MCBA LEADERSHIP Page 12 Page 1 Maine Contractors & Builders Alliance May, 2009 Officers 255 Molyneaux Road Jill Goodwin The Maine Builder President Camden, ME 04843 Monroe & Goodwin Tel: 207.230.0261 Fax: 207.236.6281 Email: email@example.com www.mainecba.com Charlie Huntington 1st Vice President I & S Insulation Helping Improve the Building Industry While Providing Quality Housing for the People of Maine Ginny Savage 2nd Vice President Breakwater Design Ways to Get Referrals that Reward Lisa Burgess Secretary So many of our members have voiced exasperation with the number of bids they are Rankin’s Inc. Inside this issue: doing, against a dozen competitors… in trying to generate new business. An article which just appeared in Housing Zone by Jonathan Sweet offers some alternative ideas Tina Torres-York worth considering. Treasurer From the President 2 Camden National Bank New members 2 With a sputtering economy and crashing home prices, it's not an easy time to find new Legislative Update 3 clients. But it is a good time to take a back-to-basics approach to marketing and work Peter Hill on mining your most lucrative lead source: past clients. Past President Affordable House 4- 5 PB Hill Builders Yard Sale 6 This isn't exactly a cutting edge idea, but it's something many remodelers got lazy about over the last few years as business boomed. Board of Directors Certification Program 7 Midcoast Home Show 8-9 If you've done a good job, past clients offer a wealth of advantages over new clients. Thomas Bland Thomas Bland Builders Repeats & Referrals 10-11 • “No. 1 is instant credibility,” says Dale Nichols, president of Artisan Remodeling in Bob Baldwin Granite Bay, Calif. “People know exactly what we're capable of doing.” Eastern Construction It's also much less expensive to land new business from old clients than it is to grab Sonny Goodwin new ones, Nichols says. Monroe & Goodwin At the same time, it's easier for a remodeler to work with a client she knows because Bill Mullin you know all their idiosyncrasies, says Patty McDaniel, president of Boardwalk William D. Mullin Jr. Custom Builder Builders in Rehoboth Beach, Del. Judy Hart • If you would like to “We're familiar with the house, we're familiar with the client,” she says. “We know Mathews Brothers receive the most up-to- what it's going to take to make them happy and we can be more comfortable putting a date information on the number together.” Maine Contractors & Gene Flanagan Builders Alliance, please Viking Lumber contact the office of The most important part of getting referrals is doing a good job in the first place, but the MCBA with your even after that, it's important to reach out to those clients to make sure you stay top- Karen Reed email address. of-mind. Allen Agency • You will receive all of the current information Here's how several remodelers across the country are reaching past clients and re- George Terrien without having to wait warding them for their repeat and referral business … . G.B. Terrien, Architect for a mailing. Some news regarding the Executive Director MCBA is only sent via email. Sign up today! Frank Mundo Continued page 10 We’re on the web at: www.mainecba.com The Maine Builder Volume 3 Issue 5 The Maine Builder Volume 3 Issue 5 The Maine Builder Volume 3 Issue 5 Page 2 Page 11 From The President The newsletter is back after a long in Rockport. e-mails to check on clients, ask how their pets or The Woodbury, N.J., company sent out e-mails to absence. Many changes have oc- kids are doing and generally keep in touch. They each client that contain their before and after pho- February: Jim Robbins of Robbins also send messages anytime there is press about the tos and asked them to forward those e-mails to eve- curred since the last mailing and I’ll Lumber talked about the new toy attempt to get everyone up to date. firm. ryone they know. Anyone who gets the forwarded division of the company and the out- e-mail can follow a link in the message that takes As you’ve all noticed from the e- look for the lumber industry. It's all about contacting past clients regularly, them back to the Cipriani Web site to vote for the mail notifications from the MCBA Menke says. project as the best “Before and After.” The top office, Frank Mundo is our execu- March: Bruce Gerrity of PretiFlaherty vote-getter will get $1,000 from Cipriani and Cipri- tive director, replacing Sheila Kim- gave us an update of legislative issues 6. Cold, Hard Cash ani is exposed to potentially hundreds of new cus- ball who moved to Texas. Frank facing our industry. Jill Goodwin—President tomers. has jumped right in and beyond the April: Tump May of Solar Winds It may be simple, but you can't argue with the value work normally associated with the Northern Lights spoke about solar en- of money. Atlanta Design & Build has a Referral It's an extension of a program the company has job, has been learning construction ergy. Rewards program that gives clients up to $300 been doing for years, putting together polished skills at the house that the Alliance when they refer a project. Rewards are given out on “Before and After” e-mails for all of its clients that May: Jeff Kuller of Camden Parks & has been building. a sliding scale of $100 for projects less than they encourage them to share with their friends and Recreation gave us an update on the The monthly membership meetings plans to upgrade the Camden Snow $20,000; $200 for projects $20,000 to $75,000; and families. have been informative and fun. Bowl. $300 for the largest projects. Here is a brief rundown of what you 8. Open House A core group of Alliance members has The Marietta, Ga., company is also reaching out to missed if you didn’t attend the The Maine Builder is the been working feverishly to finish a past clients, sending them letters telling them that Advanced Kitchens in Atlanta has staged open meetings: official newsletter of the house for the Camden Affordable now is a great time to remodel because suppliers houses at past clients' homes where the company Maine Contractors & Builders September: Heather Rae of Maine Housing Organization. Proceeds from and vendors have reduced costs in the face of de- invites neighbors to come see the completed work. Home Performance spoke about the sale of this house will help pay for Alliance. The newsletter is clining demand. This gives the company an opportunity to explain energy efficiency and the programs our lobbying efforts, along with other published bi-monthly and how they work and the clients a chance to talk offered by MHP. ongoing expenses of the Alliance. The distributed to all members and 7. Let Them Brag about their positive experience…. October: This month featured our board has voted to build a second local and national legislators. annual legislative night. Candidates house once this one is completed to Cipriani Remodeling Solutions recently launched a Those actions, along with newsletters and other If you prefer an electronic further shore up our finances. If you from Lincoln to Waldo counties contest for the best “Before and After” project that outreach efforts, have helped the company draw 75 copy of this, please email at; didn’t take the opportunity to help out were there to answer our questions. encourages past clients to send their friends and percent of its business from repeats so far in 2009, firstname.lastname@example.org and pass on this house, there’ll be plenty of November: Tony Payne of the Al- families to the company's Web site. says President Ed Cholfin. this hard copy on to someone chances to work on the second one. who may be interested in our liance for Maine’s Future gave us an update on various legislative Last November, the first nine people to organization. complete the requirements of the Article adapted from May issue of Home matters facing the state. builder certification program were rec- Zone. Jonathan Sweet is Senior Editor of December: The annual Frank & ognized at our meeting. More people the magazine. Sonny auction raised money for have completed the requirements this various charities in the area. spring and will be receiving recogni- January: We had a field trip to the tion at the May meeting. Congratula- THINKING OF MARKETING . . . Be sure to visit our Website, www.mainecba.com and check to see that your com- Center for Furniture Craftsmanship tions to them all! pany information is correct and up to date. This important advertizing tool is included free for MCBA members. If you’ve forgotten your User ID or Password, give me a call at 230-0261. Frank Mundo WELCOME NEW MEMBERS Chris Gale - Kamco Supply QUOTE Karen Knowles - Midcoast Blinds “These unhappy times call for the building of plans that build from the bottom up and not from the top down, that put their Lewis Sukeforth - Sukeforth Builders faith once more in the forgotten man at the bottom of the economic pyramid .” Franklin D. Roosevelt John Ritz - Hood Distribution Everett Rideout - Rideout Electric Audrey Miller—Tile Connection Kevin Brockmyre - Boston Cedar Volume 3 Issue 5 Page 10 Continued from page 1 Page 3 Page 3 Jill Goodwin, Legislative homeowner has accumulated at least half-a-day Legislative Update Committee Chairperson. 1. Reward Testimonials they can redeem that for work on their home. Spring - 2009 Black Diamond Builders e-mailed all of its past The West Chicago, Ill., design/build firm sends out clients asking them for testimonials. Anyone who mailings promoting the program to not only past The legislative session is more than halfway over and already the legislators have dealt with several bills di- responded got their name entered into a drawing clients but also to any other homeowner the firm rectly related to the building industry. Following is a brief synopsis of those bills: for a dinner for two at a local restaurant. has had contact with over the last few years — even those who didn't hire them. LD 93- An Act to Amend the Laws Governing Construction Contracts It offered several benefits for the Lake Forest, The program not only drives referrals, but often This bill would have required any legal action taken to be done in the county where the construction was Calif.-based firm, according to owner J. M. Steele. also leads to additional business from the referring done. This bill was killed in committee. Besides giving Black Diamond fodder for its mar- clients who may need more work done, says CEO keting efforts, it also makes sure the company is on John Habermeier. LD 201 – An Act to License Commercial Painters the minds of past clients for referral or repeat busi- This bill would have required commercial painters to be licensed and to submit proof of insurance. This bill ness. Giving them a chance to relive their success- 4. Don't Let Them Forget Your Face was defeated. ful remodel brings them positive vibes and memo- ries, Steele says. Gehman Custom Remodeling uses a variety of LD 272 – An Act to License Home Building and Improvement Contractors methods to get face time with its past clients. The This bill would have required contractors to be licensed. The Alliance, along with others, argued that this bill 2. Make Them Part of the Team Harleysville, Pa., company calls past clients on the was premature in light of the work being done on the building codes. The bill was carried over to the next anniversary of their project to arrange a walk- session. Like many remodelers, Larry Murr tries to keep in through to make sure there are no warranty issues LD 440 – An Act Regarding Exceptions to the Maine Uniform Building and Energy Code touch with his past clients through things such as during the five-year warranty period. Christmas cards and periodic letters. What makes This bill would have exempted single family and two unit residences from adhering to the building code. the approach Murr uses for his company, Lawrence Gehman staff also ask if they can take after-photos This bill went down to defeat. Murr Inc., so striking is how honest and open he is of the project as another way to spend some time LD 652 – An Act to Clarify the Maine Uniform Building and Energy Code with his clients about his company, the market and with the homeowners. Those photos are then used This bill clarified some of the provisions in last year’s code bill regarding third party inspectors. This bill the current business environment. to produce photo CDs and albums that the home- was voted ought to pass by the committee. owners can share with their friends and co-workers. Consider the most recent letter from the Jackson- Hand delivery of the albums also gives him more LD 937 – An Act to License Septic System Installers ville, Fla., design/build firm: “First of all we are face time with the clients, says President Dennis This bill would have required septic system installers to be licensed, with both proof of insurance and a still in business, but business has been very slow,” Gehman. plumbing license. This bill was killed in committee. he writes. He goes on to discuss decisions in the company to reduce salaries and cut staff as the These visits result in at least some small additional LD 1085 –An Act Concerning Dispute Resolute in Home Construction Contracts company adjusts to the market. He also talks about work for the clients about 25 percent of the time, This bill adds small claims court action to the list of means to settle disputes in the home construction con- the challenge the company is facing from new, Gehman says. It also reinforces the idea of the tract. This bill was passed by both the house and the senate. low-price competition. company as one that cares and keeps them in the LD 1256- An Act to Prohibit Predispute Mandatory Binding Arbitration Clauses in Consumer Con- clients' thoughts when people ask for referrals. tracts Murr has received a positive response to the letter, with many clients calling about jobs and saying 5. Go Digital The bill title pretty much describes what this bill intends to do. It is still in committee. they were glad to hear he was still in business. Cli- LD 1456 – An Act to Ensure that Construction Workers are Protected by Workers’ Compensation In- ents were reassured that the company was taking Myers Constructs in Philadelphia is taking full ad- surance steps to survive the downturn, Murr says…. vantage of modern communication to keep in touch with its past clients. This bill provides that beginning January 1, 2010 a person performing construction work on a construction 3. Work on the Honey-Do List site for a hiring agent presumed to be an employee of the hiring agent for purposes of workers’ compensation, Myers is using LinkedIn and Twitter to keep in unless the person either meets the definition of “construction subcontractor” or carries workers’ compensation Every homeowner has little projects that need do- touch with past clients and asks them to pass the insurance. This bill is still in committee. ing, so Synergy Builders decided to capitalize on firm's information to their friends on the social net- that by offering handyman services in exchange for working sites, says COO Diane Menke. There are still plenty of big issues facing the legislature. The budget and decreasing revenues are still before referrals. them. Health insurance topics are on the table. Optional local sales taxes are being considered. We will con- The company sends monthly e-newsletters, each tinue to update the membership as much as possible via e-mail messages. As always, if you have any ques- Any referral that leads to an appointment is re- focused on a single topic to keep it short and sweet. tions or concerns, please feel free to contact the MCBA office or me. warded with two hours worth of labor. Once the Besides that, employees send occasional “hello” The Maine Builder Volume Issue 5 Volume 33Issue 5 The Maine Builder Page 4 Page 9 Lupine Terrace – the Camden Affordable Housing Organization’s Development Contributed by Jill Goodwin Maine Home & Design Midcoast Show - Exhibitors AE Sampson & Son Down East Doormats Northern Building & Design The Lupine Terrace Project is just about complete. This project, which represents a major funding source for the Alliance Aerus Electrolux Down to Earth Nuimage Awnings has had the support of many Alliance members. Agren Appliance & Television DSO Creative Fabrications Oak 'n Pine Cabinet Shop Allen Agency Duvall Dynamic Spaces Old Port Specialty Tile American Institute of Architects EBS Building Supply Patty Bolz Designer Goldsmith Ashley Curtis Painting Infinity Construction Nash Plumbing Anderson Design Efficiency Maine Pella Windows Atomic Painting Irv’s Drywall N.C. Hunt Arnold Reed Builder Fish in the Garden Penobscot Bay Porch & Swing Artisan Boatworks Flagstones Phi Home Designs Aurora Sails Jake Barbour N.Q.C. Pumping Services Atomic Painting Freshwater Stone Pine Ridge Carpentry Aurora Timberframe Jackson Landscaping Peter B. Hill Builders Aurora Timberframes Gleason Fine Art Port City Life B4 & After Renovation Design GO Logic Homes Quantum Insulators Breakwater Design Josh Torres Peter J. Warren Barbour by David Wood Green Energy Organization Ragged Mountain Millworks Camden National Bank Kelsey’s Appliances Rankins Bath Fitter Green Energy Products Rankin's, Inc. Bayard Chanler Haskell's Water Treatment Realty of Maine Cold Mountain Builders Kurrz Electric Redlon & Johnson BBA Building Solutions Hickory Dickory Decks ReVision Energy Eastern Construction L.O. Gross Rideout Electric Beckstrom Architecture & Planning Hilltop Log & Timber RH Price Bench Dogs, Inc. Horch Roofing RHEAL Day Spa EBS Maine Coast Construction 17-90 Lighting Blue Spruce Joinery Houses & Cottages by Eric Allyn Rockport Post & Beam Breakwater Design & Build Jaret & Cohn Real Estate Rockport Pottery & Fern Hill Ferraiolo Construction Mainely Concrete Pumping Starbird Concrete Budget Blinds JC Stone Seal-It Insulation Systems Floor Magic Maritime Energy State Sand & Gravel CAHO & MCBA Jerry Chase Blind Time Shawshank Stone Camden National Bank Kelsey's Appliance Skaala, LLC F.W.Webb Mathews Brothers Techno Metal Post Camden Real Estate Kennebec Company Smith & May, Hearth & Patio George C. Hall McCormick & Associates Temp Control Carriage House Studio Architects Laurie Stearns Softub of New England Carver Hill Gallery Legacy Properties Sotheby's Int’l Solaris Renewable Energy Hancock Lumber Mid-Coast School of Technology Tim Fortune Carpentry Castle Kitchens LePage & Eaton Countertops TD Bank North Handle It Mid-Coast Blinds Tom Bland Builders Catalano's Construction Lighting Concepts The Harley Company, Inc. Center for Maine Contemporary Art Lincolnville Business Group Tile Connection Harbor Builders Mid-Coast Seamless Gutters Viking Lumber Central Maine Stoneworks Lyman Morse Boatbuilding Co. Time Warner Cable Heartwood Carpentry Mid-Coast Waterproofing Vision Builders Church Street Consultants Maine Boats, Homes, & Harbors Union Agway Classic Post & Beam ME Traditions Hardwood Flooring Union Stone Horch Roofing Monroe & Goodwin Wayne Bolan Cold Mountain Builders Maine's Wooden Thumb Viking Lumber I & S Insulation Morris Construction York Excavation Concrete Artisans Maritime Energy Vintage Perkins Cornerstone Kitchens McCormick & Associates Vision Builders Dan Eaton Landscape Services Midcoast Blinds & Shades VoxPhotographs Deveau Gallery & Designs Monroe & Goodwin Ward Cedar Log Homes Distinctive Concrete Designs More than Paint Wooden Screen Door Company Through the efforts of many Alliance members (some more than others!), the house being built for the Distinctive Tile & Design Morningstar Marble & Granite Yarkitecture Camden Affordable Housing Organization is just about completed. This has been a collaborative effort of builders, suppliers and friends of the Alliance. Many organizations have donated time and material to the project or have sold goods at a discounted price. Joan Vose will be the new owner as soon as we get it completed. This will be the first house completed in the Lupine Terrace project, with more to follow. Many thanks to all those who have participated. Volume 3 Issue 5 Volume Issue 5 Volume 33Issue 5 The Maine Builder The Maine Builder Volume 3 Issue 5 Page 8 Page 5 Maine Home & Design Midcoast Show Maine Home & Design Midcoast Show ’09 . . . May 30th & 31st The Alliance Board of Directors in close collaboration with the Home Show Committee made the decision earlier this year to work with Maine Home & Design and the Camden - Rockport - Lincolnville Chamber of Commerce to conduct the Home Show this year. Its part of a five year commit- ment that we believe will tap the marketing and promotional clout of this dynamic publishing and marketing organiza- tion. Thus far, the promotion of this show far exceeds any- thing we’ve done in the past. While 60% of the exhibitors are “new” (some former exhibitors are either sitting it out this year for financial reasons or simply to see how this year pans out)… more than 100 exhibitors have committed to 133 booths. The location for this year’s Home Show is ideal – it offers a major draw for the public being right on Route 1 and the site itself will appeal to those who’ve been there as well as those who have simply heard of the facility. With dramatic views of Penobscot Bay, an open air (but closeable Pavilion of 11,000 square feet) , with another 6,000 square feet in Erick- son Hall, the area is well planned in terms of traffic flow. Maine Home Design Magazine has enthusiastically and ef- fectively thrown their full support behind the show. They have been so successful in their promotional activities that an additional outside tent has been added for Exhibitors. Always… the proof of the pudding lies in attendance. MH & D has done a mailing to ten thousand people, has adver- tized the show in their magazine and handed out 1,000 pro- motional cards at the Portland Flower Show. Newspaper Affordable House Project and radio advertizing has been carefully planned, and is be- ing executed. Lupine Terrace The addition of Maine Home Design as well as the spectacu- lar location offers an opportunity this year for our locally focused Home Show to become a State event and to draw attendees from an even broader geographic area. In terms of timing, May 30th puts the show the weekend after Memorial Day Weekend – when the weather will be better and more summer visitors will be in the area. Page 6 Yard Sale News Page 7 MCBA Certification Program GOT STUFF… WANT TO GET RID OF IT? Contractors and Builders Alliance Yard Sale . . . could use any quality items you want to offer ! When: June 27th, 7:00 to 4:00 MCBA has a certification program for available for builders. Builders with two or more years of docu- June 28th, 9:00 to 12:00 mented field experience can take the certification Where: State of Maine Cheese Factory test and be certified as to their knowledge of con- Route 1, Rockport struction and the Maine State Building Code. Classes have been established by MCBA to prepare builders to pass the exam. We need workers before, during and after. If we haven’t called you, YOU can call us; either Cindy Bland (236-4752) or Frank Mundo @MCBA (230-0261) . We appreciate the help. Builders do not need to take a class in order to take the examination. Certified builder information is made available to prospective customers, financial institutions, municipalities, and may be used in ad- th th vertising. The MCBA survey is in and the vote is to have a Yard Sale June 27 and 28 . Thank you to the folks at State of Maine Cheese Factory for allowing us the use of their prime location on Route 1 near the Rockport/Rockland line for our sale. Builder certification is available upon completion of Over the past twelve months we have issued 13 other program components: We have a date and a place so we now need items and workers!!! Certificates. A number of members are one class away from earning their certification. Call the Check your inventory and all through your shop, and consider donating left over, odd lot, slightly used or NEW items to • The Building requirements of the State Resi- MCBA office if you would like to know which the Maine Contractors and Builders Alliance Contractor’s Yard Sale. This sale is really building up a reputation for our dential Building Code IRC 2003 courses you need to complete to get your certifica- organization, from the variety of items we have for sale, to the main purpose of our sale – the scholarship fund for local • Contract Law tion, or if you would like to get started in the pro- youth. gram. We are working out the details of accepting items on consignment. MCBA to receive 20% of the sale – so keep that in • Ethics mind when going through your inventory. • OSHA Safety People Receiving Certification in Last Year: We will need workers for….. • Proof of general liability insurance and worker’s Bob Baldwin The tent set up on Wednesday or Thursday evening compensation insurance (where required) Marty Creamer Pick up of items on Friday • Proof of a minimum of two years construction Jim Doughty Unloading and tagging items on Friday Jill Goodwin Sales on Saturday and Sunday Classes conducted thus far in 2009: Tim Fortune Clean up on Sunday and transfer to storage Sonny Goodwin OSHA - March 17th and 18th Peter Hill We can use two hours or more of anyone’s time throughout this function. Contract Law April 23rd Joel Lind Gordon Lind The next class we’ll be running is the Ethics Class. Kelley Macomber We need a minimum of twenty students to run this Jack Meehan class. The time commitment is approximately 90 Patrick Murphy minutes and the cost is $25 per student. If you’re Boyd Smith interested in being added to the list to take the class, please let us know.