Mid Atlantic Builder January/Februrary 2011

Vol. 53 Issue 1January/February 2011www.homebuilders.org

EXTREME MAKEOVER: HOME EDITION

PLUSLand Development Council Awards 18Remodeler Awards of Excellence 28

The HBAM Foundation’s

Extreme Commitment

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MID-ATLANTIC BUILDER JANUARY/FEBRUARY 2011 www.homebuilders.org2

10 Extreme CommitmentHBAM members went on a wild ride in July of 2010 building an 11,000+ square foot house for the girls of Boys Hope Girls Hope in Baltimore.

18 Developing ExcellenceExcellence in Community Developments awards were presented to six deserving recipients; as well as fi ve individual awards in the fi eld of land development.

28 Remodeling at its BestIn it’s 20th year the HBAM Remodelers recognized excellence in remodeling design and craftsmanship, at their annual awards ceremony.

40 Market Recovery SeriesThe Battle for the New Home Buyer is RagingIn today’s challenging economic times, selling new homes has become a battlefi eld, requiring a savvy, experienced sales force that makes decisions that result in a sale.

Mid-Atlantic Builder text and cover pages are printed on SFI certifi ed Anthem Matte using soy ink.

• SFI standards conserve biodiversity and protect soil and water quality, as well as wildlife habitats.

• SFI participants also plant more than 650 million trees each year to these thriving forests.

Departments 4 Guest Message 6 President’s Message 8 Events45 New Members46 Government Affairs

Also42 Green Building

Going, Going, Gone Green

January/February 2011Vol. 53 Issue 1

PUBLISHERJohn Kortecamp

EDITORKristin Josephson Hogle, [email protected]

ADVERTISINGChris Baughan, Advertising Sales Manager410-265-7400, ext. 121 [email protected]

DESIGNHeather Winkel, Art DirectorKristina Hopkins, Graphic DesignerNetwork Design [email protected]

HBAM LEGAL COUNSELLinowes and Blocher

MID-ATLANTIC BUILDERis a publication of HBAM Member Services, Inc., a subsidiary of the Home Builders Association of Maryland, Inc., 7127 Ambassador Road, Suite 150, Baltimore, MD 21244410-265-7400, www.homebuilders.org.

Postmaster: Send address changes to Home Builders Association of Maryland, Inc., 7127 Ambassador Road, Suite 150Baltimore, MD 21244.

ECO BOX

DepartmentsBefore & AfterPresident’s MessageNew Members

Pages 23-26Pull-Out Section

www.homebuilders.org�JANUARY/FEBRUARY�2010 MID-ATLANTIC BUILDER 21

HBAM Remodelers Council Gold AwardOwings Brothers Contracting

Beaumont Project$195 to $250K Other

Addition with Alterations

MID

-ATL

ANTI

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A supplement to Mid-Atlantic Builder

Remodeler

ON THE COVER Core members of the Extreme Makeover: Home Edition build team, Chris Rachuba with The Rachuba Group, Judi Miller with Architecture by Design

and Jack Lancelotta with Superior Walls by Weaver Precast.PHOTO BY STUART ZOLOTOROW

48 CornerBRAC

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I would like to take this opportunity and thank all of the home builder and associate members who supported my Maryland State Senate campaign. I would also like to share some additional thoughts on Maryland Politics as it relates to our industry.

When I was President of Home Builders Association of Maryland, Paris Glendening was Governor. He was not a friend of our in-dustry and the environmental lobby has con-tinued to grow since his term. Home builders have been fighting a losing battle. Every day it has been harder and harder to earn a living and purchase land at prices that allow us to build an affordable home and bring that land to market in a timely manner.

I believed that the only way change could occur was to be on the inside of the process. I believed that if I was elected, together with other pro-business legislators, we could improve the business climate in Maryland. I picked 2010 to run because of the dissat-isfaction of the electorate that was sweeping the country. A wave of change occurred in every state except California and Maryland. In fact, the Maryland legislature has be-come more anti-business and radical with this election. Conservative Democrats were replaced with more liberal State Senators. However, there was a bit of good news in the House of Delegates where some fiscal con-servative and pro-business Delegates were elected but they still don’t have numbers to make a difference.

I still believe that electing pro-business candidates is the proper course but I now know we can achieve our common goals from the outside. Home builders from around the state came together to fight and win on onerous storm water management regulations and the Baltimore County PAC had a very successful creating a blueprint

for what our industry needs to achieve. Starting with County Council elections, we must continue to support and cultivate pro-business candidates that will change the culture in the counties and eventually move to higher office. We must act and plan for the long term.

The most important lesson that I have learned is that we as HBAM members must allocate more dollars to our association and its local Political Action Committees. Money is politics and money is success in politics. We all know this, but I have now lived it. Associates meeting builders, education and recognizing the best of our industry through awards are all important benefits of HBAM but we must primarily be a politically based organization. Protecting our industry in the halls of our respective county councils and in Annapolis is the most important goal.

I have always been proud to be a home builder. We produce a product that is one of the staples of life. I intend to stay active and again would like to thank all of my friends and supporters. I hope for all of us, that 2011 is a good year for our industry.

guestmessage

2011 HBAM LeAderSHIp

ExEcutivE committEEBob GoodierPresident

Rod HartPresident Elect

Scott ArmigerFirst Vice President- 2011

Scott BarhightAssociate Vice President

cynthia mcAuliffeSecretary

theresa LeatherburyTreasurer

Eliot Powell Immediate Past President

cHAPtER PRESidEntSEvan Gilligan Anne Arundel CouncyJeremy Rutter Howard CountyRobb Aumiller Baltimore CountySean davis Baltimore Citydan Whitehurst Upper ChesapeakePaul mueller Carroll County

counciL PRESidEntStaylor classen HBAM Remodelers

dennis o’neilSales and Marketing Council

michael GreenspunLand Development Council

Bill ZahlerMaryland Residential Green Building Council

HBAm BoARd of diREctoRS

ALtERnAtE diREctoRS

Ex officio mEmBERSchris Rachuba

Building Industries Foundationfrank Hertsch PACJack orrick

The Business of Politics

Jay HergenroederJeff OttLeslie RosenthalMatt HelminiakMatt Wineman

Paul KrakovskyPaul MuellerTim NaughtonYana Peifer

Tom BaumSteve BreedenMike BreenRon CarstensPat CostelloSteven GilmanChickie GraysonJoe GregoryJoe HikelSteve James

Sandy MarenbergJames MathiasTim MorrisDan MurtaughRich PezzulloSteve RubinJake RuppertKevin SappSusan Songy-

Owens

Kevin CarneyThomas Builders, Inc.


In Frank Capra’s Christmas classic, “It’s a Wonderful Life”, in a moment of deep despair George Bailey questions his value and purpose and wishes he’d never been born. He’s then given a chance to see just how his loved ones and his com-munity would be impacted if he hadn’t been there for them. As he and the viewer become very aware, without his strength and commitment, the town and its residents wouldn’t fare well at all.

How would the building industry be impacted if the Home Builders Association of Maryland weren’t around? At a minimum, how would the following happen; and who would be looking out for you?

• HBAM defeat of the impervious fee fund saved builders $2,400 PER UNIT BUILT. In other words, a builder who built 20 homes this year, saved $48,000 this year and every year hereafter.

• At the state level, HBAM lobbyists suc-ceeded in obtaining sweeping amend-ments to the 2007 Stormwater legislation – saving developers tens of thousands from having to reengineer plans.

• Also at the state level, HBAM lobbyists succeeded in passage of permit toll-ing legislation to require local permit authorities to “toll” or freeze permit ap-provals past their expiration date due to the economic downturn – saving HBAM members money and buying more time to wait out the recession.

• In Carroll County HBAM lobbyists defeated an expansion of the residential sprinkler mandate, saving upwards of $6,000 on EACH home addition and remodel.

• In Baltimore County, HBAM lobbyists successfully negotiated less burdensome design regulations, saving builders thousands in unnecessary architectural features.

• In Howard County, HBAM lobbyists saved developers over $200 an acre in review fees proposed by the Howard Soil Conservation District.

We’re in one of the most trying economic periods we’ve ever been in. Cash is tight and for most builders time constraints are stretched to the limit. However, if you pull even one permit this year or otherwise work in any capacity in the home build-ing or home financing industry, you need to understand how important HBAM is in protecting your livelihood. We at HBAM understand that you have to justify the cost of your homes to your customers and these savings directly impact your bottom line and the price of your homes.

We need all of you members and associ-ates, large or small, and we value your partic-ipation. For those in the industry waiting for the market to turn before making any further commitments, please come off the sidelines and help whether it with be your dues, your time, your influence or a combination of all three. Just like George Bailey, even though you may not realize it, your involvement makes a significant difference. Yes, times are challenging but they would be demonstrably worse without an active HBAM.

Bob Goodier2011 HBAM President

DIRECTORY OF ADVERTISERS

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Inside Back CoverCalifornia Closets 26GE Contract Sales 22IWIF

Back CoverJohn H Myers & Son, Inc 3Mid Atlantic Propane and Gas 5Saratoga Insurance 27SMC SalesCamp 26Southern Pacific Supply 7T.W. Perry

38-39Verizon Wireless 9

president’smessage

Visit www.homebuilders.org for an

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Key ConnectionsThursday, February 3rdPikesville HiltonAssociate members enjoy 3 minute face-to-face meeting with the builder, develop-er and remodeler members participating in this event. Associates have the op-portunity to bring samples and incen-tives to entice them to continue business with them or to add them to their list of vendors. This event proves each year to be a value added benefit of HBAM and supports our motto of Members Doing Business with Members.

ICON AwardsWednesday, February 16thFretz Corporation, Columbia, MDHBAM is set to present its coveted awards for Builder and Associate of the Year as well as Lifetime Achievement Awards for a Builder and Associate members. The awards are the premiere honor awarded to dedicated and respected members of the home building community.

Lifetime Achievement, Builder Stewart Greenebaum, Greenebaum & Rose Associates

Lifetime Achievement, AssociateDavid Thaler, D.S. Thaler & Associates

Builder of the YearChris Rachuba, The Rachuba Group

Associate of the YearLeslie Rosenthal, Bob Lucido Team of Remax Advantage Realty

Events CALL 410-265-7400 for information on registration for our events or visit www.homebuilders.org.

Sales CampWednesday, March 23rdTimonium FairgroundsThe Spring 2011 SalesCamp is set to kick-off this year’s HBAM Builder Mart and welcome world-renowned speaker and body language expert Janine Driver to the podium as she shares tips on how to tap into your customers’ needs and send signals to help close more business. Visit www.smcsalescamp.com to register.

Builder MartWednesday, March 23rdTimonium FairgroundsFor over 3 decades, more than 6,000 Building Industry Professionals have taken advantage of Builder Mart’s an-nual 1-day marketplace. More than 500 booths fill the exhibit floor, displaying the latest products and services available to the building industry. Plus, enjoy Builder Mart’s ever popular Bull and Oyster Roast and beer garden - all included. Visit www.buildermart.org to register.

MAX AwardsWednesday, May 18thMartin’s West in BaltimoreThe MAX program recognizes local home builders who provide buyers with excellence in design, livability and value. The program also recognizes excellence in sales and marketing across the home building industry. The event is black tie optional; features a 90 minute open bar cocktail reception and a seated dinner during the awards program. Visit www.homebuilders.org/page/MAX/ to enter your projects.

For event sponsorship opportunities, contact Chris Baughan at [email protected] or call 410-265-7400, ext 121.

HBAM Foundation steps up and brings hope to Baltimore

CommitmentExtrEmE

www.homebuilders.org� JANUARY/FEBRUARY�2011 MID-ATLANTIC BUILDER 11

It starts with Dan Murtaugh of Sandy Spring Bank, a member of the HBAM Board of Directors who also sits on the Board of the Boys Hope Girls Hope organization in Baltimore. BHGH is a non-profit organization that provides children with long-term care in non-institutional homes staffed by live-in residential counselors. Dan knew that the national television show, Extreme Makeover: Home Edition, was interested in coming to Baltimore to build a girls home in the same neighborhood where a boys home already existed. Dan called HBAM Executive Vice Presi-dent, John Kortecamp, to inquire whether an HBAM builder would be interested in taking the lead on the build. The two then turned to Chris Rachuba the chairperson of HBAM’s foun-dation, The Maryland Community Builders Foundation, to take on the project and gain some publicity for the cause. Chris was asked if he would like to assist on the project on behalf of the Foundation and he readily agreed. Together with Excel Homes, a modular builder from Pennsylvania, they began the journey. “I originally thought the project was going to be similar in scope to the existing 2,400 sq. ft. Boys Hope home,” said Rachuba.

the chain of events that found its way to Chris Rachuba of the Rachuba Group grabbed him and several members of the Home Builders Association of Maryland and took them on

an “extreme” ride in early July 2010. That ride would change their lives and the lives of some deserving young girls forever.

MID-ATLANTIC BUILDER��JANUARY/FEBRUARY�2011� www.homebuilders.org12

One of Chris’ first calls was to Judi Miller, principal with Architecture by Design, Inc. in Ellicott City. As a fan of the show, she jumped into the project with both feet. In two weeks, Judi had the plans drawn up and then spent another two weeks coordinating with subcontractors and estimators.

One such subcontractor was Jack Lancelotta with Superior Walls by Weaver Precast. Chris made the call to Jack because their product is ideal for an uber fast build where there isn’t time to let the building foundation dry for an extended period.

“We provided the architectural design, construction document and construction administration services,” recalls Miller. In all, the contribution from Architecture by Design topped $30,000. “What a testament to our members and their dedication to their trade,” commented John Kortecamp. “This is truly a tight-knit industry and members step up for one another,” he added. As if Judi’s contribution of the architectural services wasn’t enough, she came on-site, with her husband, and stayed there for a week, some nights working around the clock. Judi made some minor adjustments to the plans along the way to compensate for some material issues and then dug in her heals and worked side-by-side with Chris Rachuba to get the job done.

Of his company’s $25,000 plus donation, Lancelotta said, “the gravity of the project sucked me in.” Lancelotta was also on-site every day, becoming involved with planning and serving as the night time local build team project manager. He even got in-volved in soliciting other vendors for the project. “I told vendors that they needed to capitalize on their participation,” said Lance-lotta. He explained how Brothers Roofing gave significantly to the project and turned around and advertised that to consumers. “It is what you make of it,” he said.

The extreme commitment doesn’t end there. Several other HBAM members gave generously of their time and expertise. Yana Peifer with Wells Fargo Home Mortgage was the volunteer coordinator for the event, dedicating hundreds of hours to the cause. Marka Guindon with Met Life Homes organized the pep rally for the event and worked tirelessly on-site. Pat Scherer with Pat Scherer & Associates skillfully managed the VIP tent during the event. Cindy Plackmeyer with Cindy Plackmeyer Marketing spearheaded all of the social media for the event. You can see it all at www.facebook.com/buildersfoundation.


Leslie Rosenthal with Bob Lucido Team LLC/Remax Advan-tage Realty managed the on-site catering for the duration of the event, soliciting and scheduling over 7,000 meals for the work-ers! Some of the significant product donors included Shelter Sys-tems, Artisian Fine Homes, Ply Gem, Brothers Roofing, TW Ellis and American Design and Build just to name a few. Go to www.baltimoreextrememakeover.com to see the complete list. Thanks go out to the entire HBAM community for their donations of time, materials and money that played their part in making this project a success.

As it turned out, what Rachuba thought would be an average single family home morphed in to an 11,000+ square foot man-sion. He spent 9 days and nights in the blazing heat, the rain, the mud, maneuvering around cameras and “talent” (throw in an earthquake) and his most challenging task, in his opinion, was keeping the peace with the subcontractors. Because a torren-tial rain storm soaked the home before it was completely under roof, time schedules were shifted and the project encountered delays. “The subs had graciously donated time and materials and I didn’t want to upset them by rescheduling them to odd hours and demanding time frames,” he said. It is important to note that Rachuba didn’t participate in this build in order to promote his company, The Rachuba Group; rather, he volunteered his time on behalf of the Maryland Community Builders Foundation.

Right:�Jack�Lancelotta,�Chris�Rachuba�and�Judi�Miller.

www.homebuilders.org� JANUARY/FEBRUARY�2011 MID-ATLANTIC BUILDER 15


Most people agree that once you see behind the curtain, your perspective of the show changes but when asked if the effort was worth it, they all chimed in with a yes. “I feel that Architecture by Design did something that was bigger than we are for the good of others,” said Miller. She adds that she felt a tremendous outpour-ing of support from the community and has forged friendships during that one crazy week in July that will last a lifetime.

Jack Lancelotta is still involved in Extreme Makeover: Home Edition builds. Superior Walls was part of the Berks County, PA episode. “I’ll fight for our company to participate again,” he said. “It gave us a chance to showcase what we do.”

As for Chris Rachuba, he stays in touch with Boys Hope Girls Hope. He says his high point of the build was seeing the reaction of the girls when they got the first glimpse of their new home. It’s pretty clear that love came back around. When Chris was invited to the new home to meet the seven girls who would be living there, they presented him with an engraved place setting and said, “You will always have a place at our table.” n

For�more�information�on�the�Extreme�Makeover:�Home�Edition�build�in�Baltimore�and�a�complete�list�of�sponsors�and�donors,�please�visit��www.baltimoreextrememakoever.com.�For�more�information�on�the��Maryland�Community�Builders�Foundation,�please�visit��www.buildingindustriesfoundation.org.


DevelopINGExcEllENcE

On September 23, 2010 at the Maryland Historical Society, the Home Builders Association of Maryland’s Land Development Council presented it 17th Annual Excellence in Community Developments awards to six

deserving recipients; as well as five individual awards in the field of land development.

Per the judging criteria, all entries were evaluated on sensitiv-ity to the environment, sustainable design, development chal-lenges, and unique planning concepts.

The highest award given by the LDC each year, the Project of the Year, was awarded to the Annapolis Towne Center at Parole because it overcame extensive environmental, political and eco-nomic challenges with attention to every detail.

This 35 acre, 2.2 million square foot mixed use project sits on the former site of the Annapolis’ first shopping center originally built in the 1960’s. It has since become the new heart of the city’s luxury retail and residential hub.

Upon municipal plan approval, the first order of business in the site’s redevelopment was to remediate environmental damage caused by the initial development and the standards of earlier times. Additionally, extensive off-site traffic upgrades were re-quired to facilitate accessibility to and from major road networks.

The first phase of this intensive mixed use project opened in 2008 and immediately became the new heart of the city beyond its well established historic district. The residential components include 900 luxury high rise apartments and condominiums, replete with a roof top swimming pool, exclusive clubs and concierge service.

Future plans call for an additional 100,000 sq. ft. of Class A office space and a 90,000 sq. ft. hotel site. This former aban-doned shopping center has evolved into a thriving mini city in the heart of our State’s capitol.

www.homebuilders.org JANUARY/FEBRUARY 2011 MID-ATLANTIC BUILDER 19

Project of the YearAnnapolis Towne Center at Parole

Developer: Greenberg Gibbons Commercial Corporation

Consultant-Engineer: Greenhorne & O’MaraArchitect: Martin Architectural Group

and KA ArchitectsLocation: Anne Arundel County

Developer of the Year Karen McJunkinConsultant of the Year Michael PowellContractor of the Year Matt McCausalanLifetime Achievement Award Clark TurnerRising Star Evan Moreville

Individual Awards of Excellence


Belle Haven Estates in Woodbine, MarylandDeveloper: Grayson Development

Consultant-Engineer: DMW (for site engineering), EDSA and Demario Design Consultants, Inc.

Location: Howard County

Orchard RidgeDeveloper: Penrose Properties and Doracon DevelopmentArchitect: Wallace, Roberts & Todd, LLC, in Philadelphia, PALocation: Baltimore City

Renaissance SquareDeveloper: Enterprise and Mark Building

Consultant-Engineer: Mark Building Company, Inc. Engineering and design by Gower Thompson, Inc.

Architect: Donald B. Ratcliffe and Associates and Shannon Comer Architect, LLC

Location: Baltimore County

Located on historic farm land in Western Howard County, this parcel was farmed for generations upon generations. This community was designed to complement the historical use of

the land and one half of the 98 acres have been set aside for land preservation. The lots will be designed and planned for one-acre

plus lots, the majority of which will back up into open space. Grayson faced a significant development challenge and had to

navigate the APFO test for schools and the acquisition of CEOs for density exchanges.

This project was the first community in Baltimore County to follow the community design Charette process established by the landmark Renaissance Development Pilot Program through Bal-timore County legislation aimed at revitalizing older communi-

ties in Baltimore County. Formerly a troubled apartment complex that required more police presence than the rest of Baltimore

County combined, the process for converting this land into a vi-able, community included input by Baltimore County residents.

This project converted a former public housing complex into an enormous market potential for northeast Baltimore. This 60-acre site has 444 units planned. Twenty percent of the 195 townhomes have been built and all of the 249 multifamily units are complete and occupied. The adaptive reuse of a public and subsidized housing site, this development captures of the important design elements outlines in the original master plan, which was drafted in 2002 in a public planning process that incorporated the prin-ciples of “Traditional Neighborhood Design” creating an urban lifestyle in a sustainable, convenient and a truly enjoyable place.


Village of Meadow CreekDeveloper: Wyndtryst Development Corporation

Consultant-Engineer: Morris & Ritchie Associates, Inc.Location: Carroll County

Stoney Run VillageDeveloper: Elm Street DevelopmentConsultant-Engineer: Sigma EngineeringArchitect: LeMay Erikson

Village of Meadow Creek is a mixed use development of 188 single family home sites and a 15-acre Neighborhood Commer-cial and Lifestyle Center. The Commercial Center placed along

Route 140 Corridor offers a central gathering location for the neighborhood with surrounding housing development placed

along the perimeter. In addition, the residential units were buffered from the internal road system with pocket parks and

landscape plantings as well as extensive berm and buffer plant-ings to shield the neighborhood from the busy corridor through-way. Even more, some larger recreation areas, accessible by trail

and sidewalk connections, were fashioned to further insulate residents from busy areas.

This a multi-family subdivision is approximately 30 acres in size, transitioning from the dense commercial / retail uses to low den-sity residential uses. This project exemplifies how private development can coordinate planning efforts with local land use planning. It serves several market segments – rental apartments and two-tiered condominiums for purchase. A thoughtfully designed commu-nity strategically positioned midway between Baltimore and Washington, DC.

www.homebuilders.org JAnuAry/feBruAry 2010 MID-ATLANTIC BUILDER 23

HBAM Remodelers Council Gold AwardOwings Brothers Contracting

Beaumont Project$195 to $250K

Addition with Alterations

Mid

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A supplement to Mid-Atlantic Builder

Remodeler

MID-ATLANTIC REMODELER A Supplement to Mid-Atlantic Builder JAnuAry/feBruAry 2011 www.homebuilders.org24

A supplement to Mid-Atlantic BuilderMid

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Remodeler

Owings Brothers ContractingBeaumont ProjectThe existing exterior of this Cape Cod was completely brick with two large bay windows as its focal point. This addition not only anchors the right side of the house but introduces new lines and sophistication. The combination of matching dormers, a large masonry fireplace, which flanks the house’s opposite existing fireplace and the introduction of shingle-style layered exterior trim provides for a flowing and appealing exterior. The new interior beautifully transforms the existing floor plan. What were once small, box-like bedrooms are now integral parts of the transition that takes you from the old to the new. n

Presenting Members

ChesapeakeHome Magazine

T.W. Perry

KC Company/Pella Windows

Lynch Construction

Susquehanna Bank

Saratoga Insurance

Contact 410-265-7400, ext. 121 about 2011 Sponsorship Opportunities

before&after

Nicole BlissGuy CaiazzoTaylor ClassenCheryl CrowtherArif DurraniTim EllisSteve GilmanDanny KalmusDoug Kelly

Yvonne LienhardRyan McGinnJennifer NugentBill PattesonJoe SmithGregory WallBob

WeickgenanntHoward Warfield

2011 HBAM ReModeleRs Taylor Classen President

2011 sPoNsoRs Members do business with members

Board of direCTors

PasT PresidenTsBill RauserJohn MartindaleDave Chmura

Michael OwingsDonald F. Lynch, Jr.Guy Caiazzo

www.homebuilders.org JAnuAry/feBruAry 2011 MID-ATLANTIC REMODELER A Supplement to Mid-Atlantic Builder 25

president’smessage

I hope everyone had a happy holiday season.

From all of the reports I have read, the remodeling industry should experience an upturn after several challenging years. While the experts predict an increase in spending for remodeling services, the competition will continue to be fierce. For the most part, consum-ers know that it is a buyer’s market. In an effort to survive and prosper in this environment, it is critical that we look for ways to reduce costs and provide a differ-entiated product. While this seems easy, it can be hard to accomplish.

As we start the New Year, we need to con-tinue to look for ways to reduce our cost struc-ture. It is important to evaluate your opera-tions and determine what items are needs and what are wants. Unfortunately, in these tough times some of the wants (tools, equipment or staff) will need to go. Another way to reduce costs is to gain economies of scale and form alliances with select vendors who can provide preferred pricing. The Remodelers Council has a host of strong trade contractors and vendors who can help strengthen your business. These alliances can help when you are in need of a competitive advantage.

One of the easiest ways to reduce cost and increase the bottom line is early pay discounts. Everyone loves to get their cash. Most vendors and some trade contractors offer discounts of 1-2 percent, if invoices are paid within 10 days. With proper deposits from your clients, it should be easy to take advantage of these discounts. Even if you need to borrow from your bank, the savings can be tremendous.

In this competitive market, it is critical that you demonstrate to the consumer that your product is different from the competi-tion. You can promote your level of quality, the longevity of your employees and relationships with trade contractors/vendors as fac-tors in providing a better product. If you are not already a member of the Remodelers Council, you need to be. Your membership in

the Council shows your commitment to the industry. It says you are committed to per-forming work in accordance with the highest industry standards and ethics. It is important that you educate your clients about the value that you provide.

I would like to wish all of you the best of luck with your businesses in 2011.

Thanks,

Taylor Classen HBAM Remodelers President

We Have Your Competitive Advantage

Member Benefits HBAM remodelers offers many benefits to its members. remodelers benefit from a variety of educational, mentor-ing and networking opportunities. In addition, the HBAM remodeler’s serves to improve the quality of the industry and its members through these programs. By promoting certification programs to consumers, members of the council are sought after for their strong professional and ethical principles.

News & InformationNational: Members of the Council receive a free subscription to Profes-sional remodeler magazine. each issue focuses on practical business insights from the country’s leading remodelers. Members also receive nAHB renews, a monthly e-newsletter about national news that affects our industry.Regional: Members of the Council re-ceive a free subscription to Chesapeak-eHome Magazine and are offered special advertising opportunities designed to help them reach upscale homeowners.Local: The council is featured in each issue of Homefront, HBAM’s monthly enewsletter to promote its members, programs and events. Mid-Atlantic remodeler is included in each issue of Mid-Atlantic Builder magazine.

Why join HBAM remodelers?

Welcome Our New Members

Stuart GarlingtonTowne Craft Builders

Daniel WinnerWinner Construction Group, Inc.

Jason GoetzK.C. Company/ Pella Windows & Doors

Ready to Join?www.mdremodelers.orgThe fee is $65.00 per year.

for additional information on the HBAM remodelers Council, contact felicia fleming at [email protected] or 410-265-7400, ext. 115.

MID-ATLANTIC REMODELER A Supplement to Mid-Atlantic Builder JAnuAry/feBruAry 2011 www.homebuilders.org26

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The Remodelers Council of the Home Builders Association of Maryland, the HBAM Remodelers, announced the winners of the annual Remodeling Award of Excellence competition on November 11th at Martin’s West in Balti-more. This program, in its 20th year, serves to recognize

excellence in remodeling design and craftsmanship, to create a greater public interest in the remodeling industry and to recog-nize outstanding contributions by individuals and companies in the remodeling industry.

An evaluation team that consisted of remodeling contractors from around the Baltimore Metropolitan area rated all entries. The criteria used to judge the entries included: quality of con-struction, degree of difficulty, value and cost effectiveness, unique and creative design approach and sensitivity to existing structure.

Individual awards were also presented for Remodeler of the Year and Remodelers Associate of the Year. Joseph Smith, CGR, CGP, CAPS, Managing Partner of Owings Home Services in Eldersburg, Maryland, took home the coveted Remodeler of the Year Award. Joe has over thirty years of expertise in both com-mercial and residential construction and his experience involves new construction and remodeling. In addition, he was named the National Association of Home Builders Remodeler of the month in February 2010.

Remodelers Associate of the Year went to Arif Durrani, Sales and Marketing Manager KC Company/Pella Windows & Doors. For the past 20 years, Arif has represented KC Company, Inc., the regional Pella Window and Door distributor. He is currently the Manager of the Remodeling and Eastern Shore Divisions and has been recognized nationally with the National Director’s Award for Excellence in Remodeling.

Remodelers Council announces 2010 Awards of Excellence

www.homebuilders.org JANUARY/FEBRUARY 2011 MID-ATLANTIC BUILDER 29BEST

Remodeling at its

GoldKitchen Addition

$100 – $150KOwings Brothers Contracting

Gourmet Kitchen Project


SilverBathroom/s Remodel

$46 – $80KOwings Home Services

Southfields Project

GoldExterior Remodel

$75 – $100KFick Bros. Roofing & Exterior

Remodeling CompanyBudnitz Residence Reroofing

SilverCommercialUp to $150KLangKuhn LLCI Street Office

Honorable MentionBathroom/s Remodel$46 – $80KWheatley Associates Inc.Monkton Bath

31

SilverCommercial

$400 – $500KVan Deusen ConstructionWaste Industries Project


$46 – $80KThe Baywood Design/

Build Group, Inc.Cohen Master Bath

GoldBathroom/s Remodel

Up to $45KWhite Wave Builders

Meyer Bathroom Remodel

GoldHistoric Restoration

$500 – $750KAzola Building Rehab

Maryland Building at the Maryland Zoo in Baltimore

GoldBathroom/s Remodel$46 – $80KRiver Crest Design BuildSchaefer Bathroom

SilverKitchen Remodel$50 – $100KThe Baywood Design/Build Group, Inc.Wieder Kitchen

GoldInterior Remodel$200 – $250KCatonsville HomesMohler Renovation

GoldKitchen Addition$175 – $225KLangKuhn LLCResidence in Annapolis

GoldOther – Addition$125 – $175KPlumb Construction Co., Inc.Grimm Residence

GoldExterior RemodelUp to $50KLangKuhn LLCFalls Church Residence

GoldKitchen Remodel

Up to $50KCatonsville Contractors

Woodcrest Remodel

SilverExterior Remodel

Up to $50KStarcom Design Build

Muheim Exterior Renovation


SilverOther – Addition with Alterations

$195 – $250KT.W. Ellis, LLC

Welch Addition

GoldWhole House

$1 – $1.5MDelbert Adams

Construction Group, LLCStately Renovation

GoldOther – Addition with Alterations$195 – $250KOwings Brothers ContractingBeaumont Project

GoldInterior Remodel – Basement$50 – $100KWall To Wall ConstructionMohler Project


GoldWhole House$850K – $1.5MPurple Cherry ArchitectsAnnapolis Residence Renovation

SilverKitchen RemodelUp to $50KStarcom Design BuildCogswell Kitchen

GoldWhole House$350 – $550KLangKuhn LLC

Severna Park Residence

SilverWhole House$150 – $200K

Wall To Wall ConstructionBowler Project

35

SilverOther – Addition with Alterations

$50 – $100Kbluehouse architecture

Glyndon Master Suite and Retreat Addition

GoldOutdoor Living$100 – $150K

Robert Kutner Associates, Inc.Schaefer Outdoor

Living Environment

SilverOutdoor Living$75 – $100KThe Baywood Design/ Build Group, Inc.Brod Screened Porch

GoldOutdoor LivingUp to $60Kbluehouse architecturePhoenix Deck and Covered Patio

GoldInterior Remodel

$150 – $200KMcCloskey Group LLC

3615 Stansbury Mill Road

SilverOutdoor Living$100 – $150KT.W. Ellis, LLCKane Project


GoldWhole House$450 – $550KTimberlake Building and Renovations, LLCRiver Bay Road Renovation

GoldKitchen Remodel

$50 – $100KStarcom Design Build

Rakosky Kitchen


Up to $45KOwings Home Services

Heneson Project

GoldOutdoor Living$75 – $150KRobert Kutner Associates, Inc.LaVeist Outdoor Living Environment

GoldWhole House$150 – $200KCatonsville ContractorsEdmondson Avenue

GoldWhole House$250 – $300K

Wall To Wall ConstructionMyers Project

SilverOther – Addition

$125 – $175KT.W. Ellis, LLC

Shipley Addition


SilverOutdoor Living

Up to $60KWall To Wall Construction

Brookman Project

GoldOther – Detached

Over $700KOwings Brothers Contracting

Sports, Sports, Sports

GoldCommercial$400 – $500KDelbert Adams Construction GroupPrivate Country Club

SilverKitchen Addition$100 – $150KRule4 Building GroupWandell Residence Kitchen Remodel

Chesapeake Home MagazineIWIFKC Company/Pella WindowsLynch ConstructionSaratoga InsuranceSusquehanna BankTW Perry

Sponsors

Green Building WorkshopTW PERRY’S 3rd Annual

TW Perry, a company at the forefront of green building practices and products, invites you to join expert speakers and top product manufacturers for a day of informative sessions and networking.

WANT TO STAY ON TOP Of THE LATEST TRENDS AND INNOVATIONS IN GREEN BUILDING?

ABOUT TW PERRYCelebrating our 100th anniversary this year, TW Perry has become the leading independently owned full-scale building materials supplier in the mid-Atlantic region and one of the most respected in the nation.

TW Perry is a Green Certified Dealer™ through LBM Journal and has achieved FSC certification and SFI Chain-of-Custody certification, making us one of the few building materials dealers in the country to attain dual certification. We also have the only green certified lumber-yards in the region.

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ThURsdAY, MARch 17, 20118:00 AM – 5:00 PMGeorge Mason University, Center for the Arts Concert HallFairfax, Virginia

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Green Building Workshop GO TO HTTP://GBW.TWPERRY.COMFOR DETAILS AND REGISTRATION,

2011 PLATInUM sPOnsORs

40 MID-ATLANTIC BUILDER JANUARY/FEBRUARY 2011 www.homebuilders.org

market recovery series

With the recession still in full swing and no end in sight, most businesses today (including home builders) are all about cutting overhead to survive. Cutting in the wrong places, however, can spell disaster for a home builder. Turning sales into a part-time enterprise led by a residential real estate agent may save some upfront dollars but could spell disaster long term. With fewer qualified home buyers and everyone competing for these select few, having a experienced new home sales team in place to work the lead and make the sale is critical. After all, the formula for success is still the same: Opportunity plus preparation equals success. With the opportunities fewer, the preparation becomes even more critical. Here are the major benefits of engaging an established, proven new home sales team:

• Successful new homes sales and marketing teams can assist with every stage of the development process:

• Land and market appraisals• Viabilities and budgets• Marketing and cost effective media planning• Events and public relations• Sales Center design and model staging• Site sales staff• Mystery shopping

• New home sales pros understand how a new home is built, appreciate the builder’s unique construction techniques and model lifestyle features. They have the ability to leverage this knowledge to position the builder effectively with prospec-tive buyers, by maximizing his strengths and pointing out the weaknesses of his competitors. Plus, the ability of the new home marketing pro to talk intelligently and with conviction about new home construction is a huge advantage.

• Most real estate professionals possess a working knowledge of financing and can assist buyers in the mortgage process. However, an experienced new home sales team is also adept at working with a wide range of new home buyer demographics. Many new home teams have a pre-qualification program in place and can bring more non-contingent buyers to the table. This program, coupled with the new home pro’s ability to con-nect quickly and successfully with each buyer, can often make or break a new home sale.

• Knowing how to market cost effectively and efficiently in this age of digital and online communication is still another strength of the experienced new home marketing team. New home pros know that when they communicate with a buyer, they are not just talking to them. They are also talking to everyone connect-ed to them. Recent studies by the Harvard School of Business and major media research firms like Deloitte LLP and Harris Interactive underscore the importance of social network market-ing and its effectiveness in making the sale.

• No broker templates or boilerplate programming. An ex-perienced and multifaceted new home marketing team will customize a sales and marketing program based solely on the needs of the individual home builder, community or custom home opportunity. The ability to do exactly what the individu-al builder needs in this economy is priceless.

• The new home marketing team is active 24/7 in today’s ever changing marketplace. They are usually the first to know and the first to discover new opportunities. Land deals, foreclo-sures and bank workouts are on their radar, and they can bring all this and more right to the builder’s doorstep.

In the 1960’s, songwriter and pop culture prophet Bob Dylan wrote “there’s a battle outside and it’s raging. And the times they are a changing.” This is certainly an appropriate marketing an-them for today’s home builder as well as other business owners. Recognizing change and paradigm shifts is simply not enough. It is the ability to adapt quickly and successfully to these changes that can be the difference between life and death in today’s economically challenged business world. The experienced new home marketing team has been in the trenches. They have the right equipment and gear to fight the battle and win the war for today’s home builder. n

Leslie Rosenthal is the Director of Marketing and New Home Sales for The Bob Lucido Team, a firm whose team members have represented over 200 builders and been involved in the sale of over 30,000 new homes and over 4,000 lots in over 1,000 communities. Please visit their website at www.boblucidoteam.com for more information.

The Battle for the New Home Buyer is Raging

By LesLie RosenthaL

In today’s challenging economic times, selling new homes has become a battlefield, requiring a savvy, experi-enced sales force skilled at new home construction, home values, financing and, most of all, the ability to lead and make decisions that result in a sale.

it takes an experienced new home team to make the sale

green building

MID-ATLANTIC BUILDER JANUARY/FEBRUARY 2011� www.homebuilders.org42

GETTING TO GREEN—(OOPS! – GETTING TO SUCCESS!!)

By�H.�AlAn�Mooney,�P.e.�President,�Criterium�engineers

GOING, GOING, GONE GREEN!

“ I’ve learned that people

will forget what you

said, people will

forget what you did,

but people will never

forget how you made

them feel.”

– Maya Angelou

W hat’s your signature??

John Smith – Builder As you know, I have been privileged to write

a column for your magazine for the last several years focusing on the National Green Building Standard (NGBS) and discussing how you can build homes that can be certified to various levels of GREEN under NGBS. I have also had the opportunity to present some classes on NGBS as part of the excellent HBAM educa-tional program.

At the end of most of my columns I have closed with the thought:

“…just being a Green Builder will not distinquish you from the crowd. Being a quality builder, with a reputation (your signature) for honest, professional service who embraces Green Construction Standards is needed to assure your long term success.”In just a few years, building GREEN has

become mainstream, as I predicted and my comment is more relevant than ever! You have seen the articles in many publications including BUILDER magazine; that you build a GREEN home is now assumed by most home buyers. It is no longer a quality that will distinguish you from the crowd. In fact, the reverse is true, if you are not building with credible GREEN qualities, you will not be seriously considered by many home buyers.

Of course, what people mean when they say GREEN or what they hear when you say GREEN varies enormously and, in some cases, is quite inaccurate. However, GREEN is as-sumed. You will not “stand out from the crowd” just by claiming to be a GREEN builder.

What, then, is your signature?

John Smith – Very Green Builder

The editors of Mid-Atlantic Builder and I have decided to shift the focus of this column to discuss broader issues we believe will be of in-terest to you as a home builder. These include:• Construction details that matter• Evolving building technology• Why you can’t build a perfect home• Construction risk management• Construction quality• Your signature as a builder• And more...

While I promise not to waste your time talking too much about my experience and qualifications; for those who want to know that my background justifies my venture into this broader arena, here are a few highlights from my career:• Personally inspected more than 15,000 homes• Consulted with several, national

production builders • Helped solve problems for many small builders • Am a licensed, Professional Engineer in

eight states• Residential construction experience in more

than 30 states • Have presented seminars on residential

construction in more than 30 states• Served as construction litigation expert

and witness• Consulted with major insurance companies

on construction loss control and risk management

• 40 years of experience (Wow! That’s scary!)

I am writing this column as a courtesy to HBAM because John Kortecamp is a good friend and because there are many good people at HBAM with whom I enjoy working. I also believe I have something of value to offer. Ulti-mately, however, that’s for you to judge.

As you read my future columns, if you have questions, please feel free to send me an e-mail ([email protected]), I will try to respond in a future issue.

www.homebuilders.org JANUARY/FEBRUARY 2011��MID-ATLANTIC BUILDER 43

standard. Explain the materials you use and why. Tell them about how you train your crew and how you choose your subs.

3.�Follow�through�and�follow�up�– you will have problems; not everything is perfect. Your cus-tomers are people too; they know that mistakes get made. What is important is to have an ag-gressive policy in place to follow up on issues and correct them quickly and carefully. And then follow up with your customer to be sure they are satisfied.

4.�Manage�expectations�–�timber frame residen-tial construction is not a perfect process. There will be cracks, distortion, irregularities and inconsistencies. A buyer orientation program to help the average home buyer understand what to expect from their new home will reduce complaints and increase your credibility. You will do your best but you (and your home) are not perfect. While it may seem contradictory, such information will actually help build your reputation.

5.�Responsive�Service�–�I know, that’s the same as #1, but it can’t be overemphasized. And if the message comes from the President/Owner of the company, that’s even better.

Remember, in the end, it’s about how people feel about you and your home. That’s your signature and no one can take that away, or du-plicate it. It is uniquely you and your company. John Smith – A Builder you can Trust

In the next issue, we will explore the ele-ments of your signature in more detail and offer some specific programs you can implement. n

Criterium Engineers has special-ized in residential construction for more than 50 years, with more than 60 offices in more than 30 states. We have evaluated more than 750,000 buildings. H. Alan Mooney, P.E, President of Crite-rium Engineers, is a licensed, Pro-

fessional Engineer in 8 states, with more than 35 years experience and has been the author and presenter for various NAHB programs, mostly on construction qual-ity. For more information, please visit www.criterium-engineers.com and www.criterium-quality.com.

Working together, my goal is to help explore new and better ways for you to build homes that you can be proud of and that will turn your customers into some of your best sales people!

So, what about your signature??

John Smith – Builder of Extraordinary Homes!I saw an interesting quote today, just before I

started writing this column:“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” (Maya Angelou)If you’re not familiar with Maya Angelou,

here is a quote from her website bio – “Dr. Maya Angelou is one of the most renowned and influential voices of our time. Hailed as a global renaissance woman, Dr. Angelou is a celebrated poet, memoirist, novelist, educator, dramatist, producer, actress, historian, filmmaker and civil rights activist.”

While being subjective about construction is a challenge, I think this concept of how your customer feels is important.

A few years ago, during an interview, J.D. Power (widely known for his consumer product quality surveys and ratings) was asked what he considered to be the most important change in U.S. consumers in the last decade. His quick, clear and concise answer was “Perception is Reality.” That’s another way of saying that what matters is how you (and your homes) make people feel.

Almost anyone can build a sound, functional house. But that’s not what most people buy. They are buying a life style and they need to feel good about it.

Here, in my opinion, are the key elements of your SIGNATURE; those things that should guide how you build your homes and how you serve your customers.

1.�Responsive�service�–�you should genuinely care about your customers. They are making one of the biggest decisions of their life to buy a home from you. And they are typically not very knowledgeable about construction. They need to know that you care about them. And they will typically pay more for that comfort.

2.�Fundamental�Construction�Quality�–�not claims that “I build a great house” but proof! Show them the construction details that are your

HOMEBUILDERSAssociation of Mar

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

Builder MartKey connectionsMAX Maryland Awards of excellenceinternational Builders’ showcelebrity chef night and AuctionHBAM remodelers Awards of excellencethe Maryland Housing conferenceth e Maryland real estate and construction

forecast conferenceicon Awardsla nd development council community

development AwardsMaryland green show

Contact Felicia Fleming at 410-265-7400, ext. 115 for more information.

Benefits of Membershiplegislative Advocacypublic relations and informationeducationevents and conferences

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 at the Celeb-rity Chef Night and Auction, sporting events, 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 of the building industry through our educational programs and seminars.

TARGET YOUR MARKET with cost effective advertising in any of HBAM’s publications and receive a spreadsheet of HBAM members.

STAY INFORMED with HBAM’s publications. You will receive Mid-Atlantic Builder, BNN, HomeFront Online and the Buyers’ Guide.

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 consumers and those in the building industry. You can access the latest legislative news, find out about member benefits, profile your company in the online directory or register for an event. Consumers can visit the HBAM home page to find you and other builders or suppliers in their area.

ANNUALEVENTS& CONFERENCES


ASSOCIATE J.F. Sobieski Mechanical Contractors, Inc.Ashley Jenkins14 RoadPhone: 302-993-0104www.sobieskiinc.comSubcontractor - Water Cond., Mgmt., Proof & Wells

CJ Miller LLCC.J. Miller3514 Basler RoadPhone: 410-239-8006410-239-8732Subcontractor - Excavating, Grading & Utilities

Swift FlooringJames Parker James Parker10611 Iron Bridge RoadPhone: 800-275-3895301-543-8070www.swift-fl ooring.comSubcontractor - Flooring

Stone Marketing ResourcesDoug Stone93 Drawing Arm LanePhone: 301-992-3698Professional Services - Advertising & MarketingSponsor: Theresa Leatherbury, The Rachuba Group

AT&T Advertising SolutionsGrant Hamlett 409 Washington Avenue, Suite 205Phone: 410-967-7187410-427-6482Professional Services - Advertising & MarketingSponsor: Leslie Rosenthal, Bob Lucido Team LLC Remax Advantage Realty

The Loewen Window CentersScott Ricker7201 Rolling Mill RoadPhone: 443-421-8320410-282-9566Supplier - Doors, Windows & Glass BlockSponsor: Eliot Powell, Whitehall Development

Duane Morris, LLPScott Marder111 S. Calvert Street, Suite 2000Phone: 410-949-2941410-558-6370www.duanemorris.comProfessional Services - Legal

Chaney EnterprisesSteven Tripp12480 Mattawoman DrivePhone: 301-932-5000301-870-8086www.chaneyenterprises.comSupplier - Masonry & Concrete

Designability, LLCRosemarie Ahern Dubina418 Arundel Beach RdPhone: 443-994-2183410-544-1892Professional Services - Interior Design

Kim Engineering, Inc.Ron Pyles3505 Ellicott Mills Drive, Suite C-1Phone: 410-480-1062410-480-1064www.kimengineering.comProfessional Services - Engineering & Technical

BUILDERSNu-Homes, Inc.Harry A. Bowie, Jr. 10630 Little Patuxent ParkwayPhone: 410-730-2100410-730-2011www.nu-homesinc.comBuilder

Towne Craft Builders, LLCStuart GarlingtonP.O. Box 218Phone: 301-737-5400301-737-5425townecraftbuilders.comBuilder

SouthFen, Inc.Julie Lafferty3035 Ayres Chapel RoadPhone: 410-557-7311410-557-8211Builder

HALP Land Development Corp.Anne Louise Perlow100 Painters Mills Road, Suite 200Phone: 410-653-3400DeveloperSponsor: Robyn Perlow, Residential Title and Escrow

REMODELERSWinner Construction Group, Inc.Daniel Winner Daniel Winner319 Thornhill RoadPhone: 410-342-2972www.winnerconstruction.comRemodeler- Kitchen & Bath

Baltimore Home RentalsCharles Ritchey Charles Ritchey2101 Belair Road, Suite HPhone: 410-877-2453www.baltimorehomerentals.comRemodelerSponsor: Donald Lynch Jr., CGR, CAPS, Lynch Construction

HBAM Welcomes new Members

The Maryland Community Builders Foundation, the charitable 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:• Donate Time and/or Materials• Request Assistance• Share Your Projects with Us and get PR• View our Latest Projects

Maryland Community Builders Foundation

Maryland Community Builders’ Foundation

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


governmentaffairs

The HBAM Government Affairs depart-ment is responsible for monitoring state and local legislative, governmental and regulatory activities, which impact the housing industry, and coordinating HBAM’s actions and responses. They rep-resent HBAM members before state and local government officials, the business community and the public. Members of this department monitor local legislation, attend public hearings and keep chapter and council members informed of rel-evant local issues. You can reach Michael Harrison at 410-265-7400, ext. 109 or Jeff Tosi at 410-265-7400, ext. 101.

Maryland RegulatoryNPDES Transition—MDE has again revised their plan to transition all current NOI holders to the 2009 permit. Due to con-cerns raised by MSBA about the Decem-ber 2010 timeframe, MDE is extending the deadline for all current NOI holders for transition to the current permit. Cur-rent permit holders can continue under their current NOI coverage until June 30 2011. Projects that will not commence construction on or before that date must reapply for coverage under the 2009 per-mit. Additionally, applications to obtain coverage under the current permit MUST INCLUDE THE APPROPRIATE PERMIT FEE. Please note that you will receive a request in writing from MDE to remit the NOI fee for all applications submitted without payment.

NPES Modifications—MDE has announced that they will not be moving forward with proposed modifications to the General Permit in light of the EPA withdrawal of the turbidity limit. They intend to move forward on any necessary modifications to the permit once EPA has a new rule in place (estimated early fall 2011).

Erosion and Sediment Control draft regula-tions/technical standards—MDE has proposed revisions to the state Erosion and Sediment regulations. The proposed regulations included a 20-acre grading unit limit and accelerated stabilization timeframes. MSBA submitted detailed comments to the regulations including a proposed transition for the new regula-tions that coincides with the Stormwater grandfathering. It is not clear how MDE will handle the grandfathering issue in the regulations. They are scheduled to be finalized within the next 30 days.

Tier II Stream Regulations—MDE has final-ized changes to the regulatory criteria used to determine Tier II or “unimpaired” streams in the State. The new criteria will be implemented as part of the triennial review of Maryland waters.

State Highway Administration entranceway permit interim study—The State Highway Access Permit Review Commission issued the final recommendation report and has begun implementation of staffing changes and process streamlining. Discussions about offsite mitigation continue.

Septic Regulations—MDE has drafted revi-sions to the state septic regulations but has yet to formally propose the changes. MSBA anticipates a proposal early in 2011.

TMDL’s—Maryland submitted their final Watershed Implementation Plan (WIP) outlining pollution reductions that will be implemented to meet their allocations. EPA is expected to approve the Plan by the end of 2010.

Maryland LegislativeStormwater user fees—It is unlikely that a user fee bill will be introduced in the 2011 Legislative Session; certain envi-ronmental groups are pushing for this legislation now.

BRF fee increase—MDE will review a num-ber of mechanisms to revise and increase the fee to meet additional upgrade costs. Legislation is not expected until 2012.

Fertilizer Restrictions—the Attorney Gen-eral’s Office will propose fertilizer restric-tions in the 2011 Session.

Federal LegislationSenate Chesapeake Bay Legislation (The Cardin Bill)—The Senate attempted to pass the Cardin bill during the lame duck Con-gressional Session or attach provisions to a larger measure. Both strategies failed. MSBA had actively participated with Senator Cardin’s staff on the elements of the bill.

Federal RegulationMSBA submitted comments to EPA on the baywide TMDL. The new guidance is ex-pected to be finalized by the end of 2010.

MSBA participated in the Small Busi-ness group on the merits and elements of any additional National SW Rule as well as the need for additional SW rules for the Chesapeake Bay. The EPA is expected to issue a statement of what they are in-tending to do by September, 2011.

2010 Election Results for Local GovernmentsAnne Arundel CountyCounty ExecutiveJohn Leopold (R) – Re-elected to 2nd term

County CouncilDistrict 1 - Daryl Jones (D) – re-electedDistrict 2 - John Grasso (R) – new District 3 - Derek Fink (R) – new District 4 - Jamie Benoit (D) – re-electedDistrict 5 - Dick Ladd (R) – new District 6 - Chris Trumbauer (D) – new District 7 - Jerry Walker (R) – new

Baltimore CountyCounty ExecutiveKevin Kamenetz (D) – new

County CouncilDistrict 1 - Tom Quirk (D) – newDistrict 2 - Vicki Almond (D) – newDistrict 3 - Todd Huff (R) – newDistrict 4 - Ken Oliver (D) – re-electedDistrict 5 - David Marks (R) – newDistrict 6 - Cathy Bevins (D) – newDistrict 7 -

John Olszewski, Sr. (D) – re-elected


Carroll CountyCounty CommissionersDistrict 1 - Robin Frazier (R) – newDistrict 2 - Haven Shoemaker (R) – newDistrict 3 - Dave Roush (R) – newDistrict 4 - Richard Rothschild (R) – newDistrict 5 - Doug Howard (R) – new

Cecil CountyCounty CommissionersDistrict 1 - James T. Mullin (R) – not up for electionDistrict 2 - Tari Moore (R) – new District 3 - Michael Dunn (R) – new District 4 - Diana Broomell (R) – new District 5 -

Robert Hodge (R) – not up for election

Harford CountyCounty ExecutiveDavid Craig (R) – re-elected

County Council Council President -

Billy Bonniface (R) – re-electedDistrict A - Dion Guthrie (D) – re-electedDistrict B - Joe Woods (R) – re-electedDistrict C - James V. “Capt’n Jim” McMahan (R) – re-electedDistrict D -

Chad Schrodes (R) – re-electedDistrict E -

Richard Slutzky (R) – re-elected District F -

Mary Ann Lisanti (D) – re-elected

Howard CountyCounty ExecutiveKen Ulman (D) – Re-elected

County CouncilDistrict 1 -

Courtney Watson (D) – re-electedDistrict 2 - Calvin Ball (D) – re-electedDistrict 3 -

Jennifer Terrasa (D) – re-electedDistrict 4 -

Mary Kay Sigaty (D) – re-electedDistrict 5 - Greg Fox (R) – re-elected �

www.homebuilders.org

Designed to meet the needs of builders, remodelers, subcontractors, suppliers and home owners.

• Easy to navigate, both consumers and industry professionals can instantly gain access to membership lists, statistical information, government affairs updates, event calendars and more.

• You’ll be able to register for events on line, update your membership information, pay dues and more.

48 MID-ATLANTIC BUILDER JANUARY/FEBRUARY 2011 www.homebuilders.org

BRAC

In 2010, some of you may have felt like Clara Peller, the little old lady, who loudly questioned in the classic 1984 Wendy’s commercial “Where’s the beef? Where’s the beef?”. We continue to hear from residential builders and developers in the Baltimore Metropolitan area ... Where are the BRAC buyers? Let me assure you, they are here, they are continuing to look for homes and more are coming.

Let’s start at Aberdeen Proving Ground; According to a report released by the Chesapeake Science & Security Cor-ridor (www.apg-cssc.com), as of Sep-tember 2010, more than 2,400 jobs had been transferred to Aberdeen Proving Grounds. It is important to note, most of these jobs are high-paying, Department of Defense government positions GS 12 to GS 15 (earning $80,000 to $112,725 per year). So, these high tech, high paid people are now working in our area. The question is where are they living?

The Beef of the BRAC...Since most of these positions are being transferred from Fort Monmouth, New Jersey, it is not unexpected that the first wave of those relocating have chosen more northern locations to call home. Harford County is by far seeing the great-est impact of BRAC. Early mover data for jobs transferred to Aberdeen Proving Ground indicates that 60 percent have chosen to live in zip codes in Harford County, 18 percent Cecil County, 7 per-cent New Castle County, DE, 5 percent Baltimore County, 2.5 percent Baltimore City and 2 percent Chester County, PA. These numbers closely resemble the Pre-BRAC personnel distribution.

Bel Air has proven to be a popular desti-nation capturing almost 40 percent of these new Harford County residents. Feedback from builders, Realtors and rental agents indicates this is all about schools, schools, schools and retail. Bel Air schools are the highest ranked in the Harford School sys-tem. Retail is familiar and nearby but given the holiday crush traffic reports, we hear prospects are expanding their search.

According to an article published in the Baltimore Sun in December 2010, Havre de Grace ranks second as a popular spot for these new residents.

Early mover data also indicates that new residents are buying and renting in these locations in equal measure. Discus-sion with new home builders indicates an estimated 30 percent of sales in 2010 were BRAC related, a nice bonus in a down year. And many expect to see ad-ditional sales impacts in 2011 and several years beyond. There are generous reloca-tion packages offered to those accepting transfer positions. These include closing cost assistance, moving expense assis-tance, and guarantee purchase of exist-ing homes and in some instances early transfer bonuses. But these incentives expire 24 months after moving orders are received. So those that are now renting or weekend commuting will hopefully become buyers in the next two years.

Further SouthFurther south at Fort Meade it appears builders and developers are positioning themselves for an onslaught of renters vs. buyers. With most of the jobs being trans-ferred to Fort Meade currently located in Northern Virginia, published studies have indicated few of the direct position and contractors are expected to move.

Several apartment communities in the planning stage in the Odenton Town Center area indicate builders have done their homework targeting this customer. However officials in surrounding juris-dictions including Anne Arundel and Howard Counties are optimistic that the contractor trail will prompt substantial job growth and further impact the new home and resale market.

How Do You Get to Them?So how do you get to these folks? First of all they talk to each other. Good experi-ences and bad are passed on. I can hear the marketing people saying ooh, ooh referral program. Remember, these are government workers and are prohibited from accepting these types of offers. Spend the money on customer service and you’ll earn a better return. Remember, these are tech people. They start their search on the web. Is your web marketing and social net-working up to speed? What is said about you in a Google search? As with most new experiences many are fearful in a new area and a new economy so there is a high Re-altor co-op rate with this buyer looking for guidance and direction. Realtors are work-ing hard to get to this buyer. And lastly, most of them lived and worked in one area all their lives, their families and experi-ences are elsewhere. How do you make it easier and more familiar for them?

If you have a different experience or can add to this information let us know. This column is for the benefit of HBAM members. Over the next few years there will be thousands of new jobs coming to our member area as a result of BRAC. We are hoping every member will see a direct benefit. n

Brenda L. Desjardins, MIRM is a seasoned veteran in the residential building in-dustry with more than three decades of experience in new homes. She leads New Home Marketing Service and New Home Develop-

ment Strategies based in Annapolis, Md. with a satellite office in Sussex County, DE. Ms. Des-jardins is a leader in providing market research, strategic planning and opportunity assessments for single family and multi-family home builders and developers. More recently she has become obsessed with understanding how to reach that BRAC new home buyer. She can be reached at 410-990-1050 or [email protected], please visit www.criterium-engineers.com and www.criterium-quality.com.

Where’s the BRAC?

Mid Atlantic Builder January/Februrary 2011

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