It’s located on a corner and all other corners are occupied by one of the company’s other communities,” he said. “Greenbriar is one of the adjacent properties. The others are Quail Creek and Briarwood. If you come to the four-way stop, we’re going to be at all four corners. There are more than 2,300 homesites.” »
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COMMUNITY
The development process from star t to finish for Highland Farms took nearly three years to reach completion. “Once we got it drawn out and saw we could get 111 lots in there, that’s when we decided to bring it to the Zoning Board,” Cohron said. “I think everyone agreed it was the best use of the land.” The all-ages Highland Farms community is also entirely owner occupied. “There are no rentals allowed, so each unit is resident owned,” he added. “The standard home has three bedrooms and two bathrooms and is 28’x56’, offering a total square footage of 1,568. The average price is $140,000 and each home features a carport and decks. It’s really a turnkey situation.” Half of the Highland Farms units have already sold. If they continue at this rate, they are on track to being fully committed by year end. “We have 55 homes already there, and 35 have people in them,” said Jacob Cohron, sales manager (Matt’s cousin), and also third generation in the family
to operate Cohron’s Manufactured Homes. “On April 1, we started taking residents. It’s primarily a Wakarusa product (the Clayton homebuilding facility located in Indiana). We initially thought it was going to take two to three years, but the sales part has been quicker. I’d be shocked if we didn’t have it filled within the year.” Cohron’s Manufactured Homes was founded in 1955 by the late twin brothers Darrel and Harrel Cohron. During the 1960s and 1970s, the brothers sold an average of 550 homes a year. And, the Cohrons are the only pair of professionals who have been inducted together into the RV/MH Hall of Fame. The company is now owned by Bob, Matt’s father, and Brad, Jacob’s father. MHV Kellie Speed has more than 20 years’ experience writing for a variety of publications, including Realtor.com, Haute Living, U.S. Veterans magazine, DiverseAbility, and Forbes Global Properties. She can be reached at kkspeed@aol.com.
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$1.9 billion in total enterprise value 135 communities, 25,800 homesites, 2 joint venture communities containing 363 homesites, 11 states Housing approximately 22,000 families 7,700 total acres, 3,800 acres in Marcellus and Utica Shale regions
UMH Awarded 2021 Manufactured Home Community Operator of the Year and 2021 Retail Sales Center of the Year by the Manufactured Housing Institute For more information, visit www.umh.reit or contact ir@umh.com
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SERVICE / SUPPLIER
"We use all kinds of algorithms, but essentially we’ve programmed this thing to know what is a toilet flush and what is a shower, versus a dishwasher and hand washing,” –Garo Sarkissian
Water Submetering Solution Provides New Tech, Increased Savings By Sean Vichinsky
For manufactured home com-
market with a clamp-on smartmeter,
result in added monetary savings
munities all over the country, water
aptly named “Dune,” which markets
for both parties.
metering proves to be an ongoing
itself as an IoT solution to measure,
Those insights and alerts are
challenge in many respects. Be-
analyze, and ultimately make more
provided directly from the sub-
sides the accuracy and efficiency
efficient use of water in manufac-
meters in real-time to park owners
of water metering solutions on
tured home communities.
and managers via their property
the market today, there’s also the
Using Dune Labs’ smartmeter
management software, so they can
question of introducing modern
solution provides benefits for both
repair leaks and advise residents on
technology into the equation while
park residents and owners/manag-
water conservation tactics.
keeping costs down for both park
ers. The resident is charged for the
“It’s a very owner friendly struc-
owners and homeowners.
exact amount of water used at their
ture that helps property managers,”
A new startup, Dune Labs, was
property, and the owner/manager
Sarkissian said in an interview
founded by Garo Sarkissian and has
is provided with actionable insights
with the MHInsider.
entered the manufactured housing
and leak alerts that, over time, can
26 | 2024 JANUARY / FEBRUARY
And with the millions of homes
solution there takes on a different
“The overall impact has been
in manufactured home com-
form based on the demand for
great,” Cristian Sosa, managing
munities, the opportunity for a
water in that market.
director of Cooper Cardinal, said.
unique submetering solution like
Regardless of the market, Dune
“The water usage of all our tenants
Labs promises zero or very little
has gone down since being installed,
“It’s programmable and flexible
capital investment is needed for
which results in lower water and
enough to help us understand exactly
community owners to get started
sewer bills for us.”
what the water use is. We use all
with the Dune submeter solution.
The future for Dune in the man-
kinds of algorithms, but essentially
And since Dune clamps onto existing
ufactured housing industry seems
we’ve programmed this thing to
plumbing systems and provides as
bright. With an upcoming appearance
know what is a toilet flush and what
much accuracy as in-line metering
at the 2024 Louisville Show and plans
is a shower, versus a dishwasher
solutions, the cost savings can begin
to keep expanding their multi-family
and hand washing,” Sarkissian
almost immediately after installation.
operations, communities across the
said. “The granularity we have
Dune customers sign a four-year
country will have the chance to see
contract, with the monthly cost at
Dune for themselves and bring water
The CEO, who founded with-
around $11 a month, which Sark-
savings to their park. MHV
out external venture capital
issian notes is usually recouped
Sean Vichinsky is an
funding, added that the meter flags
by the amount of water saved
editor of MHInsider and
unusual usage that stands out
with Dune’s help.
a marketing copywriter
Dune’s seems limitless.
is really impressive.”
from day-to-day expected patterns from any given home.
Since the beginning, customers
for MHVillage.
have received Dune positively.
“There is a lot of recovery in toilet leaks. You also can tell if someone has an indoor greenhouse, for instance. These usages stand out,” he said. Of course, entering the manufactured home industry can present its own challenges — but they’re challenges that Sarkissian is eager to face. “There are so many customers out there, and we have a unique technology,” Sarkissian said. “In this situation it’s not a mindset where we need to get as big as possible as soon
Discover the Credit Human difference Where we’re committed to:
Making a complex process smooth and simple.
Crafting lending programs with your needs in mind.
Improving the lives of the people we serve.
as possible. This is something that’s never been done this way, and it’s important to do it right.” Take, for example, the challenge that comes from entering a state like California, where water often costs more than electricity on a monthly basis. Marketing a submetering
Visit our booth at the Louisville Show to learn more and enter to win our giveaway! NMLS# 486243 Contact us at: MHinfo@CreditHuman.com Federally Insured by NCUA
MHINSIDER.COM | 27
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Register TODAY! Experience The Nation’s Largest Indoor Manufactured Housing Show KENTUCKY EXPOSITION CENTER January 17-19, 2024 Louisville, Kentucky
Join Us at the Midwest’s Premier Event for Manufactured Housing Professionals! NETWORK with over 3,000 fellow attendees
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TheLouisvilleShow.com
Produced by the Midwest Manufactured Housing Federation and Its Five Member States: Illinois Manufactured Housing Association Indiana Manufactured Housing Association Kentucky Manufactured Housing Institute Michigan Manufactured Housing Association Ohio Manufactured Homes Association
SHOW MANAGED BY:
THE LOUISVILLE SHOW
New Homes to Headline Louisville ’24
Display Home Show Doubles, Including the Introduction of the Duplex
KENTUCKY EXPO CENTER LOUISVILLE, KY. Wednesday, Jan. 17, 2024 | 8 a.m. - 5:30 p.m. Thursday, Jan. 18, 2024 | 8 a.m. - 5:30 p.m. Friday, Jan. 19, 2024 | 8 a.m. - Noon
The Louisville Manufactured Housing Show has al-
organizations in the manufactured housing industry
ways been known for introducing new styles, floorplans,
showing their service and supply offerings. In recent years
technologies, and solutions to the industry. Louisville
the show has drawn about 3,000 manufactured housing
’24 should have attendees on the hook again for the
professionals, and organizers believe the 2024 show will
latest in HUD code homes from some of the nation’s top
set a new standard and expectation for those attendees.
builders, including Adventure Homes, Cavco, Clayton,
As an industry trade show, the event will be open to
Ritz-Craft, and Skyline Champion.
professionals only and will allow no general admission.
The Louisville Show has been in operation for more
The Louisville 2024 experience will include a new set
than 60 years, and is the annual launch to the new year
of host hotels, including a walkable downtown offer-
in home sales. It is hosted by the Midwest Manufactured
ing at Hyatt Regency Louisville that allows attendees
Housing Federation, representing the industry in the
to more easily coordinate with and entertain clients
states of Kentucky, Ohio, Illinois, Indiana, and Michigan.
and prospects in city’s central nightlife districts in-
“This year’s show is a great opportunity to grasp where
cluding Old Louisville, The Highlands, Clifton, NuLu,
the industry is headed,” MMHF Chairman Eric Oaks said. “We’re expecting over 3,000 industry professionals representing more than 1,000 different companies.” The Louisville Show in 2024 will have a near record-attendance and more than 130 exhibiting companies and 30 | 2024 JANUARY / FEBRUARY
Germantown, and Butchertown. A shuttle between hotels and the event venue will be provided. MHV
‘Best of the Best!’
Educational Seminars at The Louisville Show The Louisville Show serves offers an “All-Star” lineup of speakers, consultants, and educators who will share valuable information on how to help grow your business in 2024. Organizers of the educational content this year, led by manufactured housing industry sales consultant and speaker Ken Corbin, have provided more sessions than ever. Louisville in 2024 has expanded hours packed full of content, including…
Wednesday, Jan. 17 8 - 9 a.m. • State of The Industry Presenters: Frank Bowman, John Lindley, Logan Hanes, and Eric Oaks
activity in Congress and how it affects your bottom line. You’ll learn more about how the MHI is working for you in Washington, supplying vital information to help you make thoughtful business decisions.
Join the state executive directors of the Midwest Manufactured Housing Federation for up-tothe-minute commentary and analysis of relevant industry trends, challenges and opportunities.
10 - 11 a.m. • Builder and Developer Panel Presenters: David Allen, Jennifer Blankenship, Tom Heinemann, David Roover, and Tristan Farrell
9 – 10 a.m. • Key Steps To Inventory Management Presenter: Ken Corbin Start the year off right with valuable insights on effectively managing your most valuable asset: your home inventory. Speaker and consultant, Ken Corbin, leads a fast-paced, interactive presentation on how to sell more homes, generate more revenue per sale and replenish your inventory with the right homes for today’s buyer. 10 - 11 a.m. • Consumer Lender Panel Presenters: Matt Heidelberg, Jacob Smith, Eric Przelski, Chris Turturro, Barry Noffsinger, Eric Oaks, Luke Foster, and Jack Reid Consumer financing is the lifeblood of our business. In this ever-evolving market, learn about where consumer finance is headed in 2024 from a panel of the industry’s experts. Bring your most pressing consumer finance questions and discover how the latest programs can help you assist more consumers in fulfilling their dream of home ownership. Thursday, Jan. 18 8 - 9 a.m. • Manufacturer Panel Presenters: Shawn Carnahan, Jeff Tanner, Paul Lindley, Zach Huneycutt, and Doug Tollin Hear all about the new designs, colors, features, and floorplans that will be shaping consumer preferences in 2024. The Louisville Show is the kick-off to the 2024 selling season. Don’t miss this informative discussion with the show’s manufacturers and make sure you’re positioned for success in the market. 9 - 10 a.m. • What Happens in Washington Affects You: An Update from MHI Presenters: Dr. Lesli Gooch and Mark Bowersox
We are affordable housing. This panel of leading experts will share how they’re helping buyers achieve the American Dream of home ownership through residential developments using factory-built homes. 11 a.m. • Noon – Sales, Marketing, and Media All-Stars Presenters: Chris Nicely, Darren Krolewski, John Underwood, and Brandon Meek Be ready and take notes as this powerful panel of the industry’s top marketers share their best strategies and tactics to help industry professionals generate greater demand, close more sales and stay ahead of the competition. Friday, Jan. 19 8 - 9 a.m. • Risk Management Panel Presenters: Victoria Cowert, Michael Brown, Tim Mullin, Ron D’Ambra, and Ferd Niemann In business, risks are factors that can lower profit and even cause an organization to fail. This informational program will share the fine details on what you can do to help minimize exposure, control risk and reign in potential liabilities. If you’re a community owner or retailer, don’t miss this important session! 9 - 10 a.m • Property Technology and Management Presenters: Jeremy Moore, Rebecca Barth, Tanner Buuck, Patrick West, Scott Stroud, and Maria Horton The Louisville Show closes out its education program with an essential session in property management and operations technology. Discover how innovative platforms and modern tools can help you create efficiencies, reduce expenses, and help operate your business more productively.
Join the Manufactured Housing Institute’s senior leaders as they give you an overview of recent MHINSIDER.COM | 31
B110
B102
B109
B103
DOOR E-13 22' W x 14' H
B104
MEN
WOMEN
B105
MEN
MEN
CONC
5'
5'
5'
5'
WOMEN
20'
WOMEN
5'
C102 C103
C106 C107
MEN
C101
C104
C105
C108
C109
WOMEN
WOMEN MEN
C112
C110 C111
5' 5'
5'
5' 5' 5' 5'
5' 5'
32 | 2024 JANUARY / FEBRUARY
DOOR E-12 22' W x 14' H
THE LOUISVILLE SHOW
2024 SHOW FLOOR PLAN
Kentucky Exposition Center | South Wing
SERVICE / SUPPLIER EXHIBIT AREA NAMES AND BOOTH NUMBERS COMPANY
BOOTH #
1st Signature Lending ..............................311 2-10 Home Buyer's Warranty .................. 317 21st Mortgage Corporation.... 445, 447, 449, 451 Aareas Interactive............................ 144, 146 ABT Water Treatment.............................. 106 AccessParks................................... 344, 346 Ace Tire & Axle........................................ 215 Alliance Credit......................................... 413 AmRent Resident Screening.................... 339 American Insurance Alliance (AIA)........... 173 Anequim.................................................. 337 BACH Development..........................122, 124 Blevins..............................453, 455, 457, 459 Brine Acquisitions................................... 214 Burton Energy Group...............................349 Cascade Financial Services....... 134, 136, 138 Cirrus Solutions....................................... 219 CIS Home Loans...............................231, 233 Conservice...............................................248 Cornerstone Home Lending....................305 Credit Human Federal Credit Union.. 417, 419 CSL Financial............................................ 359 Cutting Systems (CSI).......405, 407, 409, 411 Datacomp Appraisal Systems.................. 152 Dune Labs................................................ 177 DuraKwik Stone....................................... 229 Dynamic Home Repair............................. 332 Dynamic Service...................................... 333 Edge Utilities............................................209 Electric Eel Manufacturing....................... 210 Elements..................................................228 eLEND...................................................... 218 ESCO........................................................ 227 The Federal Savings Bank........................ 327 First Bank........................................... 211,213 Gama Sonic Solar Lighting.......................258 GreenState Credit Union.......................... 126
Heritage Distributing............................... 357 HomeCarePlus......................................... 322 Hoyle's Tire & Axle................................... 352 Indiana Housing and Community Development Authority...........................309 Indiana Manufactured Housing Association... 308 Jamie's Interiors............................... 250, 252 Kentucky Code Officials.......................... 313 Kentucky Manufactured Housing Institute... 315 Madison SPECS........................................ 323 ManageAmerica.......................................345 Manufactured Home Sales Mastery......... 132 Manufactured Housing Institute (MHI).....304, 306 ManufacturedHomeLoans.com........ 116, 118 ManufacturedHomes.com.........181, 183, 185 Metron Sustainable Services... 423, 425, 427 MH Manager............................................ 325 MH Marketing..........................................330 MHVillage........................................ 148, 150 MHWC.....................................................254 Michigan Manufactured Housing Association....314 Minute Man Anchors................................ 355 Mobile Home Title Resolutions (MHTR)... 235 Mudmaster.............................................. 251 MultiFamily Utility Company...................226 My State MLS........................................... 253 N Tech Industries..................................... 175 Nadi Group..............................................348 National Professional Services (NPS)....128, 130 Next Century Submetering Solutions...... 216 Nortek Global HVAC........................ 207, 205 NorthPoint Commercial Finance..... 222, 224 Novik....................................................... 356 Ohio Manufactured Housing Association... 310 Oliver Technologies..................245, 247, 249 Orbis Funding..........................................334 Park Lane Finance Solutions.................... 256 Patrick Distribution.................................. 217
Perfect-A-Line......................................... 108 Performance Equity Partners.................. 350 PetScreening........................................... 415 PFS Corporation dba PFS TECO............... 353 PropRise.................................................. 225 Purchasing Platform................................ 331 QMC Metering Solutions......................... 319 Rent Butter..............................................104 Rent Manager.................................. 336, 338 Rose Paving......................................237, 239 Rustique Enterprises............................... 329 RV/MH Hall of Fame................................. 307 Shaw Industries....................................... 212 Spectrum Utilities.................................... 112 SpeedRead Technologies........................ 328 Stockton Mortgage......................... 244, 246 StoveTop FireStop.................................... 223 Style Crest................ 431, 433, 435, 437, 439 Sunlight Creations...................204, 206, 208 Superior Axle...........................................607 T-Mobile................................................... 351 Tammac Holdings Corporation................ 110 TG Stewards............................................354 Tie Down Engineering...................... 324, 326 Timberline Construction Group............... 358 Translift Sales & Service............ 255, 257, 259 Triad Financial Services............. 154, 156, 158 UltraSite................................................... 114 Unique Fabrications / Weber Products....605 Universal Utilities............................ 230, 232 Vanderbilt Mortgage and Finance.... 234, 236, 238 VMF Homes.............................................234 Whitley Mobile Homes............................429 Wisconsin Housing Alliance.................... 312 Wisely Commercial Realty....................... 335 Yale Realty & Capital Advisors................. 347 Yardi Breeze............................................. 318 Zippy........................................................ 316
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THE CUMBERLAND 76'-0"
SHELV L ES LV
B
15'-0"
LIVING ROOM
11'-2" X 10'-6"
1 BATH
BEDROOM #1
W K-IN WAL K CLOSET
11'-8" X 10'-6"
BATH ATH ATH
1137 SQFT | 15’ x 76’ UTILITY SHELF
D/W
LINEN
BREAKFAST
BREAKFAST
3 BEDROOM
PORCH
6'-0" X 15'-0"
BEDROOM #2
DINING AREA
7'-5" X 11'-10"
D/W
UTILITY
LINEN
2 BATH KITCHEN
FIREPLACE
2 BEDROOM SHELV L ES LV
A
7'-5" X 11'-10"
KITCHEN
DINING AREA
13'-5" X 14'-0"
PORCH
6'-0" X 15'-0"
36" HIGH OVERHANG
LIVING ROOM 15'-0"
36" HIGH OVERHANG
ENTRANCE
FIREPLACE
INTRODUCING THE FIRST NATIONALLY AVAILABLE HUD-APPROVED DUPLEX
FROM MODEL SHOWN ABOVE
1137 SQFT | 15’ x 76’ SHELF
BEDROOM #2
BATH ATH ATH
11'-2" X 10'-6"
13'-5" X 14'-0"
BEDROOM #1 11'-8" X 10'-6"
W K-IN WAL K CLOSET
ENTRANCE
76'-0"
See all floor plan configurations at cavcoanthem.com
More Affordable H ON THE DOUBLE
WIN TH
CALENDAR OF SHOWS
SEE US AT THE
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Louisville Manufactured Housing Show Wednesday, January 17 — Friday, January 19, 2024
CLUB CAR S I
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Louisville, Ky. — Kentucky Exposition Center
15
NEW MODELS
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BUILDING CENTERS
SEE US AT THE
International Builders Show Tuesday, Feb. 27 — Thursday, Feb. 29, 2024 Las Vegas, Nev. — Las Vegas Convention Center
SEE US AT THE
Biloxi Manufactured Housing Show Monday, March 18 — Wednesday, March 20, 2024
COME & SEE US!
Biloxi, Miss. — IP Casino Resort and Spa
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NEW MODELS
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BUILDING CENTERS
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SERVICE / SUPPLIER
when the seller passes the problem to you IDENTIFYING TITLE TROUBLE BEFORE IT’S TOO LATE By Tracy Renna
If you are purchasing a used mobile home to place into your park there are a few questions to ask yourself before you exchange money for the title.
If the current owner is deceased, you will not be able to provide the state with the requested affidavit. When the current owner is deceased, the state has estate guidelines they need to follow to successfully transfer the title. Now you’re writing to the deceased current owner’s family and asking them for help on the home you purchased from a seller whose name was not on the title. As you can imagine, this is going to be a difficult conversation.
In the Case of Duplicates Have you asked yourself if the title they are showing you is the most current title? If you do not receive the most current title, you cannot transfer the title into your name.
Is the name of the seller the same name on the title? Many states require a bill of sale with the title transfer application. If the bill of sale has a different name for the seller than what is listed on the title, the state will send the paperwork back without transferring the title into your name. Additionally, if something is written in the wrong section of the title, the application could be rejected. For example, if the original owner/seller accidentally signs in the wrong spot, and you fail to catch the error and send it to the state to transfer title into your name, the state will return the application requesting a signed affidavit from the original owner explaining the error and how it was corrected. Now you need to track down the original owner.
Finding the Title Holder Locating the original owner can be timely and costly. Often the address on the title is not the current address and you have to spend time tracking down the where the current owner lives. Has he or she moved to a different state. Is he or she alive? If you locate the current owner and that person is till alive, it can go one of three ways: 1. They are not willing to help you 2. They are willing to help if you compensate them 3. They are willing to help without compensation
Before you purchase a home, take the time to complete a VIN check. Most states have a website where you can type in the number and some of the basic information on the home will appear. Look for the current issue date of the title and make sure it matches with the title you will be getting when you purchase the home. MHV Tracy Renna is the founder and CEO of MH Title Brokers LLC. Renna assists attorneys, title agencies, dealerships and many other affordable housing specialists. She serves Florida’s rapidly expanding affordable housing market by solving mobile home title issues throughout the sunshine state. MHINSIDER.COM | 37
AIM HIGH. These days, securing financing can seem like an uphill journey. That’s why it’s more important than ever to work with a proven multifamily lender, one with deep marketplace knowledge, a wide range of financing options, and technology designed to move you quickly to closing. Move on up with Lument.
Lument. More than a loan. LEARN MORE About Our Manufactured Housing Team
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Lument is a subsidiary of ORIX Corporation USA. Securities, Investment Banking and Advisory Services provided through Lument Securities, LLC, Member FINRA/SIPC. Investment advisory services are provided by Lument Investment Management, LLC, registered as an investment adviser with the U.S. Securities and Exchange Commission.
LEARN HOW TO CONQUER YOUR LEGAL AND OPERATIONAL CHALLENGES TO UNLOCK YOUR PARK'S FULL INCOME POTENTIAL.
TheMHPLawFirm.com Ferd Niemann IV | Managing Partner MHP Lawyer* | MHP Owner (1,500 sites) | MHP Operator
Licensed Attorney | Licensed Real Estate Broker Certified Commercial Investment Member
Services Contracts Due Diligence Guidance Entity and Operating Agreement Creation Loan Documents Local/State/Federal MHP Regulations Management Consulting Municipal Law Issues Park Rules/Regulations Personnel Matters Private Placement Memorandums Property Tax Appeals Retailer Licensing Syndication Tax/Accounting Guidance Title and Easement Issues Underwriting Guidance Zoning and Land Use Issues
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TheMobileHomeLawyer.com
(833) 647-5997
info@TheMHPLawFirm.com
The choice of a lawyer is an important decision and should not be based upon advertisements. * Neither the Supreme Court of Missouri nor the Missouri Bar reviews or approves certifying organizations or specialist designations.
SERVICE / SUPPLIER
Back-Office Success
How to Better Organize Internal Operations
By Joseph Schultz
In the dynamic world of manufactured housing, change is the only constant. As the industry continues to evolve, driven by market consolidation, technological advancements and shifting regulatory environments, businesses are finding it increasingly necessary to adapt and innovate. One such trend gaining momentum is the centralization of back-office operations. This strategic move streamlines processes, enhances efficiency, and fosters a more cohesive organizational structure.
40 | 2024 JANUARY / FEBRUARY
By centralizing back-office operations, businesses can better navigate the ever-changing landscape of the manufactured housing industry, ensuring they remain competitive and future-ready. Centralization of back-office operations is being adopted more frequently for several compelling reasons: Efficiency: Centralization eliminates redundancies and streamlines processes, leading to increased productivity and reduced operational costs. Staffing Challenges: The shortage of skilled professionals is creating a bottleneck in operations, leading to inefficiencies and increased costs, such as frequent training of new employees. This situation is further exacerbated for those manufactured housing companies managing a distributed portfolio. Risk Management: A consistent, centralized back-office ensures uniformity in processes across the organization, providing better control over business functions and more effective risk management. Scalability: Offices utilizing a centralized back office are better positioned to adapt to their current, and future, business needs. Add more homes or communities without adding staff, equipment, or other resources. Focus on Core Competencies: With back-office operations handled centrally, businesses can »
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focus more on their core competencies, driving growth, resident satisfaction and ultimately profitability. A good example of a back-office process well-suited to be handled in a centralized manner is sending mail. Traditionally, sending mail has been a labor-intensive process of printing, stuffing, stamping and delivering mail to the post office. The process is even more labor-intensive when sending Certified Mail. It is a necessary process when managing manufactured housing communities but doesn’t add value to the business and distracts staff from more important tasks key to business success. MailFuze is the first company to reach out and provide a solution to manufactured housing community operators who face similar challenges. The platform is easy to use and allows back office staff the ability to send out mail without leaving the desk, eliminating lost time and productivity while driving or standing in long lines. In addition to sending any USPS mail type, clients get letter tracking capabilities and proof of
receipt. The automated mailing process reduces labor costs and eliminates the need for expensive postage meters and other supplies. Even the seemingly small back office efficiencies can create a huge difference for staff, and reduce expenditures. By centralizing back-office functions, manufactured housing companies can streamline their operations, improve efficiency, and reduce costs. As the pace of change continues to accelerate in our industry, centralization could be the game-changer that manufactured housing companies need to stay ahead. MHV Joseph Schultz is a Partner and Co-Founder of Efformance, a solutions company focused on creating efficiencies within the real estate industry through automation. He is also the original developer of MailFuze, an automation tool that eliminates the tedious and manual aspects of sending US Mail.
Prove Your Industry Expertise with an MHEI Certification Accredited Community Manager (ACM®) The preferred designation for community managers Two courses available in person or online that cover MH community management topics including: n Management and Resident Policies n Community Maintenance n Leasing and Sales Techniques n Marketing Communities n Financial Management n Physical Asset Management n Federal and Fair Housing Law
Professional Housing Consultant (PHC®) A complete study of retail from the history of construction to closing the sale Topics covered include: n Retailer Responsibilities n Placement Options n Finance Overview n Fair Housing n Land Home Finance n Personal Property Finance n Credit Applications n Selling Skills n Comparing Manufactured Homes to Other Forms of Housing and Communication
Visit www.ManufacturedHousing.org/Education for more information 42 | 2024 JANUARY / FEBRUARY
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BUILDER / RETAILER
Clayton Development in London, Ga. Glimpses the Future
46 | 2024 JANUARY / FEBRUARY
Clayton, a leading national builder, has partnered with the Georgia Manufactured Housing Association to provide a glimpse of what is possible with offsite built residential developments.
An infill project in Georgia showcases Clayton Built® CrossMod homes in a development by Iron Horse Communities. The stakeholders said the effort may be a first of its kind project at least within the core of the Atlanta metro area. CrossMod homes make the most of factory homebuilding technologies and efficiencies and combines it with features commonly seen in site-built construction. The unique approach to homebuilding and delivery provides a unique experience for the buyer. The homes are uniquely positioned to help increase housing inventory while tackling restrictive urban zoning »
MHINSIDER.COM | 47
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BUILDER / RETAILER
policies that have limited the acceptance of off-site
Energy’s Zero Energy Ready Home™ specifications and
built housing in the past.
are estimated to save homeowners up to 50 percent on
“Atlanta is an example of a city allowing innovative housing solutions to help promote the Yes In My Back
annual energy costs, allowing homeowners to save more money over the lifetime of the home.
Yard (YIMBY) movement, which advocates for increas-
The city of Atlanta allows off-site built homes within city
ing housing supply in cities where housing has become
limits so long as the homes are secured to a permanent
unaffordable, and provide a path for attainable home-
foundation. This zoning ordinance is an example of flexible
ownership,” Clayton Director of Industry and Community
legislation that can increase attainable homeownership
Affairs Ramsey Cohen said. “It is critical that we find ways
opportunities in high-growth cities across the country.
to increase attainable homeownership in cities across the
As the housing shortage in the United States persists,
nation, and the acceptance of CrossMod in Atlanta is a
home builders like Clayton are identifying innovative solu-
major step toward accomplishing that goal.”
tions to help families achieve homeownership. CrossMod
The two Clayton CrossMod homes in Atlanta are
homes are built off-site in home building facilities and
eBuilt™ homes, which are built to the U.S. Department of
finished on-site with a foundation, garage and porches. »
MHINSIDER.COM | 49
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Urban infill solutions allow single-family home builders like Clayton to develop previously vacant properties within established neighborhoods, opening up more housing opportunities in densely populated cities without putting a burden on existing infrastructure and resources. The two homes, which match the scale and aesthetics of existing homes in the area, blend seamlessly into the surrounding neighborhood. “Every Clayton CrossMod home begins at a Clayton home building facility. This allows us to achieve the efficiencies of off-site construction, a benefit that we pass down to customers in the form of cost savings,” Clayton CrossMod Business Development Manager Andrew Bryant said. “CrossMod homes add another tool to a developer’s tool belt and allow them to bring homes to the market fast. By building the home off-site, we can promise homebuyers a quality home in a shorter period of time. Once the home is built, it’s finished on the property. The customer ends up with a home that’s indistinguishable from a site-built home.” CrossMod homes are built to HUD code and blend the best of off-site and site-built construction. Each CrossMod home in Atlanta took only one day to build before they were set by crane on their final sites. With CrossMod, developments can be completed at a more efficient pace, resulting in more quality-built homes at attainable price points. CrossMod homes also finance and appraise just like site-built homes. MHV
MHINSIDER.COM | 51
INDUSTRY AWARDS
MHINSIDER Industry Awards
IN RECOGNITION OF THE HIGHEST ACHIEVEMENTS IN MANUFACTURED HOUSING The fourth annual MHInsider
continued among our internal
Industry Awards tell a decades-long
team and external advisors until a
story of hard work, ingenuity, perse-
shortlist of nominees was reached
verance and a passion for innovative
in four categories.
thought and business leadership. The
We employed the volunteer
manufactured housing professionals
efforts of more than a dozen state
at Datacomp and MHVillage, through
and regional manufactured hous-
MHInsider magazine, are honored to
ing industry association directors
be able to recognize the colleagues
to conduct a vote on the safe, and
awarded for their high achievements.
secure voting platform, eBallot.
Our MHInsider editorial board
So congratulations to all of
assisted in selecting among
the winners. Thank you for the
more than 80 candidates for the
work you do!
Industry Awards. Deliberations
EDITORIAL BOARD
JUDGES
George Allen Barry Cole Kevan Enger Suzanne Felber Dawn Highhouse Maria Horton Darren Krolewski John Neet Karl Radde Patrick Revere TC Sheppard
Amy Bliss Ron Breymier Andrea Greene Randy Grumbine Jennifer Lassen Jennifer Hall Logan Hanes Jess Maxcy Marla McAfee DJ Pendleton Leo Poggione MHINSIDER.COM | 53
INDUSTRY AWARDS
BYRON
Skyline Champion Corporation
Stroud
My greatest achievement concerns the thousands of people I have met and worked with over 50 years of developing business relations with company associates, customers, prospects, and industry partners...
ADVOCACY AWARD WINNER
Byron Stroud has a long track record of success is mar-
has been Champion, a company with leadership that is
keting and sales dating back to his time with Whirlpool.
committed to the sales and marketing operating principles
Based in Michigan, Stroud has worked with Champion
of “Building Strong Relationships” while we act with in-
Homes, and what became Skyline Champion Corporation,
tegrity and respect. I also appreciate the work with and
for decades, creating and building relationships with
the support of industry organizations, including MHI at
manufactured home buyers within community operations
the national level and the many state associations, each
and development. His relentless work with the Midwest
lead by directors and staff who work so diligently every
Manufactured Housing Federation to coordinate the
day to help make our industry companies more successful
annual Louisville Manufactured Housing Show has been
in providing affordable housing to happy homeowners
a prime reason for the event's success. He also advocates
across North America.
for the industry on the national level, working closely with the Manufactured Housing Institute in Washington, D.C. and in efforts to support local markets.
What do you view as the biggest achievement in your career? My greatest achievement concerns the thousands of people I have met and worked with over 50 years of developing business relations with company associates, customers, prospects, and industry partners made possible by the few great companies I’ve been honored to represent. Most fortunately, for almost 30 years, it
54 | 2024 JANUARY / FEBRUARY
What work or life skill do you give the most credit for your achievements? The life skill that I most credit for taking advantage of these opportunities granted is attitude, waking up every day positively motivated to support our products, processes, and people to perform in a way that ensures our factories have the volume of orders needed to keep thousands of employees with families that rely on their steady incomes building homes every workday.
GEORGE
Community Owner, Adviser, Researcher, and Writer
Allen
Since 1988 he has authored and edited 20 non-fiction texts, having to do with manufactured housing, its unique realty asset class, and his autobiography.
George Allen is mostly retired, but continues to write and do select projects through EducateMHC. He has owned and fee-managed land lease communities dating back to 1978. Since 1988 he has authored and edited 20 non-fiction texts, having to do with manufactured housing, its unique realty asset class, and his autobiography. George was honored by the Manufactured Housing Institute as Industry Person of the Year, is a founding board member of its National Communities Council division, and remains the sole Emeritus member of MHI. He also is an RV/MH Hall of Fame enshrinee, with the Allen Community Collection of books is featured in the museum library. Allen is also a Certified
INFLUENCER AWARD WINNER
What do you view as the biggest achievement in your career? Identification and recognition to land lease communities owners/operators nationwide via annual ALLEN REPORTs; communication via monthly Allen Letters and the Allen Legacy column in MHInsider magazine; national camaraderie via 30 annual Networking Roundtables; political recognition and advocacy of the realty asset class via National Communities Council; and professional property management for on-site and regional community managers via Manufactured Housing Manager certification classes and designation.
Property Manager - Emeritus member of the Institute of Real Estate Management, and Master, Manufactured Housing Manager. Finally, he is a retired lieutenant colonel of U.S. Marines, having served a 13 month combat tour in the Republic of Vietnam and served during Desert Storm. He and his wife Carolyn are the parents of two, grandparents of six, and great grandparents of three.
What work or life skill do you give the most credit for your achievements? Being nurtured by an entrepreneur businessman father, earning Eagle Scout rank in Boy Scouts of America, meeting Carolyn in college, being commissioned as a USMC officer, experiencing combat firsthand, and working up through levels of management via several companies before starting my own in 1980, and always managing using Christian principles.
MHINSIDER.COM | 55
INDUSTRY AWARDS
DEBRA'DEE'
Pizer
Zeman Homes
I did or learned everything that came my way. Eventually you are a well-rounded, knowledgeable asset to your company.
LEADERSHIP AWARD WINNER
Dee Pizer’s support of the manufactured home com-
of my life did not seem to be anything more than where
munity sector includes guest speaking at MHI meetings,
I already was. But being able to reach such a pivotal
mentoring women in the industry, and volunteering her
position as CEO of Zeman Homes and oversee approxi-
time whenever asked to assist other community owners
mately 11,000 sites at our highpoint was and will always be
and property developers throughout the country. The
my greatest achievement.
time Pizer gives new community owners and operators at these meetings has been a tremendous help in the industry. Her reputation and success make her a great source of information. She helped change the perception of manufactured housing as a “male-dominated” industry. She has been essential to the growth and success at Zeman Homes, yet more so in many ways to the continuing success of the community segment.
What do you view as the biggest achievement in your career? I started in this industry as a secretary in the sales department in 1983. I was a single mom with three sons and no college education. My main goal was to do a good job so I could keep my job and feed my kids. The trajectory
56 | 2024 JANUARY / FEBRUARY
What work or life skill do you give the most credit for your achievements? I do not think there is just one skill, but several that are more about attitude and the way you approach things: First, I never said “That's not my job.” I did or learned everything that came my way. Eventually you are a well-rounded, knowledgeable asset to your company. Second, I prepare in advance for every day, for every project or meeting as if it was your first and you have that need to impress everyone. Third, be passionate about what you are doing, give it your all, and understand every piece of the puzzle.
TED Datacomp
Boers
I was taught by my Christian, immigrant parents to serve others and to treat co-workers, customers, and employees the way you want to be treated.
VISIONARY AWARD WINNER
Ted Boers established Datacomp Appraisal Services in
lives of our team members. The availability of financing is
1987 to serve a need he saw in the Manufactured Housing
obviously critical to both home buyers and home sellers
industry. At the time, manufactured homes were valued
and financial institutions should always be concerned
using the Book approach. As a former loan originator, Ted
about the value of their collateral.
understood that location was a significant and critical factor in determining value for all housing options, including manufactured homes. To address this need,Ted started Datacomp Appraisal Services and offered comparable based appraisals to lenders financing manufactured homes, first in Michigan and subsequently across the country. With the help of his partners and team members, Datacomp continued to grow, to launch MHVillage as a sister company, and to add other products and services
What work or life skill do you give the most credit for your achievements? I do not claim to have any significant life skills other than perhaps common sense. However, I was taught by my Christian, immigrant parents to serve others and to treat co-workers, customers, and employees the way you want to be treated. I would hope that our employees and our customers would agree that we have done that.
for the benefit of the industry and its customers.
What do you view as the biggest achievement in your career? As I look back over the last 30-plus years, I am certainly pleased that our companies were able to make a positive difference in the manufactured home industry and in the
MHINSIDER.COM | 57
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ALLEN LEGACY
MANUFACTURED HOUSING STATISTICIANS OVER THE DECADES
By George Allen, CPM Emeritus, MHM-Master
60 | 2024 JANUARY / FEBRUARY
Industry Cycles The rapid growth years were the 1970s, with an acme year in 1973. Subsequent years suffered from the negative effects of the recent HUD code implementation, as well as the general market impact of the oil crisis, and the decline of chattel financing at home. It was a roller coaster ride of a decade. Then there was the 1990s resurgence in production as well as the debut of manufactured home community REITs. In the 2000s we had to bear the loss of easy-to-access chattel capital and the nadir year in 2009 of fewer than 50,000 shipments. Since we have seen the slow climb back to
100,000 until the recent two-year dip below that mark.
Evolution of Terminology We spent our time with mobile homes and mobile home parks but in the 1970s with the introduction of HUD we began to refer to our products as manufactured housing and manufactured home communities, with the 2010s introduction of industry properties being referred to as land-lease communities and the market-segment introduction of CrossMod homes, HUD code homes that are designed and built to new standard that can qualify for conventional financing as well
This edition’s offering of the Allen Legacy covers some of the individuals, organizations, and market phenomena that have had an impact on manufactured housing industry statistics during the past six or so decades.
as meet an exterior aesthetic that allows it to fit in most
’74, he researched and penned RV and MH comparative
residential neighborhoods.
cost studies and had them published. In 1977, while a historian for the RV/MH Heritage Foundation’s Hall of
Turnover Among Trade Publications In the 1950s through 1970s there were a pair of magazines, the Trailer-Dealer and Mobile Home Park Manager and Developer. The Manufactured Home Merchandiser and The Journal were introduced and published in the 1970s through the ’80s. Today, MHInsider magazine and Manufactured Housing Review serve the industry.
Fame, he authored Homes for Travel and Living: The History and Development of the Recreational Vehicle and the Mobile Home Industries. The Merchandiser, in 1977, identified 25 HUD code housing manufacturers. Today, while they're still several dozen manufacturers, the three largest are Clayton Homes, Cavco Industries, and Skyline-Champion Corporation, otherwise known “Big Three C” firms. Collectively, the
Government and NonGovernment Organizations There are several bodies of the U.S. government that interact with the manufactured housing industry, most notably the U.S. Department of Housing and Urban Development for safety and construction standards. Elements of financing run through GSEs Fannie Mae and Freddie Mac. As is the case in many other areas, the U.S. Census Bureau and its proprietary sources routinely publish statistics relative to their interests at the time. There are partnering organizations such as RSMeans and the Institute for Building Technology and Safety that factor in here, as well. Now we’ll talk about manufactured housing statistics past and present, then likewise with land-lease communities…
top three serve 75 percent of the national market share. Datacomp has operated for more than 35 years, initially and largely today as the leading manufactured home appraisal company in the country. The company also provides industry data. MHVillage continues to be the largest online marketplace for manufactured housing. Statistical Survey provides data and industry reports with market history, trends, and competitive information on manufactured housing, RV, marine, and power sports. The Blue Book, first published in 1936, provides the list value of manufactured homes. NADA provides J.D. Power MH Connect, with separate volumes for new and used homes, as well as access to a database program that were preceded by its old Manufactured Housing Cost Guides published between 1972 and 2013. Today, J.D. Power’s web browser-based
Manufactured Housing A Pioneer Dr. Carlton M. Edwards was true industry pioneer. In the 1950s he began his long career as a mobile home dealer, then developed and directed the Mobile Homes Education Program at Michigan State University. Between 1970 and
manufactured home value application is updated six times per year and is distributed on a subscription basis. Foremost Insurance Group began its popular and oft-referenced biannual surveys of manufactured housing markets in 1979, resulting in Mobile Home Market Facts publications between 1990 and 2018. The format included » MHINSIDER.COM | 61
ALLEN LEGACY
a summary of findings, market trends, key findings,
EducateMHC publishes, via email, a monthly MH-
respondents by state, demographics, and home details.
Shipment Volume & Stock Market Report. Like MHI &
T.R. Arnold & Associates researches and pub-
MHARR, EducateMHC reports IBTS monthly production
lishes DAPIA (Design Approval Primary Inspection
total, but adds monthly and YTD values of the homes
Agency) and manufactured housing inspection-related
produced, based on Dr. Stephen C. Cooke’s current
data for HUD code homes.
standard production value of $43,126 per home. The
Manufactured Housing Institute’s Monthly Economic
EducateMHC Stock Market Report publishes that day’s
Report, using data from IBTS, features the number
stock price for all 10 public manufactured housing and
of new homes produced during the reporting month
land-lease community portfolio firms, as well as the
and total number of new homes produced year to
industry’s composite stock index.
date, as well as a breakdown of single section and
American Community Survey, via the U.S. Census
multi-section homes shipped. MHI also uses the re-
Bureau, researches and publishes the number of new
port to put out the seasonally-adjusted annual rate of
HUD code homes shipped to land-lease communities.
shipments projected for the year.
In the 1990s it was 15 percent, today it is 40 percent
The Manufactured Housing Association for Regulatory Reform uses IBTS data to communicate new home
and growing while the others go on privately-owned, scattered building sites.
production for the month (e.g., in November, reporting for the month of September), as well as for identification of top ten producing states and MHARR’s version of YTD identified as “cumulative production” for the year so far.
62 | 2024 JANUARY / FEBRUARY
Land-Lease Communities Mobile Home Income and Expense: A Park Study published in 1971 by Mobile Home Park Management & Developer magazine appears to be the earliest publication of this sort of data. Craig White, ACM, writing in Manufactured Home Merchandiser magazine, during early 1980s revived interest in manufactured housing industry information, popularizing the magazine among owner/operators. George Allen, CPM, MHM, in 1992 formalized the first Industry wide Standard Chart of Operating Expenses & related Operating Expense Ratios. Other statistical methodologies germane to this source include use of a traditional 3:1 Rule for estimating rental homesite rates, and a New Rule of 72 for estimating capitalized income value of an average community. In 1987, there was the 25 Largest Mobile Home Park Owners, researched and published by Roulac Real Estate Consulting Group of Deloitte Haskins & Sells. The Allen Report debuted in 1989 and continued for 31 years, identifying the 500+/- homesite portfolio players, as well as providing average national physical occupancy, the operating expense ratios, and other community statistics, including tracking of REIT portfolio growth from 1994. Allen Surveyers I-IV, circa year 2000, researched by Laurence Allen, MAI, and George Allen, CPM, focused »
ALLEN LEGACY
on capitalized net income rates, or “cap rates”, per the
and also his “Chapbook of Prayer” and “Chapbook of Business
quality grade of manufactured home communities akin
Management & Wisdom” as well as other interesting titles. Allen
to the outdated Woodall Star System of the 1970s and ABC
can be reached at gfa7156@aol.com, (317) 881-3815 & GFA
classification system that’s been more common 2000.
c/o Box # 47024, Indianapolis, IN. 46247.
Gary McDaniel, before retirement, published a comprehensive comparison of site-built and manufactured home price and price comparisons. For decades, The National Registry of Land Lease Community Lenders identified on an annual basis the 25 largest real estate lenders and the dollar volume of their loan originations. This type of information remains available in Manufactured Home Community Market Update and Financing Handbook published each year by Wells Fargo and its industry partners. MHV George Allen is a nonfiction author, internet blogger, and magazine columnist with expertise in manufactured housing and land-lease communities. He also is a retired lieutenant colonel of U.S. Marines, with a combat tour in the Republic of Vietnam and
Reach Over 30,000 Manufactured Housing Professionals in Print and Online To Advertise, call:
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service during Desert Storm. Read his autobiography, “FromSmittyAlpha6 to MHMaven” available via www.educatemhc.com,
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