May/June 2015 The exclusive magazine of MBIA
MAX FACTOR
Maryland Awards of Excellence
14
A WRAP UP OF BUILDER MART 2015
26
THE DEATH OF THE SUBURBS PART III
30
WHAT’S TRENDING IN DIGITAL MARKETING
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Contact Robert McDonald 1-877-767-1800 Offices in Jessup, MD, Prince Frederick, MD and Chantilly, VA
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May/June 15
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IN THIS ISSUE
14 FEATURES COVER FEATURE
14
MAX AWARDS And the Winners Are...
12
BUILDER MART 2015 The Booths, the Bull & the Beer
26
THE DEATH OF THE SUBURBS PART III The Trouble with Regulation
30
DIGITAL MARKETING What’s New in the Social Media Marketplace
IN EVERY ISSUE 2
EVENTS CALENDAR
10 ENGINEER’S TOOLBOX
40 NEW PRODUCT SPOTLIGHT
4
PRESIDENT’S MESSAGE
34 FINANCIAL REVIEW
42 NEW MEMBERS
6
CEO’S MESSAGE
36 COUNCIL CONNECTIONS
44 STARS CLUB
8
LEGAL BRIEF
38 STATS & FACTS
44 ADVERTISER INDEX
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EVENTS CALENDAR
HBCF’s Bull & Oyster Roast
Ruppert Company Headquarters Kristin Josephson Hogle, Communications Director Laytonsville, MD communications@homebuilders.org May 13 EDITOR
ADVERTISING
Chris Baughan, Advertising Sales Manager 410-265-7400, ext. 121 chris@homebuilders.org
Builder Banker DESIGN Breakfast Heather Winkel, Art Director Crowne Plaza Corinne Thompson, Graphic Designer Network Design Group Rockville, MD ndg@networkmediapartners.com
May 14
HBAM LEGAL COUNSEL Linowes and Blocher
MBIA’s Custom Builder Awards
MID-ATLANTIC BUILDER
is a publication of HBAM Member Services, Inc., a subsidiary of the Home Builders Association of Maryland, Inc., 6030 Greenbelt Daybreak Circle #A150 Marriott PMB 362 Greenbelt, MD Clarksville, MD 21029 410-265-7400, www.homebuilders.org. May 28
ry
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Postmaster: Send address changes to Home Builders Association of Maryland, Inc., 6030 Daybreak Circle #A150 PMB 362 in dates and locations of events *Changes Clarksville, MDcalendar 21029 do occur. Please listed on our
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• The Sustainable Forestry Initiative® program promotes BUILD Maryland text and cover pages are printed on SFI certified Anthem Plus Gloss using soy ink. sustainable forest management.
Contact Eddy Esplund, Tremco Barrier Solutions, to schedule a “Energy Trade-Off Analysis” on your most popular ho BUILD Maryland is published bimonthly by MBIA—the Maryland Building Industry WRB Association, 11825reduce West Market air Place, changes, Fulton, MD 20759. The state- your constru Enviro-Dri can reduce ments and opinions expressed herein are those of the individual authors and do not necessarily represent the views of MBIA. The publisher reserves the right you meet the 2012 IECC code. to accept or reject any editorial or advertising matter at its discretion. The publisher is not responsible for claims made by advertisers. POSTMASTER: Send The Sustainable Forestry Initiative® program promotes sustainable forest management.
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PRESIDENT’S MESSAGE
The exclusive magazine of MBIA
WHAT’S OLD IS NEW AGAIN!
H
ave you purchased your iWatch yet? I must admit that when Apple announced their latest gadget earlier this year, I was rather dubious about this next wave of technology. Yet, as I reflected on many of the past “needless” necessities, I wondered how long it would be before this device would become the next essential part of our daily existence. And to think that technology to date has relegated the wrist watch to all but a historic relic, now brings it back in a new form to become fashionable and necessary once again. Dick Tracy of the 1940’s is now the Uber-cool urbanite of 2015. Isn’t it interesting how trends seem to sneak up and catch you off guard? Even when we try to stay current, there is always something new to challenge us and make us think about our next steps, for the best of us want to stay ahead of the curve and not fall behind it. (I mark this year as the one in which the last of my co-workers finally turned in his Blackberry in favor of a new iPhone!). Yet like the iWatch, sometimes trends come full circle. For years, media experts pushing the Internet have proclaimed the death of traditional advertising media. Yet The Washington Post has seen a resurgence of advertising in its Real Estate section. My company hopped aboard, not only expanding our advertising in print, but radio and other traditional channels as well. Through our online sales consultants, we are reintroducing the human touch to electronic media. Trends are ever evolving, even if repackaged and re-conceptualized. It takes a lot of effort to stay in front of the trend curve. I was fascinated by all of the new technology on display at the International Builder’s Show this year. Walking through MBIA’s Builder Mart, held in March at the Timonium Fairgrounds, trends that I saw nationally were reflected in the many vendors booths at the Fairgrounds, exhibiting a multitude of useful products and services. Suddenly I realized the important role that MBIA plays in helping our members keep up with the latest trends in the marketplace. How vitally important a role this is in helping our businesses and products stay relevant. Speaking of trends, were you able to attend the MAX Awards, held in April at the Turf Valley Resort in Ellicott City? What a great way to catch the best and brightest talent hard at work on new home sales in the greater Washington and Baltimore region. From the latest product design, to the top salespeople, to discovering which companies are hitting it out of the park, MAX offers attendees a front row seat to survival in this finicky market. Check out the winners, movers and shakers inside this issue. If you are shopping for the latest information on new home marketing, make sure to pay close attention to our feature story outlining how to make the most out of your marketing budget, providing strategic insight on where to focus your efforts to achieve the greatest returns. There are fascinating statistics that will make you think twice about your marketing strategy – it is a can’t-miss read. It is truly wonderful to witness first hand all of the hard work our Members perform in support of our Association. It is these efforts that are the underpinning of our organization. I thank everyone who is playing a role in helping MBIA not only become the voice of the building industry TOM BAUM in Maryland, but an industry model for President, MBIA builder associations nationwide.
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May/June 15
2015 MBIA LEADERSHIP EXECUTIVE COMMITTEE President, Tom Baum 1st Vice President, David Lunden Vice President/Advocacy, Baltimore Mkt., Steve Smith Vice President/Advocacy, Washington Mkt., Hillary Colt Vice President/Advocacy, Maryland State Mkt., Steve Breeden Vice President/Advocacy, Eastern Shore, Jeff Caruso Vice President/Associates, Lynn Elahi Treasurer, Kim Palmisano Secretary, Tom Hudson Life Director, Rich Thometz
CHAPTER PRESIDENTS Advocacy/Anne Arundel County, Jim Krapf Advocacy/Baltimore City, Brooke Kaine Advocacy/Baltimore County, David Murphy Advocacy/Carroll County, Jim Mathias Advocacy/Charles County, Doug Meeker Advocacy/Eastern Shore, Bob Purcell Advocacy/Howard County, Jamie Fraser Advocacy/Montgomery County, Raquel Montenegro Advocacy/Prince George’s County, Ken Dunn Advocacy/Southern Maryland, Tom Thomas Advocacy/Upper Chesapeake, Michael Charlton Advocacy/Washington DC, Stephen Alfandre
COUNCIL CHAIRS Builder Mart, Tim Nichols Custom Builders Council, Larry Cafritz Green Building Council, Karen Benner Land Development Council, Sandy Marenberg Multifamily Housing Council, Tom Marshall Professional Women in Building Council, Peggy White Remodelers Council, Joe Smith Sales & Marketing Council, Yvonne Deardorff
MEMBERS AT LARGE Brian Afnan Tim Ellis Howard Katz Mark MacFarland Michael McCann Timothy Morris
Tim Nichols Cindy Plackmeyer Dusty Rood Michael Schueler Robert Spalding
SUBSIDIARIES Builders Development Guaranty Group/President Scott Nicholson Home Builders Care Foundation/President Liza Bowles PUBLISHER Lori Graf, CEO lgraf@marylandbuilders.org EDITOR Kelly H. Grudziecki Director, Internal Communications kgrudziecki@ marylandbuilders.org
ADVERTISING Chris Baughan Sales Manager cbaughan@marylandbuilders.org DESIGN The YGS Group Art Director, Megan Meckley Account Manager, Kali Eskew
Maryland Building Industry Association 11825 W. Market Place Fulton, MD 20759 Ph: 301-776-6242 www.marylandbuilders.org Info@marylandbuilders.org
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CEO MESSAGE
2014 HBAM LEADERSHIP EXECUTIVE COMMITTEE Russell Dickens President
MBIA’S MID-YEAR CHECK UP
Tom Baum
hile housing and the economy have been off to a relatively slow start in 2015, there have been positive developments in the labor market, particularly for housing demand. According to recent data released by the Bureau of Labor Statistics, payroll employment expanded by 295,000 jobs and unemployment dropped to 5.5%. Additionally, home builders and remodelers added 16,700 jobs to the residential construction sector. And on another positive note, the Census bureau reported that the pace of single family construction is up 11.4% year over year and multi-family is up 28.9%. All of this is good news for the Industry and the Association. It is hard to believe that it has been more than nine months since the Maryland-National Capital Building Industry Association (MNCBIA) and the Home Builders Association of Maryland (HBAM) merged to form the Maryland Building Industry Association (MBIA). During that time we have worked hard to erect a bigger and better organization from the solid foundation that both Associations left behind. And helping to cement our position in Maryland as the strongest homebuilding trade association are our more than 1,150 member companies. As we moved through the merger process, our goal was always to create an organization that offers many different things to many different members, from builders, developers and remodelers to professional service providers, and subcontractors. Take a look! MBIA by the numbers: • Over 1,150 member companies • Represents more than 100,000 employees • Covers over 85% of Maryland • Our government relations efforts have saved builders and developers any where from $6,822 to $61,000 per house • Over 9,000 networking opportunities annually at our various events, meetings and classes • More than 30 member-only discount programs • More than 90 events every year, including 25+ industry specific education classes • 39 committees, councils and chapters offering various ways to get involved in the Association • 7 custom publications for our members to learn about what is going on in the Industry and Association Over $20 million worth of in-kind donations of material, labor and financial assistance offered through our non-profit, the Home Builders Care Foundation Our most recent endeavor has been to get our new website, www.marylandbuilders.org, up and running. I encourage you to check it out. There you will find information on everything from upcoming events to industry news to contact information. We hope to make our website a “one stop shop” for the residential building industry in Maryland. As we make our way through 2015, I hope you will continue to be involved and take advantage of all the Maryland Building IndusLORI GRAF try Association offers. CEO, MBIA
Steve Smith
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President Elect
Steve Breeden First Vice President
Lisa Junker Associate Vice President
Secretary
Kimberly Palmisano Treasurer
Scott Armiger Immediate Past President
CHAPTER PRESIDENTS
Jim Krapf Anne Arundel County James Mathias Carroll County David Murphy Baltimore County Russ Robertson Baltimore City James Fraser Howard County Dan Whitehurst Upper Chesapeake
COUNCIL PRESIDENTS Sandy Marenberg
Land Development Council
Bruce Rosenblatt Sales and Marketing Council
Tim Ellis HBAM Remodelers
Thom Marston Maryland Residential Green Building Council
Tim Nichols Builder Mart Chair
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SEPTEMBER/OCTOBER 2014 MID-ATLANTIC BUILDER
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LEGAL BRIEF
NOTICE OF A FOREST CONSERVATION EASEMENT by Casey Cirner, Steve Orens and Rebecca (Becca) Walker, Miles & Stockbridge P.C.
The Maryland-National Capital Park and Planning Commission (M-NCPPC) standard form category I and category II forest conservation easement includes a provision requiring a “specific reference” to the easement in a separate paragraph in “any subsequent deed, sales contract, mortgage, lease or other legal instrument by which any possessory or equitable interest in the Property is conveyed.” There must be numerous instances where the specific reference is omitted from the deed or overlooked. In that event, what happens to the enforceability of the forest conservation easement? The Maryland Court of Special Appeals recently held in Marquis McClure v. Montgomery County Planning Board of the M-NCPPC, 220 Md. App. 369 (2014), that nothing happens to the enforceability of the easement if the subsequent property owner had actual or constructive notice of the easement. Pursuant to the facts in Mr. McClure’s case, the Court of Special Appeals found that he had actual and constructive notice of the forest conservation easement even though there was no specific reference in the deed conveying the subject property to him beyond the standard “subject to” clause – subject to all easements, covenants and restrictions of record. In 2000, Mr. McClure contracted to purchase a vacant 5.21 acre recorded lot in Laytonsville, Montgomery County, MD. The purchase contract referenced a forest conservation easement document recorded among the Land Records for Montgomery County, MD two years earlier by the developer following the adoption of the Montgomery County Forest Conservation Law and included a diagram depicting the location of the
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forest conservation easement boundaries on the lot. The deed conveying the lot to Mr. McClure, however, failed to contain the requisite specific reference to the forest conservation easement and merely included the standard “subject to” clause. Although recorded, the forest conservation easement was not indexed under the tax identification number for Mr. McClure’s lot and was not reflected on the applicable subdivision record plat because the plat pre-dated the effective date of the Forest Conservation Law (a situation that could arise today where a sediment control permit triggers the application of the forest conservation law and recordation of a forest conservation easement). The boundaries of the forest conservation easement on Mr. McClure’s property were brought to his attention five years later when he sought permits for a barn and a fence, but after he built his home and deck, installed pavement, stone and an unpermitted fence, parked trailers, mowed his lawn and grazed horses on the lot. Those actions that occurred within the forest conservation easement were brought to M-NCPPC’s attention by a “friendly neighbor.” In January 2009, M-NCPPC issued a notice of violation to Mr. McClure and a civil citation was issued in February 2009. The Planning Board conducted an administrative enforcement hearing a year later, and two years after that, issued an opinion imposing a $102,378.80 fine and ordering five corrective actions. Not surprisingly, Mr. McClure challenged the Planning Board’s action in court. Despite the fact that the deed to Mr. McClure did not specially reference the forest conservation easement, the Court found that he had actual and construc-
tive notice of the easement, binding him to its terms and enforceability. The Court concluded Mr. McClure had actual knowledge because he executed the purchase contract, which included a signature acknowledging receipt of a copy of the easement, execution of an addendum that referenced the easement and a signature on the contract diagram depicting the easement boundaries on the lot. The Court also determined that Mr. McClure had constructive knowledge of the easement, meaning that he was bound by all express encumbrances on the lot, which could have been found in the public records, even if the encumbrance is not in the direct chain of title. The Court noted that a diligent title search (covering 60 years) would have revealed the forest conservation easement, despite the failure of it to be indexed properly or referenced in Mr. McClure’s deed. Although enforceability of the forest conservation easement may not hinge on the inclusion of a specific reference in a subsequent deed conveying the property, do not forget that there is still an obligation under the easement terms to include one. The opinions and legal positions asserted are those of the authors and do not necessarily reflect the opinions or positions of Miles & Stockbridge P.C., or its other lawyers. Casey Cirner, Steve Orens and Rebecca (Becca) Walker practice land use and real estate law at the Rockville office of Miles & Stockbridge P.C. They concentrate their practice in the areas of zoning, municipal law, litigation and land use regulation and can be reached at 301-762-1600 or at www.milesstockbridge.com. Please note that internal legal citations are available upon request.
May/June 15
4/24/15 12:30 PM
marylandbuilders.org
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ENGINEER’S TOOLBOX
STORMWATER REDUX BY PEARCE WROE, P.E., STEPHEN CRUM, P.E. AND MACRIS, HENDRICKS & GLASCOCK, P.A.
INTRODUCTION The state of the art of stormwater management practice has evolved over the past five years as “grandfathered” projects move into the construction phase and new projects are designed incorporating “environmental site design.” Here are a few of things we’ve learned in the past five years. BACKGROUND The State of Maryland enacted the Stormwater Management Act of 2007, adopting new regulations for how stormwater was to be managed for developing or redeveloping properties. In January 2007 the stormwater manual was updated to incorporate the changes in Maryland stormwater law. These changes effectively moved Environmental Site Design (ESD) from the back of the manual to the front; by now every builder/developer in the State of Maryland knows what “ESD to the MEP” means. WHAT HAVE WE LEARNED IN THE PAST FIVE YEARS? Stormwater drives the design- It was common practice in the halcyon days of stormwater management “pond” design to begin a new project by laying out the roadways and lots; keeping in mind that somewhere there needed to be space for the stormwater management facility, and then later in the design process, shoehorning in these facilities. Those days are gone; the prudent site designer begins a new project with only the roughest idea of roadway alignments before considering stormwater management. In fact, stormwater management often drives the design every bit as much as zoning and other environmental constraints. ESD practices take up spaceAlthough ESD practices are generally
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small scale when compared to best management practices (BMP’s), they do take up site area. Due to limitations on drainage area treated and ponding depth, ESD practices are considerably more numerous and are not as scalable as BMP’s. Under BMP design, as the drainage area increased, the size of the BMP also increased; under ESD design, as the drainage area increases, the number of ESD facilities increases. Some agencies still believe that stormwater is a secondary design element- For example, transportation departments are reluctant to allow stormwater management facilities within their rights-of-way. Local transportation departments have been slow to incorporate ESD practices into their standard roadway sections; this is slowly changing. Closer coordination between ESD facilities and other utilities is requiredMany ESD facilities are on-lot and this creates a coordination issue with other utilities, especially service connections; utility companies are accustomed to making “straight line” connections between the distribution mains and the dwelling. Many ESD practices are often not obvious in the field, particularly during construction. These service connections must now be routed around these ESD facilities. Regulatory agencies are still distrustful of the end user- Some regulators discourage or disallow certain ESD practices on the grounds that the future homeowner will simply remove the facility, overtly or inadvertently, after the initial dwelling construction. The effectiveness of ESD practices is highly dependent on tributary drainage area; diverting additional drainage to an ESD facility will cause the failure of that facility and diverting drainage
away from the facility results in the loss of management. Maintenance responsibility- As with most things in the built environment, ESD practices need periodic maintenance. With BMP facilities, the maintenance responsibility was often delegated to a homeowners association or to a county or municipal department. Since ESD practices are, to a greater extent, on-lot, the maintenance responsibility falls to the homeowner. Conventional stormwater easements have not kept pace with ESD practices- Describing the area surrounding a stormwater management facility and creating an easement was a routine matter when there were a limited number of facilities serving a given project. Describing the location, in three dimensions, of a green roof on a yet to be constructed building, however, is a different matter entirely. SUMMARY More than ever, stormwater management must be integrated into the site design, the earlier in the design process the better. Education is still required to inform homeowners as to the importance of ESD facilities. There are still some issues to be worked out with regard to maintenance, easements, and coordination. Environmental Site Design continues to be the law of the land; the engineering community is working hard to integrate and adapt ESD practices into the fabric of the built environment. Pearce Wroe heads up the Water Resources Section at Macris, Hendricks, and Glascock, P.A. (MHG). Stephen Crum is a Principal with MHG. They can be reached at (301) 670-0840 or pwroe@mhgpa.com or scrum@mhgpa.com respectively.
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BUILDERMART 2015 • Nearly 4,000 attendees • Over 50 NEW exhibit booths • 6,000 oysters eaten and their shells recycled • Nearly 500 photos taken over the course of the day. Visit buildermart.org • Attendees walked an average of 3 miles during the show • Over 2 hours of live music with Misspent Youth at the After Party • Just 10 months until Builder Mart 2016 on March 23
• More than 350 people listened to key note speaker Sugar Ray Leonard
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“Excellent show. Builder Mart does a great job of creating face time for the exhibitors, which many shows don’t get. We’ll definitely be back.” –Potomac Valley Brick
BOOTH WINNERS SINGLE BOOTH
THE SIMMONS MANAGEMENT GROUP, INC. MULTI-BOOTH
PINNACLE STONE PRODUCTS ISLAND
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MAXFactor Sales people, floor plans, model homes and more were recognized for their outstanding achievements at the Maryland Awards of Excellence (MAX) Awards dinner last month. Sponsored by MBIA’s Sales & Marketing Council, this prestigious program celebrates some of the best and brightest our industry has to offer.
OUTSTANDING
PRODUCT LARGE VOLUME 55+ DETACHED $300,000 - $399,999
Company: Caruso Homes Model: Haydn City: Centreville, MD
LARGE VOLUME 55+ DETACHED $400,000 - $499,999
Company: Williamsburg Group Model: Ellicott II City: Glen Burnie, MD
LARGE VOLUME SINGLE FAMILY $300,000 - $399,999
Company: Bob Ward Homes Model: Augusta City: Joppa, MD
LARGE VOLUME SINGLE FAMILY $400,000 - $499,999
Company: K. Hovnanian Homes Model: Lancaster City: Brandywine, MD
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May/June 15
4/24/15 12:31 PM
LARGE VOLUME SINGLE FAMILY $500,000 - $599,999
Company: Caruso Homes Model: The Rembrandt City: Accokeek, MD
LARGE VOLUME SINGLE FAMILY $600,000 - $699,999
Company: K. Hovnanian Homes Model: Delaware City: Woodstock, MD
LARGE VOLUME SINGLE FAMILY $600,000 - $699,999
Company: Beazer Homes Model: Brookview City: Reisterstown, MD
LARGE VOLUME TOWN HOME $300,000 - $399,999
Company: K. Hovnanian Homes Model: Sandlewood II City: Dundalk, MD
LARGE VOLUME TOWN HOME $300,000 - $399,999
Company: Lennar Model: Ellicott City: Hanover, MD
LARGE VOLUME TOWN HOME $500,000 - $599,999
Company: Beazer Homes Model: Patriot City: Baltimore, MD
marylandbuilders.org
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LARGE VOLUME TOWN HOME $500,000 - $599,999
Company: Williamsburg Group Mode: Dupont City: Fulton, MD
LARGE VOLUME TOWN HOME $600,000 - $699,999
Company: Williamsburg Group Model: Woodley Park City: Fulton, MD
LARGE VOLUME CUSTOMIZED HOME $850,000 - $999,000
Company: Williamsburg Group Model: Georgetown City: Fulton, MD
LARGE VOLUME CUSTOMIZED HOME $850,000 - $999,000
Company: Williamsburg Group Model: Customized Wellington City: Clarksville, MD
SMALL VOLUME TOWN HOME $200,000 - $299,999
Company: Sage Custom Homes/Marenberg Enterprises Model: The Arbutus City: Landsowne, MD
SMALL VOLUME TOWN HOME $300,000 - $399,999
Company: Capitol Homes Model: Potomac City: Washington, DC
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May/June 15
4/24/15 12:31 PM
SMALL VOLUME TOWN HOME - $400,000 - $499,999
Company: Procopio Family Homes Model: End of Group City: Nottingham, MD
Your houses. Our land. (Imagine the possibilites.)
SMALL VOLUME MULTIFAMILY/CONDO $200,000 - $299,999
Company: Capitol Homes Model: James City: Washington, DC
Reese Road, Anne Arundel County, MD 30 single family finished lots $205,000 per lot Greenfields @White Marsh Bird River Road, White Marsh, MD 37 single family finished lots $135,000 per lot Phase II 59 single family recorded lots $55,000 per lot
Curtis Farm TDRs Howard County, Maryland 11 eastern TDRs which transfer and add density to subdivisions in eastern Howard County at a density of 1 TDR per 1 additional single family lot 1 TDR for 2 additional town home lots 1 TDR for 3 additional multi-family units $60,000 per TDR
Townhome Lots S. Dolfield Road, Owings Mills, MD $30,000 per lot
Woodlawn Aberdeen, Maryland 103 single family lots plus 14 acre parcel zoned R-3 $6,800,000
SMALL VOLUME MULTIFAMILY/CONDO $300,000 - $399,999
Company: Capitol Homes Model: Maddox City: Washington, DC
Stephen J. Ferrandi, Director of Land Brokerage • Accredited Land Consultant (ALC) licensed through
marylandbuilders.org
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• 410-290-1110
17 4/24/15 12:31 PM
SMALL VOLUME CUSTOMIZED HOME $400,000 - $499,000
Company: Mid-Atlantic Builders Inc. Model: The Modena City: Brandywine, MD
SMALL VOLUME CUSTOMIZED HOME - $500,000 - $599,000
Company: Mid-Atlantic Builders Inc. Model: The Sorrento City: Upper Marlboro, MD
SMALL VOLUME CUSTOMIZED HOME $700,000 - $849,999
Company: Goodier Baker Homes Model: The Palmer City: Reisterstown, MD
SMALL VOLUME CUSTOMIZED HOME $850,000 - $999,000
Company: High Performance Homes Model:The Rochelle City: Gettysburg, PA
SMALL VOLUME CUSTOMIZED HOME $1M - $1.49M
Company: Goodier Baker Homes Model: The Robinson City: Phoenix, MD
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SMALL VOLUME CUSTOMIZED HOME $1.5M - $2M
Š2013 California Closet Company, Inc. All rights reserved. Franchises independently owned and operated. MHIC 28991
Designs for every room.
Company: Goodier Baker Homes Model: The Grant City: Owings Mills, MD
Custom designed storage solutions to fulfill your dreams and suit your lifestyle. Call us today for a complimentary in-home design consultation. LARGE VOLUME CLUBHOUSE
Company: Beazer Homes Model: Clubhouse City: Millville, DE
BALTIMORE Sulphur Spring Rd.
410.247.8088 CaliforniaClosets.com
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SEVERNA PARK Park Plaza
marylandbuilders.org
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OUTSTANDING
MERCHANDISING CLUBHOUSE
Companies: P Four and Beazer Homes Model: Clubhouse City: Millville, DE
55+ ATTACHED $500,000 - $599,999
Company: Beazer Homes Model: Willow City: Ellicott City, MD
SINGLE FAMILY $300,000 - $399,999
Company: Bob Ward Companies Model: Augusta City: Joppa, MD
SINGLE FAMILY $400,000 - $499,999
Companies: K. Hovnanian Homes and Model home Interiors Model: Lancaster City: Brandywine, MD
SINGLE FAMILY $600,000 - $699,999
Company: P Four Model: Cannonridge City: Waldorf, MD
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SINGLE FAMILY $700,000 - $849,999
Companies: Interior Concepts, Inc. and NV Homes Model: Remington Place II Germantown, MD
SINGLE FAMILY $850,000 - $999,999
Company: Beazer Homes Model: Lexington III City: Laurel, MD
SILVER MERIT - SINGLE FAMILY $850,000 - $999,999
Companies: Interior Concepts and Mitchell & Best Homes Model: Hamilton II City: Fulton, MD
SINGLE FAMILY $1,000,000+
Companies: Builders Design and Beacon Crest Homes Model: The 8106 City: Bethesda, MD
TOWN HOME $300,000 - $399,999
Companies: P Four and MI Homes Model: Claremont City: Severn, MD
TOWN HOME $400,000 - $499,999
Companies: P Four and MI Homes Model: Dickinson City: Severn, MD
marylandbuilders.org
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TOWN HOME $500,000 - $599,999
Company: Beazer Homes Model: Patriot City: Baltimore, MD
SILVER MERIT - TOWN HOME $600,000 - $699,999
Company: Richmond American Homes Model: Key’s Overlook City: Baltimore, MD
TOWN HOME $600,000 - $699,999
Companies: P Four and Ryland Homes Model: Middleburg City: Gaithersburg, MD
TOWN HOME $700,000 - $849,999
Companies: Builders Design and Comstock Homes Model: Graham City: Rockville, MD
TRANSFER SINGLE FAMILY $600,000 - $699,999
Company: Beazer Homes Model: Pembrooke III City: Baltimore, MD
TRANSFER SINGLE FAMILY $700,000 - $849,999
Company: Caruso Homes Model: Kingsport City: Upper Marlboro, MD
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OUTSTANDING
SALES &
MARKETING
TRANSFER TOWN HOME $300,000 - $399,999
Companies: Ryland Homes and Model Home Interiors Model: Dorsey City: Columbia, MD
ASSOCIATE MARKETING Oustanding Brochure House of the Sun Custom Property Brochure
The Bob Lucido Team of Keller Williams Select Realtors
Outstanding Green Marketing
Outstanding Print Ad-B&W Howard County Times & Columbia Flyer
Creig Northrop Team of Long & Foster Real Estate
Outstanding Print Ad-Color Baltimore Sun Wrap
Creig Northrop Team of Long & Foster Real Estate
Outstanding Promotional Item Tote Bag
The Bob Lucido Team of Keller Williams Select Realtors
Outstanding Sales Center
Sorrento Sales Center for Mid-Atlantic Builders, Inc. NDG Communications
Outstanding Social Media Campaign
Pulse & Standout Campaign Oneil Interactive
Outstanding TV Campaign Jonathan Ogden Commericals
Companies: Interior Concepts, Inc. and Craftmark Model: Annapolis City: Annapolis, MD
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Best of Howard County Poll
Outstanding Website
Creig Northrop Team of Long & Foster Real Estate
TRANSFER TOWN HOME $500,000 - $599,999
Outstanding Use of the Internet
Outstanding Logo
Outstanding Multi-Media Campaign
Model: Ballard City: Columbia, MD
Creig Northrop Team of Long & Foster Real Estate
The Bob Lucido Team of Keller Williams Select Realtors
The Bob Lucido Team of Keller Williams Select Realtors
Companies: Ryland Homes and Builders Design
Drone Photography and Matterport Technology
Caruso Homes
Energy Elite Campaign
TRANSFER TOWN HOME $400,000 - $499,999
Outstanding Use of New Technology
The Bob Lucido Team of Keller Williams Select Realtors
Outstanding Use of Direct Mail Whitehall Brochure
The Bob Lucido Team of Keller Williams Select Realtors
www.northropteam.com
Creig Northrop Team of Long & Foster Real Estate
BUILDER MARKETING Outstanding Website www.carusohomes.com Caruso Homes
Outstanding Use of the Internet
Custom CRM for A&G Management Oneil Interactive
Outstanding Community Brochure
The Oxford Square Brochure Lennar Homes
Outstanding Use of New Technology
Villages of Savannah Touchscreen for Mid-Atlantic Builders, Inc. NDG Communications
Outstanding Direct Mail Piece
Doorhanger for Eastchurch Community
Richmond American Homes
Outstanding Color Print Ad The Hometown Builder Ad Caruso Homes
Outstanding Multi-Media Campaign
The Red Tag Campaign Caruso Homes
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SALES PEOPLE
Overall Salespeople of the Year
Betsy Marshall & Matt Violette, Beazer Homes
Most Dedicated Salesperson of the Year
Heather McCullouch, Dan Ryan Builders
Salesperson of the Year
Single Family Home Gail Adkins, Lennar Homes
Sales and Construction Team of the Year Julie Via & Jason Vaszil, Ryland Homes
Sales & Marketing Manager of the Year
Tom Baldwin, Caruso Homes
Sales Manager of the Year Bryan Taylor, Lennar Homes
Rookie of the Year
Jyssica Stein, Beazer Homes
Selection Center Manager
Salesperson of the Year
Liz Friedman, Beazer Homes
Sales Team of the Year
Angela Hawkins, Caruso Homes
Betsy Marshall & Matt Violette, Beazer Homes
Exceptional Effort
Sales Team of the YearSilver Merit
Multi-Family Sales Person of the Year
Townhome Mindy Bush, Bozzuto Homes
Roseann Griffin & Michael Kotishion, Ryland Homes
Exceptional Sales from a Trailer
Dar Mohamed, Bozzuto Homes
Hank Kodan, Caruso Homes
RESIDENTIAL WARRANTY COMPANY, LLC
marylandbuilders.org
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T he
DEATH
of the SUBURBS PART III BY DAVID S. THALER, PE, LS, F. ASCE, F. NSPE AND VICTORIA M. BALLESTERO, EIT, D. S. THALER & ASSOCIATES, INC.
THE TROUBLE WITH REGULATION
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I
f you owned a piece of property and the government acquired it, you would of course be entitled to compensation. This is a concept that dates back at least to the time of the Magna Carta and is protected by the Fifth Amendment of the Bill of Rights which simply states “… nor shall private property be taken for public use, without just compensation.” For centuries, the takings clause and its antecedents were intended to require compensation when private property was physically acquired. But what happens when the value of land is “taken” by the effect of a law? Is compensation required? This is the problem of regulatory taking—when a regulation affects the value of property without actual, physical appropriation. It is upon this area of jurisprudence that modern regulatory and environmental law is founded and only recently has there been clear guidance from the Supreme Court. The first great takings case was heard by the Supreme Court in 1922 and it wasn’t until 2005 that the takings law was substantially clarified.
PENNSYLVANIA COAL The granddaddy of all takings cases is Pennsylvania Coal v. Mahon (260 U.S. 393) decided by the Supreme Court in 1922. The Pennsylvania Coal Company owned extensive tracts of land
in northeast Pennsylvania. It sold the surface rights but retained the rights to mine the subsurface coal. In July 1889, there was a mine collapse caused by “robbing the pillars.” Subsequently, Pennsylvania enacted a law requiring the company to retain pillars of unmined coal to prevent surface subsidence. After the State adopted the regulation, Pennsylvania Coal argued that the inability to mine the pillars (only 2% of coal—a negligible amount) was a taking. Writing for the Court, Justice Holmes held the statute to be unconstitutional and wrote one of the most quoted of Supreme Court maxims: “… (t)he general rule at least is that while property may be regulated to a certain extent, if regulation goes too far it will be recognized as a taking.” But of course the question is: How far is too far?
EUCLID V. AMBLER REALTY Shortly after Pennsylvania Coal, in 1926, the Supreme Court heard the first zoning case. Although three-quarters of the value of Ambler Realty’s land in Euclid, OH was “taken” by zoning to low-density residential use, the Court upheld the concept of zoning as a permissible exercise of the Police Power and not an unconstitutional taking. In that case, the court found that the regulation had not gone too far.
What happens when the value of land is “taken” by the effect of a law? Is compensation required?
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PENN CENTRAL
LORETTO
It was 50 years before the Supreme Court took up another takings challenge and it was a doozy. Penn Central owned the beautiful Beaux Art Grand Central Terminal and proposed building an enormous, 50-story tower in the Bauhaus style in the air space above. The property had been designated a “landmark” by the New York City Landmarks Preservation Commission, which refused to approve plans for construction. Penn Central argued that denial of its plans constituted a taking. The Court held that denial of the right to use air space did not constitute a taking and further opined that the determination of a taking under the Fifth Amendment had to be made on a case-by-case basis with three prongs of consideration: • The economic impact of the regulation • The extent of regulatory interference with “distinct investment backed expectations” • The character of the government action The Court also held that the use of the existing station constituted a reasonable return on Penn Central’s economic interests.
New York City passed a law requiring landlords to install cable TV facilities on the roof of their buildings as part of a citywide network to bring cable service to the entire city. The case wound its way to the Supreme Court where the City argued that the Court should apply a balancing test and that the harm to the landlord was de minimis in comparison to the community benefit, but the Court decided otherwise. It held that there was a per se rule requiring compensation whenever there is a permanent physical occupation of property without regard to the importance of the public benefit or how minor the harm to the owner.
LUCAS In another case, David Lucas bought two lots on the Isles of Palms, a barrier island in South Carolina where he intended to build homes. At the time he purchased the lots, they were not subject to coastal zone building restrictions, but a law adopted after his purchase prohibited any permanent structures on his property. Lucas sued, claiming that the prohibition was a taking which deprived him of all economically viable use of his property. In an opinion authored by Justice Scalia, the Supreme Court reversed the lower court and adopted a new per se “categorical” takings rule holding that a taking occurs whenever a land use regulation deprives a land owner of all economically beneficial use.
NOLLAN AND DOLAN The Nollans owned Pacific Coast beachfront property and wanted to demolish an existing bungalow to build a new, three-story home. In exchange for the permit, the California Coastal Commission demanded a lateral easement across the Nollan’s property. The Coastal Commission argued that the easement was required to promote the legitimate state interest caused by the “blockage of the view of the ocean” resulting from the construction of the larger home. Writing for the Court, Justice Scalia said there was no rational nexus, that is, there was no linkage between the blockage of the view and the demand for the access easement and so struck down the requirement. In a companion case, Dolan v. City of Tigard 512 U.S. 374, Mrs. Dolan wanted to double the size of her plumbing supply-store in the City of Tigard, OR. The City proposed a pedestrian/bicycle path to encourage alternatives to cars in the congested business district and required Mrs. Dolan to dedicate part of her property for public use. To justify this exaction, the City argued that the path would relieve congestion on nearby streets. In addition to restating the essential nexus requirement, the Court adopted a “rough proportionality” test requiring that the permit requirement be roughly proportional to the impact generated.
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LINGLE V. CHEVRON In Lingle v. Chevron USA Inc. 544 U.S. 528 (2005) the Supreme Court clarified takings jurisprudence. After Hawaii enacted a statute limiting the rent oil companies could charge their lessee/operators, Chevron sued. In her last opinion while on the Court, Justice O’Connor analyzed the state of the law and wrote that while the Supreme Court decisions were not unified, they did have a common touchstone. “Each aims to identify regulatory actions that are functionally equivalent to the classic taking in which government directly appropriates property or ousts the owner from his domain.” So, where are we? Takings jurisprudence has finally gelled into a reasonably coherent form as a result of the Lingle case. In her opinion, Justice O’Connor identified four theories upon which a compensable finding of a regulatory taking can be based: 1. “Where government requires an owner to suffer a permanent physical invasion of their property” however minor, it must provide compensation—Lorretto 2. Where government has completely deprived an owner of “all economically beneficial use” of his property, a taking has occurred, except to the extent that “background principles of nuisance and property law” independently restrict the owner’s use of the property—Lucas 3. For regulatory takings, that take less than all, the three prongs of Penn Central must be considered—Penn Central, and 4. For exactions, a demand for land, money or improvements made as the condition of a permit, the permit condition must have a rational nexus and be roughly proportional to the impact of the proposal—Nollan and Dolan Justice O’Connor’s opinion in Lingle may become the one for which she is most famous, but even with that clarification, the Supreme Court has failed to answer the original question: when exactly has a regulation gone too far? The answer seems to be that each case must be judged on its own individual merits according to the principles laid out by the Court. David S. Thaler, PE, LS, F., ASCE, F., NSPE is the President of D.S. Thaler & Associates, Inc., a civil and environmental engineering firm in Baltimore, Maryland, which has designed hundreds of communities. Repeatedly honored, he is a Fellow of both the American Society of Civil Engineers and the National Society of Professional Engineers, and is Guest Scholar at the University of Baltimore School of Law. He has published more than 200 articles and four books, and has won numerous life time achievement awards. He also holds both the highest professional engineering award in Maryland, which was named in his honor, and the Maryland Distinguished Service Cross, Maryland’s highest military honor. He can be reached at dsthaler@dsthaler.com. Victoria M. Ballestero, EIT is a civil and environmental engineer with D. S. Thaler and Assoc., Inc. She can be reached at vballestero@dsthaler.com.
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With 40 years of residential, commercial, and institutional land development engineering experience, DST&A can ef�iciently and creatively help to transform raw land and redevelopment sites into thriving communities.
Land Planning
Civil Engineering
Environmental Engineering Surveying
Landscape Architecture
Feasibility Studies
Land Use Consulting
www.dsthaler.com 7115 Ambassador Road Baltimore, Maryland 21244 info@dsthaler.com
410.944.3647
4/24/15 12:32 PM
Taking the Pulse of
Digital Marketing BY DENNIS O’NEIL, ADAM VAN BAVEL AND BEVERLY BANKERT, ONEIL INTERACTIVE ost of you know of John Wanamaker’s famous quote, “Half the money I spend on advertising is wasted; the trouble is I don’t know which half.” We’re pretty certain that Mr. Wanamaker would have loved digital marketing and all of the real data that comes along with it. While we can’t trace every dime, technology gets us closer each day. What we can measure today is lightyears ahead of what we could just 10 years ago. Despite these advancements, data alone rarely tells the whole story. We can look at piles of numbers, charts, and correlations, but motivations are often obscured. Valuable interpretation of the data requires hearing directly from those on the front lines. Each year, ONeil Interactive conducts a comprehensive survey of new home marketing managers inside the offices of home builders across the country. Additionally, ONeil Interactive collects data from the Google Analytics accounts of participating builders. Based on thousands of survey responses, and millions of pageview metrics, the Marketing Pulse report is developed. The digital strategy team invests enormous effort is going deeper than the data. We combine the survey responses and the data points to find the real trends and real stories. This year’s Marketing Pulse survey spawned four key narratives. Some of these may come as a surprise to you, and some may not, but they’re all based on fact. Let’s take a look.
M
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ONLINE SALES COUNSELOR
ADOPTION RATE GOOGLE AND THE MOBILE PHONE ARE THE PATH TO WORLD DOMINATION The most obvious goal of digital marketing? More website traffic. While it may not be any surprise that Google is where builders get the majority of their web traffic, it may surprise you how fast Google is growing. Traffic coming from Google to builder websites jumped from 52% in 2013 up to 62% in 2014. No other traffic source was even close. Google’s 62% share was more than four times that of its closest competitor, direct traffic (when a user directly types your domain into their web browser). Yahoo and Bing combined don’t even break 10%. Directory websites like Realtor.com, Move.com, Zillow? No. Not even close. Google has dominated web traffic for several years and their dominance continues to grow at a quick pace. This position and the general lack of a close competitor compels us to recommend investing deeply into long-term favorability with Google. ONeil Interactive has beaten the proverbial mobile drum for many years. We began tracking mobile device impact on builder website traffic in 2011 when it accounted for an unimpressive 6.2% of all traffic. The 2014 average share for mobile traffic was 47%, but during some months mobile came out on top, exceeding that of desktop traffic. 2015 might just be the year when mobile traffic wins the race and doesn’t look back. Don’t just take our word for it. Google conducts many consumer surveys of its own. They want to know their users just as bad as we do. According to a recent Google study, in June of 2013, mobile phones accounted for 27% of total searches related to buying a home – up 19% since the previous year. Mobile searches for open houses also increased 36% year over year, when desktop searches stayed the same1. This part of the path is clear. Every single marketing strategy accounts for the Google effect and the mobile user experience.
GOOGLE, MOBILE, & WORLD DOMINATION 36%
47% 62%
2013
62% of all builder web traffic comes from Google.
54% 62%
2013
2014
The % of builders that currently have an OSC or will be adding an OSC in the coming 12 months. oneilinteractive.com
THE ONLINE SALES COUNSELOR DEBATE CONTINUES Two years ago, ONeil Interactive referred to the Online Sales Counselor role as a “short-term solution…and a dependency drug we’re dealing to our sales teams.” It remains one of ONeil Interactive’s most discussed and hotly debated blog posts to date, but were these remarks off base? The jury is still out, but it appears by analyzing our survey results that more builders are expanding their sales teams and hiring an Online Sales Counselor. According to our survey, 62% of respondents currently have an Online Sales Counselor on board or plan to in 2015 – a small, but notable increase from the 54% figure we reported last year. The Online Sales Counselor was widely promoted as an essential sales role for some time, and at this point we’re unsure whether to downgrade our position from a dependency drug to a questionable supplement. Is it accurate to say that builders now require someone to manage and promptly respond to their e-leads? Or, do the onsite sales agents require a swift kick out the rear door for shortfalls in prospect follow-through? The numbers indicate an industry split on the subject, but as we watch this trend line slowly climb each year we cannot ignore the fact that the Online Sales Counselor is now regarded as an integral part of the new home sales team by many builders. As most industries shift their message and experience from selling-centered to buying-centered, it’s worth asking the question… Is the consultative and nurturing personality of an Online Sales Counselor really just what tomorrow’s consumer expects from every salesperson they meet; online and onsite?
2014
15%
Direct
The #2 traffic source, at 15%, is less than ¼ of Google’s traffic.
% Of Mobile Device Traffic oneilinteractive.com
marylandbuilders.org
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FACEBOOK IS A BRIDGE
TO MOBILE USERS
63%
37%
80
59
% New Visits
% New Visits
Measuring all the traffic facebook sends to homebuilders, 63% comes from mobile. Among those mobile visitors, 80% had not previously been to your mobile website. oneilinteractive.com
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FACEBOOK IS YOUR BRIDGE TO MOBILE USERS Earlier we discussed that half of home shoppers are using mobile devices during their search, but how do you make sure they find you on that small screen? It’s commonly agreed that social media – Facebook included – isn’t a requirement for marketing success. While that statement can be heavily debated, Facebook may allow you to reach your audience in a way you never considered. As you know, Facebook is well behind Google as an overall traffic source to builder websites, but most of our survey respondents report that it is regularly in their top five and climbing. What kind of traffic does Facebook send to builder websites? According to our Marketing Pulse Survey, far more than half (63%) of the traffic Facebook sent to home builder websites came from mobile devices. This far exceeds the 47% overall mobile traffic share, identifying Facebook as a rich source of mobile-based users. According to Business Insider, in 2014 Facebook accounted for 19% of the aggregate mobile traffic in North America2. That means that nearly 20% all mobile phone internet usage is controlled by Facebook. Let that sink in. Do you want to reach mobile users? If so, you’ll find them on Facebook. SOCIAL MEDIA HITS ITS STRIDE Let’s take a step back from Facebook and consider social media as a category.
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If you have been following the Marketing Pulse Report over the past few years, you know we like to keep a close eye on the influence and effectiveness of social media campaigns. As a digital marketing agency specializing in the builder industry, it’s quite exciting to watch the community not only embrace Facebook, Google+, Twitter, Instagram and YouTube, but also report boosts in exposure and sales thanks to these (and many other) social channels. We think builders’ attitudes on social media have come a long way in a short time. Just a few years ago, our recommendations to branch out into the social media space were often shot down with clients’ blank stares. Some grasped the potential and others didn’t, which is usually the case when injecting something new into the marketing mix. That said, our persistence prevailed and many skeptical clients now praise social media as a powerful sales tool that increases builder brand, credibility, leads, and yes, sales. According to this year’s Marketing Pulse Report, a whopping 73% of builders surveyed say their social media efforts have been “effective” or “highly effective.” This is a substantial leap from the 58% figure we reported just one year ago. Impressive data, but we wanted to dig a bit deeper and determine if this high level of satisfaction was based on feeling or fact. Our follow-up question asked whether they were able to track a “direct business benefit from social media participation.” We were floored yet again when we learned 52% of respondents credit direct leads and sales to their social campaigns. The takeaway? In a nutshell, these efforts are paying off. So don’t be shy, make your presence known in the social media marketplace. Many people are there… including your customers and your competition.
SOCIAL MEDIA
HITS IT’S STRIDE 2014
The percentage of builders who can track direct leads from social media participation.
73
%
2013
2014
58
%
52%
The percentage of builders who say that their social media efforts are “Effective” or “Highly Effective”
2013
42% oneilinteractive.com
Dennis O’Neil, Adam Van Bavel, and Beverly Bankert make up the digital strategy team at ONeil Interactive. The team tears through data, generates transformational ideas, and implements ground-breaking digital marketing for home builders across the United States. You can read more of their insightful commentary at ONeilInteractive.com. SOURCES:
1. https://www.thinkwithgoogle.com/features/house-hunting-season.html 2. http://www.businessinsider.com/facebook-and-youtube-account-foralmost-40-of-all-mobile-internet-traffic-2014-12
Innovative Builder Solutions You Build The Homes, We Build Your Business! • Over 50 years of combined New Home Sales, Marketing, and Managment experience • Hands on approach • Staffing only top New Home Sales Professionals • Continual Sales Training • Innovative, passionate, and effective marketing • Market Studies • Full involvement in your New Home Sales business Earl Robinson and Terri Hill Earl@innovativebuildersolutions.com Terri@innovativebuildersolutions.com 410-979-7740 marylandbuilders.org
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FINANCIAL REVIEW
FINANCIAL BLUEPRINT: HELPING YOUR CLIENTS UNDERSTAND THEIR FINANCING OPTIONS By Lynne Pulford, Sandy Spring Bank
Professional homebuilders are familiar with the confusion among their clients regarding the best option for financing home projects. As a bank, we too have clients who approach us with questions and uncertainty about how to navigate these waters. Being able to provide informed counsel regarding home construction lending, however, can serve as a valuable asset to your clients. There are two main approaches to construction financing. In the first, the builder carries the loan on their business
line of credit, and in the second, the client obtains construction financing that eventually converts into a permanent mortgage. In many cases, the latter approach makes the most sense for both parties, and here are some reasons why FREES-UP THE BUILDER’S LINE OF CREDIT For the builder, having the client obtain a construction loan may be best alternative. It keeps their line of credit available for other projects, such as larger housing
developments or land acquisition for future build sites. PROVIDES THE CLIENT INTEREST RATE SECURITY Interest rate risk is a concern to many consumers today. Most lenders offer a One-Time Close, or a construction-permanent loan, which is a short-term construction loan followed by a longterm permanent loan. The client is permitted to “lock-in” the rate for their permanent loan, eliminating the risk of rising interest rates. Many lenders will also allow the client to “float-down” the interest rate on the permanent loan if rates have dropped. INCREASED CLIENT SATISFACTION Many construction projects are for custom-designed homes, so it is important for the client to be engaged throughout the entire process. A client who is also the borrower is typically a more involved partner, which can help reduce miscommunication and ensure satisfaction with the finished product. It is important for you and the client to explore all of the financing options available. As the builder, you can play a pivotal role in guiding your client through this important decision. Working with an experienced construction lender can also help ensure that you both have the information you need to make an informed financing decision. Lynne Pulford is the Senior Vice President of Sandy Spring Bank’s Mortgage Division. During her 27 year career, she managed the various departments of residential retail and wholesale production, operations, construction administration, underwriting and secondary marketing.
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Gaithersburg Area Call
Baltimore Area Call
BRIAN WHITE
MICHAEL HOWES
301.330.1399
2014 HBAM Directory + Membership Blueprint
G50098_MayJun15.indd 35
410.590.5209
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marylandbuilders.org
BUILD MARYLAND
35 5
4/24/15 12:32 PM
COUNCIL CONNECTIONS
REMODELING 101 by Joe Smith, President, MBIA’s Remodeling Council
We are in the middle of an exciting growth period in the remodeling sector for the first time in a long while. Most of my fellow Remodeling board members, as well as my Kitchen and Bath group members, finished last year relatively strong and have started out the first quarter of this year continuing the momentum. As proof, many companies are aggressively pursuing new employees and expanding their marketing budgets. With that said, remodeling companies have a great need - to have their projects built, those already in the pipeline, as well as future work. There is cautious optimism that the growth will continue throughout 2015. Unfortunately, during the economic downturn, many people left the building and remodeling industry and will not be returning. They have either left the work force completely or switched careers. The labor pool is shrinking as well as aging and as an industry we face a real problem moving forward. Why is there a concern? My field staff has an average age of upper 40’s and the national average is in the fifties. This sentiment is shared by many of my fellow remodelers and I would guess that homebuilders are facing the same problem. Contributing to this issue is a lack of vocational programs in high schools coupled with society and parents guiding young people toward college and away from carpentry and other trades as a vocation. I can remember a time before the down turn when we paid signing bonuses for less than qualified people just to have bodies on jobs. Not a great answer and I have no intention of heading down that slippery, less than profitable slope, again. Our industry should reach out to local high schools
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and returning veterans as well as work to eliminate the language barrier for our Spanish speaking workforce. Perhaps with strategic outreach programs and summer job programs we can start them young and teach them carpentry, communication and project management skills. NAHB and our local associations can take a lead role in this quest. If we have the trained workforce, we control our own destiny and we can command higher rates. Therefore active membership in your local home builders/remodelers association matters. It benefits all of us and is essential to stay on top. Membership in any association or group can initially be daunting, as you consider how you will find the time to attend the meetings and networking events or even justify the cost of joining, when you can barely keep up with what’s on your plate now for your business and personal life. You may also ask, how does joining an association, help grow my business? In reflection, let me share with you why I first decided to join our local home builders/remodelers association. There were two reasons; first, to network and to meet new people and second, to be part of a professional group within my industry and glean some insight on becoming a stronger, more profitable company. Since that decision, I have been involved at many different levels, from committees to presently fulfilling my second tenure as remodeling council president. My involvement over the past 20 years has yielded me many opportunities for education, business development
and helping others. Plus, I have developed some lasting friendships. Serving on the MBIA Board of Directors has afforded me the opportunity to help shape the direction and future of the association, in addition to, interacting with very knowledgeable and successful fellow board members. Finding time to be involved should be a matter of prioritizing the events and committees you have a passion for and then contributing in whatever way possible. May dad used to say to me, “If you want to get something done, give it to someone who is busy!” There are many great upcoming opportunities at MBIA to enjoy. The Remodelers Council held a very successful Casino Night in April, where a good crowd came out not only for fun but to help raise money for the Home Builders Care Foundation (HBCF). Coming up this Spring, there’s the HBCF Bull & Oyster Roast, the Custom Builder and PROS Awards and a Golf Tournament, to name a few. Please support these events and invite a prospective member, so they can see what a great association we have at MBIA. Happy selling! Joseph C Smith is Managing Partner in the remodeling firm Owings Home Services, LLC who services the Baltimore Metro area in full service remodeling and has a kitchen and bath design studio. He is the current president of the MBIA’s Remodeling Council and sits on the MBIA Executive board. He can be reached at 410-549-3800 or joe@owingsbrothers.com.
Interested in joining MBIA’s Remodeling Council? Email Jean Mathis at jmathis@marylandbuilders.org for an application.
Ca or 75
May/June 15
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marylandbuilders.org
BUILD MARYLAND
37 12/3/14 5:39 PM 4/24/15 12:32 PM
STATS & FACTS
STATS &
FACTS MARYLAND NEW PLAT RECORDINGS VS. LOT DELIVERIES SALES SO FAR IN 2015, AND THE SUPPLY OF FUTURE LOTS BEN SAGE, DIRECTOR, METROSTUDY’S MID-ATLANTIC REGION
A
ccording to anecdotal feedback from builders, as well as sales reported to Metrostudy by local builders, the Maryland new-home market is off to a nice start in 2015. In the first two months of the year, net sales contracts per subdivision rose to 2.5 per month, up from 2.3 last year. That may not appear to be much improvement, but it does represent an 8% increase on a per-subdivision basis. Our industry received a shot in the arm from lower mortgage rates and lower gas prices, and Maryland may be getting swept up in the expanding national economy.
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Even with the potential for an improved housing market this year, land supply may put a cap on how much demand the industry can accommodate. Maryland is tied for the most land-constrained state based on a field-verified count of vacant developed lots (VDL) in selected Metro areas in each state. The over 14,000 VDL in Maryland (excludes eastern shore) would last only 20 months at the current lot absorption pace. This measure of relative supply is similar to Texas, which is easily the most active state in terms of new-home construction. Texas is also a fairly accommodating state regarding the land-approval process, so it is easier for developers there to bring
on new supply compared to the more restrictive states, such as Maryland. Metrostudy tracks the supply of future subdivisions and lots based on research at the city and county jurisdictions as well from various publications and other information sources. We are tracking a total of nearly 200,000 lots through the approval process. Only 25,000 of those were recorded at the counties; the rest are pre-recorded futures that are in varying stages of entitlement. Many of these futures are “active”, while some are sitting idle. That helps explain the large pipeline of future lots in Prince George’s County. Most of the future lots are in
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MD RECORDINGS VS DEL
METRO AREA VACANT DEVELOPED LOTS BY STATE
Texas
8,000 7,000
14,106 20.4
6,000
131,077 20.4
5,000 4,000
8,757
21.4
Tennessee (Nashville)
11,635
22.2
Colorado
28,225 25.2
1,000
California
84,363 28.2
0
New Jersey
11,099
Delaware
2009
2010
2011
2012
Nevada
20,011 30.4
Virginia (Northern)
19,436
31.2
North Carolina
49,983
33.5
Utah
25,542 34.1
Idaho
9,204 37.6
3Q14 Ann
RECORDED BUT UNDEVELOPED FUTURE LOTS AND PRERECORDED FUTURE LOTS Recorded but Pre-Recorded Total
18,000 41 180,334 41.1
Arizona
78,811 71.6
Georgia
124,520 90.5
New Mexico
14,490
Illinois
45,679 104.8
the southern half of the county, and – among the recorded lots there – the majority were recorded back in 2007. Of more significance would be the 1,683 recorded lots that were approved in Prince George’s after 2011, as it is not clear that the “older” future communities even have utilities. Furthermore, Metrostudy conducts a visit to each of the future communities to record any sign of development. Less than half of the recorded lots in Maryland are under excavation or showing signs of imminent delivery. Local developers have gradually been entitling more land in the last few years, but the pace of lot deliveries has increased at a faster
103.6
Undeveloped Lots Futures Lots
Baltimore City Carroll Washington Cecil St. Mary's Queen Anne's Howard Calvert Baltimore Frederick Charles Montgomery Harford Anne Arundel Prince George's Total
Future Lots
412 2,585 2,997 294 2,886 3,180 532 7,053 7,585 515 10,691 11,206 587 5,685 6,272 785 5,563 6,348 798 12,554 13,352 951 1,510 2,461 1,526 5,536 7,062 1,086 20,027 21,113 1,336 10,824 12,160 2,182 19,484 21,666 2,334 3,282 5,616 2,443 11,361 13,804 8,974 48,735 57,709 24,755 167,776 192,531
pace. In other words, we are depleting the pipeline of future lots faster than we are rebuilding it. This will have to change if we want Maryland to grow … and the homebuilding industry along with it. Ben Sage, Director of Metrostudy’s MidAtlantic Region, has been researching and analyzing housing markets since 1994. He regularly meets and consults with many of the top homebuilders in the country as well as with lenders, developers, investors, and utilities concerning trends in the local economy and their effect on the real estate market. Ben can be reached at bsage@metrostudy.com. For more information, visit www.metrostudy.com.
Less than half of the recorded lots in Maryland are under excavation or showing signs of imminent delivery.
marylandbuilders.org
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2013
9,253 30 12,860 30.2
Florida
2,000
29.3
Indiana
Minnesota
3,000
Source: Metrostudy
Pennsylvania (Phila)
9,000
19 - VDL Supply (mos)
Source: Metrostudy
Maryland
11 - VDL Inventory
Source: Metrostudy
State
New Recordings Lot Deliveries
BUILD MARYLAND
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NEW PRODUCT SPOTLIGHT
DECKING FOR ANY WEATHER
S
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as well as trapping dirt and debris, and possibly creating a breeding ground for insects and other unwanted pests. Dry space under decks also protects against foundation damage from excessive water. SpaceMaker has a Super Seal technology to help prevent water from collecting by your foundation wall, helping to lengthen the life of your foundation and remove moisture from your home. By sealing together and directing water to the outside edges of the floor, the space under your outdoor floor is dry. In addition, Admiral SpaceMaker Outdoor Flooring is designed to have a screw-less appearance after installation. Not only does this provide a superb
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SpaceMaker helps prevent water from collecting by your foundation wall.
Private must t (2014); 3 To qua require See de or cros within 2 Š2015 1
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May/June 15
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GMOF14M
T:8.5” S:8”
2015 CHevrolet SIlverAdo 1500
STACK YOUR OFFERS
FOR AN EVEN BETTER DEAL Example offer for NAHB members who are business owners:
Up to
Private Offer1
3,750 +
$
National Fleet Purchase Program (FVX)2
400 =
$
Upfit Cash Allowance3,4
5,150
$
S:10”
1,000 +
$
Up to
In potential value
Benefit from our private offer for NAHB members.
2015 GMC SAvANA CArGo vAN
As the exclusive automotive manufacturer of the National Association of Home Builders (NAHB), we’re pleased to extend association members a private offer1 of up to $1,000 toward the purchase or lease of most new GM vehicles. Just visit your local dealer, choose an eligible GM vehicle, and present your NAHB proof of membership. You can add on incentives from the National Fleet Purchase Program2 and Business Choice3 to get the best value on vehicles that run your business. For private-offer details, visit nahb.org/gm.
2-Year/24,000-Mile Scheduled Maintenance
Combine these great savings with our 2-Year/24,000-Mile Brand Maintenance Program5 that covers scheduled oil changes with filter, tire rotations, and 27-point inspections, according to your new vehicle’s recommended maintenance schedule. 2015 BuICk lACroSSe
Private-offer amount varies by model. Up to $500 offer for retail deliveries and up to $1,000 offer for fleet deliveries. Valid toward the purchase or lease of eligible 2014 and 2015 model-year vehicles. Customer must take delivery by 1/4/16. Not compatible with other private offers. Not valid on prior purchases. Compatible with many current incentives. Incentives are subject to change without notice. Excludes Buick Regal (2014); Chevrolet Corvette (2014), Sonic, Spark, SS, Volt; all Cadillac models. FAN required. See dealer for complete details. 2Offer eligible for non-CAP customers only through 12/31/15. See dealer for details. 3 To qualify, vehicle must be used in the day-to-day operations of your business and not solely for personal/non-business-related transportation purposes. Must provide proof of business. For complete program requirements, including information regarding offers, vehicles, equipment, options, warranties, and ordering, consult your dealer or visit gmbusinesschoice.com. Take delivery by 9/30/15. 4Not valid with all offers. See dealer for details. Take delivery by 9/30/15. Amounts include parts and labor. 5On select models starting with 2014. Eligible vehicles include purchased or leased new 2014 Chevrolet, Buick, or GMC cars, trucks, or crossovers in the U.S. Covers scheduled oil changes with filter, tire rotations, and 27-point inspections, according to your new vehicle’s recommended maintenance schedule, for a maximum of four service events within 2 years or 24,000 miles, whichever comes first. Does not include air filters. Extra charge may apply for dual-rear-wheel tire rotations. See participating dealer for other restrictions and complete details. ©2015 General Motors. All rights reserved. 1
marylandbuilders.org
GMOF14MGL10__180151A02.indd 1 G50098_MayJun15.indd 41
BUILD MARYLAND
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NEW MEMBERS & REINSTATEMENTS
MAY/JUNE 2015 BUILDERS
ASSOCIATES
Avantti Construction Inc. Carlos Borges P.O. Box 2322 Rockville, MD 20847 301-493-4086 avantticonst@yahoo.com
A and C Concrete Chuck Bryson P.O. Box 527 Mechanisville, MD 20659 301-884-6086 chuckb@aandcconcrete.com
Edgemont Builders Jake Wittenberg 119 South Wolfe St., #2 Baltimore, MD 21231 443-839-0395 jacob.wittenberg@gmail.com
Admiral-Spacemaker, Inc. Vincent Carrubba 9 Florence St. Baldwin, NY 11510 846-238-3403 vcarruba@admiral-spacemaker.com
High Performance Homes Amy Whaley 601 Mason Dixon Rd. Gettysburg, PA 17331 717-359-4663 awhaley@hphpa.com
American Cedar & Millwork Mike Neal 214 Najoles Rd. Millersville, MD 21108 800-888-9337 mneal@millwork1.com
Novik Kathleen Schirmer 1004 Blackwell Rd. Annapolis, MD 21403 443-714-6491 kschirminator@gmail.com
BBRS Law Eric DeVito 1025 Thomas Jefferson St., NW Suite 800-West Washington, DC 20007 202-342-0800 eric.devito@bbrslaw.com
Parris Construction Group Tonya Harris 1507 Freedom Way, SE Washington, DC 20003 202-412-4234 camiparris@gmail.com Trus Joist Engineered Wood Products Paul Street 2612 Coolspring Rd. Bel Air, MD 21015 410-937-9048 streetp@trusjoist.com Urban Alfandre Stephen Alafandre 1140 Rockville Pike, #427 North Bethesda, MD 20852 301-200-1510 steve@urbanalfandre.com
Blue Water Environmental, LLC Mark O’Rourke 3618 Matthews Mint Hill Rd. Matthews, NC 28105 704-400-0803 mark@bwenvironmental.com CertainTeed Samuel Phillips P.O. Box 860 Valley Forge, PA 19482 301-266-7988 Samuel.E.Phillips@Saint-Gobain.com Designs of the Times, a Graphcom Co. Pat Schoelen 6008 Fair Oaks Dr. Frederick, MD 21703 301-668-6100 pat@dottsigns.com EcoMize USA, LLC Greg Richards 126 Church Ln. Cockeysville, MD 21093 410-446-7283 greg@ecomizeusa.com Fairway Building Products Andrew Hickey 53 Eby Chiques Rd. P.O. Box 37 Mounty Joy, MD 17552 717-928-4700 andrew@fairwayBP.com
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FitzGerald Financial Group Tim Hudson 100 West Rd. Suite 203 Towson, MD 21204 410-296-6262 thudson@monarchmtg.com Forrest Performance Group Chad Sanschagrin 306 W. 7th St. Suite 505 Fort Worth, TX 76102 443-866-9961 chad@forrestpg.com Gerber Plumbiing Fixtures and Danze Faucets Stacey Burns Lyon 4 Brenda Ct. Severna Park, MD 21146 443-324-5132 Stacey.lyon@globeunion.com Pessin Katz Law, P.A. Dino La Fiandra 901 Dulaney Valley Rd. Suite 500 Towson, MD 21204 410-938-8800 dlafiandra@pklaw.com Progressive Waste Solutions Jeanine Hunt 2900 Dede Rd. Finksburg, MD 21048 443-324-0020 jhunt@iesi.com SSGOVRELATIONS LLC Steven Silverman 3012 Marlow Rd. Silver Spring, MD 20904 301-529-7996 steve.silverman@ssgovrelations.com Smart Vent Products, Inc. Owen Gechter 430 Andbro Dr. Unit 1 Pittman, NJ 08071 877-441-8368 ogechter@smartvent.com Target Marketing Flora Betro 11404 Cronridge Dr. Owings Mills, MD 21117 443-738-3112 flora@tmgroup.com Vector Security, Inc. Dan Bubniak 9800 Patuxent Woods Columbia, MD 21046 410-290-5320 djbubniak@vectorsecurity.com
May/June 15
4/24/15 12:32 PM
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4/24/15 12:32 PM
STARS CLUB
DGG-MC, Inc. Residential Title & Escrow Solar City Wells Fargo
Chesapeake Employers Insurance Group Dewberry K Hovnanian Homes Lakeside Title Morris & Ritchie Associates, Inc. Pleasants Development Pulte Homes Saratoga Insurance Shelter Systems TW Perry Versatex Trimboards
Elm Street Development Lerch Early & Brewer Linowes & Blocher McMillan Metro Miles & Stockbridge Robert A. Tull Plumbing Rodgers Consulting Rutter Property Management Soltesz SunTrust Washington Gas
Associated Insurance Management Baker Tilly Bonded Builders Bozzuto Homes DICO EYA Insurance Associates Macris Hendricks & Glascock Michael Harris Development Miller & Smith Homes Mitchell & Best Homes O’Malley, Miles Nylen & Gilmore Ward & Klein Chtd. Wetland Studies and Solutions
Axiom Engineering Design, LLC Builders Mutual Insurance Charles P. Johnson & Associates Cohn Reznick Craftmark/Craftstar Homes Geo-Technology Associates, Inc. Gutschick, Little & Weber John H. Myers Sandy Spring Bank Shulman Rogers Stantec Sterling Mirror & Glass Winchester Homes
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May/June 15
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www.homebuilders.org 4/24/15 12:32 PM