February 2020 Building Connections

T H E E - M AG A Z I N E O F T H E H B R A O F FA I R F I E L D CO U N TY - F E B R UA RY 2 0 2 0

UPCOMING

FEATURES

MEMBER BENEFITS

New Member Orientation Beyond the Blueprint

GMM Breakfast Member Spotlights PWB Meeting

mynpp.com NAHB Benefits

Your Monthly Newsletter Building Connections is a monthly digital magazine produced and published by the Home Builders & Remodelers Association of Fairfield County. Inside you will find the latest association news, legislative updates, upcoming events, and featured articles about the industry.

Contact Us: hbra@buildfairfieldcounty.com www.buildfairfieldcounty.com @hbraffc (203) 335- 7008

On the Cover DeMotte Architects Brad DeMotte https://www.demottearchitects.com/

2020 VIP PARTNERS HOME BUILDERS AND REMODELERS ASSOCIATION OF FAIRFIELD COUNTY

2019 OFFICERS President Anthony DeRosa DeRosa Builders

Sr. Vice-President Kim DiMatteo DiMatteo Insurance

DIAMOND

Vice President John Hertz

Hertz Construction

Secretary Rob Michaud

The Michaud Group

Immediate Past President Chris Steiner Steiner, Inc.

TITANIUM

2019 DIRECTORS Propane Pete Battaglio Hocon Gas

Max Bender Bender Supply

Steve Berko

PLATINUM

Four Square Build & Design

Michael Church

William Pitt Sotheby’s

Ken DeLeo

Doherty & DeLeo

Brian Kurtz

Interstate Lumber

Steve LoParco

LoParco Associates, Inc.

Steven Roth

Elevator Service Company

Alex Shook

Pella Commercial

Michael Wood

GOLD

Wood Builders

LIFE DIRECTORS Joanne Carroll JMC Resources

Michael Palumbo ERI Building & Design

Jerry Effren The Greyrock Companies

Peter Gaboriault Bear Paw Builders

Gary Fanali City Carting

Terrence Beaty William Pitt Sotheby’s International Realty

Peter Fusaro Preferred Builders

MEDIA

Thank you to the following VIP Associate Members for their support in 2020. Due to their generosity the Association greatly benefits - from developing new events and educational opportunities for the membership, to keeping our lights on!

UP COMING EVENTS

2.25

New Member Orientation

Committee Meetings

February 25 County TV & Appliance Click Here To Register

March 9 Associates Council-4PM

March 10 Program Committee-10 AM

3.4

Beyond the Blueprint

March 12

March 4, 2020 The Waters Edge at Giovanni’s Click Here To Register

March 18

Golf Committee-3PM Membership Committee-10:30 AM

March 25

3.16 3.31

Building Industry Day at the Capitol

Executive Committee- 4PM

March 16, 2020 Hartford Save the Date

“April” General Membership Meeting March 31, 2020 Stamford museum and nature center

JANUARY 2020 | HBRA of Fairfield County 5

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Join the HBRA of Fairfield County for our second annual “Beyond the Blueprint” panel presentation, featuring a behind the scenes look of what it takes for top builders to produce award-winning multi-million dollar homes in Fairfield County.

March 4, 2020 The Waters Edge at Giovanni’s Darien, CT | 6-9PM Last year’s event sold out – register early!

HBRA Members: $70.00 General Admission: $100.00 Seated dinner and cash bar. Dinner includes: Choice of N.Y. Strip Steak, Chicken Marsala, Broiled Salmon, or vegetarian option.

Mixed Green Salad with Gorgonzola Cheese.

Giovanni’s Garlic Bread and Fried Onions.

Dessert, Coffee & Tea.

CLICK HERE TO RSVP

HBRA EVENTS

Breakfast GMM at J.M. Wright HBRA members and guests joined us for tours of the J.M. Wright Technical High School campus.

Thank you to all who attended.

Members networked with up and coming trades students and answered their questions about expectations for the job site, explanations of a day to day work load, and a variety of other questions. These students are available for hire during their Junior and Senior years and for internships.

As a nation and a state, labor shortages in the trades remains an important headwind for the entire construction industry. The median age of construction workers in 8 HBRA of Fairfield County | JANUARY 2020

Connecticut is 44, which is among the highest in the nation.

Our partnership with J.M. Wright is crucial for the future of our industry. The school is preparing their students with the latest technology and standards. They have invested in machinery including a CNC router, unique door machine and a Weinig Moulder to train students so they have skills necessary to succeed now and after graduation.

If you are looking to be more involved or are looking for new hires, please contact us at hbra@ buildfairfieldcounty.com. For more information on the trade shortage you can visit the NAHB link here.

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HBRA EVENTS

JANUARY 2020 | HBRA of Fairfield County 9

HBRA EVENTS

Smart Build Certified Thank you to all attendees for joining Tooher-Ferraris Insurance Group and the HBRA for an Educational Seminar on Innovative Residential Smart Build Practices, featuring AIG Private Client Group’s Smart Build Program who have consulted on the building of the nation’s largest Custom Residences and Estates.

Topics Included: - Residential safety and security - Construction risk mitigation - Water, lightning and fire prevention - Flood prevention and wind mitigation - Collection management Presented By: Eric Ferraris, Chief Operating Officer, Tooher-Ferraris Insurance Group Stephen DelGuidice, AIG Risk Management Specialist, Eastern US Allison Zito, AIG Private Client Group, Sr. Business Development Manager

10 HBRA of Fairfield County | JANUARY 2020

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HBRA EVENTS

Professional Women in Building Council The February PWB Meeting was held at Surface in Westport Over 35 women were in attendance to visit the showroom and listen to a presentation from Larry Rollins on ‘How Women are impacting the investment landscape’. Thank you to Larry and to all members and guests in attendace. Also, thank you to Surface for hosting us!

JANUARY 2020 | HBRA of Fairfield County 13

NEW MEMBERS

Oliver Engineering, P.C. Vincent Coakley

West Chin Architects & Interior Designers Kimberly Warren

WCA is a full-service, high-end architecture, interior design and decorating firm based in New York City with a second location in East Hampton. West Chin, the principal architect behind WCA, is known for his distinctly modern commercial and residential work. Selected by New York magazine as one of “The City’s 100 Best Architects and Decorators,” West topped Interior Design magazine’s industry list as “Kitchen & Bath Design Leader,” and was chosen by New York Spaces magazine as one of the “Top 50 Designers You Need to Know in Metro NY Design.” Read More

Keller Williams - Trumbull Tony Persaud

We understand that buying or selling a home is more than just a transaction: it’s a life-changing experience. That’s why our team of highly-seasoned real estate professionals is dedicated to providing exceptional, personalized service for all of our clients. We take great pride in the relationships we build and always work relentlessly on the client’s behalf to help them achieve their real estate goals.

Read More

Welcome New Affiliates Palette Pro Painting & Renovation Inc. Mara Skowronek

Circa Lighting Heather M. Lessard

14 HBRA of Fairfield County | JANUARY 2020

JOB BANK

COMPANY: TORRCO DESIGN CENTER

Qualifications:

JOB TITLE: SALES CONSULTANT

• Previous experience in sales, customer service, or related field.

Job Description: Sales Consultants provide expert product selection assistance, expediting orders from vendors and conducting customer visits as needed. You will utilize your unique creative capabilities in combination with excellent customer service skills in order to assist clients with product selection.

The primary goals are to maximize sales volume while meeting and exceeding customer expectations. Being proficient in solution-based selling and high-ticket product sales is a plus. Specific skills required include cold calling, networking, and deal closing. Clients may include homeowners, designers/specifiers, contractors and plumbers.

Essential Functions: • Develop an in-depth knowledge of product lines and stay current on changes/improvements of those.

• Present and sell company products to new and existing customers.

• Conduct self in a professional environment, cold calling and pursuing new clientele.

• Reach agreed upon sales targets by the deadline given.

• Deal with and follow through on customer inquiries and complaints.

• Set follow-up appointments to keep current and new customers aware of latest developments.

• Create sales material to present to customers.

• Use computer software to initiate quotes, write up and fulfill orders in a timely, accurate and complete manner.

• Work with vendors to follow up on orders and stay up to date with product information.

As a Torrco employee you will be expected to organize your activities to accomplish the objectives of the company. You are required to adhere to the policies and practices of the company. You must keep your immediate manager informed on all matters of importance to the company such as problems, dissatisfied customers, pricing & price matrix errors, sales opportunities, etc. You are expected to be cooperative with other team members and actively help peers.

• Familiarity with CRM platforms.

• Proficient with computers and software systems.

• Strong sales aptitude, ability to build rapport with clients.

• Strong negotiation skills.

• Deadline and detail-oriented.

• Valid driver’s license and reliable vehicle required.

Education and Experience: • Bachelor’s degree, sales related field preferred.

• At least 4 years of sales experience, kitchen and bath fixtures industry experienced preferred.

• At least 5 years of exceptional customer service.

Physical Demands: • Sitting or standing for extended periods of times.

• Manual, dexterity, regularly required to use hands to type, scan, reach, place and file.

• Ability to lift up to 25 pounds.

Classification: Hourly, nonexempt Fairfield – 63 Harborview Ave New Haven- 105 Hamilton Street Waterbury- 100 N Elm Street Apply at www. jointorrco.com Full time, start as soon as possible, hourly plus commission based

JANUARY 2020 | HBRA of Fairfield County 15

NAHB NEW S

How to Reduce Costs and Improve Construction Quality deeper level? Want to create a plan for continuous improvement to help design and build homes that are safer, healthier, more comfortable, more durable and energy efficient? Look no further than some of the master education sessions held at the International Builders’ Show (IBS).

The Reducing Cost + Improving Construction Quality: Can You Have It Both Ways? interactive learning experience — one of the pre-show master workshops at IBS — encouraged the audience to think critically about building science issues and how to use low-cost techniques to improve construction quality. The robust discussion was spearheaded

by Construction Instruction’s Gord Cooke, Mark Laberte and Justin Wilson, as well as Sam Rashkin, author of “Retooling the U.S. Housing Industry” and former chief architect of the Building Technologies Office at the Dept. of Energy’s Office of Energy Efficiency and Renewable Energy.

Read More

Builders Should be Aware of the UV Resistance of Certain Plastic Tubing In a meeting with the NAHB Construction Liability, Risk Management, and Building Materials Committee at the 2020 International Builders’ Show, Lance MacNevin, director of engineering for the Plastic Pipe Institute’s Building and Construction Division, informed members of potential risks with certain types of plastic tubing used in home building.

Read More

NAHB NEW S

Lumber Duties Could be Cut by More than 50% NAHB Course Provides in August Closer Look at Home With lumber prices rising steadily since June 2019, a preliminary Builders’ Finances decision by the U.S. Department of Commerce to reduce duties by August on shipments of Canadian lumber into the United States is good news for home builders and home buyers.

The decision comes on the heels of the September NAFTA panel decision that found the U.S. International Trade Commission did not meet its obligations under U.S. law when it calculated countervailing and antidumping duties on Canadian softwood lumber. NAHB participated as an amicus in support of Canada’s challenge of the duties.

Currently, duties average more than 20% on Canadian lumber shipments into the United States. After conducting an administrative review, the Department of Commerce has issued a proposal in the Federal Register that could lower the countervailing and antidumping duties to just over 8%. A final determination will be made in August.

The true measurement of a business owner’s success — the financial scorecard — is a reflection of proper financial management and accounting.

Builders and remodelers must understand accounting principles and job cost procedures to properly manage their businesses and achieve a balanced scorecard.

Read More

Read More

JANUARY 2020 | HBRA of Fairfield County 17

Connecticut Home Builders & Remodelers Program

AN INSURANCE PROGRAM CUSTOM DESIGNED FOR YOUR BUSINESS Acadia Insurance is proud to be the endorsed property and casualty insurance carrier for the Home Builders and Remodelers Association of Connecticut. As a leading provider of insurance for contractors throughout New England, Acadia Insurance understands the insurance and service needs of contractors from small to large.

With a local office in Rocky Hill, Acadia Insurance has professionals that handle underwriting, claim, loss control and premium audit for its Connecticut customers. Acadia is working with a select number of its Independent Agents in offering this program to Connecticut’s Home Builders and Remodelers.

The Right Policy for Your Business Acadia Insurance offers qualifying contractors a full array of necessary coverages including property, general liability, workers’ compensation, business automobile and umbrella. In addition, we can provide builders’ risk coverage, installation floater and equipment coverage.

✓ We have designed special coverage options just for home builders: Liability Coverage Enhancements:

Property Coverage Enhancements:

• Waiver of subrogation clause

• Coverage for newly acquired property

• Limited pollution coverage

• Coverage for property while in-transit

• Extended property damage coverage

• Debris removal coverage

✓ Acadia Insurance can craft the coverage you need to operate your business.

For a full listing of coverages and how they apply to an individual home builder, please see an Acadia Insurance agent who is equipped to analyze your current insurance program and provide you with recommendations.

18 HBRA of Fairfield County | JANUARY 2020

NAHB NEW S

Trump Proposes $47.9 Billion Budget for HUD in Fiscal 2021 President Trump announced today that the U.S. Department of Housing and Urban Development (HUD) would receive $47.9 billion in funding for the fiscal 2021 budget, which runs from Oct. 1, 2020 through Sept.

30, 2021. This is a 15.2% decrease, or $8.6 billion cut, from the amount enacted for 2020.

It’s important to note that no White House budget is ever approved “as is” by the Congress. The annual appropriations process determines the levels of federal spending for each of the federal departments and agencies, and all programs within their respective jurisdictions.

While the president’s budget recommends spending levels for the next fiscal year, it is not legally binding. Congressional appropriators will have the final say in program realignment and spending levels.

NAHB Testifies House Energy Bill Would Harm Housing Affordability NAHB today urged the House to oppose to H.R. 3962, the Energy Savings and Industrial Competitiveness Act of 2019, warning that the legislation would exacerbate the nation’s housing affordability woes.

Read More

Read More

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Horton Group No wonder the best builders and remodelers come to Bender to create their next masterpiece.

bendershowrooms.com | 203.495.5183 decorative plumbing | kitchen & bath cabinetry | lighting | tile & stone Bridgeport | Hartford | New Haven | Norwalk | Waterbury © 2020 Bender Plumbing

JANUARY 2020 | HBRA of Fairfield County 19

NAHB NEW S

Housing Affordability Crisis Explained Applying conventional underwriting standards that the cost of a mortgage, property taxes and property insurance should not exceed 28% of household income, NAHB economists have calculated how many households have enough income to afford a home at various price thresholds.

The housing affordability pyramid shown below reveals that 63 million households out of a total of 120 million are unable to afford a $250,000 home.

At the base of the pyramid are 25.4 million U.S. households with insufficient incomes to be able to afford a $100,000 home. The pyramid’s second step consists of 20.0 million with enough income to afford $100,000 but not $175,000, and so on up the pyramid.

Adding up the bottom three steps shows that there are 63 million households who cannot afford a $250,000 home. This helps put affordability concerns into perspective and goes a long way toward explaining the result published in last September’s Eye on Housing post, that 49% of home buyers are looking to buy homes priced under $250,000.

Read More

20 HBRA of Fairfield County | JANUARY 2020

Public Charge Rule to Take Effect Feb. 24 The Trump Administration’s Public Charge rule, which NAHB fears could impede legal immigration at a time when the residential construction industry is facing a significant labor shortage, is set to take effect on Feb. 24.

The rule was previously on hold after several courts delayed its implementation, but the Supreme Court lifted these stays on Jan. 27.

As a result, the rule will commence on Feb. 24 throughout the United States except in Illinois, where a separate court injunction still stands.

Read More

MI LLENNIAL INSIG HTS

Understanding Millennials in the Construction Industry There are nearly a quarter of a million open construction jobs in the United States, but most construction firms and contractors are finding it harder and harder to fill them. Consider too, the challenge that most of the current laborers are in their 40’s or older (generation X and baby boomers). But what about the younger generation? What about the millennials?

Today, millennials account for 50% of the workforce. By 2030, they will comprise a whopping 75 percent. Companies need to prepare, and it will be the smart business leaders who think about how they can attract and leverage the digital native generation to infuse their organizations with fresh ideas and new approaches. Unfortunately, industries such as construction, are more challenged than others in attracting and retaining millennial workers. Don’t risk your long-term success. Think today about how you can bolster your roster with a steady stable of new, millennial talent.

Read More

Millennials & Gen Z Drive US Housing to Newer Highs: 5 Picks The U.S. housing market has been booming since the end of 2019, boosted by low mortgage rates due to the Federal Reserve’s three consecutive interest rate cuts and high disposable income of American households. Additionally, millennials and Gen Z are anticipated to propel the housing market throughout 2020.

The housing sector in the United States is undergoing a revolution of sorts, thanks to concerted efforts by millennials to buy homes across the country.

Read More

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JANUARY 2020 | HBRA of Fairfield County 21

NAHB NEW S

Builder Confidence Remains Solid in February Builder confidence in the market for newly-built single-family homes edged one point lower to 74 in February, according to the latest NAHB/ Wells Fargo Housing Market Index (HMI) released today. The last three monthly readings mark the highest sentiment levels since December 2017.

Housing Production Shows Solid Start to 2020

Total housing starts decreased 3.6% in January from an upwardly revised December reading to a “Steady job growth, rising wages and low interest rates are fueling seasonally adjusted annual rate demand but builders are still grappling with increasing construction and of 1.57 million units, according development costs,” said NAHB Chairman Dean Mon. to a report from the U.S. Housing “At a time when demand is on the rise, regulatory constraints along with and Urban Development a shortage of construction workers and a dearth of lots are hindering and Commerce Department. the production of affordable housing in local communities across the Meanwhile, overall permits surged nation,” said NAHB Chief Economist Robert Dietz. “And while lower to a 13-year high. mortgage rates have improved housing affordability in recent months, The January reading of 1.57 accelerating price growth due to limited inventory may offset some of million starts is the number of that effect.” housing units builders would Read More begin if they kept this pace for the next 12 months.

Read More

22 HBRA of Fairfield County | JANUARY 2020

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ADVICE COLUMNS

DEAR SALES COACH Dear Sales Coach, Hiring top talent is one of our top priorities. How can we attract (or retain) the best employees even when we can’t pay top dollar?

-Bruce M. Dear Bruce, Not all employees are motivated by money and most of the time when an employee leaves it is not because of money.

Creating a positive culture will improve employee retention, better teamwork, customer satisfaction, and of course attract and retain top talent. All of these will ensure more profitable and predictable revenue.

Here are 4 tips you can implement in order to have a good company culture.

Ed Schultek

Ed began Sandler/PEAK with focus on medium and small size firms to Corporate organizations who must lift their Management and Sales competency to Win, improve their ability to lead others to change their future, and position themselves as the Trusted Advisor to their Clients above all others.

Have a sales question? Email Ed at ed.schultek@sandler.com or visit, www.peak.sandler.com.

1. Employees will feel respected and appreciated.

2. Have clear processes for employees to follow in all aspects of your business.

3. Tie employee goals to corporate goals.

4. Identify benchmarks for employees to know how to be successful in their role.

-Ed

Have a sales question? JANUARY Email Ed at2020 ed.schultek@sandler.com. | HBRA of Fairfield County 23

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$ ME MB E R REBATES & D ISCOUNTS

“Roberta goes above and beyond selling advertising. She stays in touch with us regarding editorial opportunities, invites us to high quality networking events, and makes email introductions between us and potential partners.”

—Kristen Sullivan, Gatehouse Partners

Contact Associate Publisher, Roberta Mancuso to learn how New England Home Connecticut can help generate business for your company. rmancuso@nehomemag.com | 203.530.9593

nehomemag.com JANUARY 2020 | HBRA of Fairfield County 27

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28 HBRA of Fairfield County | JANUARY 2020

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