builder mart magazine 2013

2013

Wednesday, March 20, 201311am - 6pm

Maryland State Fairgrounds

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RE/MAX Advantage Realty

Presented by

Program guideThe industry’s Largest

one day trade show

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Builder Mart MARCH 20, 2013 www.homebuilders.org2

WE TAKE THE LOAD OFF. IT

,S

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For thousands of years, simple machines like the pulley havehelped civilizations build structures that would have otherwisebeen impossible. And since 1984, Builders Mutual has beendedicated to helping builders ease the burden of choosingand managing insurance. We offer straightforward tools like risk management and Builders University to help protect your bottom line. If you’re in construction, the insurance choice is simple.

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www.homebuilders.org MARCH 20, 2013 Builder Mart 3

2013 Program Guide

Directions

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

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

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

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

Parking

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

Hotel Accommodations• Quality hotel accommodations are available at

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

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

March 20, 2013 11 aM-6 pM

Maryland State Fairgrounds | 2200 York Road, Timonium, MD 21093

www.buildermart.org

PresentingSponsor

WE TAKE THE LOAD OFF. IT

,S

THAT SIMPLE.

For thousands of years, simple machines like the pulley havehelped civilizations build structures that would have otherwisebeen impossible. And since 1984, Builders Mutual has beendedicated to helping builders ease the burden of choosingand managing insurance. We offer straightforward tools like risk management and Builders University to help protect your bottom line. If you’re in construction, the insurance choice is simple.

Ask your agent about us. Or read more at buildersmutual.com.

Alban Cat

Bob Lucido Team RE/MAX Advantage Realty

Lakeside Title

Versatex

Wells Fargo

Sponsors

RE/MAX Advantage Realty


President’s message

chairman’s message

Builder mart committee

advertiser index

6

8

39

48

ExhibitorsalPhaBetical

Exhibitorscategorical

Floorplan

42

44

46

Builder Mart Home Builders Association of Maryland, Inc.6030 Daybreak Circle #A150 PMP 362 Clarksville, MD 21029410-265-7400www.homebuilders.org.

Postmaster: Send address changes to Home Builders Association of Maryland, Inc. 6030 Daybreak Circle #A150 PMP 362 Clarksville, MD 21029

Table of Contents

12Social MediaBy Dennis o’neilis your website mobile and what does that mean?

16Vacants to ValueBy Cheron PorterVacants to Value is a dynamic initiative that seeks to encourage reinvestment in Baltimore neighborhoods impacted by blighted properties.

20How to Make Salespeople More EffectiveBy John grahamthe challenge for salespeople is to be ahead of the curve, not behind it.

23Use a Tablet to Save Time and MoneyBy ryan sutton-gee5 Ways to manage your business remotely.

25Are You Making the Most of Your Environmental Reputation?By suzanne sheltonyour company’s environmental practices can have a direct impact on your customer’s purchase decisions.

26Maryland Center for Housingthe new home Builders association of maryland headquarters is almost finished. are you part of our future?

30A Special Thank Youa shout out to those Builder mart exhibitors who are also donors to our future home, the maryland Center for housing.

32The Importance of ‘Spot On’ EstimatesBy Diane hainesevery small advantage that can help make an estima-tor more competitive could be the deciding factor in whether a bid is won or lost.

35SMC SalesCamp with Ken Schmidtas the former director of communications for harley-Davidson motor Company, schmidt played an active role in one of the most celebrated turnarounds in corporate history and he’s going to tell us how.


DO BUSINESS WITH YOUR FELLOW HBAM MEMBERS “Building Your Business

Through Association” is our

philosophy. HBAM members

believe that they should

support those who support

the building industry.

NETWORK with other companies in the

building industry to gain new

contacts as well as strengthen

your current ones. You’ll have

opportunities to increase your

industry contacts at Builder

Mart, Key Connections,

Celebrity Chef Night & Auction,

International Builders Show,

Maryland Awards of Excellence

(MAX), chapter and council

meetings and more.

KEEP UP-TO-DATE about pertinent legislative and

regulatory issues on a local,

state and national level.

INCREASE YOUR KNOWLEDGE concerning the various aspects

of the building industry through

our educational programs,

conferences and seminars.

TARGET YOUR MARKET with cost effective advertising

in any of HBAM’s publications,

and with online access to

membership rosters.

Call Felicia Fleming at

410-265-7400, ext. 115

or [email protected]

for information on membership.

Can you believe that Builder Mart has been go-ing strong for over 4 decades? Every year since 1970, just about 5,000 industry professionals gather at the Maryland State Fairgrounds to take advantage of the biggest and best build-ing industry trade show on the East Coast. More than 400 exhibitors fill the exhibit floor, displaying the latest products and services available to the building industry.

Builder Mart is unlike any other show be-cause it is all in one day and all in one place. We are taking that concept to the next level. This year, all of the booths will be located together in the North Hall so you won’t have to go back and forth. We made the move to make room for the expanded education area and SMC SalesCamp stage.

Last year the SMC impressed us with (now Super Bowl winning) Ravens Head Coach, John Harbaugh. This year, get ready to hear from brand visionary Ken Schmidt. As the former director of communications for Harley-Davidson Motor Company, Ken played an active role in one of the most celebrated turn-arounds in corporate history and he’s going to tell us how he did it. If that’s not exciting enough, there is a brand new Harley Davidson up for grabs. You read it right, we are raffling off a Harley at Builder Mart this year!

As for the education courses, you won’t get a Harley but you can earn continuing education credits. There will be opportunities to earn fair housing credits, legislative credits, credits for engineers, surveyors and architects too. You can find a complete listing on page 10.

All this and I haven’t even talked about the main benefit of Builder Mart. It is your best opportunity of the year to see and obtain information about the products that will en-hance your business and excite your custom-ers. Builders and remodelers from all over the region attend to discover the newest trends and ideas for building projects. Your time at Builder Mart will help you better serve your customers by becoming well informed about all our industry has to offer. Oh yeah, did I forget the Bull and Oyster Roast? The all-you-can-eat food bonanza and eternal tap might entice a few of you to join us as well.

For whatever reason you join us, I’m confident you will find what you are looking for. Go ahead and take advantage of all of the opportunities at Builder Mart and my hope is that you walk away from the show with greater knowledge of our industry, its people and products and with a positive outlook for our future.

I want to thank the HBAM members and staff who work year-round to make Builder Mart the best show in town.

Scott Armiger2013 HBAM President

40 Fantastic Years of Builder Mart

President’s Message


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Things are looking up with the pundits continuing to tell us that housing activity is on the rise, home ownership remaining a big part of the American Dream and mortgage rates at all time lows. Fourth Quarter 2012 starts were 13 percent higher than 3rd quarter 2012 so, it appears that fears of the Fiscal Cliff aren’t adversely affect the housing industry. Regrettably, government regulation remains a very important part of the equation at all levels; federal, state and lo-cal. With all of this action, there will be new opportunities for us all; developers, builders, remodelers, suppliers, engineers and archi-tects, as well as realtors, bankers and lawyers.

Builder Mart is an occasion for us to get together to talk and learn about all these busi-ness-changing issues. It is a time to socialize, offer opinions and share experiences in a re-laxed atmosphere. We can learn and get ideas about how to better operate our businesses and compete in a stubbornly difficult market.

Your Builder Mart Executive Committee and the HBAM staff have worked all year to bring you a new and improved Builder Mart for 2013. The Sales and Marketing Council has been working hard too. The SMC SalesCamp is coming to Builder Mart again this year and it will feature Ken Schmidt, an exciting and very interesting nationally known speaker and former executive at Harley Davidson.

Again this year, we are offering morning and afternoon educational and informative sessions. You have the opportunity, at Builder Mart, to earn Maryland Real Estate Commis-sion continuing education credits and learn new techniques to build more efficiently, all while remaining code compliant.

Our delicious all you can eat food menu, which includes the popular bull and oyster roast, has been enlarged and the beer will continue to flow. So, as always, enjoy the food, meet and greet your friends, support our exhibitors and most importantly have a great time.

By the way, I hope the lucky person who wins the Harley will let me take it for a quick ride.

Steven GilmanChairman, Builder Mart

There is a New Builder Mart in Town

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

CuT your operaTiNg CoSTS through our comprehensive package of affinity programs exclusive to members only. add CrediBiliTy for your company in the building industry as well as with the general public by being associated with one of the largest building associations in the country.

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


Builder Mart education

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

Tremco Barrier Solutions - Dr. Jim Wells Presents: Liquid Applied Weather Resistant BarriersTBS will be demonstrating their liquid applied weather resistant barrier; ENVIRO DRI showing architects, engineers, builders and other sub trades what the next generation of weather resistant barriers are, how easy they are to apply, the details that set them apart from sheet applied house-wraps, how they outperform sheet applied housewraps and why liquid applied systems can help builders meet the 2012 blower door test of ach 50 of three (3) for less overall cost. 1 AiA Credit

Versatex - Matt Cullen Presents: Versatex Trimboards - PVC 101 - The Benefits & Uses of Cellular PVC TrimUpon completion of this course, architects and participants will understand:

• The different types and properties of cellular PVC in the building/construction industry

• Common cellular PVC products and their end-use applications. Know best design practices

• Some of the “Green” attributes of PVC that make it an ideal exterior building product

1 HSW through American Institute of Architects

Architect SeminArS11:00 am - 12 pm Liquid Applied Weather Resistant Barriers (1 Hour Architect CEU)

12:15 pm - 1:15 pm Versatex Trimboards - PVC 101 - The Benefits & Uses of Cellular PVC Trim (1 Hour Architect CEU)

2:15 pm - 3:15 pm Andersen Windows - Energy Codes & NFRC (1 Hour Architect CEU)

3:30 pm- 4:30 pm ThermaTru Doors - Entry Doors…An Open & Shut Case (1 Hour Architect CEU)

All other SeminArS11:00 am - 12:30 pm Legislative Update (1.5 Realtor Credits)

2:00 pm - 3:30 pm Fair Housing (1.5 Realtor Credits)

2:00 pm - 3:30 pm Sprawlburbia - The American Dream? (1 hour Engineers and Surveyors Credit)

Andersen Windows Presents: Energy Codes and NFRC This course describes the physical principles and terminology used to measure heat loss and gain, the thermal characteristics of windows, rating and labeling standards for product evaluation and building code requirements relating to windows. Building Code evolution and adoption is investigated. 1 CEU - American Institute of Architects

ThermaTru Doors Presents: ThremaTru Doors Upon completion of this course, architects and participants will understand: The different types and properties of cellular PVC in the building/construction industry. Common cellular PVC products and their end-use applications. A few best design practices (Beaded Ceiling, pre-fabricated corners, fabricated column wraps, window) Some of the “Green” attributes of PVC that make it an ideal exterior building product. 1 CEU - American Institute of Architects

Chuck Kasky Presents: Legislative UpdateRealtors: get your mandatory 1.5 hours of continuing education. Mandatory Legislative Course Credit through the Maryland Department of Licensing and Labor for Realtors

Ronald Belman with Lakeside Title Realtors Presents: Fair HousingRealtors: get your mandatory 1.5 hours of continuing education.Mandatory Fair Housing Course Credit through the Maryland Department of Licensing and Labor for Realtors

David S. Thaler Presents: Sprawlburbia - the American Dream?The talk will include and examination of current land use and development patterns and regulation as well as an analysis of the origin of the suburbs from the first theories of Ebenezer Howard in his work Garden Cities Tomor-row. Also, as assessment of current development codes and how paradoxical-ly, they generate sprawl and traffic, a review of the first zoning case, Village of Euclid v. Ambler Realty Co. and the ramifications of Euclidean zoning in the 21st century including the effects of segregation of uses; an exploration of the causes of sprawl and various contemporary land use techniques including mix use development and walkable, pedestrian oriented designs. Finally, a non Euclidean model of development. 1 credit for Engineers and Surveyors


Builder Mart educationBuilder Mart education

Hammer

Down2013

@

Brand Visionary and Communications Strategist for Harley-Davidson Motor Company One of the most in-demand speakers and communications consultants in America, Ken Schmidt has lived a life that most can only dream about. He has toured the world on two wheels, met with presidents and royalty, partied with movie and music legends, and appeared numerous times on network news. As the former director of communications for Harley-Davidson Motor Company, he played an active role in one of the most celebrated turnarounds in corporate history - and got paid to ride motorcycles.

Winner Drawn at Builder Mart

Get Your Tickets @ Builder Mart$25 Per Ticket or $100 for 5

Limited to 750 Tickets

*See buildermart.org for official rules and details.

Please Thank Our Sponsors:

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Win A NewHarleY-Davidson

SALESCAMPSMC

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Featuring Ken Schmidt

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Featuring Ken Schmidt

smcsalescamp.orgbuildermart.org

What are you willing to do today that’s different than what you did yesterday for the people who will demand your product tomorrow?

Sales & Marketing Council

Wed, March 20th8:30am - 11:00am

South HallSMC SalesCamp Room


By Dennis O’neil

For many years now, we’ve been discussing the benefits of providing a mobile website for shoppers; a website designed to fit on a mobile sized screen displaying the most relevant and action oriented content to the web user on the move. With Internet browsing from mobile phones exploding, it’s no wonder that

home builders have seen traffic from mobile devices more than double in 2012 as compared to 2011!

More recently, we’ve seen a big shift in what can be defined as “mobile.” And that “shift” becomes more like a “blur” when you look closer. Three years ago, “mobile” meant iPhone, Motorola Droid, or Blackberry. This means we had just a few screen sizes and shapes to concern ourselves with (really just two since Blackberry was never much of a source of web traffic). In 2013, the story is very different. Today, we have three different iPhone screen sizes or resolutions in active use, countless Android phones with wide variations in screen size and resolution, two iPad screens, the iPad mini, the Google Nexus7, Kindle Fire and

a multitude of other Android powered tablets. There are simply too many screen size options to build a website for each. It’s easy to classify a phone as “mobile”, but some of the mid-size devices are crossovers without a clear category.

Ultimately, it doesn’t matter what we call it. Consumers call it the Internet and they expect your website to look good and work great no matter what screen they’re using. A recent study released by Google backs up not only the importance of mobile in your web strategy, but the importance of a consistent “multi-screen” experience for consumers.

It’s More than Mobile. It’s Multi-screen.


27.7%DEC2012

23.2%SEPT2012

11.6%SEPT2011

21.9%JUN2012

16.8%MAR201213.7%

DEC20119%

MAY2011

6.2%JAN.2011

What is multi-screen?An excerpt from the Google study referenced discusses the concurrent and sequential use of multiple devices by consumers to interact with the same company or product. This means that users might use a tablet to browse a business’s website after seeing a commercial on TV. They might search for a product on their phone for preliminary research, but then continue that activity on their laptop or desktop, all while watching television.

Note to the right how often 60 percent or more of the survey respondents started their search on their mobile phones and then continued the search on their laptops. Anecdotally, our cli-ent data supports this. We see a tremendous amount of organic search traffic fueling mobile website visits. This means users are opening Google on their phone and typing in phrases like “new homes in _____” and finding builder websites.

The findings of the report support the idea that mobile phones, tablets and desktop websites are not silos. Consumers don’t interact with just one. They interact with all of them; often at the same time. It’s more important than ever that your customer’s entire web-based experience with you be consistent across all platforms. So, what now?

We know from our earlier list that there are simply two many screen size possibilities to cost-effectively build a website for every device. Using some of the latest improvements in web technology, the most cutting edge websites employ “responsive design.” Responsive design is a methodology used to automati-cally adjust your website’s layout and sometimes adjust your website’s content, based on the screen size, not device, your visitor is using. This means we no longer care if a user is on an Android phone or Android tablet. We don’t care if they’re on an iPhone or an iPad. We only care about the width of the screen. That tells the website how it should behave, no matter what the device.

Responsive design is, by far, the best approach available to ensure your website looks and performs the best on every device. It also doesn’t hurt your search engine optimization efforts that responsive design is Google’s recommended approach. With Google sending 86 percent of search engine traffic to builder websites in 2012, it’s a safe bet to do the things they recommend.

Consumers don’t care about the difference between desktop, laptop, tablet and mobile devices. To them, it is your website and it is supposed to work. Be sure you’re employing a multi-screen strategy in 2013. n

Dennis O’Neil is President of ONeil Interactive, a full service Internet Marketing firm dedicated to homebuilders. Dennis speaks fluent ‘home builder’ and ‘geek’ and regularly translates the two to help builders sell more homes. Dennis can be reached at 410-584-2500, or by emailing [email protected].

Figure 1 Mobile Traffic (Percentage of Total)

63.7%Search Engines

18%Direct

17.4%Referring Sites

0.9%Other

Figure 2 Traffic sources

86.3%Google

5.5%bing

4.8%Yahoo!

2.4%Other


another device. Please select which device you started and then continued on. If you have not done this, select “I have not done this”. 21

Continued on a smartphone

Searching for Info

23%

6%

31%

7%

24%

6%

29%

6%

19%

5%

27%

4%

24%

10%Continued on a tablet

Planning a Trip

Managing Finances

Social Networking

Browsing the Internet

Watching an Online Video

ShoppingOnline

PCs are most often a starting point for

more complex activities

29% 30% 34%25% 30% 34%Started on a

PC/laptop38%

vs.another device. Please select which device you started and then continued on. If you have not done this, select “I have not done this”. 20

60%

4%

45%

3%

58%

5%

56%

3%

61%

4%

58%

8%

48%

8%

Continued on a PC

Continued on a tablet

Planning a Trip

Managing Finances

Social Networking

Searching for Info

Browsing the Internet

Watching an Online Video

ShoppingOnline

Smartphones are the most common

starting place for online activities

65% 47%63% 59%65% 66% 56%Started on

smartphone


Builder Mart 2014Together We’ll Build the Future

Wednesday, March 19, 2014

Don’t miss your chance to reserve the best booth space. Visit the Builder Mart 2014 Booth in the Bull Roast area or contact Chris Baughan at 410-265-7400, ext. 121 or [email protected]. www.homebuilders.org

Vacants to Valueat Work in Baltimore

BEFORE

AFTER


Baltimore Mayor Stephanie Rawlings-Blake challenged Baltimore Housing Commissioner Paul Graziano to find a better way that works under varying market conditions. Graziano and his team studied other cities around the country impacted by blight for best practices and then looked to improve their own systems for efficiency. A task force of local community leaders, real estate professionals and non-profit leaders were also involved. In No-vember of 2010, Vacants to Value was launched. Through this program, Baltimore Housing works with prospective homeown-ers, private developers, non-profit organizations and others to bring new life to Baltimore neighborhoods. Vacants to Value is a dynamic initiative that seeks to encourage reinvestment in neighborhoods impacted by blighted properties through six strategies:

Strategy 1: Streamline the disposition process—To strengthen blight elimination efforts, we made it easier for developers to buy city-owned vacant properties by restructuring our Land Re-sources division and changing policies to make the transaction process predictable, expedient and transparent.

Strategy 2: Streamline Code Enforcement – In middle market neighborhoods, Vacants to Value streamlined the approach to code enforcement to minimize the need for litigation. Prior to Vacants to Value, code enforcement litigation was required in ev-ery instance where a vacant building owner was non-compliant. Code enforcement officers can now issue $900 citations (like parking tickets) that will promote outcomes, without prosecu-tions on a scale previously unattainable.

Strategy 3: Facilitate Investment in Block Clusters Near Areas of Strength—Code enforcement attorneys can now require owners of vacant properties to either rehabilitate or sell to someone who can. Code enforcement attorneys now facilitate rehabilitation on entire blocks by partnering with privately capitalized developers.

Strategy 4: Targeted Homebuyer Incentives—Baltimore launched the Vacants to Value $10,000 Homeownership Booster Program and has dedicated over $1 million to the program. Additionally in January, Mayor Rawlings-Blake announced a partnership with Wells Fargo Bank for $15,000 grants to 300 homebuyers who purchase a home in Baltimore.

Strategy 5: Support Large-Scale Development in Distressed Areas—Many distressed areas with concentrated abandonment do not have private development potential in the absence of major public intervention, so large-scale redevelopment initia-tives are needed.

Strategy 6: Maintaining, clearing, holding and land banking for interim and future use—Unfortunately, there a many severely distressed areas where the scale of blight eliminates demand for housing uses of any kind well into the foreseeable future. Generally, the housing market will not support the rehabilita-tion of these vacant properties and many of these blocks will ultimately need to be demolished. Much of the land is banked for future projects, used for urban agriculture and open-space or purchased by home homeowners as a side yard.

In 2010 the U.S. Census bureau reported that Baltimore had experienced one of the largest percentage de-clines in population among major U.S. cities from 1950 to 2000. As a consequence, the city was challenged with approximately 16,000 vacant buildings, roughly 75 percent of which were privately owned. Vacant

buildings drag down property values, create health hazards, reduce the confidence of current homeowners and discourage potential homebuyers from investing in the city. A dramatically different approach was required, but with over 50 years of disinvestment and population loss, City Hall could not confront this challenge alone.

By ChEROn PORTER


Mayor Rawlings-Blake has also committed to attracting 10,000 new households to Baltimore over the next decade, and to help transform the city into a growing, rather than shrink-ing, city. Given the fact that blight and population decline are so intrinsically connected, eliminating vacant buildings in the city and creating opportunities to transform the communities they afflict is critical to achieving this goal.

Through Vacants to Value, there is visible strength building in Charm City. Blocks that were once blighted are now under rehabilitation. People who were fleeing the city are now recon-sidering Baltimore as a place to call home. Businesses looking to expand are also considering Baltimore, as the city has so much to offer. n

Cheron Porter is the Director of Communications for Baltimore Housing. For more information, go to www.baltimorehousing.org and click on Va-cants to Value or call the Land Resources Department at 410-396-4111. * President Clinton established the Clinton Global Initiative America (CGI America) to address economic recovery in the United States. CGI America brings together leaders in business, government, and civil society to generate and implement commitments to create jobs, stimulate economic growth, foster innovation, and support workforce development in the United States. Since its first meeting in June 2011, CGI America partici-pants have made more than 100 commitments valued at $11.8 billion. When fully funded and implemented, these commitments will improve the lives of three million people, create or fill more than 150,000 jobs, and invest and loan $354 million to small and medium enterprises in the United States. To learn more, visit cgiamerica.org.

So how is Vacants to Value doing?• Baltimore Housing created a web presence to market city-

owned vacant buildings that resulted in a five-fold increase in property sales, from 100 in fiscal year 2010 to 524 in fiscal year 2012.

• Baltimore Housing has issued more than nine hundred $900 citations to vacant building owners who have failed to maintain their properties.

• Nearly $47 million in private investment has been made in Vacants to Value properties.

• Nearly 1100 vacant properties have been fully rehabilitated or are undergoing construction.

• Nearly 90 percent of city owned properties in development clusters have been sold.

• Baltimore Housing has issued $10,000 Homeownership incentives to 140 buyers, 28 percent of the homeowners are new to the city.

• City wide 245 vacant and blighted properties have been demolished, helping to increase the Adopt-a-Lot program by over 400 percent to nearly 700 lots.

So what’s next?As of January 1, 2013, Mayor Rawlings-Blake launched a Clinton Global Initiative America (CGI America) commitment to elimi-nate 3,000 vacant residential buildings in Baltimore over three years. Through this initiative, 1,500 properties will be reha-bilitated and an additional 1,500 properties will be demolished using the tools and strategies that comprise the city’s Vacants to Value program.

Furthering Vacants to Value will not only rid communities of thousands of dangerous, blighted properties, but also increase opportunities for new, quality housing and other amenities for families, and create jobs and job training opportunities that will help grow Baltimore’s economy.

BEFORE AFTER


www.mapga.org


Not withstanding the value that many salespeople bring to their customers, the selling profession is under the gun. There have always been those who have even decried the existence of salespeople, describing them as an unnecessary evil.

If we want to buy a car, an insurance policy or just about anything else, there is an intermediary, a salesper-son, standing between us making the purchase. At best, a salesperson is interested, knowledgeable, responsive –– and helpful. And at worst, totally self-absorbed, uninformed and untruthful,

This is the picture of selling today from the perspective of many customers and while it’s certainly nothing new, there’s little indication that it will be changing any time soon. If anything, these criticisms may very well cut deeper unless salespeople come to accept the fact that customers are truly in charge of the sales process.

How to Make Salespeople More Effective

By John Graham

The challenge for salespeople is to be ahead of the curve, not behind it.

1. Customers expect to be their own salesperson. At one time or another, just about every customer has taken a salesperson’s advice, only to regret they did so. Getting burned –– perhaps it would be more accurate to say being betrayed –– makes buyers suspicious and distrusting of what they’re told. While this may seem to be an easy problem to solve, it may be the most daunt-ing issue facing salespeople today.

Clearly, the Internet is taking more and more sales out of the hands of salespeople. It’s an education in what great salesman-

ship is all about and leading the way is Amazon.com.And why not? Amazon.com makes it easy for customers to be

their own salespeople. In fact, the buying experience is actually enjoyable: placing orders is easy (particularly with the instanta-neous “one-click” button), there’s plenty of information and re-views available, returns and refunds are uncomplicated and fast, customer communication is extraordinary, delivery is often ahead of schedule, and product recommendations arrive based on your buying habits. And, of course, the customer is always in charge.


2. Customers like to play. Ironically, one of Apple’s greatest homeruns isn’t electronic. At least this is the view of the com-pany’s CEO, Steve Jobs, who said at the introduction of the iPad 2 that Apple’s retail stores played a major role in the immense success of the first iPad. Here’s the world’s leading technology company with an expanding bricks-and-mortar presence.

While many retailers struggle, Apple continues to open new stores the world over, where customers are encouraged to play with the products, ask for help, and interact with the Apple folks. And you’ll never find “Do Not Touch” signs. Better yet, if you’re an adult, you can look over the shoulder of an eight year old who uses a Mac as if were part of her DNA.

Unlike any other retail store in the world, an Apple store not only makes it easy to look in and see what’s going on (huge front windows made of special anti-glare glass), but it’s welcoming, a place where customers love to go shopping. The “salespeople” are help rather than sell.

There are no gatekeepers in an Apple store. No matter your age, just go in and starting playing with an iPad, an iPod or an accessory. Even so, it’s not uncommon for some customers to ask permission before they try out an iMac or an iPad. They remem-ber going into stores with mom, who reminded them to keep their hands to themselves.

Clearly, Apple understands that today’s customers want to enjoy the buying experience and getting involved.

3. Crank up the communication, not the sales pitches. Top sales-people have long prided themselves on being effective persuad-ers. However, if the truth were known, most of those in sales probably are best at talking their way out of getting orders.

For example, you walk into a major home appliance or depart-ment store. It’s like going through a cemetery. The ranges and refrigerators, the washers, dryers and dishwashers are all lined up neatly in one row after another. It’s all so dull.

After awhile a salesperson comes along and asks if you have questions. You may get the facts, but chances are you’ll complete-ly miss the experience of the refrigerator. You can see it, but that’s all. It’s what the fridge does to add convenience and enjoyment to life that counts.

How would it be if a refrigerator manufacturer gave iPads to the salespeople, with brief videos of consumers using their refrigerators in their homes and talking about it? They could see it come alive. How much more compelling that would be than listening to a salesperson, even a good one, talking about the refrigerator in the cemetery-like setting of the showroom.

Would the right technology, such as an iPad, help increase customer involvement? Would it make products more compel-ling? And, would it help produce more orders?

What are the implications for salespeople in all this? What mes-sages does it send to those who want to be successful in sales?

• Stop looking in the rearview mirror for the answers. They’re not behind us; they’re out in front.

• With so much information available on the Internet, today’s customers are often better informed than the salespeople who are helping them.

• Customers won’t tolerate a salesperson getting paid who, in their estimation, fails to provide meaningful value.

• The day is gone when wearing a suit is the major prerequi-site for a salesperson (male or female), along with the idea that by looking successful, customers will think you are.

• Every aspiring salesperson should be required to work in retail and be evaluated by their customers. And stay there until they get excellent ratings.

• You can get in sales without passing anything other than an aptitude test, if that. Sales may be the one anti-knowledge profession, which may be why so many drop out.

• What is the best education for becoming a salesperson? Being trained as an investigator where you are forced to be attentive to the facts, listening and focused on solving problems.

• Failure to follow up contributes to most lost sales.• Many salespeople may be most successful in talking them-

selves out of getting the order.• Salespeople mistakenly attribute their success to their sales-

manship or customer relationships, when it’s really that the customer is ready to make the purchase.

• “How much is this rug?” asked the customer. “$1,795, replied the salesperson. “That’s too much,” responded the customer. “OK, I can give it to you at 50% off,” said the salesperson. What should the customer do? Get out fast. The salesperson lacks integrity.

• Avoid partnering new salespeople with those who are more experienced, since that’s often the perfect way to perpetuate bad habits and incompetence.

• The biggest mistake salespeople make is trying to sell some-thing. The right mission is solving a problem for a customer.

• Too many salespeople depend on their mouth as their fa-vorite tool for getting the order. They want to win sales with words, not by satisfying their customers.

This is the environment where most salespeople find them-selves today. In many respects, it’s confusing and frustrating, quite different from the way it was just a couple of years ago.

A short time ago, an article on sales appeared in a well-respected publication. It extolled the benefits of technology in selling. Although it mentioned tablet computing, specifically the iPad, the overall focus was on the use of smart phones.

With so much news extolling the immense opportunities for salespeople using iPads, the emphasis on smart phones seemed strangely out of sync, and, frankly, dated.

It points out the challenge for salespeople to be ahead of the curve, not behind it. n

John R. Graham is president of Graham Communications, a marketing services and sales consulting firm. He writes for a variety of business publications and speaks on business, marketing and sales issues. You can contact him at [email protected] or visit his website at grahamcomm.com.


Use a Tablet to Save Time and Money

5 Ways to Manage Your Business Remotely

BY RYan Sutton-Gee


Save time by communicating right from the field. With paper plans, whenever builders encounter an issue in the field and they need to consult with the architect, here’s what they need to do: Mark up the plans, drag

them to a scanner, scan them in, find the scan, sit at back down at the computer, find the scanned-in image and then email it out.

With an iPad, a home builder can just open up the drawing right in the field, mark it up, and send it immediately to the architect. That’s a significant and immediate time savings.

Eliminate printing costs. Construction companies typically spend 0.35 percent of total project costs on printing alone. Going paperless with an iPad or other tablet can instead add a significant portion of

that cost right to the bottom line.

Reference all drawings, specs, and schedules whenever they are needed. Who hasn’t been caught without the right documents in the field? With an iPad, home builders can easily carry all the information they

need wherever they go. This includes schedules, plans, specs, bid documents, change orders, etc.

Reduce mistakes and misdirection by keeping everyone up to date. Keeping one set of plans up to date is hard enough, but when you have to keep multiple sets, it starts to become a nightmare. As a result, almost

every project has had issues where people build off outdated information, leading to claims, schedule delays, etc.

Luckily, with services like PlanGrid or Box, it’s easily to keep one set of files updated and share them with the whole team. This makes document control a snap, even on very large projects.

Easily take and post progress photos right to your draw-ings. With the iPad and apps like iAnnotate or Plan-Grid, it’s easy to take progress photos and attach them right onto your plans. This improves communication,

saves you the trouble of carrying an extra camera, and really helps with the QA/QC and punch list process.

It’s worth taking the time to learn about the apps available for iPads and other tablets as new ones hit the market every day – many with features geared to the home building and remodeling industry. n

T ens of millions of people are already using smartphones and tablets such as the iPad to answer email, browse the Web, and play games. Now, home builders can also use this tool to save serious time and money. Some examples: Builders are downloading My Measures, designed to store and share object di-

mensions for better estimating and Evernote, which allows builders to draw arrows and other annotations to photos and documents.

Ryan Sutton-Gee is the co-founder and CEO of PlanGrid, which offers builders the ability to store, view, and manage blueprints on an iPad. He has a MS in construction engineering management from Stanford University and a BS in Construction Management from Sacramento State University. Follow him on Twitter @rsuttong.

New project management and scheduling software helps builders get all project drawings and documents off paper and onto the iPad and other tablets -- and it’s not difficult, even for those who aren’t super tech-savvy.

New iPad apps like PlanGrid have been written specifically to help construction professionals and trade partners deal with their documents, so there’s never been a better time to go paperless.

Here’s five ways that ditching paper can really help a home builder or remodeler’s bottom line:


By Suzanne Shelton

Are You Making the Most of Your Environmental Reputation?

A home builder’s environmental record is becom-ing as important as the energy efficiency of the homes it builds, according to new research

from the Shelton Group, a marketing and communica-tions company based in Knoxville, Tenn.

That’s my company – and I’ve long been on record as tell-ing builders, “Look, for most Americans, green equals energy efficiency. Saving money is the driver. Instead of talking about green homes, talk about your energy-efficient homes.”

What’s different? Especially among younger buyers, consumers now look to a manufacturer’s environmental record to determine whether a product is truly green -- and that a company’s environ-mental practices can have a direct impact on purchase decisions.

So, today, I advise: “Talk about how energy efficient your homes are and how green your company is.”

For close to 10 years, the Shelton Group been studying consumers’ feelings toward the environment, as well as their attitudes and behaviors related to energy-efficient and green products/services to find a number of interesting trends that support this advice:

Our latest Eco Pulse™ study showed that 31 percent of Americans (compared to 23 percent in 2010) determine if a product is green by whether a company has a strong environ-mental reputation.

Over the last four years, roughly half of respondents claim that a company’s environmental reputation affects their pur-chase decisions “somewhat” or “very much.” In fact, more than half can now name a product that they’ve chosen or dropped

as a result of learning more about a company’s environmental record. That’s up from only 20 percent in 2008.

Millennials – your first-time and/or next-generation home buyers – are even more likely to consider a company’s environ-mental record before making a purchase. In fact, they are twice as likely to have chosen a product based on the manufacturer/supplier’s environmental record or practices.

The marketplace is moving away from sustainability initia-tives purely for cost-cutting or for good public relations and into the realm of creating a competitive market advantage. Compa-nies that share their sustainability stories and highlight their initiatives and good works will create a “halo effect” for their products – which will positively influence consumer purchase decisions and result in that competitive edge.

So, I encourage you to continue to tout your homes’ energy-efficient features and the environmentally friendly products that make your homes more sustainable. But don’t forget to share what type of sustainable activities and business practices you employ as a company.

Consumers want to know what you are doing to lessen your impact on the environment, and that knowledge – and trans-parency – could make them choose your products over your competitors’. n

Suzanne Shelton is CEO of Shelton Group a sustainability marketing and communications agency.


Our Maryland Center for Housing campaign started at Builder Mart in 2011 and now, at Builder Mart 2013, we’re coming down the home stretch. The longtime vision of a new headquarters for the Home Builders Association of Maryland will soon be a reality.

As you have probably heard, the building will house the Building Industries Foundation and will serve as HBAM’s headquarters. The BIF is the non-profit, charitable arm of HBAM and was created in 1999 to respond to requests for assistance in benevolent housing/shelter related projects. The Foundation will own the building debt-free and lease it back to the Association, thereby providing a stable, long-term funding source to endow the Foundation and support its charitable, education and research activities.

As for the Association, the building will be physical presence in Central Maryland that stands as a testament to the strength, vitality and endurance of the industry and HBAM.

The first step of the process was made possible through a gener-ous donation from Stewart Greenebaum of a fully permitted parcel in the commercial district of Maple Lawn, his award winning mixed use, smart growth development. Located in southwestern Howard County, the site is convenient to Interstate 95, US Route 1 and Maryland Routes 29 and 32. Over the summer, the title for the land was transferred to the Foundation. The land, including improvements, appraised for $700,000.

That one donation quickly turned into several and the excitement began to grow as word of a new headquarters spread throughout the Association. Shannon Comer of Shannon Comer Architects stepped up and very generously donated her company’s time and expertise to design the sophisticated 10,000 square foot building that will stand on the parcel. The design includes a usable show kitchen, first floor work rooms, a large board room and office space for the Foundation.

Many other companies have been quick to donate their product, time and expertise to the new building. Due to the access to the building industry resources, HBAM members have a unique ability to provide labor and materials that would otherwise cost signifi-cantly more. A complete list of donors can be found on page 28 or online at www.marylandcenterforhousing.org.

It is not too late to make your commitment and become part of this ambitious project which will forever change the future of the Association for the better. Contributions are tax deductible as the Foundation is a fully approved 501-C(3) non-profit organization. Benefits to donors include recognition in print publications, elec-tronic publications and online. Significant recognition throughout the build and at the new building is also included.

Another way to participate is by purchasing a brick paver to be installed at the entrance of the building. The pavers are custom engraved and come in two sizes. See page 29 for an order form. n

The Maryland Center for Housing


Axiom EngineeringBaldwin HomesBob Ward CompaniesCaves ValleyChateau BuildersColumbia BuildersCornerstone HomesDan Ryan BuildersDevelopment Design ConsultantsDorsey Family HomesECS Mid-Atlantic, LLCEfficient HomesElm Street DevelopmentForty WestGemcraft HomesGoodier Baker BuildersIWIFLennarLinowes and BlocherLowell GlazerMD LandmarkMorris & Ritchie Assoc.Mueller HomesNVROrchard DevelopmentPowers HomesRachuba GroupResidential TitleSecurity DevelopmentSelfridge Family FoundationShelter Builder CommunitiesSteuart-KretT+A ContractorsWhitehall DevelopmentWilliamsburg HomesZahler Construction and Development

Thank you to the following companies for their generous financial support.

Lead Donor: STEWART GREENEBAUM

Maryland Center for housing Donors

84 LumberABC SupplyAC & R InsulationAshton Manor Enviromental, LLC.AZEK Building Products, Inc.Bartley CorporationBruce L. Jones ContractorsCalifornia ClosetCampitelli Masonry Inc.Charles A. KleinChoice StairwaysCMW Co.Constantine ContractingCreative Touch InteriorsDans CompanyDelbert AdamsDesign House KitchensDow Building SolutionsEnvirosolutionsFick Bros. Roofing & Exterior RemodelingFireside Hearth & HomeFretz CorporationGaines and CompanyGene’s JohnsGlen-Gery BrickGray and SonGreenleaf RemodelingGutschick, Little and WeberHarkins BuildersHillis-Carnes EngineeringHumpty DumpstersInterior ConceptsJohn H. Myers & SonsL&L SupplyLeisure SpecialtiesMetropolitan Fire ProtectionModern FoundationsMoenNortheastern SupplyOld Town ConstructionO’Neil InteractiveOut of Sight Home Theater

Owings BrothersParksitePatterson EnterprisesPly Gem WindowsRapid SignsReicoRFC, Inc.Residential TitleRichmond AmericanRiparius Construction, Inc.RLO ContractorsRoof CenterRosenberg, Greenberg & MartinS.E.H ExcavatingShannon Comer ArchitectsShelter SystemsSherwin WilliamsSiegel, Rutherford, Bradstock & RidgewaySmartbox Portable StorageSt. John PropertiesTamkoTW EllisTW PerryTyco Fire Protection ProductsVintage SecurityWall to Wall ConstructionWeyerhauser

Thank you to the following companies for their contributions of labor, materials and professional services.

NAMING RIGHTS

Rachuba Family Foundation Foundation Office

Security Development Howard County Government Affairs Office

Elm Street Development Finance Office

NVR- Sales and Marketing Office

Walter and Betty Ward Government Affairs Office


Maryland Center for housing Donors

6030 Daybreak Cr. #A150, PMP 362Clarksville, MD 21209


to the Builder Mart exhibitors who are also donors to the Maryland Center for Housing

A Special Thanks

84 Lumber – lumber

The L & L Company – bricks

Bartley Corporation – foundation

California Closet – closet system

Dow Building Solutions

Smartbox Portable Storage – storage

Creative Touch Interiors – flooring

Gray and Son, Inc. – curbs and gutters

John H. Myers & Sons – windows

Metropolitan Fire Protection – sprinkler design and installation

Moen Incorporated – plumbing fixtures

Out of Sight Home Theater – television for lobby

Parksite – Tyvek


Financial Contributors: Residential Title & IWIF

Azek Building Products, Inc. – roof fascia

Mailbox Man of Maryland – mailboxes

Fireside Hearth and Home – fireplaces

Modern Foundations – foundation

Ply Gem Windows – windows

Reico – kitchen

Residential Title – title work

Shelter Systems Limited – roof trusses

Sherwin Williams – paint

TW Perry – lumber

Tyco Fire Protection Products – sprinkler materials

Vintage Security – security system

Weyerhauser – flooring system


“No matter its size, a company must draft plans and get a realistic idea of total cost before beginning a project.”

‘Spot n’The Importance of

EstimatesBy DiaNe HaiNes


What Estimators Do When a construction company begins a new project, the process often times requires the contractor to provide the prospective customers an idea of how much the contract will cost and ana-lyze whether the job is a good fit for the business. That’s where the estimators come in.

They are the ones to calculate the cost information that’s used to help determine the feasibility and profitability of a new proj-ect and analyze which endeavors are turning a profit, according to the U.S. Bureau of Labor Statistics. Approximately 59 percent of cost estimators work in the construction industry, collecting data on which factors have an effect on costs, such as materials, location, project duration, labor and special machinery require-ments, the bureau says.

To do so, estimators in the construction industry inquire and sometimes visit the proposed work site and collect informa-tion on the availability of electricity and other utilities, surface topography and drainage, then conduct a quantity survey–or ‘takeoff ’–to determine what materials and labor will be nec-essary to complete the firm’s share of the project. Part of the estimator’s responsibility and this process is taking into consid-eration the potential for wasted materials, shipping delays, bad weather and other disruptions that might negatively affect the project’s profitability.

Competitive Estimating in the Construction Industry In today’s competitive construction environment, where every-one is trying to do more with fewer resources and less time, esti-mators know that they need an edge in order to prosper. Every small advantage that can help make an estimator more competi-tive could be the deciding factor in whether a bid is won or lost.

But staying competitive does not have to mean working longer hours to meet demand. According to researchers Andrew Stell-man and Jennifer Greene of software quality firm Stellman and Green Consulting, estimating has been referred to as a ‘black art’ and may seem highly subjective–yet a formal, standardized estimating process can improve accuracy and make it more likely that projects are completed on time and within budget.

Luckily, there are technological tools available that can help estimators work smarter, streamline their processes and keep up with the demand for more estimates without risking accuracy.

Accurate Estimates are Vital No matter its size, a company must draft plans and get a realistic idea of total cost before beginning a project.

Poor estimating can hurt the project and maybe the company. Sometimes, a company that wins a job may end up regretting the victory, because a mispriced or overlooked item will result in the project running over the original estimate.

Being able to deduce a rough estimate of what a job will cost, with limited specifications and without the risk of dedicating days of work only to determine the project is not a good fit, can be the deciding factor in bidding on a job that will be profitable for the company.

Changes happen. Customers decide they want to add or sub-tract from the project, which can leave the construction compa-ny scrambling to adjust its estimate. Automating the estimating process enables companies to manipulate the existing estimate more easily and quickly respond to change requests, avoiding complications later in the project.

Automating the Process Cost estimating software systems can help estimators do their job more quickly and with less effort, according to Chris Hen-drickson, engineering researcher and professor at Carnegie Mellon University. Often the software will include databases for unit cost items, including worker wage rates and prices for materials and equipment rentals, as well as lists of expected productivity for construction processes, component types and equipment, he writes.

The software can also be useful when sharing estimates with other departments in charge of cost control and scheduling, which can contribute to managing costs during the course of construction. Additionally, some versions will allow for search-ing a company’s archives for past projects that may have had a similar design or scope, which can help better inform the estimating process.

According to the Bureau of Labor Statistics, “although com-puters cannot be used for the entire estimating process, they can relieve estimators of much of the drudgery associated with routine, repetitive and time-consuming calculations. New and improved cost estimating software has lead to more efficient computations, which leaves estimators more time to check their numbers, analyze and refine project estimates.”

Conclusion Estimators have always worked hard to ensure they deliver accu-rate estimates as their companies bid on construction projects.

But as the business changes and new technologies offer solu-tions for reducing workloads while boosting results, it may be time for estimators to stop restricting themselves to the features traditional spreadsheets can offer. Incorporating estimating software into the process can allow construction companies to bid faster, smarter and more profitably. n

Diane Haines, Director of Strategic Marketing at Sage a world-leading supplier of business management software.


7,900

New Year, New Endeavors, New Homes!

By the Numbers

35%

8,082

Quarterly closings rebounded to 2,007 reflecting a 35% year over year increase in starts.

Annual starts were at the highest levels seen since 2008 (8,082).

By Brooke Burns-Ackley

As you may have heard, Hanley Wood has acquired MetroStudy, a leading provider of primary and secondary market information to the housing and related industries nationwide. With this merge brings an opportunity for the housing industry to have the best available data and it comes at a time when all economic indicators supporting the housing industry are moving in the right direction.

No time to waste, we have resolutions and business to attend to. So, let’s talk about 2012 and what we have forecasted for 2013.

2012 ended on a positive note for Maryland. Fourth quarter starts returned to a level last seen in 2007, with 2,044 starts recorded. Quarterly closings rebounded to 2,007 from the lows seen in 2010 and 2011. These levels reflect a 35 percent year over year increase in starts and a 3 per-cent year over year increase in closings. Annual starts were at the highest levels seen since 2008 (8,082) and annual closings were at levels that have remain relatively steady over the past two years (7,762). When looking more closely at the annual starts and closings in Maryland, 48 per-cent of the total activity is occurring in Montgomery, Prince George’s, Anne Arundel and Howard, listed in order of volume.

The 2013 Baltimore forecast for permits is modest at 7,900. This would be a 3 percent overall increase from 2012 and while multi-family permits are forecasted to decrease by 7 percent, single family permits are forecasted to increase by 42 percent to a total of 5,200. This is welcoming news for many home builders in this local market. n

Brooke Burns is the Regional Sales Director for Hanley Wood Market Intelligence and can be reached at [email protected] or 202-729-3678.

The 2013 Baltimore forecast for permits is modest at 7,900, a 3% overall increase from 2012.

48%Montgomery, Prince George’s, Anne Arundel, and Howard counties account for 48% of Maryland’s total activity.

StatS and FactS


The longtime motorcycle enthusiast’s formal association with Harley-Davidson began in 1985. As a specialist in corporate positioning and media relations, he was asked to work with the then-struggling Harley-Davidson to help restore the company’s image and create demand for its motorcycles. Within a few short years, Harley-Davidson became one of the most visible and frequently reported-on companies in the world, while sales of its motorcycles rocketed upward.

In 1990, Schmidt became director of Harley-Davidson’s cor-porate and financial communications, and served as its primary spokesperson to the media and the financial communities. He appeared numerous times on network news programs and was frequently called upon by business media to share his insights on non-traditional communications and customer relations. Speaking engagements around the world soon followed.

In 1997, Schmidt left Harley-Davidson to take an ownership position with a highly successful Chicago-based marketing firm, VSA Partners. In addition to Harley-Davidson, VSA serves many other of the world’s best-known brands, including General Motors, Coca-Cola, IBM and Campbell’s Soup. In July 1999, he sold his portion of VSA to start his own business, Ken Schmidt Company, and slow down the pace of his life.

Now, Schmidt is a frequent speaker to business groups and academic communities throughout the world. Few speakers gen-erate more positive word-of-mouth and referrals. “I love to startle people by exposing them to proven ideas and concepts they’ve never imagined,” he said. “Whether I’m talking about how per-fectly average people can do extraordinary things - which is now an everyday occurrence at Harley-Davidson - or how to build an entirely new corporate culture, rekindle relationships with customers, or reach out to new ones in completely untraditional ways, I’m teaching people to throw conventional approaches out the window. I see opening hearts and minds as my life’s work.”

Today, Schmidt shares his expertise with many of America’s leading brands, but happily states that he is “semi-retired,” which allows him to pursue his other passions. He calls working with the grandson of one of Harley-Davidson’s founders to create the book, 100 Years of Harley-Davidson, one of the greatest highs in his lifetime. After all he has accomplished, his philosophy of life and business hasn’t changed: “Never do what’s expected, make yourself as noticeably different as possible, and have a lot more fun than you’re supposed to.” n

SMC Sales Camp 2013 with Ken Schmidt Brand Visionary and Communications Strategist for Harley-Davidson Motor Company

One of the most in-demand speakers and commu-nications consultants in America, Ken Schmidt has lived a life that most can only dream about.

He has toured the world on two wheels, met with presi-dents and royalty, partied with movie and music leg-ends and appeared numerous times on network news. As the former director of communications for Harley-Davidson Motor Company, he played an active role in one of the most celebrated turnarounds in corporate history - and got paid to ride motorcycles.

March 20, 8:30 am

Visit www.homebuilders.org/page/moneysavings/ for full details on each of our programs or contact Felicia Fleming at 410-265-7400, ext. 115 or [email protected]

Programs and Discounts Saving You MoneyHBAM is offering its members these Affinity Partner SavingsGet a jump on your savings and take advantage of these programs!

HBAM is offering its MeMBers A discount on Verizon Wireless products And serVices, Along WitH otHer discounts to quAlified MeMBers

nAHB pocket tHe sAVings ... The HBA Member Advantage program offers NAHB/HBAM members many money-saving discounts that benefit their businesses, employees and families. Some participating companies include: Lowes, GMC, Dell, Hertz, Office Depot and more.

HBAM cAn Help your AdVertising needs By offering tHese Affinity pArtners AdVertising discounts

HBAM offers discounts on Workers coMp And insurAnce progrAMs

hbam members-only money saving programs

Visit www.homebuilders.org/page/moneysavings/

for full details on each of our programs or contact Felicia Fleming at (410)265-7400, ext. 115 or feli-

[email protected].

HBAMHBAM offers discounts on workers comp and insurance programs

NAHB POCKET THE SAVINGSNAHB POCKET THE SAVINGS......The HBA Member Advantage HBA Member Advantage program offers NAHB/HBAM

members many money-saving discounts that benefit their businesses, employees and families. Some par-

ticipating companies include:Lowes, GMC, Dell, Hertz, Office Depot and more. Visit

HBAMHBAM can help your advertising needs by offering these affinity partners

advertising discounts

HBAMHBAM is offering its members these Affinity Partner Savings

Get a jump on your savings and take advantage of these programs!



[email protected].











[email protected].











[email protected].











[email protected].











[email protected].











[email protected].









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

• Builder Mart

• Key Connections

• MAX Maryland Awards of Excellence

• International Builders’ Show

• Celebrity Chef Night and Auction

• HBAM Remodelers Awards of Excellence

• The Maryland Real Estate and

Construction Forecast Conference

• Icon Awards

• A Night at the Yard

• Land Development Council Community

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

New Builder Mart Members

ANNUAL

EVENTS& CONFERENCES

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

A.C & R Foam Insulators LLCAirex ManufacturingAstrum SolarB.E.S.T. Inc.Back River Pre-Cast, LLCCentral Vacs UnlimitedClassicFlame ProCST Products, LLCCulpeper Wood PreserversCummins Power Systems Dr. Energy Saver, LLCEvergreen TechnologiesGross, Medelsohn Associates Koma Building ProductsLiberty ScreensLTC Financial PartnersMaurice Electric Supply Metropolitan Home TheaterNational Control Services, IncPrint-O-Stat, Inc.RoxulSevern BankTrace Laboratories, Inc.Tremco Barrier Solutions, Inc.

Why beCome a member?Respect, Recognition and Representation A good reputation is worth its weight in business. HBAM membership is an opportunity to gain recognition and respect in the community and within the industry. As and HBAM member, the Association represents you by promoting the industry and continually striving to enhance the quality of life by providing quality housing. The Association represents the local housing industry on Capital Hill, the State House and local government entities to at-tain favorable and progressive legislation for the industry.

Networking Opportunities HBAM membership is an opportunity to build a network of professionals in the industry by sharing ideas with other builders, subcontractors, suppliers and service firms. These opportunities are in the form of all the events that HBAM has to offer.

Advertising Opportunities To help you sell your product and/or service, HBAM sponsors such pro-motional events such as Builder Mart. Also advertising opportunities are available to you through the monthly Homefront online, Mid-Atlantic Builder Magazine and the HBAM Buyers guide.

Educational Opportunities HBAM offers various educational opportunities. Learn about current trends and what the future holds for the industry through meetings, seminars pre-sented by HBAM and the National Association’s Annual Convention and the International Builders Show.

Local, State and National Membership As part of your membership, you automatically become a member of HBAM, the Maryland State Builders Association and the National Association of Home Builders.

Membership Directory The HBAM Buyers guide puts members’ names, addresses, phone numbers and other valuable information at your fingertips.

Valuable Money Savings Programs Members of the Association can advantage of the many discount programs from various local, state, and national businesses including a workers com-pensation discount program, discounts on office supplies, phone service, discounts on PC, rental cars, delivery service, GM vehicle discounts, adver-tising discounts, and many others.

352013 HBAM Directory + Membership Blueprint

STEP 4Provide a primary contact and any secondary contact names.

PRIMARY CONTACTCOMPANY _______________________________________________________________________________________

NAME __________________________________________________ TITLE ___________________________________

BUSINESS ADDRESS _______________________________________________________________________________

CITY _____________________________________________ STATE ______ ZIP ______________________________

PHONE _____________________________________ FAX ________________________________________________

E-MAIL (REQUIRED)* _____________________________________________________________________________

Preferred method of communication

☐ email ☐ fax le and register online for events

WEBSITE ________________________________________________________________________________________

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

Did a Member of HBAM Refer You? *

COMPANY NAME __________________________ NAME _____________________________________________

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

NAME ___________________________________________________________________________________________

TITLE ________________________________________ EMAIL ____________________________________________

PHONE __________________________________________FAX ____________________________________________

Preferred method of communication

☐ email ☐ fax

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

NAME ___________________________________________________________________________________________

TITLE ________________________________________ EMAIL ____________________________________________

PHONE __________________________________________FAX ____________________________________________

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

☐ Baltimore County☐ Carroll County☐ Howard County

☐ Upper Chesapeake (serving Cecil & Harford Counties)

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

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

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

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

STEP 7

$ SEUD LATOT ____________________________________________________ $ EEF KNIL ETISBEW LATOT __________________________ $ DESOLCNE LATOT __________________________

CREDIT CARD/PAYMENT INFORMATION☐ MasterCard ☐ Visa ☐ American Express ☐ CheckAccount Number ____________________________________________________________ Exp. Date ______________

Name on Card ____________________________________________ Zip code of billing address ___________________

Date ___________________ Auth. Signature_____________________________________________________________

Print Name __________________________________________ Title ________________________________________

STEP 1What type of member are you.

☐ Builder and/or Developer

☐ Remodeler☐ Associate

STEP 2Please choose 1 PRIMARY business function to identify you in our Annual Buyers’ Guide and on-line membership directory. (see reverse side for options)

☐ Builder☐ Developer☐ Remodeler

☐ Professional Service☐ Supplier☐ Subcontractor

Description (see reverse side): __________________________________________________________________

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

BUILDER & DEVELOPERDues Annual AnnualLevel Gross Revenue $ Dues☐ I $0-2.5 Million $ 820☐ II $2.5-5 Million $ 1,750☐ III $5-10 Million $ 3,450☐ IV $10-25 Million $ 5,225☐ V $25-50 Million $ 7,190☐ VI $50-100 Million $ 8,900☐ VII $100-200 Million $ 11,200☐ VIII Over $200 Million $ 14,500

REMODELERDues Annual AnnualLevel Gross Revenue $ Dues☐ I $0-500,000 $ 500☐ II $500,000 – 2.5 Million $ 875☐ III $2.5-5 Million $ 1,430☐ IV $5-25 Million $ 1,800☐ V Over $25 Million $ 3,690

ASSOCIATEDues Annual AnnualLevel Gross Revenue $ Dues☐ I $0-2.5 Million $ 840☐ II $2.5-5 Million $ 1,090☐ III $5-10 Million $ 1,350☐ IV $10-25 Million $ 1,640☐ V Over $25 Million $ 3,250

Return this page with payment to:HBAM6030 Daybreak Circle, #A150, PMB 362Clarksville, MD 21029Fax: 410-265-6529

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

Application is made for membership in HBAM. I agree to abide by the HBAM by-laws and the NAHB Code of Ethics (both available by request). In the event of membership termination, I agree to

e information furnished herein is true and correct and is provided for the purpose of inducing HBAM to consider this application for membership. I understand approval of my membership is subject to review and acceptance of the HBAM Executive Committee or Board of Directors and that the deposit of my payment does NOT constitute membership approval.

2013 HOME BUILDERSASSOCIATION OF MARYLAND

Membership Application

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

2012 Membership Application 2.indd 4 1/17/2012 3:52:26 PM


Builder Mart CoMMittee

Builder Mart CoMMitteeSteven Gilman, ChairmanAssemblyline Inc.

Joe FleurySusquehanna Bank

Tim NicholsChesapeake Bank of Maryland

Amy GreenJarvis Green Marketing

Jennifer PurdyTW Perry

Leslie RosenthalBob Lucido Team / ReMax Advantage Realty

Bob MyersJohn H. Myers

Rob ReberLP Corp

Builder Mart Staff

Carey SwiftDirector of Events and Tradeshows

Chris BaughanSales Manager

Kristin HogleEditor, Builder Mart magazine

www.buildermart.org410-265-7400

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

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

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

Building Industries Foundation

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

Join us as we come together to change lives. We need your help.

• Donate Time and/or Materials

• Request Assistance

• Share Your Projects with Us and get PR

• View our Latest Projects


Builder Mart 2012


Builder Mart 2012Builder Mart 2012

Exhibitor DirEctory: AlphAbEticAl

builDEr MArt MARCH 20, 2013 www.homebuilders.org42

1st Mariner Bank 6292-10 Home Buyers Warranty 23084 Lumber 421A Touch of Brass 2201Airex Manufacturing 1408Alban CAT 1213Annandale Millwork & Allied Systems 626Associated Insurance Management, Inc. 202Astrum Solar 439Atlantic Aluminum Products 827 & 1026AZEK Building Products 613Back River Pre-Cast, LLC 829Baltimore Gas & Electric Company 638Bartley Corporation, The 1413Bath Fitter 1228BGE New Construction Services 634 & 636BlueLinx Corporation 2205-2211, 801 & 1000, 803 & 1002Builder’s Advantage, LLC 402Builders FirstSource 221California Closets 1028Carroll Insulation Co., Inc. 210Central Vacs Unlimited 637Chesapeake Bank Of Maryland 1407 & 1606ChesapeakeHome Magazine 631Creative Touch Interiors 220CST Products, LLC 239Culpeper Wood Preservers 404D.S. Thaler & Associates, Inc. 229Dominion Electric Supply Company 606Duradek Mid Atlantic 809Electrolux 1013Energy Services Group 1230Essex Bank 238Evergreen Technologies 437Fireside Hearth & Home 813Garrety Glass, Inc. 212GE Appliances 213Gray & Son, Inc. 2019GRK Fasteners 224Gross, Medelsohn & Associates 1008Ground Loop Heating & Air Cond., Inc. 837 & 839Guardian Home Technologies 235 & 237Habitat for Humanity of the Chesapeake 1006Huber Engineered Woods, LLC 831Injured Workers’ Insurance Fund 400John H. Myers & Son, Inc. 413JSM Installation, LLC 200Kitchen and Bath Creations 630L & L Company, The 1409 & 1608Lakeside Title Company 1035 & 1234Long Fence Company, Inc. 438LP Corp. 1009 & 1208M & R Floors, Inc. 1029M. T. Laney Co. Inc. 834Mailbox Man of MD, Inc. 2214 & 2215

Martin Architectural Group 427Maryland Pools 1031Mayer Brothers, Inc. 236McCormick Paint 434Mid-Atlantic Propane Gas Association 835 & 1034Modern Foundations, Inc. 821Moen Incorporated 226National Lumber 828Norandex Building Materials Distribution 201-205Norbord Industries 1209Northwest Savings Bank 1602One Source Associates Inc. 1003Out of Sight Home Theater 206 & 208Parksite 613Potomac Valley Brick & Supply Co. 1401 & 1403Premier Lifts Inc. 627 & 826R & R Components, Inc. 228Raymond C. Maule & Son, Inc. 214Reico Kitchen and Bath 608Residential Elevators Inc. 1001Residential Title & Escrow Co. 407 & 409Residential Warranty Company LLC 2213Roxul 1030Sandy Spring Bank 228Saratoga Insurance Brokers, Inc. 2200Schluter Systems L.P. 1200Severn Bank 2017Shelter Systems Limited 601Silver-top Manufacturing Co., Inc. 204Simpson Strong-Tie, Company 429SmartBox Portable Storage 2203Southern Pacific Supply Co., Inc. 1621Sport Systems, LLC 1427Sterling Mirror & Glass 231Suburban Propane 807Superior Walls by Weaver Precast 621Susquehanna Bank 2217 & 2218Swift Flooring 1007Swirnow Building Systems 635T.W. Perry 1421T.W. Perry 1021TimberTech 436Total Energy Concepts, Inc. 607 & 806Tremco Barrier Solutions, Inc. 1406Tyco Fire Protection Products 216Velux-America Inc. 406Versatex Trimboards 1027 & 1226Vintage Security LLC 2224Wells Fargo Home Mortgage 435Weyerhaeuser 232 & 234White River Hardwoods 628


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Triangle Brick—Magnolia Tumble

Nothing says à|ÅxÄxáá uxtâàç like masonry. With over 30 years of knowledge in the industry, Potomac Valley Brick

is proven to be the most valuable resource for your next project. Conveniently located in your Baltimore neighborhood.

9009 Yellow Brick Road Baltimore, MD 21237

Brick - Block - Pavers - Retaining Walls - Thin Brick & Stone - Accessories - Glass Block Corporate HQ & Sales - 15810 Indianola Drive - Suite 100 - Rockville - MD - 20855

301-309-9600 - www.PVBrick.com


Exhibitor DirEctory: cAtEgory

Access Lifts & ElevatorsPremier Lifts Inc. 627 & 826Raymond C. Maule & Son, Inc. 214Residential Elevators Inc. 1001

Accounting & Financial ServicesGross, Medelsohn & Associates 1008

AppliancesElectrolux 1013GE Appliances 213

Architectural ServicesMartin Architectural Group 427

BathroomsBath Fitter 1228Moen Incorporated 226Sterling Mirror & Glass 231

Brick, Concrete & StoneCST Products, LLC 239

Building SuppliesAtlantic Aluminum Products 827 & 1026Builders FirstSource 221Habitat for Humanity of the Chesapeake 1006LP Corp. 1009 & 1208T.W. Perry 1021 & 1421

CabinetryKitchen and Bath Creations 630

Central VacuumsCentral Vacs Unlimited 637

Decking & RailingDuradek Mid Atlantic 809Parksite 613

Decks & FencesLong Fence Company, Inc. 438

Energy AuditEnergy Services Group 1230

Engineering & Engineering ServicesD.S. Thaler & Associates, Inc. 229

Equipment RentalAlban CAT 1213

FastenersGRK Fasteners 224Simpson Strong-Tie, Company 429

Fire Protection ServicesTyco Fire Protection Products 216

FireplacesFireside Hearth & Home 813

Floor CoveringsCreative Touch Interiors 220L & L Company, The 1409 & 1608M & R Floors, Inc. 1029Schluter Systems L.P. 1200Swift Flooring 1007Swirnow Building Systems 635

Foundation & ExcavationBartley Corporation, The 1413Modern Foundations, Inc. 821Superior Walls by Weaver Precast 621Tremco Barrier Solutions, Inc. 1406

FuelsSuburban Propane 807

HardwareA Touch of Brass 2201JSM Installation, LLC 200

Home AutomationOne Source Associates Inc. 1003

Home Entertainment SystemsOut of Sight Home Theater 206 & 208

Home Warranty Services2-10 Home Buyers Warranty 230Residential Warranty Company LLC 2213

HVAC Systems & SuppliesAirex Manufacturing 1408Ground Loop Heating & Air Cond., Inc. 837 & 839Total Energy Concepts, Inc. 607 & 806

InsulationRoxul 1030

Insulation & DrywallCarroll Insulation Co., Inc. 210


Exhibitor DirEctory: cAtEgory Exhibitor DirEctory: cAtEgory

InsuranceAssociated Insurance Management, Inc. 202Injured Workers’ Insurance Fund 400Saratoga Insurance Brokers, Inc. 2200

Kitchen & BathroomsReico Kitchen and Bath 608

LightingDominion Electric Supply Company 606

Lumber & Engineered Floor SystemsBlueLinx Corporation 2205-2211, 801 & 1000, 803 & 1002Huber Engineered Woods, LLC 831John H. Myers & Son, Inc . 413Norandex Building Materials Distribution 201-205Shelter Systems Limited 601Weyerhaeuser 232 & 234

Lumber & Millwork 84 Lumber 421Annandale Millwork & Allied Systems 626Culpeper Wood Preservers 404White River Hardwoods 628National Lumber 828Norbord Industries 1209Southern Pacific Supply Co., Inc. 1621TimberTech 436

Mailboxes Mailbox Man of MD, Inc. 2214 & 2215

Marketing, Advertising & Publications ChesapeakeHome Magazine 631

Masonry & Concrete Mayer Brothers, Inc. 236Potomac Valley Brick & Supply Co. 1401 & 1403

Mortgage & Banking 1st Mariner Bank 629Chesapeake Bank Of Maryland 1407 & 1606Essex Bank 238Northwest Savings Bank 1602Sandy Spring Bank 228Severn Bank 2017Susquehanna Bank 2217 & 2218Wells Fargo Home Mortgage 435

New Home Sales & Marketing Builder’s Advantage, LLC 402

Outdoor Recreation & Swimming PoolsMaryland Pools 1031 Sport Systems, LLC 1427

Paints & Wallcoverings McCormick Paint 434

Paving & Escavating Gray & Son, Inc. 2019M. T. Laney Co. Inc. 834

Precast Concrete Products Back River Pre-Cast, LLC 829

Propane Mid-Atlantic Propane Gas Association 835 & 1034

RemodelerGarrety Glass, Inc. 212

Roof Trusses & Wall Panels R & R Components, Inc. 228Silver-top Manufacturing Co., Inc. 204

Security & Safety Guardian Home Technologies 235 & 237Vintage Security LLC 2224

SolarAstrum Solar 439

Storage Systems & ProductsCalifornia Closets 1028SmartBox Portable Storage 2203

Sunrooms & Skylights Velux-America Inc. 406

Title & Settlement Lakeside Title Company 1035 & 1234Residential Title & Escrow Co. 407 & 409

Trimboards AZEK Building Products 613Versatex Trimboards 1027 & 1226

UtilityBaltimore Gas & Electric Company 638BGE New Construction Services 634 & 636

Wide Format PlottersEvergreen Technologies 437


Floorplan BUILDER MART 2013MARCH 20, 2013

1/22/13, 4:28 PM

2400 2401 2402 2403 2405 2406 2407 2408 2409 2410 2411 2413 2414 2415 2416 2417 2418 2419 2421 2422

238 239 438 439 638 639 838 839 1038 1039 1238 1239 1438 1439 1638 1639 1838 2039

236 237 436 437 636 637 836 837 1036 1037 1236 1237 1436 1437 1636 1637 1836 2037

234 235 434 435 634 635 834 835 1034 1035 1234 1235 1434 1435 1634 1635 1834 2035

232 2033

230 231 430 431 630 631 830 831 1030 1031 1230 1431 1630 1631 1830

228 229 228 429 628 629 828 829 1028 1029 1228 1429 1628 1629 1828 2029

226 427 626 627 826 827 1026 1027 1226 1427 1626 1627 1826 2027

224 2025

222 2023

220 2021

2019

2017

HGRV 216 2015

RC214 2013

MCH212 2011

HBAM210 409 608 809 1008 1009 1208 1209 1408 1409 1608 2009

208 207 406 407 606 607 806 807 1006 1007 1206 1207 1406 1407 1606

SMC206 205 404 2005

204 203 402 803 1002 1003 1202 1203 1402 1403 1602 2003

202 201 400 801 1000 1001 1200 1201 1400 1401 1600 2001

200 2200 2201 2202 2203 2205 2206 2207 2208 2209 2210 2211 2213 2214 2215 2216 2217 2218 2220 2221 2222

EARLY MOVE OUT DOORS EARLY MOVE OUT DOORS

*Booths in red have pole in front or back corner of booth.

*Booths along the front and back walls are 8x10 booths.

Reserved Booths: 194 (1-9) • Available Booths: 117

Total Booths: 311 • 63% Reserved

OFFICE

MAIN ENTRANCE

Bathrooms RA

AC

E W

HEE

L

Event / Education

Area

821 1021

RESERVED

CONTRACTED

421

613

813

EDUCATION HALL

Large Education Room (Sales Camp)

Kitchen

KITC

HE

N VIP LOU

NG

E

401 601

EXHIBIT HALL

BULL ROAST

221

2041

2224

213

1421

1413

621

Exhibitor Lounge /

Demonstration

1621

Oysters Bar

413

REGISTRATION

161312131013

Architect SeminArS11:00 am - 12 pm Liquid Applied Weather Resistant Barriers (1 Hour Architect CEU)12:15 pm - 1:15 pm Versatex Trimboards - PVC 101 - The Benefits & Uses of Cellular PVC Trim (1 Hour Architect CEU)2:15 pm - 3:15 pm Andersen Windows - Energy Codes & NFRC (1 Hour Architect CEU) 3:30 pm- 4:30 pm ThermaTru Doors - Entry Doors…An Open & Shut Case (1 Hour Architect CEU)

Ken Schmidt – 8:30 am


FloorplanFloorplan BUILDER MART 2013MARCH 20, 2013

1/22/13, 4:28 PM

2400 2401 2402 2403 2405 2406 2407 2408 2409 2410 2411 2413 2414 2415 2416 2417 2418 2419 2421 2422

238 239 438 439 638 639 838 839 1038 1039 1238 1239 1438 1439 1638 1639 1838 2039

236 237 436 437 636 637 836 837 1036 1037 1236 1237 1436 1437 1636 1637 1836 2037

234 235 434 435 634 635 834 835 1034 1035 1234 1235 1434 1435 1634 1635 1834 2035

232 2033

230 231 430 431 630 631 830 831 1030 1031 1230 1431 1630 1631 1830

228 229 228 429 628 629 828 829 1028 1029 1228 1429 1628 1629 1828 2029

226 427 626 627 826 827 1026 1027 1226 1427 1626 1627 1826 2027

224 2025

222 2023

220 2021

2019

2017

HGRV 216 2015

RC214 2013

MCH212 2011

HBAM210 409 608 809 1008 1009 1208 1209 1408 1409 1608 2009

208 207 406 407 606 607 806 807 1006 1007 1206 1207 1406 1407 1606

SMC206 205 404 2005

204 203 402 803 1002 1003 1202 1203 1402 1403 1602 2003

202 201 400 801 1000 1001 1200 1201 1400 1401 1600 2001

200 2200 2201 2202 2203 2205 2206 2207 2208 2209 2210 2211 2213 2214 2215 2216 2217 2218 2220 2221 2222

EARLY MOVE OUT DOORS EARLY MOVE OUT DOORS

*Booths in red have pole in front or back corner of booth.

*Booths along the front and back walls are 8x10 booths.

Reserved Booths: 194 (1-9) • Available Booths: 117

Total Booths: 311 • 63% Reserved

OFFICE

MAIN ENTRANCE

Bathrooms RA

AC

E W

HEE

L

Event / Education

Area

821 1021

RESERVED

CONTRACTED

421

613

813

EDUCATION HALL

Large Education Room (Sales Camp)

Kitchen

KITC

HE

N VIP LOU

NG

E

401 601

EXHIBIT HALL

BULL ROAST

221

2041

2224

213

1421

1413

621

Exhibitor Lounge /

Demonstration

1621

Oysters Bar

413

REGISTRATION

161312131013

All other SeminArS11:00 am - 12:30 pm Legislative Update (1.5 Realtor Credits)2:00 pm - 3:30 pm Fair Housing (1.5 Realtor Credits)2:00 pm - 3:30 pm Sprawlburbia - The American Dream? (1 hour Engineers and Surveyors Credit)


Advertiser

index

Appliance Distributers Unlimited Inside Back Cover

BGE Outdoor Lighting 7

BGE Smart Energy Savers 1

Builders Mutual Insurance 2

California Closets 48

GE Contract Sales Back Cover

MAPGA 19

Potomac Valley Brick 43

Saratoga Insurance 5

Southern Pacific Supply 9

Vintage Security Inside Front Cover

Contact:Chris Baughan

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

Builder Mart March 19, 2014

For info on advertising in Builder Mart 2014.


Floorplan


GE Café™

Everyone loves a café. Now, everyone can have one.GE Café™ is GE’s first new line of appliances in 15 years, and it’s an exciting new sales opportunity. With stainless steel exterior and robust styling, builders and new home buyers will want to make it the centerpiece of their new home. For remodelers and their customers, the GE Café will easily transform any kitchen with restaurant-inspired design. At long last, everyone can afford to have an inviting café – right at home. www.geappliances.com/café

For additional information on GE Appliances call GE Area Sales Manager Lora Williams at 410.679.0486.

builder mart magazine 2013

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