Sessions: At-a-Glance
State of the Industry: The Remodeling Outlook in the Post-Pandemic Economy
Kermit Baker
Going Clear: Making Transparency Work for Your Business
► Erika Taylor
Emerging Trends in Luxury Kitchen Design
► Amy Gaeta
Preparing for a Softer Market
► Mark Richardson
Transitional Trim Details: When Less Can Be More
► Gary Striegler
What You Don’t Know About Modern Sales & Marketing Could Lead to Your Downfall in 2021
► Dave Yoho
Digital Transformation: The Action Plan You Need to Keep Business Growing
► Monica Chan, Jesse Lopez
Panel: Succeeding in a Post COVID World
Bruce Case, Chris Landis,
Kermit Baker, Rick Strachan
Hitting Net Profit in The Field: It’s The Little Things that Count
► Tim Faller
Trends in Backsplashes
► Jon Namba
How to Take Your Digital Marketing Game to the Next Level
► Mike Foti
Stop Losing Leads By Thinking They Are All Ready to Buy Today
► Spencer Powell
Color Narratives 2021+
► Mark Woodman
Mounting Secure Deck Ledgers
► Mike Guertin
Town Hall: The Pulse of the Industry
Victoria Downing, Clay Dekorne,
Pat O'Toole, Erika Taylor
Design Your Way to Success
► Chris Landis
Plugging the Leaks in Produced Gross Profit: A Forensic Approach
► Alan Hanbury
The Future of Sales: “The Future Ain't What it Used to Be”
► Mark Richardson
Advanced Window and Door Installation
► Peter Heard
Code Compliant Connections Made Easier
► Alex Snyder
Sessions: In Detail
Monday, 11/16
State of the Industry: The Remodeling Outlook in the Post-Pandemic Economy
Monday, November 16 @ 10:30 AM EST
Like all other sectors of the economy, the home improvement industry has been affected by the pandemic. In what ways has the industry been permanently changed? How do households view their homes differently now? Which sectors will suffer and which will thrive in this evolving economic environment?
Keynote
Kermit Baker, Chief Economist, The American Institute of Architects
>> Announcement immediately following: Fred Case Entrepreneur of the Year Award Winner
Kermit Baker
Chief Economist, The American Institute of Architects
Kermit Baker, PhD, Hon. AIA is a Senior Research Fellow at Harvard University's Joint Center for Housing Studies, and is the Project Director of the Remodeling Futures Program. This research effort, which began in 1995, is the first comprehensive analysis of U.S. remodeling activity ever undertaken by the Joint Center. Its goal is to develop an improved understanding of the dynamics of the U.S. repair and renovation industry so that businesses can better take advantage of the opportunities that this market offers. Baker is also the Chief Economist for the American Institute of Architects in Washington, D.C. In this capacity he analyzes business and construction trends for the U.S. economy, and examines their impact on AIA members and the architectural profession.
Prior to joining the Joint Center, Baker was vice-president and director of the economics department at Reed Business Information where he was responsible for industry forecasting. During his ten years at Reed he developed the Top U.S. Construction Market Report, and served as editor of the Reed Business Information's Construction Market Forecast newsletter.
Baker received his master's degree in urban planning from Harvard University, and holds a Ph.D. from Massachusetts Institute of Technology in the same field.
What You Don’t Know About Modern Sales & Marketing Strategies Could Lead to Your Downfall in 2021
Dave Yoho, the President of Dave Yoho Associates (www.daveyoho.com), discusses the need for advanced sales/marketing tactics in today’s challenging environment. Based on our industry survey, most home improvement companies and remodelers do not currently create a methodology that responds to the prospect’s needs. Due to this, there is a need for customer satisfaction selling methods which can be described as a problem-solving discussion between the business representative and the prospect that leads to a meeting of the minds and deepens the dependence of each on the other.
Speaker: Dave Yoho, President, Dave Yoho Associates
Dave Yoho
President, Dave Yoho Associates
Founded a company at age 28, which eventually operated with 22 branches in 13 states and in the early 1970's had a volume of $60 million. His ideas and counseling have brought success to thousands. Dave Yoho’s experience representing Fortune 500 companies as well as entrepreneurs gives him a rich history of profit improvements, turn-arounds and in-depth problem solving. He is the President of the oldest, largest and most successful consulting company representing small businesses. He has appeared in over 100 training videos. He is the author of the best-selling book: Have a Great Year Every Year (Oakhill Press). His company developed the sales methods which are used by the most successful people in the in-home sales industry.
Going Clear: Making Transparency Work for Your Business
When it comes to remodeling, the word "transparency" is used often, yet has no clear definition. In thinking about revealing actual costs in a project bid, what is truly transparent to one remodeler is opaque to another. This panel discussion will feature varying perspectives from three company owners. Each one has embraced the concept of transparency, yet each handles it differently.
Speaker: Erika Taylor, Director of Content, ProRemodeler Magazine & SGC Horizon Building Group
Erika Taylor
Director of Content, SGC Horizon Building Group
Erika Taylor is director of content for Professional Remodeler. Prior to that she served as an editorial director with Hanley Wood and a contributing editor for the Los Angeles Times Book Review. Her work has been published in a number of media brands including Los Angeles magazine and the LA Weekly.
Learning Objectives
- Understand different ways of interpreting transparency
- Learn how to incorporate transparency in their own business
- Gain insight into which costs are not typically disclosed and why
- Find out how to successfully incorporate the transparency model into their sales presentations
by listening to real-world examples and anecdotes
Emerging Trends in Luxury Kitchen Design
In this course, trade professionals will experience a unique education as we showcase award-winning kitchen designs from around the world highlighting form, function, and features for popular trends in today’s luxury kitchens.
Speaker: Amy Gaeta, Sub Zero Group-Mid Atlantic
Amy Gaeta is the Trade Representative for Sub Zero Group-Mid Atlantic; the luxury appliance regional distributor for Sub Zero, Wolf, Cove,
Asko and Best appliances. She has been in the appliance industry for over 20 years and during that time she has served on several NARI committees with the NARI Metro DC Chapter and on the NKBA board for the Baltimore/Washington chapter as the VP of Programs; she has been a long time member of AIA, ASID, NARI and NKBA trade organizations.
Amy Gaeta
Trade Representative
Sub Zero Group-Mid
Atlantic
Learning Objectives
- Explain emerging trends in luxury kitchens for size and layout
- Describe aesthetic trends for luxury kitchens for style materials, and colors.
- Define luxury cooking and refrigeration trends
Preparing for a Softer Market
The remodeling market is still strong and all companies (even the biggest) have only a small fraction of the total remodeling market spend. While I am not an advocate of living in fear, I do believe you need to be smart if you want to remain strong and healthy in the future.
Speaker: Mark Richardson, Author/Speaker/Advisor, MGRichardson LLG
Mark Richardson
MGRichardson LLC
Mark Richardson, CR has presented to thousands of business leaders across the country. From healthcare to construction, manufacturing to retail, individuals from countless industries have found Mark's wisdom relevant and delivery powerful. Co-Chair of Case Design/Remodeling, Inc. Mark as named by Remodeling as one of the ten to remake the remodeling industry in this century. Mark was named Ernst & Young Entrepreneur of the Year in 2006 and continues to serve as a key catalyst for the development and growth of the franchise system.
Learning Objectives
- Learn to focus on the right clients for the right projects
- Identify ways to increase marketing efforts
- Develop a written plan with important milestones
- Use tips from this session to communicate with confidence
Transitional Trim Details: When Less Can Be More
There is a strong demand today for Craftsman style millwork. Many clients today are seeking simpler trim details. They describe it as uncluttered, clean lines or less fussy. I like to think of it as East coast traditional meets West coast contemporary. No matter what you call it getting the proportions right is critical. When there is less going on the details must be right. The good news is that gives you a great chance to show off your skills. If you want to stand out in the crowd custom-made and precisely installed transitional trim details are the way to go.
If you want to be known as a true Craftsman and use your skills to build a brand for yourself, you won’t want to miss this session.
Speaker: Gary Striegler, Owner, Streigler and Associates
Gary Striegler
Striegler and Associates, Inc.
Gary Striegler is a second generation Home Builder with 40 years of experience in custom home building and remodeling. He has published over 35 articles in Fine Homebuilding magazine and The Journal of Light Construction. Gary has done instructional videos for Kreg Tools and Fine Homebuilding. He teaches at the Marc Adams School of Woodworking and does consulting work at Dewalt, Grex, Imperial blades, and Woodmaster tools.
Learning Objectives
- Review how transitional trim details, create visual interest and beauty through proportion,
exact joinery and crisp simple cuts - Identify the five elements that can be combined to make a mill work element
- Outline how to blend a common theme into all the millwork elements in a home or room
- Discuss methods and tips on how to efficiently and accurately mill transitional trim details
Tuesday, 11/17
Panel: Succeeding in a Post COVID World
Tuesday, November 17 @ 10:30 AM EST
The COVID Pandemic has had a significant impact on remodeling and home improvement businesses with over 80% of firms indicating sold projects were stopped or delayed in the months directly following the pandemic’s spread in the U.S.. While business has started to improve, and expectations call for continued improvement moving forward, some things will be impacted longer-term and perhaps even permanently. This panel discussion of leading remodelers will discuss long term changes brought on by COVID and how these firms have adjusted their business and jobsite practices to succeed in a post COVID world. Attend to glean insights on what you can be doing within your business to be successful.
Panel
Kermit Baker, Chief Economist, The American Institute of Architects
Rick Strachan, VP-Business Development, Informa Markets
Bruce Case, President/CEO, Case Architects & Remodelers
Chris Landis, Principal, Landis Architects & Builders
Bruce Case
Chris Landis
Kermit Baker
Rick Strachan
Bruce Case
President/CEO
Case Architects & Remodelers
Case Design/Remodeling, Inc. is one of the largest full-service remodeling firms in the nation. Operations are focused in the Washington, DC area and bring clients a unique mix of design/build services (through the Case brand), home care services (through fred – the first name in home repair) and internet design/renovation tools (through Ibby - Inspiration Built by You). Over the last 25 years, Case has extended its reach across the U.S. through a network of licensees and franchisees working under Case Handyman & Remodeling Services, LLC. Since its founding in 1961, Case has won over 100 national design, remodeling, and business awards and the Case network has completed over 100,000 renovation projects for over 60,000 clients. Binding these initiatives is a commitment to inspiring our clients through the power of home.
Chris Landis
Principal
Landis Architects & Builders
Chris Landis is an architect licensed in Washington, D.C., Virginia, Maryland, and New York, and is a member of the American Institute of Architects (AIA). After graduating with an MA in architecture from Columbia University, he worked with Fortune 500 companies. He is currently serving his second term on D.C.’s Historic Preservation Review Board and is a past president of the DC chapter of the National Association of the Remodeling Industry.
Kermit Baker
Chief Economist, The American Institute of Architects
Kermit Baker, PhD, Hon. AIA is a Senior Research Fellow at Harvard University's Joint Center for Housing Studies, and is the Project Director of the Remodeling Futures Program. This research effort, which began in 1995, is the first comprehensive analysis of U.S. remodeling activity ever undertaken by the Joint Center. Its goal is to develop an improved understanding of the dynamics of the U.S. repair and renovation industry so that businesses can better take advantage of the opportunities that this market offers. Baker is also the Chief Economist for the American Institute of Architects in Washington, D.C. In this capacity he analyzes business and construction trends for the U.S. economy, and examines their impact on AIA members and the architectural profession.
Rick Strachan
VP-Business Development
Informa Markets
Rick Strachan has been with information, events, data, and media firms serving the construction industry for the past thirty-eight years. After a 27 year career with Hanley Wood, where he served as Group President with overall responsibility for Hanley Wood’s Remodeling, Distribution, Pool, and Commercial Construction Groups, he formed Building Results, Inc. BRI is focused on aiding organizations within the construction industry to optimize their understanding and growth opportunities. Rick has recently joined Informa Markets, the largest trade show organizer in the world, and works with their key shows in the construction industry including International Roofing Expo, JLC Live, Remodeling Show, Deck Expo, World of Concrete, Pool/Spa/Patio Expo and others.
- Hitting Net Profit in The Field: It’s The Little Things that Count
- About the Speaker
- Learning Objectives
Hitting Net Profit in The Field: It’s The Little Things that Count
The ultimate goal of any company is to make a profit! In some companies, the conditions are very controlled and managers can easily see the slippage and correct it. In a remodeling company, this is a real challenge: it is up to the staff actually working in the field to help control expenses and therefor slippage. The reality is that many do not understand what net profit truly is, how they impact it, or even why they should care. Tim has been extremely successful connecting with the field staff and helping them answer these questions.
Speaker: Tim Faller, Senior Consultant and Master of Production, Remodelers Advantage Inc.
Tim Faller
Senior Consultant and Master of Production, Remodelers Advantage Inc.
Tim Faller of Westerly, Rhode Island, founded Field Training Services in 1999; a firm committed to training production staff in good job-site management and helping companies develop production systems that produce profit. While continuing to train and consult, in 2008 he started FalCon Remodeling and Handyman. For 12 years, Tim worked at Hopkins & Porter Construction in Potomac, Maryland, where he started as lead carpenter, became production manager and then helped begin the New Homes division. Tim has conducted many successful lead carpenter training programs across the country and is the author of The Lead Carpenter Handbook: The Complete Hands-on Guide to Successful Job-Site Management and the Lead Carpenter Audiobook.
www.leadcarpenter.com
Learning Objectives
- Learn what Net Profit is and why your staff should care
- Show why an “it is what it is” mindset is detrimental to your business
- See how saving 1-5% of production costs affects the Net
- Understand how change orders, good planning and the dreaded “lumberyard run” can make or break your Net Profit
Trends in Backsplashes
Backsplashes in the past were known to provide an easy to clean moisture resistant surface. Over the years that has changed, what was once a basic backsplash has now turned into wall art, setting an ambiance of unique styling to fit the environment, whether in a kitchen or bath setting. There is no limit to the imagination but what about the installation? In this presentation we’ll discuss the changes and what to expect on the installation to make a backsplash transform into wall art.
Speaker: Jon Namba, President, Namba Services
Jon Namba
President
Namba Services
Jon Namba has been in the floor covering industry since 1976. His experience includes installation and certifications of hardwood, carpet, resilient, ceramic tile, laminate, decorative concrete coatings, and concrete moisture testing. He has experience in retail sales, retail management, and commercial contract sales. His experience has given him the opportunity to be very involved in the industry. He was the Director of Technical Services at the World Floor Covering Association from 2001-2006 where he coordinated all aspects of training and education with the Regional Installation Training & Education (RITE) program. While there, he created partners in training with the National Wood Flooring Association (NWFA), and Ceramic Tile Education Foundation (CTEF).
From 2001 to current he is a member of The International Surface Event Education Advisory Council. From 2006-2010 he was the Executive Director for the International Certified Floorcovering Installers Association (CFI). From 2009-2011 he was the president of the National Wood Flooring Association Certified Professionals (NWFA CP). Currently, he is the Editorial Director for Floor Covering Installer magazine (FCI), is on the Board of Directors of the NWFA CP, and actively involved in his business in Salt Lake City, Utah where he owns and operates a family business doing consulting, inspections, training, and installations.
Learning Objectives
- Discover what has changed over the years
- Learn the challenges of mixed media on backsplashes
- Understand and learn the differences of installing over new and existing walls
- See what technology has done with grouts and how to address wall outlets
How to Take Your Digital Marketing Game to the Next Level
In this presentation learn 5 myths you need to get past and 5 proven steps to take your digital marketing game to the next level. You'll learn from the President of a regional remodeling and nationwide building material wholesale business who is knee-deep in making digital results happen in their business today. This presentation is filled with real-life examples.
Speaker: Mike Foti, President, Innovate Building Solutions & Innovate Home Organization
Mike Foti
President, Innovate Building Solutions & Innovate Home Organization
Mike Foti is President of Innovate Building Solutions (a regional remodeler and nationwide supplier of grout free shower and tub wall panels, one level wet rooms, glass blocks, glass counters and glass floors). In addition, he is President of Innovate Home Org (a designer and installer of custom closets, garage cabinetry, entryways and pantries). Mike is also a self-described “DMG” (Digital Marketing Geek) and loves learning how to use digital marketing , blogging and social selling to grow his nationwide wholesale and regional remodeling businesses. With over 135,000 visitors to his blogs per month and 31,000 email subscribers he’s glad his digital reach has FINALLY gone beyond only his wife Rose liking all his posts! Mike is also a crazy 1-hour-a-day runner – even after suffering 2 heart attacks less than two years ago. Some guys just never learn when to stop.
Learning Objectives
- Learn five myths which hold remodelers and builders back from improving digital results
- Identify your 'owned' vs. 'rented' digital assets and why you need to focus more on 'owned' assets for a better ROI
- Analyze who your 'Targeted Ideal Prospects' are to improve the return on your time
- See why a 'build it (a website) and then they will come' strategy is no longer enough to win in
today's competitive digital landscape.
- Stop Losing Leads By Thinking They Are All Ready to Buy Today (...)
- About the Speaker
- Learning Objectives
Stop Losing Leads By Thinking They Are All Ready to Buy Today–Build Today's & Tomorrow's Pipeline
Today, the way people shop and buy has changed. Today's consumer loves to do her own research and starts their process early! If you're treating all the leads that enter your sales pipeline equally, you're losing out on a lot of business. Learn the 4 buckets leads fall into and how to adjust your sales strategy to meet them where they are. Not only will you close more business today, but you'll build your future pipeline as well. This session will encourage you to embrace the tire kickers, help them along their journey and show you how to close them when they are actually ready to make a decision.
Speaker: Spencer Powell, President, Builder Funnel
Spencer comes from a long line of builders who have been in business for over 100 years now, dating back to his great-great grandfather. Spencer got started in marketing when his uncles' business made a shift from purely home building to adding a remodeling division. When the crash hit, they needed remodeling to support new home revenue until building came back. Spencer took the reigns on their digital marketing efforts and helped them grow their remodeling division from $2M to $5M over the next few years. Since then, Spencer has proven his expertise in helping builders, remodelers, and contractors generate more leads and sales using the power of their own company websites.
For the last 8 years, Spencer has helped hundreds of companies around the United States and Canada build better marketing and sales systems and turn their websites into lead generating machines that work for them 24/7. Education is at the core of everything his company, Builder Funnel, does. Their widely followed blog has thousands of subscribers, and Spencer also hosts an active podcast called Builder Funnel Radio where he interviews industry experts.
Spencer holds many digital marketing certifications including the Inbound Marketing Certification, Inbound Sales Certification, and his company is a Platinum HubSpot Partner.
Outside of helping the construction industry, Spencer loves to play beach volleyball, hike, weight lift and see how many times he can eat at Chipotle in a week.
Spencer Powell
President, Builder Funnel
Learning Objectives
- Recognize the 4 buckets of the lead matrix and how to identify where each lead should go
- Determine what to do with leads in each of the 4 different quadrants so that you can build your sales pipeline
- Understand how marketing has changed and why we have leads that are jumping all over the sales
process and how to handle their chaotic research process - Learn how to embrace tire kickers and turn them into future customers
Color Narratives 2021+
Colors inspired, narratives revealed, directions determined. Join Mark to discover the “whats and whys” of emerging color, design and pattern. Color, texture and pattern directions arise from myriad stories. Viewed from a unique perspective, everything from cosmetics to transportation, cuisine to technology, offer a sense of inspirational and influential ideas of what’s up for design, decoration and color.
Speaker: Mark Woodman, Principal/Owner, Mark Woodman Design+Color LLC
Mark Woodman CMG, a passionate designer, trend-spotter, writer and accredited speaker, has designed interiors, consulted on diverse product lines, and contributed to the pages and airwaves of media, and the stages of international exhibitions.
His unique perspective allows him to weave narratives and solutions of design and color from influences as diverse as cuisine and fashion, home décor and transportation. His consultancies include Corian® Design, Glen-Gery, Canadian Tire’s Premier Paint Collection, Blackfin Realty, and more. Mr. Woodman’s aesthetic understanding of “real-life” balances his approach to product specification and design.
A spirited speaker, Mr. Woodman frequently lectures on color and design for prominent organizations such as Masterbrands, Corian® Design, and Color Marketing Group, as well as exhibitions at Stockholm Furniture Fair, The International Centre in Toronto, TISE (The International Surface Exhibition), International Builder Show, The Remodeling Show, Heimtex, and PrintSource.
“Design and color directions are a narrative journey, building stories along the way,” says Mr. Woodman, “to help define our aspirational selves, it all contributes to the story and, ultimately, the solutions, colors and aesthetics in our lives.”
Mark Woodman
Principal/Owner, Mark Woodman Design+Color LLC
Learning Objectives
- Learn key directions in color and design style
- Understand the drivers and inspirations
- Gain confidence in discussing color and design with clients
- Apply the narratives to your designs and client interactions
Wednesday, 11/18
Town Hall: The Pulse of the Industry
Wednesday, November 18 @ 10:30 AM EST
No one has a finger on the pulse of the industry more than the editors of our industry media – Professional Remodeler, Remodeling, and Qualified Remodeler.
These editors, Erika Taylor, Clayton DeKorne, and Patrick O’Toole, are, by the very nature of their professions, exposed to the most important stories affecting you and your remodeling company. This is your opportunity to hear from these deeply invested individuals as they share their insights on your business today, and well into the future.
Panel
Clayton Dekorne, Chief Editor, JLC Group, Hanley Wood
Victoria Downing, President/Chief Inspiration Officer, Remodelers Advantage
Pat O'Toole, EVP/Owner, Editorial Director, Sola Group Inc.
Erika Taylor, Director of Content, SGC Horizon Building Group
Victoria Downing
Pat O'Toole
Erika Taylor
Clayton Dekorne
Victoria Downing
President/Chief Inspiration Officer
Remodelers Advantage
Victoria Downing is a leading authority in the remodeling industry. For nearly 30 years, Victoria has worked with owners of remodeling companies across the United States and Canada, to help them build strong, consistently profitable businesses. She is known for her high-energy educational seminars as well as her in-depth knowledge of the best practices that transform company performance.
Clayton Dekorne
Chief Editor, JLC Group
Hanley Wood
Clayton DeKorne is the Chief Editor of the JLC Group, which includes The Journal of Light Construction, Remodeling, Tools of the Trade and Professional Deck Builder. He was the founding editor of Tools of the Trade (1993) and Coastal Contractor (2004), and the founding educational director for JLC Live (1995). Before venturing into writing and education for the building industry, he was a renovation contractor and carpenter in Burlington, VT.
Pat O'Toole
EVP/Owner/Editorial Director
Sola Group Inc.
Erika Taylor
Director of Content
SGC Horizon Building Group
Erika Taylor is director of content for Professional Remodeler. Prior to that she served as an editorial director with Hanley Wood and a contributing editor for the Los Angeles Times Book Review. Her work has been published in a number of media brands including Los Angeles magazine and the LA Weekly.
Advanced Window and Door Installation
“From receipt of delivery of the new door to final finish, as contractors, we OWN every aspect of the door installation. Starting with site and door inspection through rough opening prep, to final door installation, tune into this demonstration for tips and techniques to ensure the best possible result - including a worry-free night's sleep...”
Speaker: Peter Heard, Owner, North Country Carpentry & Restoration
Peter Heard
Owner, North Country Carpentry & Restoration
Peter Heard is the owner of North Country Carpentry & Restoration, Inc. operating on the east end of Long Island, New York. For 30 years Peter has been restoring homes from the mid to late 19th century. Peter has built a solid reputation by satisfying the design and finish needs of purist homeowners.
Learning Objectives
- Learn Pre-hung Door and Site Inspection and what to look for...
- Understand how to prepare the sill and opening for enhanced weather resistance
- Identify how to's regarding Door Installation 101
- Discover Trim and Details to knock the Installation out of the Park...
Design Your Way to Success
Chris Landis will review how design/build firms can set up a design as a profit center, which will also set production up for success. Company managers will understand selling the value of design, how and what to charge, and the importance of tracking and analyzing design profitability. The seminar will address setting up a creative experience for the client and using virtual reality for a more efficient and streamlined process that flows into production.
Speaker: Chris Landis, Principal, Landis Architects & Builders
Chris Landis
Principal, Landis Architects & Builders
Chris Landis is an architect licensed in Washington, D.C., Virginia, Maryland, and New York, and is a member of the American Institute of Architects (AIA). After graduating with an MA in architecture from Columbia University, he worked with Fortune 500 companies. He is currently serving his second term on D.C.’s Historic Preservation Review Board and is a past president of the DC chapter of the National Association of the Remodeling Industry.
Learning Objectives
- Learn how and what to charge
- Understand how to start charging for design if that is not currently practiced within your firm
- Compare to industry profitability standards
- Analyze and track design profitability
- Show how virtual reality adds value and streamlines design
- Plugging the Leaks in Produced Gross Profit: A Forensic Approach
- About the Speaker
- Learning Objectives
Plugging the Leaks in Produced Gross Profit: A Forensic Approach
Slippage is rampant in remodeling companies and we all like to think that it is the production folks fault, or a random occurrence and since Stuff happens we accept it. We grin and bear it, yell about it and keep on keeping on, just faster, or harder, or with less quality or with a poorer customer experience.
We will show how to capture data on job profitability in a format that can highlight likely locations of slippage. We can use these variance patterns to pinpoint them as a sales issue, production issue, an employee issue, client issue & more. Once identified they can be minimized and what is just “stuff” happening can be integrated into the pricing strategy.
Speaker: Alan Hanbury, President, House of Hanbury Builders, Inc.
Alan Hanbury Jr., GMR, CGR, CAPS, CGPAlan is the President of House of Hanbury Builders, Inc a full service remodeling company founded in 1976 with his brother Bob. Alan has a BS in Management and an MBA from RPI and considers himself a lifetime learner and teacher. He has spoken at most all past Remodeling Shows and dozens of JLC Live conferences, the PCBC, SEBC and many state and local associations on topics of Business Management including Margin and Markup, Job Costing, Estimating, Business Planning, Budgeting and many other topics on Overhead control. He has written courses for NAHB designation courses and teaches over 10 of those full day courses for 4 of the designations. He has written a dozen columns for Professional Remodeler and 3 for Remodeling Magazine thru the years and is a Big 50 inductee, GMR of the Year, NAHB Builder/Remodeler Educator of the Year and a 2008 inductee into the Remodeling Hall of Fame. He is currently pursuing a 2nd career in Consulting, Arbitration and Mediation and expert Witness offerings.
He is very involved at all levels of NAHB, a member of his local since 1979, the HBA of Central Connecticut where he has served on the board for 18 years and attained Life Director status in 2010 and life director status at NAHB in 2010. He helped the founding of his local Remodelers Council in 1989 and sits on its executive committee, in charge of member education.
At the state level he served on the Board, he was chair of the CT State Remodelers Council from 2000-2006. He participated for three years with the Residential Construction Career Institute, an effort of HUD, the Home Builders Institute and the state HBA to attract young people to education and training at the high school, secondary and community college level and eventually landing jobs in the construction field. He received his CGR designation from NAHB in 1990 and CAPS in 2003 and was on the development team that created the designation in 2001-2. He got his CGP in 2008 and attained the Graduate Master Remodeler in 2010 and GMR of the year in 2011. Their firm was selected as NAHB Remodeler of the Month for November 1991 and March 1999 and inducted into Remodeling Magazines "BIG FIFTY" Hall of Fame in 1992 and chosen Remodeler of the Year 1994 for his local and Connecticut and again for the HBRA of Central Connecticut (then Hartford County) in 2010.
An inductee into the NAHB Remodelers Remodeling Hall of Fame in 2008. Alan was also chosen Builder Remodeler Educator of the year for 2012 for NAHB.
Alan Hanbury
President, House of Hanbury Builders, Inc.
Learning Objectives
- Learn about the importance of measuring and tracking gross profit at the job level
- Recognize and plan for slippage starting at the sales call, during production and by administrative laxness
- Define techniques to identify the many causes of your slippage and which ones you can mitigate
- Understand how to ferret out what you can change and account for slippage you can’t control and
still make Gross Profit targets
Session Description continued:
Slippage is measurable, thus traceable. It is curable, it is often in plain sight you just need to have a report for that. To track and lessen slippage we need to follow some simple rules. Step one is timecards for all, 15 minute increments, every job needs to have a thorough estimate and job costing system within the accounting software to log and track costs that match closely to the layout, tracked phases and expenditures of that estimate. This allows actual to budget comparisons on any job. The only other missing step is to log and track changes in revenue and costs that are tied to additional work orders, or changes to allowance items (these can be positive or credits).
The Future of Sales: “The Future Ain't What it Used to Be”
While many are chomping at the but wanting to get back to normal we are going to see a lot of change is remodeling sales.
In this session we will look at how the consumer has changed and what they expect moving forward. We will also share how the sales process is shifting from high touch to high tech.
What are the sales tools and skills required to close remodeling sales in the future and what old techniques will become obsolete.
Speaker: Mark Richardson, Author, Speaker, Advisor, MGRichardson LLG
Mark Richardson, CR has presented to thousands of business leaders across the country. From healthcare to construction, manufacturing to retail, individuals from countless industries have found Mark's wisdom relevant and delivery powerful. Co-Chair of Case Design/Remodeling, Inc. Mark as named by Remodeling as one of the ten to remake the remodeling industry in this century. Mark was named Ernst & Young Entrepreneur of the Year in 2006 and continues to serve as a key catalyst for the development and growth of the franchise system.
Mark Richardson
MGRichardson LLC
Learning Objectives
- Understand how the consumer is changing
- Determine the right balance of high tech vs high touch
- Hear what other are doing to position for the future
- Take your sales game to the next level