2019 CALL FOR ENTRIES

Honoring the finest remodeling projects in the nation

Entries for the 2019 Chrysalis Awards are now being accepted. All entries must be in a digital format this year.Complete information is available at ChrysalisAwards.com.

DEADLINE: Entries must be received by ENTRY CATEGORIES: A complete list and description March 30, 2019. This deadline may be extended. of the categories can be found at ChrysalisAwards.com and on the entry page. Entry categories include several ELIGIBILITY: Projects completed after January 1, 2016 price ranges in almost every aspect of remodeling. are eligible for the 2019 program. This includes previous Chrysalis entries that did not win a Chrysalis Award, as ENTRY FORMAT: You can create your entry on the well as entries from other competitions like the Master Chrysalis Award Entry page, or submit any digital entry Design Awards. from another remodeling competition without change.

WHO MAY ENTER: Any remodeler, architect or design THE CHRYSALIS WEBSITE: You will find complete professional in the United States. Chrysalis is open to information at ChrysalisAwards.com. You can also see everyone. There is no requirement to be a member of all the winning projects since 1998. This site promotes a specific professional organization to enter. winning Chrysalis projects to the industry and public.

We are available to answer any questions at [email protected] or 888.263.5687

Winners will be featured in our publishing sponsors’ magazines: QualifiedRemodeler.com March 2019

From the Inside Out § 30

Roofing Product Trends § 42 What About Your Profit? § 50 Builders’ Show Review § 56 THE CONTRACTOR’S COMMAND POST.

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For more info circle 60 CONTENTS March 2019

PROJECTS ENTREPRENEURSHIP Photo (here and cover): Roman Rivera Photography, romanrivera.com The E-Myth 26 Transformation A look at a proven method for making a quantum-leap change in your home remodeling business. by Michael E. Gerber

PROFITS 14 On Your Business Shawn McCadden, CR, CLC, CAPS 18 Technology: Business Apps 20 NARI Recertification 22 NAHB Remodeler of the Month 66 Top 500 Profile

PRODUCTS 42 Trends: Roofing 56 What’s New: IBS Review 58 Kitchen & Bath: KBIS Review 30 60 Barn Door Hardware 62 Remodelers’ Choice

Design Solutions DEPARTMENTS Synapse Construction reimagines a stucco residence in Seattle to address water 6 Editorial Director’s Note infiltration and establish a permanent solution for rain management. 8 In Brief 12 What’s Online Photo: Allie Mullin 64 Events/Index

50 What About Your Profit? Dave Yoho 53 Can Anybody Sell When Given a Process? Scott Siegal 54 Products

36 SHARE: facebook.com/QualifiedRemodeler FOLLOW: twitter.com/QualifiedRemod

Designer’s Notebook DISCUSS: tinyurl.com/QRLinkedIn An outdated master bathroom becomes refreshed and modernized as its configuration, functionality and lighting are thoughtfully reconsidered. INSPIRE: instagram.com/QualifiedRemodeler

QualifiedRemodeler.com March 2019 5 EDITORIAL DIRECTOR'S NOTE

Shifting Gears: Here Come the Published by

SOLA Group, Inc. Millennials 1880 Oak Ave., Suite 350 Evanston, IL 60201 847.440.3000 Publisher and Patrick L. O’Toole Patrick L. O’Toole Editorial Director [email protected] Ext. 103 Senior Editor Kyle Clapham [email protected] Ext. 107 SINCE THE LATE 1960s, baby boomers levels of house-price gains and slower gains Managing Editor Kacey Larsen [email protected] have seemingly dominated every aspect of in home equity. In addition, we are seeing Ext. 105 American life. They were the free spirits who the long-awaited emergence of a new pro- Contributing Editor Chuck Ross flocked to Woodstock, then cut their hair, fessional remodeling client: the millennial. Audience Development Mike Serino got a MBA and morphed into young, urban They have been a long time coming. [email protected] professionals. That progression took them Leading-edge millennials, born roughly Creative & Production Director Tracy Hegg [email protected] from Ford Pintos in the early '70s to BMWs between 1981 and 2000, should be well into Senior Graphic Designer Erika Nygaard in the '80s. their home buying and remodeling years, but [email protected] The same goes for the housing market. due to high levels of debt and other factors, Editorial Advisory Board Stephen Gidley, GMB, CAPS, Today baby boomers—now in retirement they are just getting started. The reason mil- CGP, CGB, CGR, CPRC, CR Jeffrey Holloway, CKD, CBD, CGR or fast approaching it—are aging in place, lennials get so much attention is because at Michael Nagel, CGR, CAPS remodeling second homes and downsizing 83 million strong they, like the baby boom- Scott R. Sevon, CGR, CAPS, GMB, CGP, GMR to a place in Arizona or the Carolinas. ers before them (who once numbered 78 Donna Shirey, CGR, CAPS, CGP Born between 1946 and 1964, baby boom- million), have an outsized influence on just Kenneth P. Skowronski, CR ers still dominate the re- about every aspect of Publisher/ Paul DeGrandis West Sales Manager [email protected] modeling market. They American life. Ext. 100 have the money, the They are not quite Midwest Sales Manager Zach Stenberg wealth and the means for WE ARE SEEING true digital natives, but [email protected] all of the discretionary they are very adept and Ext. 115 THE LONG-AWAITED Midwest Sales Manager David Ayala upgrades that have been comfortable making big [email protected] driving the remodeling EMERGENCE OF A purchases online— from Ext. 119 market in recent years. cars to vacations and, East Sales Manager Dan Miklosz [email protected] Now comes an in- NEW PROFESSIONAL yes, remodels. Some of Ext. 118 flection point in the REMODELING CLIENT: you who are reading Southeast Sales Manager Dan Agostinacchio remodeling market, say this are lucky enough [email protected] Ext. 101 the very smart folks at to be attending our TOP THE MILLENNIAL. National Automotive Sales Tom Lutzke John Burns Real Estate 500 LIVE! conference, [email protected] Consulting (JBREC), which is headlined by Product Showcase Mike Serino [email protected] who have been providing analysis and fore- a true millennial expert, Scott Hess. You Ext. 102 casting of remodeling in recent years. After will also hear from 32-year-old Jeff Gear, a Digital Programs Manager Tim Steingraber a 10-year expansion of the economy, we are western Illinois remodeler who is generat- [email protected] now contemplating a natural business cycle ing most of his leads for new business from Ext. 106 Projects Manager Heidi Riedl in the coming years and trying best to gauge advertising on Facebook and Instagram. The [email protected] the implications for remodelers. big news is that a big percentage of his clients Ext. 111 The good news is everywhere, but that are buying home improvements online. In Subscriptions QR Circulation Dept. (866) 932-5904 does not mean the market is not shifting. many cases, Gear says, the first time they [email protected] This year, into 2020 and beyond, JBREC meet in person is the day of installation. The forecasters see a slower growing remodel- influence of millennials on the remodeling ing market: 3 percent annually versus the 10 market has taken hold. Remodelers with a percent the market is said to have achieved long-term focus on the business are making in 2018. A big reason for the slower growth plans around this cohort. is a shift in remodeling project sizes. This “mix-shift,” as JBREC calls it, is A preferred publication of the National Association of the Remodeling Industry due to a number of factors including lower and the NAHB Remodelers

6 March 2019 QualifiedRemodeler.com For more info circle 61 IN BRIEF

Remodeling Outlook Market Grew 10% Last Year; 3% Growth Expected for ’19

THE REMODELING MARKET was red-hot Burns Residential Repair and Remodel Spending™ in 2018 and will continue to grow in com-  Small-project discretionary  Big-project discretionary  Disaster repairs ing years, according to a new forecast from $450 John Burns Real Estate Consulting (JBREC). 10% $400.9 $404.1 $389.8 According to the forecast, the remodeling $400 $377.9 market grew 10 percent to an estimated $378 $345.1 billion last year. Fewer disaster repairs and a $350 $303.8 shift in project mix to smaller job sizes, how- $300 $284.9 $282.4 $270.5 $265.4 ever, will impact the rate of growth in 2019 $247.1 $250 $233.1 $237.3 $240.3 as the market passes the $380 billion mark. $215.0 The forecast was delivered at a spe- $200 cial Qualified Remodeler research event held Feb. 20 in conjunction with Design & $150 Construction Week in Las Vegas. According REMODELING SPENDING, $BILLIONS REMODELING SPENDING, $100 to JBREC CEO John Burns, the remodeling market is experiencing a shift in demograph- $50 ics. Baby boomers are driving large discre- $0 tionary projects, while the nation’s largest 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018P 2019P 2020P 2021P cohort—millennials—are starting to enter Note: Includes labor and materials the market, but with smaller budgets. The JBREC presentation also pointed out lenders are focused on offering HELOCs; onment of rising mortgage interest rates, that, of six indicators of remodeling industry and 4) home-price appreciation—solid, but which is having the effect of incenting vitality, four are positive: 1) Aging housing expecting to slow. Two negative indicators homeowners to stay put rather than move. stock—65 percent of the nation’s homes are slower volumes of existing-home sales The company estimates that approximate- are 30 or more years old; 2) real income and a continuing labor shortage crisis. ly 700,000 additional remodeling projects growth—signs all workers are seeing bigger Another big factor in a positive re- will happen this year, and in coming years, paychecks; 3) home equity lending—more modeling outlook, Burns says, is an envir- as a result.

Green Building ƒ Seventy-eight percent of remodelers, Energy efficiency, indoor air quality are 87 percent of buyers, and 89 percent of top ‘green’ preferences Consumers willing to builders say it was a “very high" or "some- A separate study of new and prospective what high priority” for their new home or homebuyers finds that when buyers think pay more for energy- remodel to be energy efficient. of a green home, they think of features that will first save energy and second improve efficiency upgrades ƒ Eighty-one percent of remodelers, 88 per- the quality of the air in a home. New research finds that a large majority of cent of buyers, and 96 percent of builders The survey—conducted by NAHB of residential customers—who are driven by state a willingness to pay more to make 4,000 people—finds that to achieve their cost savings and environmental impact— their building or remodeling project more energy-efficiency goals, buyers seek windows are prioritizing energy efficiency in home energy efficient. and appliances that are Energy Star-rated, projects and are even willing to pay more to ƒ Roughly 90 percent of professional build- efficient lighting and insulation higher than achieve those energy goals. ers and remodelers report that clients required by code. The research—conducted by Washington- “always" or "sometimes” ask about ener- In terms of indoor air quality features, based trade group Propane Education & more than half of the respondents deemed gy-efficient construction methods. Research Council—found many homeown- the following to be "essential" or "desirable": a ƒ ers and contractors now seek energy-efficient Two-thirds of construction professionals home dehumidification system, an electronic homes. Also, it revealed that construction expect the demand for “green,” sustainable air cleaner, and building and finishing ma- professionals anticipate “green” homes to see or energy-efficient homes will “significant- terials that have low volatile organic com- substantial upcoming growth. ly increase” over the next five to 20 years. pounds (VOCs).

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“It’s confirmation that the most attractive Excellence. To view the regional winners and “Laidley Cottage” were architects Red green features for homebuyers are those that learn more about attending NARI’s Evening Dot Studio and MT Development. Photos help them save money on energy costs, as of Excellence, visit NARI.org. of both winning projects can be found at well as those that improve air quality inside At Design & Construction Week last bestinamericanliving.com. their homes,” says Rose Quint, AVP of survey month in Las Vegas, two remodelers were Qualified Remodeler’s Master Design research with NAHB. honored with national Best in American Awards open for entries Living Awards (BALA). Room of the Year Now in its 41st year, Qualified Remodeler’s honors went to architect KD Project Design Industry Recognition Master Design Awards program has started LLC, JM Kitchen and Bath, and Malibu accepting entries. The program recognizes Design awards Remodeling for their “Modern Classic” up- remodelers, architects, kitchen and bath date of a 1978 custom home in Greenwood specialists, and other professionals for out- take center stage in Village, Colorado. standing project design and construction in remodeling industry “This kitchen remodel uses contrasting 22 different project categories—from kitch- colors in a visually beautiful way that also ens and baths to room additions and whole- Spring is not only the start of the remod- defines the different work and use zones house remodels. eling industry’s busy season, it is also a in the room," says Don Ruthroff, principal The competition is open to projects time when remodelers find out how their at Dahlin Group Architecture Planning, completed between Jan. 1, 2016, and July projects fair in regional and national de- NAHB's 2018 Judging Chair and 2018 Best 8, 2019. Previous QR Master Design Award sign competitions. Hundreds of companies in American Living Awards Subcommittee winning entries may not be re-entered. A were recently notified of their regional CotY Chair. "The BALA program celebrates the single project may be entered into more (Contractor of the Year) awards from the designers and builders who go the extra mile than one category if each entry meets the National Association of the Remodeling to bring out the best in a structure.” appropriate category standards. (For exam- Industry, (NARI). National winners will be BALA’s “Remodel of the Year” went to a ple, you may enter a whole-house remodel announced on April 12, 2019, in San Diego rear-yard cottage remodel in San Francisco. in the whole-house category and then enter as part of the association’s annual Evening of Honored for their redo of a project dubbed the kitchen in the kitchen category as well.)

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For more info circle 63 10 March 2019 QualifiedRemodeler.com Entries in the Chrysalis Award and/or CotY ƒ Black is the new chrome: Consumers government that was delayed due to the par- Award digital formats are accepted. To learn are gravitating toward chic black and tial government shutdown. more go to MasterDesignAwards.com. black matte finishes for faucets and sinks, Multifamily starts fell 20.4 percent to a with searches for these products tripling seasonally adjusted annual rate of 320,000 year-over-year. units, while single-family production post- Consumer Trends ƒ Many shades of gold: Gold-toned faucets ed a 6.7 percent decline to 758,000 units. and fixtures are growing in popularity. However, single-family and multifamily Design trends research In addition, shoppers are exploring rose starts each posted a yearly gain. Single- family production was up 2.8 percent in 2018 Online home goods retailer Wayfair recently gold finishes to complement both classic to a rate of 872,800—the highest annual fig- released the results of its analysis of thou- and contemporary styles. ure since the Great Recession. sands of search trends in order to see how ƒ Neat and tidy: Floating vanities have "Looking ahead, we expect single-family consumers are embracing new styles and doubled in popularity in the last year, as production will be relatively flat in 2019 and designs as they renovate their kitchens and shoppers seek space-saving options that multifamily starts will level off as well," says bathrooms. The latest trends include: offer a clean, modern look. NAHB Chief Economist Robert Dietz. "The ƒ Farmhouse frenzy: Searches for “farm- biggest challenge facing builders this year will house” fixtures have quadrupled in the be ongoing housing affordability concerns as Housing last year, with sales of farmhouse sinks they continue to grapple with a shortage of alone nearly doubling year over year. construction workers, a lack of buildable lots ƒ Set in stone: Searches for concrete fur- Housing starts fall and excessive regulatory burdens." niture and decor is up overall 50 per- 11.2% in December Regionally in December, combined sin- cent year-over-year. Concrete sinks are gle-family and multifamily housing starts unique, durable and versatile, and come Housing starts fell 11.2 percent in December were unchanged in the Northeast. Starts in various sizes, styles and tones for a true to a seasonally adjusted annual rate of 1.08 fell 26.3 percent in the West, 13.2 percent in statement piece in the kitchen. million units, according to a report from the the Midwest, and 6 percent in the South.

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QualifiedRemodeler.com March 2019 11 WHAT’S ONLINE

Remodelers’ Outlook QR on Social Media We love connecting with remodelers and home improvement pros, so come find and engage with Optimistic for 2019 us across our various social media channels!

Firms (%) Expecting Year-Over-Year Changes in Revenue and Profit in 2019

Increase Expected Revenue Change Expected Profit Change Decrease 49% 46% Architects 18% 20% Our editors were on 74% 70% Interior Designers the ground in Las 6% 9% Vegas during Design 71% 63% GCs/Remodelers/Builders & Construction 7% 11% Week. 72% 66% Design-Build 7% 9% Specialty - Building & 73% 66% Renovation 8% 11% Specialty - Landscaping & 75% 66% Outdoor 7% 10% 73% 69% Specialty - Decorating 5% 9%

© Houzz Inc.

The 2019 Houzz State of the Industry indicates overall more than half of companies specializing in residential renovation and/or design cite a positive outlook for 2019. How do remodelers feel specifically? Find out here: QualifiedRemodeler.com/ 2019-houzz-state-of-the-industry/.

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The John Burns Real Estate Consulting team presented their 2019 Remodeling Outlook.

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For more info circle 65 ON YOUR BUSINESS

Can or Will You Ever Retire?

by Shawn McCadden, CR, CLC, CAPS

SADLY, MOST REMODELING business own- means no one will be around to make good Find Other Sources of Income ers will either never retire or will eventually on warranty work. In addition to charging enough money as a shut down their business after their physical Ask yourself if you've been concentrating remodeling business owner so you can save and/or mental health fails. I don't think they on larger projects, and whether you’ve had a for retirement, I suggest you also find ways to plan for it to happen that way. The fact that new one start as you close out another in or- help your savings grow. Of course, you could they never proactively planned for retire- der to help keep the machine going, overhead save that money and earn interest and per- ment is probably the most common reason expenses down and cash flow healthy. If that haps invest it in the stock market. Those are they never will be able to do so. is the case, trying to close your business down wise options for most people. I also suggest How about you? Will you be able to retire as you wrap up a last project could eat up lots you consider additional streams of income— someday by your own choice and planning? of your savings. On the other hand, you could both now as you save for retirement and for Or will you plan to work until you either can't transition to all subcontractors, or you could after you have already retired. anymore, or you die? I do admit when I ask, purposefully reduce project size as you near I invested in rental properties and raw there are many remodeling business owners retirement so even if all your staff is gone—as land. The rental properties carried themselves who say they want to work until they can't. long as your health is still good—you could through the rents tenants paid and, now that Having that choice is one of the great things wrap things up yourself. If this is your plan, it the tenants have paid the mortgages, I own about being a business owner in America. might be a good idea to keep your retirement many properties outright. I can both keep a secret until you’re actually retired. them and collect the rents, or I can sell them and spend the equity on my retirement. The Are You Contributing to Your Retirement raw land has appreciated over the years and is I TRULY BELIEVE MANY or Your Clients’? likely to keep doing so. If I need or want more REMODELERS WILL I truly believe many remodelers will never be money in retirement, I could sell some of it. If I able to purposely retire because they simply die before I need the money, it’s great to know NEVER BE ABLE TO can't afford to do so. By guessing at what my kids will be well off. Either way, I won't be to charge and never understanding how re- looking to them to pay my bills in retirement. PURPOSELY RETIRE. tirement planning or remodeling financials One last thing: If I have been describing work, they undervalue their services and, you here in any way, I ask you to think about therefore, work for not much more than the the real reasons you might never be able to On the other hand, I have a suspicion wages they need to just get by. retire. Maybe you just need the right kick in that many of those who claim they want to Many other remodelers are afraid of your butt to change your view and attitude. work until they can't simply say so because money. They are afraid to ask for it, afraid to If reading this article hasn't done it for you, they have no idea how retirement could be talk about it, and many even feel guilty about consider sharing it with your other half— possible for them. If you are looking for some earning a real good living. If I am describing your spouse or partner. If you have the guts insight on how retirement can be a reality, you here, I suggest you decide whether you to do so, you may either get help confirming read on for some advice and suggestions. should start charging enough so you and your it just can't happen, or perhaps someone will This article isn't all-inclusive and won't make other half can retire, or if you will save your give you the kick you need. it happen for you, but it could help you get clients a lot of money so they can still afford things moving in the right direction. to hire you to work for them after they retire. McCadden is a speaker, business trainer, When those customers tell you that you're columnist and award-winning remodeler with This Is a Tough Business to End too expensive, remember everything is rela- more than 35 years of experience. He can be One important consideration about retiring tive. Perhaps you're just too expensive because reached at shawnmccadden.com. is that, unless you can sell your business to they are watching and budgeting their money get away from it, you may need to close as they save for their own planned retirement. your business down to do so. Keeping staff Are you doing the same watching and budget- UPCOMING TOPICS in place until you close your doors may be ing, or will you simply make excuses for why APRIL: What Not to Tolerate challenging or impossible if they get wind retirement is not an option for you? Think of MAY: Costly Mistakes in Booming Era of your plans. Customers may not want to that the next time you price a job or offer to do JUNE: Remodeling 'Schema' work with you if closing your business down all the work of preparing a proposal for free.

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For more info circle 67 TECHNOLOGY

Beyond Calls and Texts

Smartphones on jobsites are a common sight. Beyond being used for just communication, put them to work with our roundup of six business apps. by Kacey Larsen

“THERE’S AN APP FOR THAT” is becom- than 1,300 apps are added daily. ing a more common refrain these days. With this background, the question be- According to the recent Business of Apps comes: How might some of these apps help “App Stores List 2018” article by Artyom you with your business? Here, our editors Dogtiev, there are 3.3 million Android apps compiled a list of six apps we thought might available through Google Play and 2.2 mil- prove useful in supporting your remodeling lion iOS apps on the App Store. If you have business with your cellphone. [Note, we tried a smartphone or tablet, it likely came with to limit this list to app-only tools, leaving a handful of apps pre-installed, but which off any software or programs with app sup- apps have you since added perhaps? Clearly, porting tools.] Let us know your thoughts, there are plenty of options to choose from, especially any of your favorite business apps, especially if you consider the idea that more on Qualified Remodeler’s Facebook page.

Photo Measures To accurately keep in mind a project’s layout, dimen- sions, sizes and/or angles, take photos within the Photo CamScanner Measures app and draw dimensions directly onto the photos. With the ability to zoom in and out of photos as Turn a smartphone camera needed for further precision, the app also allows text to be added—in into a portable scanner with case measurements aren’t enough context. Photos can be organized by this app that allows users category within the app as well as exported as PDFs or JPGs by email, to scan, crop and share to a photo album or automatic synchronization with Dropbox. documents—such as receipts, invoices, business cards and more—from on the The Photo Measures app costs $6.99 and is available only in the App road. CamScanner’s auto-enhancing and Store for iOS devices. smart cropping ensure text and graphics in scanned documents look clear and sharp. Annotations can be added onto documents using a set of editing tools in the app; cus- tomized watermarks are also offered for Red Cross First Aid marking documents. Items can be shared in The app from the American Red Cross aims to help anyone high-resolution JPEG or PDF formats that handle unexpected emergencies with confidence. Step-by- can be printed wirelessly using a nearby step illustrated instructions and videos tackle how to care printer via AirPrint; faxed from the app; or for sprains, strains, broken bones and more. For further shared via email, WhatsApp, WeChat and/ jobsite safety, the app offers additional tips on topics ranging from or via link to other social networks. To pro- heatwaves to chemical exposures, and its interactive quizzes can test tect any item with confidential contents, a knowledge and further confidence. A Spanish language toggle is fea- passcode can be set for viewing important tured within the app. In case of emergency, the app can help locate the documents; a password can also be set nearest hospital using a device’s location, and emergency services can when sending a download link. be called directly from the app using a 911 integration. The CamScanner app is free to download The Red Cross First Aid app is free to download on Google Play and in for Android devices on Google Play and iOS the App Store or by texting “getfirst” to 90999. devices in the App Store.

18 March 2019 QualifiedRemodeler.com A T T E N T I O N G E N E R A L C O N T R A C T O R S THE NEXT RREECCEESSSSIIOONN IS GETTING CLOSER

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No one knows for sure, but almost all expert opinion and Here are some of the things you will learn at this economic indicators suggest the next recession is coming workshop for General Contractors: sooner rather than later. You must learn specifically how to n You will receive a customized strategy to implement changes now that will build a protective shield increase your profits while insulating yourself around your business. from the oncoming recession This workshop will bring clarity and implementable tools to n Which GC business segments can best prosper how to protect your business from the oncoming recession. during a recession You don’t have to stand by and watch your business and n How to keep more of every revenue dollar family be hurt. You can’t wait until it hits the fan — once the without raising your prices run-up to a recession starts it is too late! n Learn how to generate a different type of lead And here is some great news: the business knowledge that is recession proof and adjustments needed are mostly the same moves you n A new pricing strategy for better profit now and should make to generate exceptional profits while reducing an easier time in the next recession workload and stress. n How to avoid bad jobs now and under the pressure of a declining economy n Learn three things you are doing now that may per company seal your fate in a bad economy $295 up to four attendees n Learn the four types of recession and how each affects the GC business Includes lunch and materials for all owners and senior managers on one ticket (up to four attendees). Scholarships available to qualified businesses while they last. Fellow You’ll also receive a NAHB & NARI members receive exclusive discounted tuition. Call for details. Profit Road Map & Recession Vulnerability Analysis REGISTER ONLINE This Aspire workshop package includes a report WorkshopAspire.com customized to your specific business showing how to increase your profit and position your business for REGISTER BY PHONE prosperity regardless of a bad economic period. 888-302-3025

COMING IN 2019 TO THE FOLLOWING LOCATIONS Austin • Dallas – Ft. Worth • Denver • Houston • Las Vegas • Los Angeles • Phoenix • Portland • Sacramento Salt Lake City • San Antonio • San Diego • San Jose • Santa Barbara • Seattle See current workshop schedule on our website theaspireinstitute.com/events

“Aspire helped me “I learned where my profits substantially increase my were leaking and increased gross and net profits. If you’re my margin by 10% after We are a well-established educational, coaching and consulting firm focused a residential builder, put your applying what I learned in this exclusively on serving Residential General doubts aside and attend this class.” Contractors. Learn more about us at workshop with everyone on TheAspireInstitute.com. Allen Proctor your business team.” Proctor Construction Prescott, AZ Harry Poehlmann Poehlmann Construction Fort Collins, CO

Tear here A GOOD EDUCATION STARTS GasBuddy WITH A SOLID FOUNDATION Because the price of fueling up a fleet of company vehicles (or even one or two) can add up quickly, the GasBuddy app helps find the best gas prices based on location. Using its robust community that reports on prices, stations and distances, the app updates its price information in real-time and provides the option to read and review sta- tions. App users can earn points and achieve- ments for involvement within the GasBuddy community—win gas cards and be entered to win free gas the more you use the app. The GasBuddy app is free to download on Google Play and in the App Store.

GenieBelt A real-time project management productivity tool, the app allows The National Remodeling users to report progress, chang- Foundation Scholarship Fund es and/or problems. Assign and could give you up to $2,000 track tasks within the app—including task descriptions, start and end dates, and more. for your education! Photos and comments can be added to illus- Our mission is to provide support to people trate any points or potential issues. Designed who wish to advance their professionalism specifically for construction workers, the app through education in fi elds related to the can create daily progress reports, which can then be sent to all relevant parties. Created remodeling industry. to work seamlessly with the GenieBelt plat- form, an app user needs to register on the EDUCATION SCHOLARSHIPS WILL BE AWARDED TO PEOPLE WHO GenieBelt website to login. A. Demonstrate a commitment to the The GenieBelt app is free to download for remodeling industry, Android devices on Google Play and iOS B. Show academic leadership and devices in the App Store. C. Are in need of assistance

Scholarships available for post-secondary remodeling industry training and education, or NARI, NKBA, NAHB/ NAHB Remodelers, CAE and other industry Certifi cations. Handyman Calculator A complete construction cal- culator with simple inputs, the app can calculate materials, track invoices and time spent, manage a to-do list and save calculations to a notepad. In addition to a wide range of The NRF is a not-for-profi t 501 calculator tools—such as a fraction calcula- (c)(3)organization. tor, board foot calculator, drywall calculator and job estimate calculator—the app fea- tures several conversion tools, including a length, area and weight converter; feet and For more information and to download an application visit: inches to meter, centimeter, etc., converter; www.nationalremodelingfoundation.org and a decimal and fraction converter. Contact us: 847-477-6586 The Handyman Calculator app is free to download and is available only on Google Play for Android devices.

QualifiedRemodeler.com March 2019 19 NARI RECERTIFICATION

Client Relationship Management

by Dan Taddei, MS Ed. BCA

YOUR CLIENTS ARE the lifeblood of your Past Clients a monthly or quarterly email that updates company. Your ability to find new clients, Past clients are future clients with whom your current and past clients on what is hap- manage current clients and stay connected you already have a successful relationship. pening in your business, tips for winterizing to past clients will define your company’s The communication task with past clients their home or preparing for spring. Include success. In client management, we consider is to keep your name top-of-mind, so when any services that you might provide to help three types of clients: future clients, current they have a remodeling need they will call with such projects. clients and past clients. you first. They may know you for the great Producing a newsletter on top of your Regardless of the type of client, they all kitchen you did, but do they know you also regular responsibilities can be a challenge. have unique communication requirements do additions, baths and decks? The commu- There are marketing firms that provide and opportunities, which should be tailored nications to these “prospects” need to cre- newsletters as a service. You just provide to the needs and wants of that specific group. ate awareness of the services offered beyond relevant content highlighting your business those already provided. The idea is to keep offerings and a list from your database. They Future Clients these lines open “just in case” a need arises. will fill in the gaps and produce a polished, Most marketing plans focus on finding the professional final product, which is sent out. future client. When creating a marketing The Database plan or developing content, start by deter- Storing information in a database can be in- Blog mining which type of information you need valuable. It provides a single repository of Blogs, podcasts and vlogs have become in- to collect and which type of follow-up is information that can be shared across your creasingly popular. These are typically short, planned once a future client is identified. team as required. A Google search for CRM single-topic messages discussing an area that Make your company easy to find. Attend software returned a list of 57 solutions with might be of interest to your clients. The key home shows, place an ad in your chapter’s di- a rating of 4.0 and above. Many are cloud- here is consistency: If you state it will be a rectory, and be listed on chapter and national based sales management programs allowing weekly blog, make sure it is posted on the websites. Another way to build awareness is you to collect leads and communicate with same day each week. Podcast and vlogs, to by branding your company trucks and cars. them on a regular basis. Often they are pro- some extent, are great for clients who spend Make sure that contact information—office vided on a per-user subscription basis with a lot of time commuting. phone number and website—is easy to see. prices scaled to the services provided, and Just as important, plan for what will hap- many offer a free tour or a 15- or 30-day free Website pen when a prospect contacts you. When a version to test. Before spending money on A company website should be t he hub of lead comes in but does not become a client, one of these apps, sign up for a trial and take these communication efforts. It should link what happens to that contact information? advantage of online tutorials. A CRM can be to a downloadable copy of your newsletter While prospects might not be a fit with their an investment, but it will help you organize, and have show notes for your podcast or current project, don’t write them off; keep manage and scale your contact with clients. vlog (if you have one). It needs to be easy to them in your database for future outreach. If you have a small list, you may be able navigate and should also have a means by to use an Excel spreadsheet or Outlook con- which a visitor can enroll in your newsletter Current Clients tact listing, but these have limitations as you or email list. These are people who want to Current clients typically require the most grow your data. Eventually you will need to hear from you—be sure they are rewarded effort. There are many tools that can be used select some sort of client manager. for their efforts. to manage them. In last month’s column, we Clients are your business, so don’t for- discussed using technology. But technology Newsletters get them once a project is complete. Keep in cannot replace clear and timely communica- Sending newsletters to your past clients is touch. This business is relationship-driven; tion. Set ground rules and definet he com- a great way to stay top-of-mind with this you need to maintain that relationship. munication plan prior to starting the project. group. Sending to your list of “prospects” On larger projects, revisit how information expands your reach and will create greater will be communicated before the design opportunity. Newsletters need to have con- UPCOMING TOPICS phase begins. Ideally your clients should feel sistent branding, have a professional look APRIL: Build SOPs for Operations like they are the only one and you are solely and be regularly scheduled. A simple news- MAY: Protecting Your Business dedicated to their project's success. letter can be sent via email. This could be

20 March 2019 QualifiedRemodeler.com Extend your design options with the newest technology in cellular PVC trim! The VERSATEX has been developed to add contrast to your porch ceilings and interior trim projects. This innovation combines warm woodgrain finishes with our moisture-resistant 1"x6" T&G WP4 profi le and 4" Crown Moulding. Through the Canvas Series, VERSATEX delivers the look of rich hardwoods with a proven exterior grade laminate that eliminates labor-intensive re-staining requirements.

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For more info circle 68 NAHB REMODELER OF THE MONTH

At the Midpoint KURT CLASON, CAPS K.A. Clason Fine Woodworking Corp. Ossipee, N.H. With a plan to strategically grow his business, Clason kaclason.com reflects on the journey to this point and in the future. TITLE: President YEAR COMPANY FOUNDED: 2006 compiled by Kacey Larsen NUMBER OF EMPLOYEES: 8

Where did your interest in woodworking comradery that you have in the military was one. The classes at Huot are filled, which is come from? How did you get started? lacking in the civilian world. I first joined great for workforce development! We take My father had a small shop in the basement our local chapter to give our company rec- the proceeds from the sale of the tiny hous- and, from as young as I can remember, I ognition, but quickly realized that it was far es to provide scholarships for students who worked with him in the shop building small greater than that. It is a network of the best will be attending college in the construction furniture pieces while he restored antique professionals in the area whom I can ask trades, or tool belts for those who will direct- furniture. My uncle was a high school tech questions, share concerns, gripes and jokes ly head out into the workforce. teacher, and in his off-time I worked for with. The members of our local chapter, who him building and remodeling houses while are our competitors, have also become close Are there any takeaways you can share in high school. I actually went to the United friends whom we can use as a knowledgeable as far as fostering and training the next States Coast Guard Academy and earned a sounding board if the need be. generation of builders? degree in engineering. After graduation, I Everything happens locally—all the regional was fortunate to be selected as an Industrial What motivated you to help re-establish and national programs are great for publicity Officer. For the following 18 years during my the New Hampshire Remodelers’ Council and possibly funding. However, the impact is time as an officer, I ran construction crews and recently serve as the council chair? at the local level. The kids get to work with repairing and rebuilding lighthouses and I heard that years ago, the Remodelers’ builders during the all-day builds on the tiny offshore structures. This was a great place Council in New Hampshire was substantial. houses and see that we are ordinary people to learn how to calculate overhead costs and Members would come to learn about mark- who can thrive as builders making enough create production schedules. When I retired up, margins and best practices. I thought that money to buy a house, have a family and from the Coast Guard, I had just finished this is something vastly needed in our world give back. building a house on an island for my family, and used that for the reason to re-establish and I thought it would be great to take my the council. Most of us build our businesses What is your business focus right now? offshore experience and start a remodeling with what we assume to be the best practice, We are trying to grow responsibly. Our son company dealing with the islands around but by meeting with other remodelers the has just come back to working with us, and Lake Winnipesaukee, New Hampshire. whole group becomes better. he brings his law degree and the knowledge attained with it, as well as unique prob- What first drew you to your local NAHB Can you share a bit about the local high lem-solving skills, with him. This is a great chapter, and what keeps you involved? school tech program, and how you first opportunity to start growing [plus] develop- I came from a military background and that became involved with it? ing a succession plan for the company. After Huot Technical Center is the Construction the recession, we grew too fast and irrespon- Trades program for schools on the southern sibly with a hard impact on our finances. We side of Lake Winnipesaukee. Our state HBA learned from that experience, will be work- started a program three years ago with the ing with a marketing agency and have hired state lottery to build tiny houses with five a bookkeeper to help us grow responsibly. trade schools. Upon completion, the house We are actively looking for new people who built by Huot was selected as the winner for want this to be their last job, [and] we are a scratch ticket game. Our local program be- looking at benefits that we can offer our cur- came involved by offering to cover all the rent workforce so we can stay competitive. expenses with Huot, and providing the con- struction and plumbing labor. We have two Anything else that you’d like to mention fantastic teachers who are perfect for helping about career accomplishments? high school kids get exposure to the trades. I like to think of this as the midpoint in my Photo: John W. Hession Photo: John W. When we first started the program, the class- career. We have a great business with some es were marginally filled. Since then, our lo- talented people. I want to see us push for- Clason says a relationship with a local architect has cal program has decided to keep building ward and grow to be the premier remodeler helped connect his company with the right clients. tiny houses—we are currently on our third in the Lakes Region of New Hampshire.

22 March 2019 QualifiedRemodeler.com Engineered to turn building with wood into a would not. It all begins with the introduction of a new deck board that’s priced to put the pressure on treated lumber. Trex ® is engineered to minimize waste, returns and call-backs to the job site, while providing superior aesthetics, fade and stain resistance. Those are all things wood can’t claim. So when you’re drawing up deck plans for your next job, make sure you choose the consistency and performance of Trex. Learn more at trex.com.

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For more info circle 69 A D V E R T O R I A L CASE STUDY How Rapid Roofing Doubled Their Sales GOING ABOVE AND BEYOND DEPENDABLE MEASUREMENTS WITH HOVER

“ HOVER has changed our business in profound ways. The company doubled its sales this year, and I went from selling $1M per year to $1.7M.” Terry Satterthwaite — Inspections Manager at Rapid Roofing

Terry Satterthwaite at Rapid Roofing Being a visionary and trusted company, After adopting HOVER into the sales pro- had decided it was time to move away from Rapid Roofing began showing homeowners cess, Terry saw his close rate for residential hand measuring properties. His company, HOVER’s precise and interactive outputs. siding jobs skyrocket from 30% to 75%. He a favored exterior contracting business in “[Today’s homeowners] do a lot of online now no longer sells siding without using the Southern Michigan, depended on measur- research,” said Terry. “They know how much platform. “HOVER allows me to invite home- ing remote properties in densely vegetated their remodeling project is expected to cost owners to shop together rather than shoving areas where aerial imagery tools proved to before they meet any contractor. Companies something down their throat... Homeowners fall short time and time again. that don’t adjust their selling technique to see exactly what they want and then they A year ago, Terry tested HOVER which accommodate the informed buyer will soon easily hand over a check.” uses ground level smartphone photos to ren- be the dinosaurs in our industry. By giving The 3D model also helps Terry explain der a 3D model and a robust suite of measure- homeowners insight into the measurements, step by step how his team will execute the ment outputs. Not only was he able to capture we can prove that we have nothing to hide.” work, especially for large, complex jobs. “It’s incredibly accurate measurements for these Now, Rapid Roofing’s entire sales team not easy to convince homeowners to pay homes, he discovered that the platform had a is HOVERing every residential lead. After a $80,000 for something that they will never much more profound impact on his business short meeting with the homeowner where see until the project is completed. HOVER has than just saving time measuring. images of the property are captured, the rep been very powerful in closing these deals.” informs the lead that they will return with an You can HOVER your first property for accurate and interactive 3D model of their free by downloading the HOVER 3D app. home. “I have never met homeowners who For more information about how HOVER are not excited at the prospect of receiving can boost your business, visit www.hover.to, a 3D model of their house that they can use email [email protected], or call 844-754-6837. to design their dream home,” said Terry. “The additional value of the 3D model instantly puts us ahead of all other contractors they were previously considering.”

For more info circle 70 Increase Close Rates & Average Ticket Value with the Power of 3D

HOVER transforms smartphone photos of any property into an accurate, interactive 3D model. Use the HOVER platform to show homeowners what their dream home could look like and close bigger deals faster.

What’s in It for You

Save Time & Money Gain a Competitive Edge Upsell More Use HOVER’s accurate Show homeowners what the Visualize additional work that measurements to create quotes final project will look like on a 3D will add curb appeal to the and eliminate your tape measure model and increase your close home and increase the average and windshield time. rates by up to 15%. ticket value of every project.

s [email protected] 844-754-6837 www.hover.to For more info circle 71 ENTREPRENEURSHIP

Transformational Growth With the E-Myth Vision

A look at a proven the past 40 years, my company companies from all the rest. It’s the owner who OVER has been challenged to apply the fails to understand the role he or she must play method for making E-Myth model I created to more than 100,000 every single day, without fail. a quantum-leap small businesses throughout the world—every kind of small business, ranging from hi-tech, low- It’s the Role We Call ‘The Entrepreneur’ change in your home tech and no-tech businesses. If you’ve read my book, The E-Myth Revisited, remodeling business. In that time, we’ve helped businesses that were you understand what I mean when I say “the en- successful, but not enough so, and businesses that trepreneur.” He or she is the creator. The “imag- were not successful and suffering daily. ineer” as Walt Disney called his folks at Disney by Michael E. Gerber We’ve also helped businesses that were a walk- Imagineering. The imagineer sees the world ing disaster—hoping upon hope that something through completely different eyes than that guy lucky would walk in the door, knowing all the time or lady I call “the technician suffering from an en- that it wouldn’t or couldn’t because they wouldn’t trepreneurial seizure.” That guy or lady who sets know what to do with it even if it did. out to create a business of their own—the typical In every single case, the problem standing in contractor, whether a remodeler, an architect, a the way of the business’s success had nothing to framer, a plumber, an electrician, et al. do with what everyone thought it to be. It wasn’t An entrepreneur lives above the work that because they didn’t know how to sell better than needs to be done, lives above the business that the guy next door. It wasn’t because they didn’t does it. An entrepreneur sees the entirety of the have enough capital to keep the wolves from the company as a plan view—the whole of it, from the door. It wasn’t because they didn’t know how to beginning to the very end. An entrepreneur sees manage, to market, to handle their money. Oh, the whole of his or her company as though it were yes, it was all of those things. But fixing any one a product, which it is when you look at it that way, of them wouldn’t help, no matter how productive a product to be ultimately sold. the fix was in the moment. Your company, I’m saying—you who are reading this commentary right now—is/must be/will inevi- tably be acquired by somebody else. That somebody will see it as an exquisite opportunity to grow, to AN ENTREPRENEUR SEES scale, to profit from, to explore. THE ENTIRETY OF THE Unfortunately, only an infinitesimal number of the tens upon tens of thousands of small businesses COMPANY AS A PLAN we’ve worked with over the years were ever open to what I’m sharing with you right now. But those VIEW—THE WHOLE OF IT, that did: 1-800-GOT-JUNK, by Brian Scudamore FROM THE BEGINNING TO is close to $500 million strong! BNI, by Dr. Ivan Misner, is now worldwide in 175 countries! Engine, THE VERY END. by Ron Miller, is generating capital for thousands of small companies. Infusionsoft, by Clate Mask, is over $100 million and on its way to a billion strong! No, the problem of every single small business Each and every one of them was built upon a single we walked into over those 40 years of providing point of view, the E-Myth point of view. the E-Myth solution where we could was one very A small businesses must be envisaged by its en- clear thing, demonstrably clear, in every single trepreneur as a scalable enterprise, from the very case, every single time. It was the owner of the beginning as a company of one, to the very end as business who stood in the way. It was the owner a company of 1,000. Yes, I’m speaking about your of the business, struggling as most are, who failed company, no matter where you are or what you to understand what differentiates great growing do. There’s a phenomenal mindset which must be

26 March 2019 QualifiedRemodeler.com imbued into every thought you have, every action you take, every promise you make, every hope you evoke, into every person you connect with, from Principles of the E-Myth those who buy from you, to those who work for you, Thirty-three years ago, in 1986, Michael E. Gerber wrote his seminal book on the topic to those who lend to you, to those who invest in you. of running a small business: The E-Myth: Why Most Businesses Don’t Work and What to And the stunningly wonderful thing about all Do About It. In subsequent years there have been updates to the original book (five), and that is that the point of view I’m sharing with you there are a number of E-Myth books that delve into the ins and outs of specific segments, here works every single time—to the degree, of including The E-Myth Contractor, which is the title most applicable to remodelers and course, that the owner follows it, one remarkably home improvement companies. clear step at a time. Ray Kroc at McDonald’s did. Fred Smith at Federal Express did. All the folks Gerber served as a columnist for Qualified Remodeler magazine from 2002 until 2006, and he has previously spoken at several events hosted by the magazine. His presen- tation at TOP 500 LIVE! in Las Vegas is in keeping with the conference theme of sales management and lead-generation strategy. THE POINT OF VIEW The E-Myth philosphy explains why 80 percent of small businesses fail. (In the remod- I’M SHARING WITH YOU eling industry alone, 20 percent of business fail in the first five years.) The philosophy goes on to elaborate that companies must be built on repeatable systems and should HERE WORKS EVERY not rely on the work of a single individual. The goal is to be able to build a company SINGLE TIME. that can be handed over to another individual and successfully operated with the correct instructions.

E-Myth Cornerstones I introduced to you previously did and do. Every single entrepreneur on the planet does, or if they ƒ Having great technical skills does not mean you know how to run a business. don’t, they fail big time. They fail, as will you—the ƒ Think of your business as a national franchise and then start with one store. one reading this commentary now. So let me give you the sum total of what’s re- ƒ Build a system of systems so your business does not rely on people’s skills. quired for you to soar: A dream, a vision, a purpose, ƒ There are three basic types of business owner mindsets: 1) The Entrepreneur, the and a mission is the fundamentally inspiration- visionary; 2) The Technician, the do-er looking for a paycheck; and 3) The Manager, al platform upon which every great company is who is the enabler focused on profit. launched. When I started in 1977, my dream was to trans- Five Core Principles form the state of small business worldwide. My vision was to invent the McDonald’s of small-busi- ƒ The Principle of Life: Your business is a way to get more out of your life. It is there ness consulting. My purpose was to make it pos- to serve you. sible for every small business owner to become ƒ as successful as a McDonald’s franchisee. And The Law of Objectivization: View your business as separate from you, like a product. my mission was to invent the small business de- ƒ Working ON the business, not IN it: You need to be focused on building your business, velopment system upon which every single small not just products or services. business in the world could design, build, launch ƒ and grow an amazingly productive enterprise. Systemization: View your business as a system. The system should do the work. ƒ Business Development Cycle: The task of the owner is an ongoing process of inno- vation, quantification and orchestration. Michael E. Gerber is a leading small business author of 32 books on entrepreneurship and small business management. His N.Y. Times bestseller, The E-Myth Revisited: Why Most Small Businesses Don’t Work And What to Do About It, is utilized in 118 univer- sities as a foundational entrepreneurial textbook; is translated in 29 languages; and has been utilized in the creation of the curriculum of Michael E. Gerber Companies, ventures Gerber has founded in order to “Bring the Dream Back to Small Business Worldwide.” He is a keynote speaker at TOP 500 LIVE! this month in Las Vegas.

QualifiedRemodeler.com March 2019 27 LEAD GENERATION

IT SEEMS THAT EVERY HOME IMPROVEMENT INDUSTRY PUBLICATION

For more info circle 72 Sunrise has the answers.

Our Sunrise Territory Manager has been incredible with the ongoing training of not only our sales team, but our management team and marketing team as well. He is always there to answer a question, train, help troubleshoot and is always looking for way to help us improve.

Sal Ferro Alure Home Improvements

As a business owner I like having a Territory Sales Manager that works to develop a personal relationship with each of my salespeople. My sales folks know that if they have questions or concerns, they can always contact our rep anytime. Dave Becker Mid America Exteriors

E NSOR OF TH Better products. Better tools. Better training. All critical elements of a profitable window PROUD SPO and door sales program. All key reasons why Dave Becker and Sal Ferro chose Sunrise Windows & Doors. Would you like to make more money too? Contact Joe Mills, Director of Marketing, today: 734.847.8778 x0249; [email protected]

AS IN LAS VEG WWW.SUNRISEWINDOWS.COM For more info circle 73 DESIGN SOLUTIONS

Photos: Roman Rivera Photography, romanrivera.com

30 March 2019 QualifiedRemodeler.com From the Inside Out

Synapse Construction reimagines a stucco residence in Seattle to address water infiltration and establish a permanent solution for rain management.

by Kyle Clapham

in 2002, a modern home in Seattle BUILT opted to employ stucco cladding despite the notoriously rainy climate. A desire for clean lines, furthermore, led the designer to forego external gutters in favor of internal drains routed through its walls. The owner first contacted Synapse Construction in 2015, when he located a water intrusion that eventually caused rotting within one of the walls. “Basically, each drain was acting like a shower drain, which is a problem because if one of them leaks, you’ll never know until you have a major problem,” explains Kyle Keever, CEO. “He had enough problems that he went around the whole house and identified where the drain lines were and put in access doors, so he could monitor [them] and clean them out when they got clogged.” The homeowner ultimately decided to repair the wall and put off a larger project for another few years. By the time he reached out to Synapse in 2017, he had enough of the minor upgrading and sought to completely strip the exterior, fix any leaks and reclad the surface to help alleviate fears on wet nights. The company also redesigned decks and improved the comfort in his master bedroom.

Storm Cloud “In Seattle, as you probably know, it rains all the BEFORE time—so we get a lot of water. Some places in the country don’t have gutters because they don’t get that much rain—or [they have] more snow than rain, and that would just tear the gutters off,” Keever says. “Here, we have gutters on every structure you can imagine, and the gutters have downspouts that take water away from the house.

QualifiedRemodeler.com March 2019 31 DESIGN SOLUTIONS

MASTER DESIGN “In modern architecture, there seems to be a making it look like Gas Works Park [in Seattle],” AWARDS 2018 push to hide things [and] make more clean lines,” Keever explains. “It’s originally designed for all EXTERIOR FACELIFT he continues. “When this house was built, instead this internal stuff, so it didn’t have any kind of BRONZE of having external gutters or scuppers and things consideration for what we needed to put on it.”

COMPANY INFORMATION that took the water away from the house, they ac- The company had to create an exterior cladding Synapse Construction tually plumbed all the draining inside the walls.” design in a large panel format with natural wood Seattle Revising the roof drains to evacuate externally accents and little-to-no maintenance. Synapse synapseconstruction.com turned out to be more complex in practice than paired Trespa Pura NFC flush siding (in Royal in theory, Keever adds. Synapse not only had to Mahogany) with olive-treated Silbonit panels PROJECT INFORMATION (color chosen by client) for an extraordinary mix Name: Seward Park Views amend the roof slope for proper drainage and wa- Location: Seattle ter management, but the company also needed to of materials. “They’re basically zero-maintenance Total cost: $310,660 consider the resulting aesthetics. Workers carefully claddings,” Keever says. “And everything’s set up placed the new roof drains and scuppers and tried on a rainscreen, so water intrusion isn’t going to PRODUCT INFORMATION to combine drainage into one outlet if feasible. happen; you’re not relying on sealant joints.” Siding: Trespa; Silbonit Whenever possible, Synapse merged down- Windows: Milgard spouts and tucked them into less noticeable corners Under Cover HVAC: Mitsubishi The waterproof decks, made of wood decking on Roofing: IB Roof Systems the gutters, scuppers, downspouts, flashings and sleepers with internal drains beneath them, had Pavers: Caesar 2x4 copings were fabricated from the same prefinished become a pain point for the client as well. Situated Air barrier: VaproShield sheet metal, which provides a consistent look. in a fairly wooded area, the house received a great “Stucco in the Northwest needs to be done share of tree droppings that required him to clear very differently than it’s done in, say, California out the drains regularly to keep them free of debris. or Arizona,” Keever notes. “A lot of people don’t The company needed an easy-to-clean deck surface understand that, so they apply it as if it’s a dry capable of surviving frequent rain. climate. [The homeowner] had issues with stuc- “They were built in a way that you couldn’t get co—water was getting in and rotting things away. underneath the decking because all the decks are “There was definitely a challenge in the design waterproof decks, and there’s living space under- phase of trying to figure out how to take a house neath—so they’re basically roofs that double as that didn’t have any external gutters or drains, or decks,” Keever notes. “There was no way to get anything, and externalize the drainage without underneath the deck without getting out a screw

32 March 2019 QualifiedRemodeler.com Synapse Construction built 3D models and came up with several iterations of what the siding would look like. The homeowner opted for Trespa Pura NFC flush siding (in Royal Mahogany) paired with olive-treated Silbonit panels for a striking mix of exterior materials. The company merged downspouts whenever possible and tucked them into less noticeable corners to limit the amount of piping on the facade.

QualifiedRemodeler.com March 2019 33 DESIGN SOLUTIONS

New Trespa soffit & New gable vent shroud New awning over entry both sides. 120v power for new awning Conduit for Nest camera wire and solid backing band. Replace storm door verify location with owner. verify location with owner.

New sheet metal column caps (typ) verify color.

open stud bay path for new HVAC electrical located on master deck.

Electrical Breaker box

gutter 3 sides Remove and replace window. verify color New gable vent with shroud. Sillbonit panels. Verify layout with owner

new scupper and downspouts (typ) verify color with owner.

New trespa soffit.

Remove/reset mechanical awning. New trespa soffit.

New glass rail infill Deck drain slots Siding to existing EIFS typ 2 decks. into gutters. Typ soffit sheet metal transition 3 decks.

New exhaust termination for 6" bath fan duct in "X" metal OS Corner. joist bay closest to center Sheet metal box IS corner New closeable crawl of room. verify color (typ) vents (6). Verify Trespa Royal Mahogany location with owner Inside of rail walls Silbonit (typ)

gun and taking off the decking material, and then “You’re limited. Obviously, water is water; it obeys cleaning it out and putting it all back together.” gravity. The real challenge is trying to make what Synapse reconstructed the deck railing walls has to happen aesthetically pleasing.” with slots to drain into a gutter that wrapped The company presented the homeowner with around the entire perimeter, producing both a wa- several products and discussed the advantages and ter management device and cornice trim. Workers disadvantages of each one, as well as price points. used lightweight porcelain pavers on pedestals for “We did the design on the house. We built 3D mod- decking, which allows water to flow through while els, [and] we came up with several iterations of keeping debris on top. The smaller pavers can be what the siding scheme would look like,” Keever lifted easily to clean the underlying membrane. says. “He’s an older guy, so that was the whole goal “Drains are good, and they work fine until they of the project—low maintenance.” get clogged,” Keever says. “When that happens, To make matters even more difficult, the home water goes uphill and overwhelms your [drainage] had been built on a steep lot, rendering access to systems and can cause [significant] damage. the jobsite relatively dangerous. “One side of that “For me, that’s the first thing I’m thinking about house is about 50 feet off the ground,” Keever ex- when I’m looking at a building—how that thing is plains. “We had to set up ropes for people to climb draining [and] where the water is going,” he adds. up—like what you see on the Machu Picchu trail.”

34 March 2019 QualifiedRemodeler.com BEFORE

Rain or Shine Synapse also installed a new French casement The company had to set up ropes for The master bedroom includes a south-facing deck window for improved ventilation and a motor- workers to climb because of the steep that became uncomfortably hot in the summer be- ized awning over the deck to help keep the area slope and a fairly dense wooded area. cause the space had no shade. And with the cen- cool. The company wrapped the home with a new tral HVAC system located all the way down in the air barrier (VaproShield WrapShield) and used basement, the distance between these areas made VaproShield penetration flashing for the windows heating and cooling in the bedroom particularly as well as the doors. “Achieving a complete air bar- anemic. Synapse needed to reduce the heat gain rier in this type of remodel is impossible, but our within that space, especially during summertime. efforts will improve the home’s energy performance “The master bedroom is in the very top of the and efficiency [for the future],” Keever says. house,” Keever notes. “So really, trying to provide The client gave Synapse a five-star Google cooling to that upper room from the mechanical review, and Keever has even went to lunch with room in the basement wasn’t a good option. The him a couple of times since the project finished. amount of ductwork footage [necessary to] deliver “It was just somebody who had a problem and the air to that space—you just lose a lot of air. It found us. He had a fairly complex issue to deal was very inefficient, so that’s why we went to the with, and we were the right people to help him mini-split, which just handles his bedroom.” do that.”

QualifiedRemodeler.com March 2019 35 DESIGNER’S NOTEBOOK

do we do when our master bath- WHAT room becomes dated? It’s often Reimagined the first space in our home that we experience upon waking up in the morning. The unspoken effects of a heavily used, yet routinely drab space can be enormous. Luxury This was the quandary homeowners in Cary, North Carolina, faced. Their luxury home, con- An outdated master bathroom becomes refreshed structed in the 1990s, featured an original master bath design that was unfortunately a failed exper- and modernized as its configuration, functionality iment in luxury for that time. A scattered layout and lighting are thoughtfully reconsidered. wasted too much space. Its dark, dated design sim- ply felt out of style from the beginning and lacked functionality. A complete transformation was need- by Rima Nasser with Scott Misner ed to brighten the room and improve its usefulness.

The Challenge Let’s be honest: ’90s design elements like brown porcelain bath tile aren’t coming back in style anytime soon. Overuse of this tile on the floors,

36 March 2019 QualifiedRemodeler.com Photos: Allie Mullin

BEFORE

walls and ceiling gave the original shower room a dated appearance. With an 8- by 12-foot layout, the shower was far too large for its existing bathroom configuration. The homeowners were overwhelmed by its lack of functionality. Specifically, this impractical original design fea- tured far too much space between the showerhead, the handheld fixture, the overhead rain shower and the body spray water sources. Faucet valves, water fixtures and shower benches were separated by more than 5 feet, which forced the homeowners to pick one fixture rather than experience simul- taneous water flow. Just how dysfunctional was the space? Imagine walking 5 feet from a shower bench to the soap dispenser and then to the showerhead. With no door to the shower room, it made for many un- comfortably chilly mornings—a wake-up call no one deserves in their luxury home. Other design issues included glass block half-walls, which failed in their attempt to let in light from frosted windows placed 7 feet high in the shower. After decades of use, the bathroom had mois- ture problems and peeling cabinets as well. It was MASTER DESIGN AWARDS 2018 time for a change, and the homeowners sought a BEFORE BATHROOM $50,000–$75,000 | BRONZE much cleaner design with more functional space COMPANY INFORMATION PRODUCT INFORMATION to align with their modern tastes. TEW Design Studio Tile: Artistic Tile and SomerTile Durham, N.C. Floor tile: Happy Floors tewdesignstudio.com Illuminating the Space Sconce, chandelier lighting: The first step to a more luxurious bath was ad- Robert Abbey PROJECT INFORMATION dressing the configuration that led to its lighting Cabinetry: Custom by Fullford Project name: & Company and functionality problems. Function Leads to Light Countertop: Cambria Installing new shower windows could have Project location: Cary, N.C. Tub: Victoria + Albert provided a better light source; however, removing Square footage: 252 Toilet: Toto the existing windows or making exterior struc- Project cost: $71,500 tural modifications was deemed impractical. Shower faucet: Moen Sink: Universal Series Improvements would need to be made from within, Sink faucet: Rohl and the original plumbing layout was a good place to start. The sheer size of the shower space and its awkward original plumbing created empty areas that contributed heavily to its lack of functionality. The original tub was tucked away in a dark corner and used sparingly by the family.

QualifiedRemodeler.com March 2019 37 DESIGNER’S NOTEBOOK

BEFORE

Reimaging the space enabled the creation of his- An architectural bathtub made of vol- and-hers vanities and a more accessible bathtub. canic limestone paired with exposed The homeowners loved the idea of reducing the polished nickel fixtures became the shower room footprint, and using the extra space centerpiece of the master bathroom. for dual vanities and a grand focal point. Reducing the shower room footprint That centerpiece became an architectural tub left space for his-and-her vanities. made of volcanic limestone. It was custom-de- Custom-fabricated curved back- signed to anchor the space in front of a feature wall, splashes frame mirrors above each. which dazzles with its unique glass tile pattern. A tile feature wall runs floor-to ceiling This was accomplished by pulling back the main behind the statement bathtub. The shower wall by more than 2 feet to reduce its size. A unique glass tile pattern (shown in full-height feature wall was created, flanked by two close-up, right) is from Artistic Tile.

For more info circle 74

38 March 2019 QualifiedRemodeler.com appearance. Brighter materials replaced the over- whelming brown tile to aid in modernizing and enlivening the space. To complement the architectural tub, exposed polished nickel fixtures accent the room’s center- piece. Placement of rectangular 12- by 24-inch porcelain nonporous tile flooring serves as a visual guide leading to the feature wall. Custom vanity cabinets placed on opposite walls Rima Nasser founded TEW Design give the room balance and aid in its transformation. Studio on the principle that design A custom linen cabinet also offers both a useful should be fun, exciting and daring. and decorative focal point. As a Palestinian, Nasser’s family Topping the cabinets with quartz countertops moved to the U.S. when she was 15 included a unique twist. The counters feature cus- and settled in Richmond, Virginia. tom-fabricated curved backsplashes that frame She earned her undergraduate de- dual circular mirrors more than 4 feet in diame- gree in Arts & Culture from George ter. The mirrors also were customized to visually Mason University and a master’s glass door openings. The resulting design change fall into the quartz backsplash, which integrates degree in Interior Design from enabled plumbing to be enclosed within the feature eco-friendly polished nickel fixtures. the Florence Design Academy in wall, thus improving flow and illuminating the en- Every detail played a role in the transformation, Italy. Nasser leads the TEW Design tire room. The shower includes a linear floor drain illuminating a dark master bath with a systematic Studio team with unique cultural pitched toward the wall to direct water collection. approach to design, reimagining a dated space and insight from her experiences both Replacing the glass blocks with full-height glass remodeling it into the luxurious retreat the home- domestically and abroad. doors made a significant difference in its overall owners went so many years without. Scott Misner also contributed.

Marcus Mullet and Jeremiah Miller hand-apply rich colors that turn a fiberglass door into a true-to-life woodgrain work of art.

Fiberglass Doors by ProVia: Built for Better Customization Our unique blend of hands-on craftsmanship and leading-edge automated processes ensures the highest manufacturing standards and the highest degree of customization, style and quality. At ProVia, we continue to build our products and our company to last a lifetime—that's The Professional Way. Visit ProVia.com Doors | Windows | Siding | Stone

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QualifiedRemodeler.com March 2019 39 A D V E R T O R I A L PRODUCT FOCUS

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For more info circle 76 For more info circle 77 PRODUCT TRENDS

Weathering the Extreme

Roofing manufacturers the years, homeowners largely have to learn about their newest products and to ask OVER accepted the cost for improving them about the trends they perceive right now and develop products their windows, siding and decking, among other in the near future. Impact resistance, appropriate that can withstand jobs. When consumers understand the long-term color choices and sustainable materials emerged value of a higher-quality product—installed by a as themes in their responses. severe conditions and professional contractor—they become much more willing to pay the increased price tag. But roofing, Perennial Player persuade homeowners for the majority of remodeling customers, always Daltile entered the roofing market earlier this year to invest more in their proved to be an exception. with its launch of Perennial Porcelain Roofing tile, Many people simply tried to limit the expense which provides homeowners with durability, com- remodeling project. beyond the cost of material, so they would often fort and safety, says Doug Pedersen, sales direc- buy the shingles themselves and hire someone to tor for Daltile Corporation. The company utilizes by Kyle Clapham do their project on a weekend. But the country has Reveal Imaging technology to generate roofing that embarked on a process in which more and more replicates the colors and patterns of slate, wood homeowners opt to hire a professional, who comes and clay, distinguishing each house. equipped with material samples and perspective “Homeowners are looking for something spe- on the available products. cial that will help differentiate their house, create As technology evolves and information spreads, more curb appeal and increase the resale value of the roofing options for consumers will continue their home,” he notes. “The roof is one of the first to grow in quality as well as quantity. Qualified spots potential buyers notice when they step out Remodeler contacted a number of manufacturers of the car and look at a home. They now realize they can differentiate their property, not only for Engineered Expansion DALTILE incorporates darker, more future resale, but also for the long run.” Ply Gem Roofing has several new enhancements opulent aesthetics into its Perennial Perennial Porcelain comes with a lifetime war- coming to the market this spring. The company will Porcelain Roofing products as a result ranty, and the thicker roofing material even offers expand its Engineered Slate offering from three of the growing popularity, says Doug Pedersen, sales director for Daltile. resistance against hail, water absorption, stains color bends to 11 and its Engineered Cedar offering (Opposite page: Adobe Clay; this page, and chemicals, Pedersen adds. The company runs from two color blends to five, while also adding top left: Nordic Timber, Mystic Tim- a number of tests measuring breaking strength, 5-,7- and 9-inch widths to complete its multiwidth ber, Impressionist Grey Slate, Onyx hail resistance, freezing and thawing. Daltile also engineered slate line, says Jerry Blais, general Slate; above: Antique Slate) evaluates its systems to ensure they remain weath- manager of Ply Gem Roofing & Trim. Circle 4 on inquiry card er-tight so that water cannot penetrate the roof. “The expansion of our Engineered Slate and “[With] asphaltic products and standard shin- Cedar color blends and multiwidth [slate] offerings gles, users are looking at a lifecycle ranging from 20 provide customers with more product options that to 30 years; potentially, homeowners would have to update standard roofing [three or four] times before they would have to re-roof a product like Perennial Porcelain,” Pedersen explains. “We do see homeown- ers moving in the direction where they take lifecycle cost into account. They would rather invest upfront and avoid re-roofing costs down the road.” Made of clay, feldspar, sand and water, Perennial Porcelain gives homeowners a sustainable roof product that allows solar panels to be mounted on top. “Every time roofing is torn off, it results in asphaltic material that ends up in a landfill,” Pedersen says. “With our long-lasting products, users do not have to tear off an existing roof as often and throw it away.” Daltile has already introduced six colors for Perennial Porcelain, and the company will con- tinue to explore new colors and blends. “If there is anything we can do on the manufacturer side PLY GEM ROOFING adds eight colors to its Engineered Slate, three colors to its Engineered Cedar, to make installation easier for the remodeler or and 5-, 7- and 9-inch widths to Engineered Slate multiwidth. (Top left: Cedar Shake-Mountain Sequoia, roofing contractor, we want to make sure we are Cedar Shake-Weathered Gray, Slate-Charcoal, Slate-Versailles multi-width). Circle 5 on inquiry card delivering on that aspect as well,” Pedersen notes.

QualifiedRemodeler.com March 2019 43 PRODUCT TRENDS

align with classic and current housing styles and of roofing products, as well as the strengths and trends,” he adds. “Homeowners, remodelers, archi- weaknesses of each one, Blais notes. Ply Gem has tects and designers look for products that replicate been developing a product that provides greater natural materials—but [can] perform better over performance and resistance in regard to fire, wind, time with virtually no maintenance.” hail and fade. “It’s lightweight, easy to install, and The company’s engineered roofing uses the lat- it looks amazing, all within the total cost of owning est technology to digitize its Earth-made patterns an asphalt roof,” he explains. on natural slate and cedar, and then engraves those images into high-tech molds, Blais explains. “This Historic Heritage powerful combination—along with superior ma- TAMKO just released a new Heritage IR shingle terial science—provides a product solution that is that also complies with the UL 2218 Class 4 Impact affordable, beautiful and one that performs over Resistance. The product contains the popular time,” he notes. “And it’s backed with a 50-year Heritage shingle construction, reinforced with a limited warranty, a 10-year no-fade warranty and heavy polyester fabric applied to the entire back- TAMKO launches a new Heritage a labor warranty for the first 10 years.” side of the shingle, and with a uniform thickness IR shingle (shown in Thunderstorm) that features a reinforced layer on the Ply Gem develops and assesses new products by throughout the reinforced layer, says Greg Wells, backside and complies with UL 2218 exposing them to standard and nonstandard test director of marketing. The shingle will be available Class 4 Impact Resistance. environments, such as its in-house impact test- in Colorado this March, and in the Central and Circle 6 on inquiry card ing. The manufacturer ensures its roofing prod- Western U.S. later in the year. ucts meet the industry’s highest tier of hail-impact “The entire roofing industry has seen growing performance—UL2218 Class 4 Hail Impact—then demand for Class 4-rated products, driven largely takes it another step further to confirm those prod- by insurance companies—especially in the Western ucts can exceed industry standards, Blais says. states. Recently, some municipalities in Colorado “This includes testing in more severe conditions even mandated UL 2218 Class 4 classification to ensure the products perform in the harshest for all new and re-roofs,” he adds. “We anticipate environments,” he adds. “We have many examples that trend continuing and growing to other se- of extreme tests, from freeze-thaw cycling to weath- vere-weather-prone areas of the country.” er testing in Australia, where some of the highest The manufacturer sees more and more home- amounts of solar UV rays are found.” owners taking a greater role in the roofing product The company helps remodelers succeed by sup- selection, not only with colors and design but also plying them with the information and tools they understanding how the product will perform, Wells need to educate homeowners about the availability notes. “Homeowners are staying in their homes

44 March 2019 QualifiedRemodeler.com longer, and they want to feel good about the length of the protection [in regard to] one of their biggest home improvement investments.” TAMKO recently moved to a lifetime limited warranty in response to the expectation to provide longer coverage for consumers when they purchase a new roof, he explains. The company works with Hover and Renoworks on digital tools and apps that allow homeowners to see how different prod- ucts, colors and brands can tie together to create visual appeal on the exterior of their house. “Contractors are recognizing the trend toward homeowner engagement in the process and using these tools to help lower barriers during the sell- ing process, [which makes] closing the sale easier and faster while improving customer satisfaction,” Wells says. “Some of the tools even calculate spe- cific measurements, material lists and project bids. Homeowners find it impressive and it can save the contractor time. “I don’t see revolutionary changes coming to the roofing industry but, rather, evolutionary,” he continues. “As the country sees an increase in destructive weather events, we will continue to develop new processes and materials tested to in- dustry standards. [If you] combine diverse product offerings that enable homeowners to show their CERTAINTEED introduces its Mat- personality and style with long-term warranty terhorn Metal Roofing (top) in Canada coverage, consumers are more willing to invest in this year, and the company also offers Belmont (middle), a SBS-modified the perfect shingle for their home.” asphalt shingle, as well as NorthGate (bottom), a luxury asphalt shingle Impactful Inputs offering, says Alex Pecora, director of CertainTeed plans to roll out its luxury metal roof- product management, roofing division. ing line, Matterhorn Metal Roofing, in Canada af- Circle 7 on inquiry card ter the first quarter of this year, says Alex Pecora, director of product management, CertainTeed roofing division. The lightweight, recyclable metal panel roofing system replicates the look and charm of real wood shake, quarried slate and barrel tile roofing. A patented painted and coating system offers a hyper-realistic palette that includes a va- riety of cool roof color options, he adds. NorthGate looks like a standard architectural as- “It is engineered using a deep-drawn steel man- phalt shingle and installs just as easily, but offers ufacturing process that makes it stronger than typi- enhanced resistance to cracking, tearing and sur- cal steel, offering Class 4 impact resistance, Class A face granule loss, Pecora notes. It usually qualifies fire resistance and a 130-mph wind rating,” Pecora for homeowners’ insurance discounts too. explains. “Roofs built with Matterhorn have a life “As storms have become more extreme and expectancy of more than 50 years, allowing it to frequent, we’re seeing a rising demand for im- have one of the strongest warranties in the industry pact-resistant roofing materials,” he continues. and making it highly suitable for harsh winters and “CertainTeed has responded by offering more high-wind environments. Due to its longevity and roofing products with Class 4 impact resistance— protective characteristics, Matterhorn roofing often the highest rating available. This includes the qualifies for substantial home insurance discounts.” NorthGate SBS-modified asphalt shingle, which NorthGate, a styrene-butadiene-styrene (SBS) is uniquely adapted to areas with frequent adverse modified asphalt shingle, provides more impact weather conditions.” protection than a typical asphalt shingle, he says. Belmont, a luxury asphalt shingle offering, uti- Rubber-like polymers enhance weatherability and lizes layered construction and a blended coloration give the product superior impact performance. to emulate the classic look of natural slate without

QualifiedRemodeler.com March 2019 45 PRODUCT TRENDS

roof tile colors for California. MetalSeal HT Underlayment, a self-adhered waterproofing ma- terial rated for high temperatures, provides year- round protection against wind, rain, snow and ice dams, says Peter Chalmers, product manager. “The material boasts easy application and sur- face traction, enabling safer, easier installation for the entire roof,” he explains. “It meets or exceeds the applicable national ASTM standards and Florida building code requirements for self-ad- hered roofing underlayment, and [it] is period- ic-temperature-rated up to 260 F. It [also] comes in rolls of 216 square feet for a net two squares.” Inspired by the beauty of the Golden State, the five new neutral shades of concrete roofing tile—Graphite, Sepia, Shadow Black, Oceana and Saddleback Blend—boast all the high-performance capabilities of Boral’s concrete tile line. They are available in four profiles, which complement BORAL ROOFING releases its the high price tag, Pecora adds. Made of top-grade California’s three emerging home architectural MetalSeal HT Underlayment (top) as roofing asphalt and reinforced with a strong fiber- styles: traditional, transitional and contemporary. well as a new collection of concrete glass base mat, the product supplies Class A fire “Consumer trends, architectural trends, and roof tile colors for California. (Order resistance, 110-mph wind resistance (upgradeable innovations in sustainability are three key areas of swatches: Shadow Black, Oceana, to 130 mph) and six color options. The shingle also we consistently analyze,” Chalmers notes. “Many Saddleback Blend, Sepia, Graphite) Circle 8 on inquiry card comes with StreakFighter algae-resistant technol- trends are subregional, but what we are observing ogy, which uses copper-containing granules with nationwide throughout home designs and remodels anti-algae properties. Class 4 impact-resistant is the simplicity effect, which is an effort in the models are available in select regions. design approach toward reducing the amount of “Research shows that homeowners are staying visible ornamentation on a home,” he adds. in their homes longer than ever before,” Pecora The company actively assesses its entire con- says. “When people [remodel] a home, they want to crete, clay, steel and composite offerings to ensure be sure their roof is made of high-quality materials they include the colors and profiles that address and supported by world-class manufacturing, so current and future trends. Boral works with an it will last for the life of the home.” innovations lab to continually improve product formulas and release new products after testing Color Consulting that will meet or exceed all warranties and any Boral Roofing recently introduced two additions to applicable third-party certification requirements. its roofing solutions line: the Boral MetalSeal HT “Two of the greatest drivers in this area are the Underlayment, and a new collection of concrete aesthetic-driven homeowners who understand the

IKO debuts its Nordic performance shingle line (at right) and adds four colors to its Dynasty performance shingle offering. (Order of swatches, from top left: Emerald Green, Atlantic Blue, Shadow Brown, Monaco Red) Circle 9 on inquiry card

46 March 2019 QualifiedRemodeler.com long-term value of a home with enhanced curb long-term relationships, intel from the appeal, and the other are the practical owners who field and years of experience to inno- understand the economic sense of a roof system vate a wide range of products that’ll that—in many cases—can both last the lifetime meet most every need. In addition, we of the home and reduce energy consumption,” take pride in staying responsive to code chang- Chalmers says. “Our aesthetic efforts are aimed es [and] proactively working to stay ahead of shifts at staying ahead of ongoing architectural trends. in order to help our contractors remain compliant.” Our function-driven efforts [assure] efficiency for Nordic shingles offer a Class 4 impact resis- installers, and sustainability and durability for tance rating, which enables homeowners to obtain PETERSEN owners, helping to realize both long-term energy a discount on home insurance if available in their ALUMINUM offers PAC-CLAD metal roofing (top) savings and a low environmental footprint that area, he continues. The product earned the rating and Snap-Clad (above), a standing comes with products designed to last a lifetime.” through independent testing in accordance with seam metal roof panel that can save the FM 4473 standards, during which man-made time and money during installation. Performance Properties ice balls were propelled at Nordic shingles with Circle 10 on inquiry card IKO released the Nordic performance shingle line an air cannon (rating does not act as a warranty). and expanded its Dynasty performance shingle Dynasty now comes in four additional high-defi- line for 2019. The products have been a response nition colors—Shadow Brown, Emerald Green, to homeowners who demand high-performance Monaco Red and Atlantic Blue—for a total of 15 products without sacrificing beauty and curb ap- shades. ROOFPRO, the new loyalty program, will peal, says Scott Campbell, director of field sales in provide contractors with comprehensive business the U.S. The company also debuted ROOFPRO, a support tools, Campbell says. Contractors also will program to help contractors build business. benefit from the education resources, industry “Increased severe weather across North events, and extended limited warranties. America has further solidified the need for per- formance, especially wind resistance, in roofing Metal Mechanisms shingles,” Campbell notes. “As we all know, a roof The Snap-Clad standing seam metal roof panel is the most essential aspect of shelter, whether for from Petersen Aluminum has proven popular be- a home or a commercial property. It endures high cause of its performance in extreme conditions and winds, hail, heat, cold, moisture and flying debris, ease of installation, says Rob Heselbarth, director all the while keeping what’s under it safe.” of communications for Petersen | PAC-CLAD. The Both Nordic and Dynasty feature ArmourZone, company thoroughly tests Snap-Clad for wind up- an innovative 1-1/4-inch wide, reinforced nailing lift and fire resistance, as well as other performance surface that ensures strong fastening power. Nails standards and codes, he explains. applied in this area become positioned to help re- “Plus, its snap-together seams connect quickly sist nail pull-through and shingle blow-off; in fact, and do not require a mechanical seamer, which shingles with ArmourZone are designed to resist saves time and money,” Heselbarth adds. Snap- winds up to 130 mph, and they include Fastlock Clad features an optional factory-applied sealant sealant strips for a stronger bond, he adds. bead for improved weather resistance, a 1-3/4-inch “Each new product offering is the result of re- leg/seam height, and a continuous interlock for search—both informal and formal—in the field,” enhanced structural performance and wind resis- Campbell explains. “We take what we learn from tance. The concealed-fastener clip system allows

QualifiedRemodeler.com March 2019 47 PRODUCT TRENDS

MALARKEY ROOFING integrates for thermal expansion and contraction while pro- the air. Integrated throughout the surface of a shin- the Highlander NEX shingle (at right viding extraordinary hold-down strength. gle, the roofing granules have been designed with and shown above in Silverwood) with “Snap-Clad can be installed over substrates a specialized photocatalytic coating applied to the 3M smog-reducing granules that use such as plywood, nailboard insulation, metal deck- base material. The coating blends inconspicuously sunlight to help improve air quality. ing [and] rigid insulation,” he notes. “A minimum with various shingles. Circle 11 on inquiry card 2:12 pitch is recommended in most applications.” “When sunlight hits the shingles containing the Petersen invests significant resources into the smog-reducing granules, radicals are generated testing all of its PAC-CLAD metal roof products to and transform nitrogen oxide gases into water-sol- assure architects and contractors around the coun- uble ions, improving air quality,” the company says try that its products will meet the requirements in a press release announcing the inclusion of smog of their building. Snap-Clad roof panels meet reducers. “For the average-sized home and roof, multiple ASTM standards; they have also passed the total smog-reducing capability of the shingles UL uplift tests, earned approvals from Miami- is equivalent to more than two trees.” Dade building codes and the Texas Department Highlander NEX shingles also feature 3M cool of Insurance, and received an ICC ES evaluation roofing granules, which reflect solar rays to cool report to verify their compliance, Heselbarth says. the roof and the home. Malarkey now offers NEX “A metal roof installed correctly can last 40 or polymer modified asphalt in all of its roofing shin- 50 years, and Petersen roofs carry a 30-year finish gles—executing a plan to upcycle materials that warranty against fading and chalking,” he contin- would otherwise end up in a landfill. NEX uses ues. “Also, homeowners might choose metal roofs upcycled material to extract valuable polymers that because of their resistance to extreme weather such help improve shingle performance. as hurricanes. A few of our PAC-CLAD roof panels “On an average-sized home, with a roof of have survived intact [following hurricane] winds of roughly 3,000 square feet (30 roofing squares), more than 150 mph.” that is covered in Malarkey roofing shingles with The properties of metal combined with the solar NEX polymer modified asphalt, the upcycled reflectivity of the PAC-CLAD paint coating can content is equivalent to more than five rubber reduce the cost of heating and cooling a home as tires and [over] 350 plastic milk jugs,” the com- well. PAC-CLAD comes in 29 colors rated by the pany notes. Cool Roof Rating Council and 31 colors rated by “We are in a critical position to improve our Energy Star. Its coating technology reflects sun- products’ sustainability [both] for our customers light and cools a roof by emitting radiation, saving and the health of the planet,” says Rich Robbins, up to 40 percent of a home’s energy costs. vice president of sales for Malarkey. “At our scale GAF TimberCrest Premium SBS- “As the importance of sustainability continues of production, we can make a demonstrable im- Modified Ridge Cap Shingles are to grow with homeowners, standing seam metal pact. For instance, each ton of upcycled material designed with a rounded bullnose roofing will remain the ideal platform for attach- prevents 7.5 cubic yards of material [as well as] leading edge for a distinct look ing solar panels,” Heselbarth explains. “With the several barrels of oil from entering the landfill.” and are an eligible component for proper attachment system, solar panels can be in- NEX polymer modified asphalt also shows ex- residential warranties. stalled on the standing seam without puncturing treme flexibility and responsiveness to tempera- Circle 12 on inquiry card the roof material. Installing solar panels on other ture fluctuations, allowing the roofing granules roof material requires the roof to be punctured.” to remain embedded in shingles over time. To help remodelers learn its products and instal- Innovative Ideas lation requirements, Malarkey runs a Certified Malarkey Roofing Products enhanced its Highlander Residential Contractor program, which offers NEX roofing shingles with 3M’s smog-reducing enhanced warranties to members who install granules, which help remove nitrogen oxides from full roof systems.

48 March 2019 QualifiedRemodeler.com “Sustainability is at the core of our product de- Owens Corning recently introduced ProSell, a OWENS CORNING Duration sign,” says Jim Fagan, president/CEO. “We strive digital app designed to streamline and expedite FLEX shingles deliver an enhanced to include innovative technologies that improve the residential roofing sales process, from sales flexibility and superior performance our environment in all aspects of our operations. pitch all the way to order processing. Available to in harsh conditions, says Scott all Owens Corning Roofing Contractor Network Schumacher, director of marketing. Circle 13 on inquiry card Professional Process (OCCN) members in the iOS App Store, ProSell Owens Corning engineers TruDefinition Duration is a seamless, step-by-step resource that spans ev- FLEX—its most advanced shingle ever—so that ery phase of the residential roof sales process. The the product delivers enhanced flexibility and ex- app was developed using Leap, a digital platform cellent performance in harsh weather conditions that simplifies and automates the home service compared with standard shingles, says Scott sales process including estimating, financing and Schumacher, director of marketing. It acts as a contracting, as well as real-time communication. good example of how to integrate performance in ProSell includes a digital pitch book along with shingle design and construction, he adds. comprehensive product data to support efficient Made with a proprietary blend of SBS polymer and accurate estimating. Once homeowners select modified asphalt, the shingles feature SureNail products, the app generates an on-site estimate Technology and provide the highest impact rating supported by EagleView and Hover. ProSell can available: UL 2218 Class 4. Duration FLEX also also support financing integrations and execute the offers 42 percent better nail-pull resistance against contract with credit card and eCheck processing, wind compared with standard shingles, Schumacher Schumacher says. notes. Built-in flexibility helps the shingles resist “For companies signing up for the ProSell cracks and tears in all-weather installation con- app by April 1, 2019, Owens Corning will waive ditions, bestowing more than 10 percent stronger the $500 one-time set-up fee and monthly $35 tear-strength compared with traditional shingles. per-user license fee for one year,” he continues. “Duration FLEX shingles are also manufac- “An optional upgrade is available that provides ex- tured for efficient installation and are formulated tended benefits. The introduction of the ProSell to lay flat more quickly than standard shingles for a app [has expanded] Owens Corning’s portfolio of clean, finished look,” he explains. “The rubber-like digital contractor tools. In 2018, Owens Corning flexibility that helps the shingle withstand expan- introduced the OC Connect Resource Center, a sion and contraction stresses also helps minimize redesigned web portal and one-stop resource for loss of granules and helps protect the shingle OCCN members to access tools that help support against UV rays.” and grow their business.”

QualifiedRemodeler.com March 2019 49 What About Your Profit?

Is your company earning the profit to which you are entitled? Research indicates more than 65 percent do not.

by Dave Yoho, President, Dave Yoho Associates

A B SALE OF SPECIALTY ITEMS ONLY — Roofing, Siding, Windows SPECIALTY ITEMS — Bath-refitting, Windows, Roofing, Gutters — 5 salespeople, 1 sales manager — 9 salespeople, 1 sales manager ANNUAL REVENUE: $6,800,000 SAME ANNUAL REVENUE: $8,650,000 MARKET NET PRETAX PROFIT: 13.9% NET PRETAX PROFIT: 6.7% 1 OWNER: $945,000 1 OWNER: $597,550

C D GENERAL REMODELING — Contracts range from $80,000 to GENERAL REMODELING — Contracts range from $65,000 to $140,000 — Owner plus 2 salespeople $285,000 — Owner plus 2 salespeople ANNUAL REVENUE: $2,640,000 SAME ANNUAL REVENUE: $3,720,000 MARKET NET PRETAX PROFIT: 3.9% NET PRETAX PROFIT: 2.2% 1 OWNER: $102,960 1 OWNER: $81,840

year was a great year for home im- over-burdensome government regulations, con- Note: “Net pre-tax earnings” are after LAST provement companies. Or was it? stant hiring and training of new personnel, and all expenses, including salary and Sales and revenues increased—most net-profit rising administrative costs. perks, plus all overhead and local margins did not. The amount of profit increased. If they are lucky, they get sufficient contracts to taxes are paid. The percentage did not. The risks associated with offset their overhead, complete the work, deal with Note: Examples B) & D) are that of expanded revenue and insufficient net profit are uncooperative weather, and overcome mistakes two companies operating with an manifold. that might otherwise put the business in peril. imperfect business model. A) and C) Despite your company’s success this year, you Despite propaganda to the contrary, some of the are two companies who operate with may be missing the methods used by the most best run companies do not make the net profit to improved pricing plus modern selec- profitable/successful companies in your industry. which they are entitled versus the investment in tion and personnel management. Examine the examples depicted above. time, energy and risks involved. In many similar examples, the conclusion drawn Let’s be clear: Gross profit is an accounting term might be that the home improvement industry describing the difference between direct costs and would seem to have had its head in the sand. A selling price. Next is deducting the cost of market- major hiccup could derail much of the growth and ing, sales and administrative expenses. What’s left progress of this giant industry. The owners of home is net profit—the amount earned before paying improvement companies are entrepreneurs who taxes (pre-tax net). invest time, energy and capital. They bring new A 10 percent pre-tax profit should be a mini- products to market often facing vast competition, mum for specialty home improvement companies

50 March 2019 QualifiedRemodeler.com (siding, windows, bath-refitting, etc.) Exceptional To Improve Profitability in 2019, Manage Your companies often earn 15 percent or more. A re- Salespeople (Whatever You Call Them) Properly modeling company’s goal should be no less than 5 Modern selling is not fast-talking, being liked or percent pre-tax net. Better run remodelers exceed outthinking your customers. It is a science enabling this. Improper pricing, unwise hiring methods and owners, manager and representatives to create a outdated sales compensation are often at fault. cooperative environment, acting in consort to ful- fill both the wants and the needs of the customer. In 2019, Your Profitability Could Improve If Great managers understand their sales reps You Hire the Right People—and Keep Them. and their customers. Their role is to hire and train Dave Yoho Associates is the oldest Recruiting, hiring, training and keeping personnel salespeople to make presentations. Not to prejudge (since 1962), largest and most is a key profitability issue. The cost of advertising or qualify prospects based on their own values, but successful consulting company and phone interviewing is expensive and is sel- to make great presentations regardless of what they representing the remodeling and dom identified as a separate item on an operating think about the quality of the lead. home improvement industry. statement. In the case of salespeople, add in costly A sound sales methodology is designed to con- The company has a staff of field time spent training. Then, examine the number of vince virtually everyone when executed correctly. representatives and account leads issued to the new hire. Great sales managers understand that their role is executives who consult for large Efficient recruiting starts with defining what to train salespeople to execute each step of the pre- and small retailers, manufacturers you want the hired party to do, then creating an sentation with precision 100 percent of the time. and service providers. In the spring ad or job posting to gain inquiries. Next, it involves No one should ignore the opportunity to re- of 2019, they will be holding two using a script to perform telephone interviews. The contact leads, who did not receive a presentation educational seminars in Orlando, job of a recruiter is like that of a salesperson. There or were presented and not sold. Florida, designed to improve your has to be a system clearly defined and used to cre- Revisiting a prospect is not about cutting your profitability immediately. To learn ate an effective telephone interview. By effectively price or offering a lesser product at a reduced more, visit hipsummit.com or see asking questions, a recruiter defines the skills of price. Carefully scripted, it can provide a revisit. their ads in this magazine. the applicant. The goal is to then get them to want In addition, a rehash program supports your sales an interview. department. It helps management train, retain and Successful recruiters conserve time and money redirect salespeople while increasing their sales. (which transmits to bottom-line profits). They use An unsold lead has the same value (costs) as an electronically generated profile*, which creates when it was issued, yet it produced no revenue. a more effective interview and helps determine, Someone will sell it someday—why not you, instead A) Can the applicant do the job? B) Will they do of your competitor? With proper planning and ex- the job? C) Do they fit the organization and the ecution, revisited leads can represent 7 percent to business model? 10 percent of your gross revenue in 2019. These instruments enable a recruiter to Follow up on a consistent basis with email, text challenge someone during an interview, i.e., messages, direct mail or personal visits with pros- “Convince us you are the right person for this pects who have expressed an interest yet remain position.” Unfortunately, the less you know about unsold. This includes past customers. Be sure to professional interviewing, the higher the chances check Do Not Call regulations for your market. are you will experience mis-hires and high turn- There are usually time-restrictive, re-contact pro- over. We’ve been using profiles for over 40 years visions, even when the customer contacted your and have found that with proper use they save company. The more successful companies rehash time, improve the amount of information from every lead and follow up on every sale for addi- the applicant and reduce turnover. (*We will tional business and referrals. They often find that email you a completed profile without charge. salespeople unintentionally mishandled the con- Send an email to [email protected] with tact, the presentation and/or the price. Following subject “profile” and refer to this article and up is a great customer-satisfaction tool. publication date.) The true cost of lead issuance is created by Ten years ago, industry statistics indicated that dividing the number of leads issued by the fully only about 50 percent of scheduled candidates loaded marketing costs. These costs have escalated showed up for interviews. Current surveys indi- to obscene levels. Many large companies saw this cate the number of candidates who now show up as a nonproblem and simply raised prices. The out- is 30 percent or less. Companies who recruit and come of which was a cycle of increased operating interview effectively use methods, which include costs—that, in turn, created higher selling prices scripting for both telephone and in-person inter- without increasing net profit. views. And many of these companies average 70 Management’s plan for 2019 should include percent showing up for interviews. Decide today methods for taking their organization from good to improve your hiring skills and then prepare to to great in sales management. Start out by exam- upgrade your management skills. ining your metrics.

QualifiedRemodeler.com March 2019 51 Join us for 2 Power-Packed Days – Orlando, FL – May 8th-9th, 2019

• Solving issues of labor shortage A newly hired salesperson costs the • Strategic recruiting, training company over $28,000 in the fi rst 60 days. • Formulas to reduce cycle time (A documented study H-593) Request a FREE copy • Reducing (marketing) lead development costs • Improved lead intake & lead distribution • Re-mining, unissued leads, unsold leads BONUS PROGRAM: cancellations and credit rejects (By invitation only) • Learn how to: TTuesday,uesday, MMayay 77thth – 11:00:00 PPMM ttilil 66:00:00 PPMM • Attract more and better candidates The Home • Conduct interviews that identify the candidate’s Improvement work ethic, manageability and “innate” selling skills Collegial Conference • Create a training program that trains and tests sales For owners & general managers process, closing skills, work ethic, commitment and of companies with annual revenues endurance in excess of $5 million • Increasing bottom line (pre-tax) net profi t • Taking your company from good to great • Increasing revenue and profi tability • Legal concerns and issues for 2019 • Hiring and training million dollar salespeople • (Attorney D.S. Berenson) • Work with the top sales, marketing and business • PLUS - - Examining the best training practices advisors in your industry Go to www.HIPSUMMIT.com to register online or LIMITED SEATING Call (703) 591-2490 to speak with ENROLL EARLY one of our associates Presented By: DAVE YOHO

ASSOCIATES Dave Brian Joe Rick D.S. Yoho Smith Talmon McIntire Berenson Can Anybody Sell When Given a Process?

by Scott Siegal

THE TRUTH ABOUT sales is that most people predict sales success based on personality Training and Coaching can do it if you show them a process. One traits which make up a behavioral profile. Three things make for sales success, initial- of the principle reasons contractors were The argument goes that high “D” and high ly and ongoing: training, coaching and ac- drawn to Certified Contractors Network “I” scores indicate a dominance attitude countability. And they’re the sales manager’s when Richard Kaller founded it more than that predisposes people to take control of responsibility. 20 years ago was sales. Richard was a natural a conversation and sell effectively. These Since it starts with training, selling is born salesperson. He knew his subject and it people—the high D’s and I’s—have a need the first boot camp our group ever offered. was fun to listen to him. He also made sure to do that. It’s a highly structured learning experience to do as much listening as he did talking. I don’t totally buy it. What I’ve found is stretching across a week. It provides a nar- Contractors were drawn to Richard. He was that those high D’s and I’s will crash and rative path to follow—point A to point B and going to teach them how to sell a job, which burn. They take rejection personally and beyond—and a consistent way to present. It many of them needed to do because they sold don’t like to follow the rules. They ignore can be replicated. Yes, you could go, learn it, on price and were losing their shirts. paperwork until you get on top of them about and teach your salespeople, but it’s far more Richard would say, "The price is irrele- it. When people complain about “sales guys,” effective—believable—when the salespeople vant if you, the contractor, know how to win are there learning it for themselves. the trust and confidence of your homeown- Of course, then they come back to the er customer by focusing on what they really real world of running leads. Which is where need, and using your expertise to propose IN MY VIEW, ANYONE coaching comes in. Notice “coaching,” not solutions. Figure out how to do that systemat- “managing.” When someone works with ically and you’re selling, not giving jobs away." IN ANY BEHAVIORAL salespeople and shows them how to respond PROFILE CAN SELL to the endless challenges of that job, they All in the System soon improve. If you’ve tried selling without a system, you EFFECTIVELY IF THEY know why so many contractors default to All About Accountability low price as a way to get a signature. You’re CAN BE TAUGHT A Too many owners retain people because they there trying to explain what needs to be done PROCESS TO SELL. like them. And salespeople are likeable— and why the cost is what it is, and you get an they have to be. Would you buy a job from objection: “Your price is way too high.” That’s someone you disliked? only one of an almost infinite number of ways But as an owner, it’s much more import- customers will push back. If you have no sys- this is the type they’re referring to. And when ant that every salesperson follow our process. tem for processing that—acknowledging the they hit a slump, they’re helpless. The process sets certain expectations I use validity of the objection while reaching past In my view, anyone in any behavioral pro- to hold them accountable via sales metrics. it—you’ll soon get blindsided. file can sell effectively if they can be taught a I have an objective process for evaluating So Richard created a systematic, proce- process to sell. A process can be replicated. their worth to the company, as opposed to dural sales process called the 4Ps. We teach It’s a matter of teaching them what they need a subjective process where I’m reacting to this system in week-long boot camps at least to do to alter their behavior somewhat. The how well a personality meshes with my own. a half-dozen times over the course of a year. high S’s and the high C’s? They follow the If you’re building a company, it’s almost Sometimes owners come, especially those rules. They’re highly compliant. Supposedly beside the point whether you like employees who are new to our group. More often they these people are great for production, not or not. What matters is whether or not that send their salespeople and soon see a big sales. But I find that type of person actually person perfects your process to become a difference in performance. does well in sales if you provide them with solid performer. That’s how you scale a com- the right system to follow. Follow the sys- pany. And that’s how you build your sales. Can It Be That Easy? tem and you’re going to close a statistically There are plenty of home improvement peo- set amount of sales, based on the number of Scott Siegal is owner of Maggio Roofing in ple who’ll tell you that sales success is limit- leads you’re given. So the first thing I want Washington, D.C., and also owns the Certified ed to a certain type of personality. They cite to know in hiring salespeople is whether or Contractors Network. You can learn more about profiling tests—DISC for example—which not they’ll follow our process. CCN by going to the website contractors.net.

QualifiedRemodeler.com March 2019 53 Products

Underlayment designed for high temperatures The Premium HT Tile & Metal underlayment from MFM BUILDING PRODUCTS is composed of high-grade reinforced polyester fabric laminated to a high temperature asphalt adhesive system. Its surface fabric offers superior foot traction and for stacking tiles during construction. Designed to withstand the high temperatures created by metal and tile roofing, the self-adhering “self-stick” roofing underlayment can also be used underneath cedar shakes and synthetic or asphalt shingles. In addition to a 180-day UV exposure, the underlayment comes with a 30-year limited warranty. Circle 15 on inquiry card Painted wood look without hassle TANDOSHAKE Cape Cod Perfection, manu- Look of cedar shingle in fiber cement factured by DERBY BUILDING PRODUCTS, features a 5-in. exposure, subtle wood texture JAMES HARDIE captures the look of cedar shingles in and crisp edges for a look that closely resembles fiber cement with the introduction of its Artisan Shingle. An painted wood shake. Capable of standing up to addition to the Aspyre Collection, the shingle’s two-toned any weather, the siding can be used confidently look mirrors how paint adheres to cedar siding over time. In for ground contact and roofline applications. It is addition to being moisture- and rot-resistant and noncom- lightweight, comes in panels, and can be installed bustible, the fiber cement siding can be selected to best per- using a pneumatic nail gun. Five solid colors are form in regional weather such as wet, freezing conditions available: Classic White, Ashwood Gray, Slate or heat, humidity and blistering sun. A 7-in. exposure will be Gray, Wheat and Mariner Blue (shown). available nationwide in summer 2019. Circle 14 on inquiry card Circle 16 on inquiry card

Visualization tool for home exteriors Roofing focuses on wind, impact resistance BORAL BUILDING PRODUCTS aims to make it easier to design IKO introduces its Nordic performance shingle line in nine high-definition and plan for a home exterior project confidently with the launch of its colors. Specially constructed with a combination of wind- and impact- Virtual Remodeler tool. The online visualization tool showcases how an resistant features, the heavy-duty laminated architectural shingles also uploaded photo of an existing home, or a similar home selected from feature the company’s ArmourZone 1 ¼-in. wide, reinforced nailing surface an online gallery, will look with different profiles, textures and colors. and Fastlock sealant strips that create a bond to the shingles below. A Using the program’s product interface, a user can select from the coating of polymer-modified asphalt helps cushion the roof from hail company’s siding, trim and shutter lines, and the image updates impacts while also protecting against wind uplift and water penetration, in real time. qualifying the shingle for a Class 4 impact resistance rating against hail. Circle 17 on inquiry card Circle 18 on inquiry card

54 March 2019 QualifiedRemodeler.com Wrap sheds water, includes drainage plane TYPAR Drainable Wrap sheds more bulk water than traditional housewraps through the added efficiency of an integrated drain- Smooth finish introduction age plane. A layer of multidirectional polypropylene fibers for siding, trim diverts water from exterior wall cavities to drain it away from the assembly, thus preventing potential damage LP SMARTSIDE Smooth Trim & Siding caused by mold and rot. Its adaptability allows the wrap introduces a smooth finish that can accom- to be installed in any direction without affecting perfor- modate a wide range of designs. Its engi- mance. As part of the Typar Weather Protection System, neered wood strand technology ensures the the drainable wrap is covered by a lifetime limited warran- siding and trim hold up in extreme weather, ty that includes materials and labor. including moisture, hail, freeze/thaw cycles Circle 19 on inquiry card and up to 200 mph wind gusts. The trim and siding are treated with the SmartGuard pro- cess to protect against weather, fungal decay and termites. Available in a wide variety of widths, the 16-ft. board length can produce Folding wall system for faster installation and fewer seams. repair, remodel markets Circle 20 on inquiry card JELD-WEN delivers high-end design at a mod- est price point with the launch of its F-2500 folding patio door system. Extending living areas when open and maintaining outdoor visibility when closed through its large glass profile, the two-panel fiberglass folding door features an aluminum-clad frame and a bottom-mounted hardware track for use in the repair and remodel as well as new construction markets. Launching in April at select retailers, the folding patio door will be available through the company’s dealers later in 2019. Circle 21 on inquiry card

Window joining system Color additions across can reduce labor needs vinyl siding lines The ANDERSEN Reinforced Joining options CERTAINTEED extends color offerings provide enhanced performance and jobsite for siding products within its Monogram, convenience with three joining options for MainStreet, Board and Batten and Carolina windows. With the Easy Connect Joining Beaded vinyl siding lines. Melrose, a satu- System (shown), large window combinations rated red color (shown), and Brownstone, are split into smaller sub-group combinations a creamy chocolate color, are available that are factory assembled, have all neces- for Monogram horizontal vinyl siding, the sary joining components applied, and arrive Board and Batten Single 7-in. family, and ready to install directly into the rough open- the full line of accessories. MainStreet ing. The Fully Joined Combination produces horizontal vinyl siding gains Castle Stone, fully joined, factory-assembled window com- Sable Brown and Pacific Blue colors; the binations. Individual units can be joined into Castle Stone color is also available through a window combination on a jobsite using the the Carolina Beaded horizontal vinyl siding Easy Connect Joining Kit prior to installation. line. Circle 22 on inquiry card Circle 23 on inquiry card

QualifiedRemodeler.com March 2019 55 PRODUCTS What’s New Featured at the NAHB International Builders’ Show

Customizable oversized wood door SIMPSON DOOR COMPANY takes door customization to new heights with its Monster Doors. Addressing the desire for larger and more personalized spaces, the oversized wood doors can be made in heights up to 12-ft. tall Exhaust fan features and widths up to 10-ft. wide, which can be dimmable LED, quiet mounted on popular hardware like barn track or pivot swing. Available for interior and exte- operation rior door applications, the doors are offered in DELTA ELECTRONICS adds to its any wood species and design. BreezIntegrity series of bathroom Circle 24 on inquiry card exhaust fans with the BreezIntegrity ITG100ELED fan. Featuring a self-compensating, brushless DC motor, the fan operates quietly at Voice control device built into 1.5 Sones and runs efficiently at 7.5 ceiling light fixture cfm/watt with an airflow rating of 100 cfm. A 13-watt dimmable edge- JUNO, an ACUITY BRANDS company, creates a smart home ecosys- lit LED light generates 1,000 lumens. tem within the ceiling of a home with its Juno AI Speaker Light with Alexa The Energy Star-qualified fan also Built-In. As an integration of the Alexa Voice Service, JBL speakers and meets and exceeds ASHRAE 62.2 Juno LED lighting into a ceiling light fixture, users can speak commands requirements and complies with to control smart home devices like thermostats and doorbells as well as California Title 24 requirements. A play music, control lighting and more. Complementary products—Juno AI round version of the exhaust fan will LED Speaker Light and Juno AI LED Downlight—connect seamlessly and become available in Q3 2019. feature controllable LED lighting. Circle 25 on inquiry card Circle 26 on inquiry card

UL-approved gas Combination of worktop, fireplace storage needs for jobsite Taking inspiration from key FESTOOL‘s MW 1000 is a mobile workshop architectural and design that can organize and transport tools needed principals and honing them for a jobsite, as well as become a stable work- to simplicity, HEAT & GLO station. Designed specifically to introduces its Foundation Series transport Systainers and a CT gas fireplace. It comes with SYS dust extractor, the unit has SafeSurface double-pane glass large, rubber-lined, shock-resistant that remains cool to the touch, wheels for easy moving and a compact plus its cool-wall construction design. It includes a drawer that can be allows for the installation of a adjusted to any height; drawers can TV or other heat-sensitive mate- also be added. A stable worktop, rials inches above the fireplace featuring a perforated top and with no mantel required. The aluminum profile, offers flexible UL-approved fireplace is offered clamping and attachment options, in linear placements up to 7-ft. plus its compact dimensions further long, including Single-Sided and effortless setup and breakdown. See-Through configurations; The included extension table is Bay and Pier options will be compatible with all accessories for available soon. the MFT multifunction table. Circle 27 on inquiry card Circle 28 on inquiry card

56 March 2019 QualifiedRemodeler.com Multi-width decking line Tool addresses TIMBERTECH AZEK now offers wide (7 ½ deck building in.) and narrow (3 ½ in.) width deck boards challenges within its Vintage Collection. These additions CAMO, a NATIONAL NAIL to the standard-width deck boards (5 ½ in.) brand, aims to address chal- provide the opportunity to further customize lenges faced by those building decks with a variety of sizes, styles and decks—including the absence of colors. Mixing widths can add dimension to a fastener flexibility and invest- deck, whether subtle or dramatic. Mimicking ment in multiple tools—with its the design versatility of indoor flooring, the CAMO Drive tool. Created to collection features a wirebrushed, low-gloss install decks faster than current texture, comes in six colors and includes methods, the tool allows users Alloy Armour Technology for additional sur- to attach their own drill; stand face protection. Circle 29 on inquiry card during its use; and utilize clips, edge screws or face screws for securing decking. Insert a clip into the deck board’s groove, slide the next board(s) on, and then fasten the clip in one motion using the drive tool. Circle 30 on inquiry card

Skylights for flat, low-pitch roofs VELUX designs its CurveTech Skylights and Roof Access Skylights to meet the growing demand for skylights in house extensions with flat or low-pitch roofs. These flat roof skylights come with an insulated PVC curb as well as the option between a CurveTech or polycarbonate dome cover. CurveTech Skylights (shown) feature a curved edge-to-edge glass cover that dis- perses any water off the glass, even installed on a zero-degree pitch roof. Both models—the Fixed Flat Roof Skylight and Flat Roof Exit Skylight—will be available in summer 2019. Circle 31 on inquiry card

Wall oven unites cooking Expansion of blinds-between- functions glass control options The 5-in-1 Wall Oven with Advantium Technology ODL, INC. now provides a raise, lower and tilt from GE APPLIANCES unites convection option for its entire Blink Blinds + Glass collection cooking, warming/proofing oven, microwave, of blinds-between-glass, insulated glass panels for speed-cooking oven with Advantium Technology, windows. Controlling light and privacy levels at and toaster oven capabilities into a single 30-in. the push of a finger, the raise, lower and tilt opera- appliance. First available through the CAFÉ line, tors can raise and lower blinds the entire length of the wall oven is Wi-Fi-enabled and features a 7-in., the window and tilt a full 180 degrees. This capa- LCD touch-screen display, which provides access bility is offered in two styles and an assortment through the CAFÉ and Innit apps to hundreds of recipes. The oven has 1.7 cu. ft. of space, of standard and custom sizes to fit the majority of comes in 120- or 240-volt options, and will be available starting in May 2019. window styles currently available. Circle 32 on inquiry card Circle 33 on inquiry card

QualifiedRemodeler.com March 2019 57 PRODUCTS Kitchen & Bath Featured at the Kitchen & Bath Industry Show

Artistic shower element in four colors CLARKE ARCHITECTURAL brings an artistic element to the bathroom with its Iridess solid sur- face shower. Undulating ripples on the back wall are complemented by flat panels on the side, mak- ing sure the installation of showerheads, steam fit- tings or sprays will not be hindered. Made entirely of solid surface composites, the shower is offered in Ghost, a dark gray; Whisper, a medium gray; Mist, a light gray; and white. All colors can have a matte or semi-gloss finish. Circle 35 on inquiry card Commercial-quality wine reserves PERLICK brings its commercial-grade appliance back- ground to the residential space with its expansive line of wine reserves. From compact, undercounter models LED lights integrated into like the Sottile Wine Reserve to full-size, 84-in.-tall showerhead single- and dual-zone columns, a range of indoor and The DELTA FAUCET Pendant Raincan Shower Head with outdoor units are available to store anywhere from 20 H2OkineticTechnology and LED Lighting radiates upscale to 94 bottles—as well as customizable options. Ensuring appeal while creating a soothing ambience in the bathroom. ideal conditions for storage, the wine reserves feature Its water-powered LED lights—no hard-wiring needed—auto- intuitive humidity controls and precision temperature matically turn on when water is running and off when flow systems. Every unit is constructed of commercial-grade stops, and emit a subtle glow. Available in contemporary stainless steel inside and out. and traditional styles in various finishes, the pendant show- Circle 34 on inquiry card erhead incorporates H2OkineticTechnology for a drenching spray—though using only 2.5 gpm. Its three pendants can be individually adjusted for ideal coverage. Circle 36 on inquiry card

Sink serves as workstation ELKAY reimagines the kitchen sink with its Circuit Chef stainless steel sink, which includes accessories to On-trend porcelain tile collections prep, cook, serve, entertain and clean up all at one work- station. Constructed with two tiers that allow custom SOMERTILE responds to interest in unique tile patterns with its Stella and Trident accessories to glide from side to side, the multi-use sink Collections. Both porcelain tile collections are suitable for floor and wall applications features a single bowl with an offset drain for uninter- inside and outside. The Stella Collection (shown left) provides an old-world star pattern rupted, usable space. It installs beneath the countertop with a clean look. It comes in four color schemes and measures 9.75 by 9.75 in. A hexa- for a seamless appearance. Three standard models made gon tile measuring 8.625 by 9.875 in., the Trident Collection (shown right) features a from 16-gauge stainless steel with accessories included modern, mesmerizing design with countless potential pattern layouts. Available currently are available; modification options can be added. in Blanco and Nero, more color options are planned for later in 2019. Circle 37 on inquiry card Circle 38 on inquiry card

58 March 2019 QualifiedRemodeler.com Range hoods with interchangeable color options BEST offers creative free- dom for those seeking a personal touch of boldness with its Best Ispira range hood series with inter- changeable glass panels in Launch of outdoor appliance suite eight on-trend color choices. Available in chimney, island THOR KITCHEN debuts an eight-piece Modular Outdoor Kitchen Suite and under-counter models, with the flexibility to be arranged in any layout, including L- or U-shapes, the hoods are equipped with and at a low price point. The suite’s modular nature eliminates the need the company’s Code Ready for supporting infrastructure and associated costs. Available outdoor Technology (CRT), which appliances are: the 24-in. Indoor/Outdoor Refrigerator Drawers, Pizza allows a 600-cfm hood to Oven, Side Burner with Bottom Cabinet; Grill, Grill Cabinet, Sink Cabinet, reduce its output to a lower Corner Cabinet and Appliance Cabinet. All appliances feature 304 stain- cfm to meet various building less steel to resist rust and ensure longevity. codes and standards. Circle 39 on inquiry card Circle 40 on inquiry card

Water management system helps control, conserve, protect Through a partnership with Flo Technologies, MOEN launches Flo by Moen, a smart home water monitoring and leak detection system. The system calculates water pressure, flow rate and temperature within the water supply system while FloSense technology differentiates normal water use from abnormal. MicroLeak technology can monitor and detect pipe leaks in the water supply, including behind walls or in the foundation. A Wi-Fi-connected device installed on the main water supply line going into a home and the Flo by Moen app— available on iOS and Android devices—comprise the system. Control kitchen faucet Circle 41 on inquiry card by voice command With the Sensate faucet with KOHLER Konnect, users can use simple voice com- Ultra-thin countertop material mands to turn water on/off and dispense measured amounts of water. The kitchen WILSONART THINSCAPE Performance Tops are faucet can also be operated using its han- European-inspired, ultra-thin countertops manufac- dle or Response technology that provides tured in the U.S. In addition to being highly durable, touchless on/off operation using a state- the tops can be installed with an undermount sink and of-the-art sensor. A four-minute shut off come with UL Greenguard Gold Certification for indoor ensures the faucet will not run contin- air quality. The collection of 12 ultra-slim decorative uously, and water usage can be moni- slabs are offered in popular large-scale stone, quartz tored and tracked through the Kohler and statement designs, including Calcutta Blanc, Konnect app. Switch between two sprays Italian Carrara, Distressed Pine and Rugged Steel. A on the pull-down sprayhead that also selection of finishes—wire brushed, honed, sandblast- features DockNetik for secure locking. ed, natural and luster—can be matched with the slab. Circle 42 on inquiry card Circle 43 on inquiry card

QualifiedRemodeler.com March 2019 59 PRODUCTS Barn Door Hardware

Soft-close sliding door hardware With JOHNSON HARDWARE’S 2610SC Soft- Close Wall Mount Sliding Door Hardware, metal or wood doors from 1- to 1 ¾-in. thick, up to 60-in. wide and weighing up to 200 lbs. can be slowed to softly pull into fully open or closed positions. Adjustable track stops and door guides can be set to control door travel. The jump-proof aluminum box track can span lengths up to 96 in. for single doors and up to 192 in. for double doors. Circle 44 on inquiry card Sliding door kits in five styles STONE HARBOR HARDWARE offers five different strap styles for its Sliding Door Kits: barn strap, wagon wheel, horseshoe, top mount with flat bar (shown) and top mount with round bar. All kits include everything necessary for installation. The two top mount strap styles—the newest introductions—work with doors up to 36 in. Matte black and satin nickel finishes can be selected for the flat bar top mount strap set, while the round bar top Complete kits in unique mount strap set comes in stainless steel. Circle 45 on inquiry card finishes Traditional, contemporary barn door systems DELANEY HARDWARE helps optimize space while adding a distinctive upgrade HARDWARE RESOURCES presents with its selection of Barn Door Hardware. two Barn Door Hardware systems that can Available in a variety of styles—such as bring style and character to spaces, such as the 2000 Series (horseshoe), 5000 Series closets, laundry rooms and pantries. Each (wagon wheel), 6000 Series (diamond), kit has 8-ft. rails that work with doors up to Round Track Single Wheel Hanger and Round 48-in. wide and include soft-close features. Track Double Wheel Hanger—the hardware The BDH-01 M8-96 kit is a traditional strap features smooth, quiet wheels and can han- hardware system in a matte black finish that dle up to 330 lbs. The 1000 Series Barn Door can accommodate a maximum door weight Hardware (standard) comes in seven finishes, of 220 lbs. A contemporary bar in a stainless including unique options like green patina, steel finish (shown), the BDH-05SS-96 han- weathered rust (shown) and satin brass. dles a maximum door weight of 175 lbs. Select style, length, finish Circle 46 on inquiry card Circle 47 on inquiry card for hardware The Flat Track Sliding Barn Door Hardware by EMTEK blends customization with Barn door system introduction quality engineering. To order, select a hanger style—choose among the Modern HÄFELE launches its Slido BD100 and BD200 Flat Rectangular Face Mount, Modern Track Sliding Systems. Handling a maximum panel weight Rectangular Top Mount, Classic Face Mount of 220 lbs. and maximum panel height of 108 in., the or Classic Top Mount—and from the six avail- hardware systems are each available in Straight Hanger able track lengths. Choose between a solid or Top-Mounted Hanger models. The BD100 is available or spoked wheel style, as well as between in steel with black or brown finishes, while the BD200 flat or classic track and hanger fasteners. comes in steel with a matte stainless finish (shown). Decide between Flat Black and Stainless Hidden behind the flat track, an optional soft-close mech- Steel finishes, and an optional soft open/ anism can be used on the opening and closing ends of the close kit can also be added. tracks. Circle 48 on inquiry card Circle 49 on inquiry card

60 March 2019 QualifiedRemodeler.com 2019 CALL FOR ENTRIES

Honoring the finest remodeling projects in the nation

Entries for the 2019 Chrysalis Awards are now being accepted. All entries must be in a digital format this year.Complete information is available at ChrysalisAwards.com.

DEADLINE: Entries must be received by ENTRY CATEGORIES: A complete list and description March 30, 2019. This deadline may be extended. of the categories can be found at ChrysalisAwards.com and on the entry page. Entry categories include several ELIGIBILITY: Projects completed after January 1, 2016 price ranges in almost every aspect of remodeling. are eligible for the 2019 program. This includes previous Chrysalis entries that did not win a Chrysalis Award, as ENTRY FORMAT: You can create your entry on the well as entries from other competitions like the Master Chrysalis Award Entry page, or submit any digital entry Design Awards. from another remodeling competition without change.

WHO MAY ENTER: Any remodeler, architect or design THE CHRYSALIS WEBSITE: You will find complete professional in the United States. Chrysalis is open to information at ChrysalisAwards.com. You can also see everyone. There is no requirement to be a member of all the winning projects since 1998. This site promotes a specific professional organization to enter. winning Chrysalis projects to the industry and public.

We are available to answer any questions at [email protected] or 888.263.5687

Winners will be featured in our publishing sponsors’ magazines: PRODUCTS Remodelers’ Choice

The following product received the most pageviews in the past month on The following product received the most reader inquiries QualifiedRemodeler.com: from the December issue of Qualified Remodeler: WARMUP JAMES HARDIE The HardieBacker 500 Waterproof Cement Board helps protect tile Now available in North America, the Peel-and-Stick version of installations and wall cavities from moisture penetration. This addition to the Warmup DCM-PRO Membrane floor heating system adheres James Hardie’s backer board portfolio emphasizes ease of use, as extra directly onto plywood and concrete subfloors without the use of time does not need to be spent applying a waterproof coating across the thinset. Combined with the DCM-PRO cable, the membrane system entire surface area of the wall project. Instead, simply waterproof joints is UL-approved and has been successfully tested to ANSI 118.12 anti- and fasteners then move on; do check local building code requirements fracture standards and ASTM C-627. The floor heating system’s design to confirm whether some application areas, such as shower pans, require allows higher heating outputs and more adhesive-to-cable contact, additional waterproofing. resulting in faster and more even heat distribution in addition to protec- tion from installation damage. To ensure the waterproof cement back board is not compromising on quality or results, the HardieBacker 500 Waterproof Cement Board has Because of the polyethylene adhesive on the Peel-and-Stick system, passed ANSI 118.10 for waterproofness, making it the first of its kind. In installation entails cutting the membrane to size, peeling back the pro- addition to the waterproof composition throughout the board, the backer tective film, pressing the membrane directly onto the subfloor and fitting board provides excellent tile adhesion. the cable. There is no wait time needed after the system’s installation, and it can be covered with self-leveling mortars for use with small for- James Hardie’s HardiBacker 500 Waterproof Cement Board will be avail- mat tiles and other floor types, such as glue-down wood and LVTs. able soon and is rolling out in certain markets in Q2 2019.

For more information, visit warmup.com/underfloor-heating/ For more information, visit jameshardie.com or circle 51 on electric/uncoupling-system or circle 50 on inquiry card. inquiry card.

62 March 2019 QualifiedRemodeler.com CALL DESIGNMASTER FOR AWARDS 2019 ENTRIES

Enter YOUR outstanding remodeling projects in the 41st annual Master Design Awards competition For projects completed Jan. 1, 2016 – July 8, 2019

Details and Registration: MasterDesignAwards.com Visit us online to learn about the awards program and get tips for entering your project. Applicants for NARI Contractor of the Year and the Chrysalis Awards Questions? Contact Heidi Riedl, Qualified Remodeler’s projects manager may submit those materials for the at (847) 440-3000 ext. 111 or [email protected]. Master Design Awards.

Register by 6.24.19 | Completed entries due 7.8.19 EVENTS / INDEX

SALES

Publisher: Upcoming Events PATRICK O’TOOLE (847) 440-3000 Ext. 103 APRIL 3-4 APRIL 14-17 [email protected] NRCA Roofing Day in D.C. Gathering of Eagles 2019 Conference Washington, D.C. Palm Beach, Fla. West Sales Manager: National Roofing Contractors Association Business Networks | Small Businesses in the PAUL DEGRANDIS nrca.net/roofingday Construction Industry (847) 440-3000 Ext. 100 businessnetworks.com/events/ [email protected] APRIL 9-12 gathering-eagles-2019 Coverings 2019, Orlando Midwest Sales Manager: Ceramics of Italy, CTDA, NTCA, TCNA, MAY 7-9 DAVID AYALA Tile of Spain | coverings.com National Hardware Show, Las Vegas (847) 440-3000 Ext. 119 [email protected] Reed Exhibitions APRIL 10-12 nationalhardwareshow.com Midwest Sales Manager: NARI Spring Business Meeting ZACH STENBERG San Diego MAY 8-9 (847) 440-3000 Ext. 115 National Association of the 2019 Home Improvement Profitability [email protected] Remodeling Industry Summit, Orlando, Fla. nari.org/sbm19/ Dave Yoho Associates | hipsummit.com East Sales Manager: DAN MIKLOSZ (847) 440-3000 Ext. 118 [email protected] CIRCLE PAGE CIRCLE PAGE ADVERTISER NO. NO. ADVERTISER NO. NO. Southeast Sales Manager: Arkansas Wood Doors 81 65 Penntek Industrial Coatings 76-77 40-41 DAN AGOSTINACCHIO Boral Building Products 66 15 Petersen Aluminum 84 68 (847) 440-3000 Ext. 101 Chief Architect 60 4 Progressive Insurance 64 11 [email protected] Chrysalis Awards 61 ProVia LLC 75 39 Dave Yoho Associates 52 QR Master Design Awards 63 National Automotive Sales: QR Elias Woodwork & Manufacturing 83 65 Top 500 67 TOM LUTZKE Ford Trucks 2-3 Saniflo 65 13 (630) 484-8040 • Fax: (847) 440-9048 HOVER Inc 70-71 24-25 Schluter-Systems L.P. 61 7 tlutzke@ACBusinessMedia In-O-Vate Technologies, Inc. 63 10 SoftPlan Systems Inc. 78 65 Ironrock 82 65 Sunrise Windows & Doors 72-73 28-29 Product Showcase: Jeld-Wen Corporation 62 9 The Aspire Institute Insert Mark E Industries 74 38 Trex Company, LLC 69, 79 23, 65 MIKE SERINO Nationwide Protective Coating Mfgr. 80 65 VERSATEX Building Products, LLC 68 21 (847) 440-3000 Ext. 102 Pella Corporation 67 16-17 [email protected]

CIRCLE PAGE CIRCLE PAGE PRODUCTS NO. NO. PRODUCTS NO. NO. Qualified Remodeler (USPS 353-830, ISSN No. 0098- Andersen Windows 23 55 LP SmartSide Trim & Siding 20 55 9207 print, ISSN No. 1948-5656 online). Volume #45, BEST Range Hoods 40 59 Malarkey Roofing 11 48 Boral Building Products 17 54 MFM Building Products 15 54 Number 3, March 2019. Published by SOLA GROUP, Boral Roofing 8 46 Moen 41 59 INC., 1880 Oak Avenue., Suite 350, Evanston, IL CAMO, a National Nail brand 30 57 ODL, Inc. 33 57 60201; (847) 440-3000. Copyright ©2019 by Qualified CertainTeed Roofing 7 45 Owens Corning 13 49 Remodeler. No part of this publication may be repro- CertainTeed Siding 22 55 Perlick 34 58 duced without written permission from the publisher. Qualified Remodeler is published monthly. All state- Clarke Architectural 35 58 Petersen Aluminum, a Carlisle 10 47 Daltile 4 43 Company ments, including product claims, are those of the organi- Delaney Hardware 46 60 Ply Gem Roofing 5 43 zations making the statements or claims. The publisher Delta Electronics 26 56 Schluter-Systems 1 12 does not adopt any such statement or claim as his own, Delta Faucet Co. 36 58 Simpson Door Company 24 56 and any such statement or claim does not necessarily Elkay 37 58 SomerTile 38 58 reflect the opinion of the publisher. One year subscrip- Stone Harbor Hardware 45 60 Emtek Products, Inc., tion to nonqualified individuals: $50.00 payable in USA an ASSA ABLOY Group company 49 60 TAMKO 6 44 funds; print or digital copy within USA; digital copy only Festool 28 56 TandoShake by Derby Building 14 54 outside USA; valid email address required for digital GAF 12 48 Products GE Appliances, a Haier company 32 57 Thor Kitchen 39 59 copy. Single issues available to USA only (prepayment required), $10.00 each. For subscription information Häfele 48 60 TimberTech AZEK by AZEK Building 29 57 Hardware Resources 47 60 Products and address changes, write to: Qualified Remodeler, Heat & Glo 27 56 Typar 19 55 Circulation Dept., P.O. Box 3007, Northbrook, IL IKO, Inc. 9, 18 46, 54 Velux America 31 57 60065-3007, or call (866) 932-5904, or email circ. James Hardie 16, 51 54, 62 Versatex Building Products 2 12 [email protected]. Postmaster: Send ad- Jeld-Wen 21 55 Vinotemp 3 12 dress changes to Qualified Remodeler, Circulation Dept., Warmup, Inc. 50 62 Johnson Hardware 44 60 P.O. Box 3007, Northbrook, IL 60065-3007. Periodicals Wilsonart 43 59 Juno, an Acuity Brands company 25 56 Postage paid at Evanston, IL and additional mailing Kohler 42 59 offices. Printed in USA.

64 March 2019 QualifiedRemodeler.com PRODUCT SHOWCASE

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r c o N n • Door options include • Pre-Finished option to • Cabinet system Custom RTA • Custom Closet, Shelf, and Storage system • KCD Software users can order direct • Design service to support our Cabinet, F N i a c 479-968-5486 www.arkansaswooddoors.com 479-968-5486 www.arkansaswooddoors.com For more info circle 78 info circle more For For more info circle 82 info circle more For For more info circle 80 info circle more For is a federally is a federally ® . ® at (630) 699-2004 or toour Product For more info circle 79 info circle more For More products. More More price points. price More to build with Trex to Visit Trex.com to learn more. to Trex.com Visit More reasons than ever than ever reasons More registered trademark of Trex Company, Inc., Winchester, Virginia Inc., Winchester, Company, of Trex trademark registered © 2019 Trex Company, Inc. All Rights Reserved. Trex Reserved. Inc. All Rights Company, Trex © 2019 WELCOME Mike Serino [email protected]. If you to advertise would like in this special section, please contact QualifiedRemodeler.com/magazine — then click on the E-INQUIRY button. Card. can You also request more information right now using our online reader service: remodeling products. more remodeling For information, circle the number of the item on the Reader Service Showcase, a specialShowcase, showcase innovative and new featuring TOP 2 0 1 PROFILE 8

Lessons Learned

No. 66 Paramount Builders uses past industry experience to construct a better business for employees and homeowners. by Kyle Clapham

ED AUGUSTINE STILL remembers going you’re supposed to do it: the right way.” on leads with his father as an 8-year-old in After the family moved back to Virginia ED AUGUSTINE, Founder/CEO Virginia Beach, Virginia, in 1972. “He would Beach in 1986, Augustine worked for a few take me into houses, and I’d sit on the couch different home improvement outfits before COMPANY: with him and slowly watch the demo,” says founding Paramount Builders in 1991. Early Paramount Builders Augustine, who ran his first home improve- on he determined that Paramount would be HEADQUARTERS: ment lead more than 10 years later. “He’d a debt-free organization, so everything the Virginia Beach, Va. put all the pieces of aluminum and vinyl out company uses—including buildings, vehicles, DESCRIPTION: there and go through the presentation. printers and office furniture—has been paid Home improvement/ “The troubling part was from 1972 to in full upfront, which gives customers some replacement contractor 1980, my dad worked for probably 12 com- valuable reassurance, he says. TOP 500: No. 66 panies,” Augustine continues. “And he was “We are not going to rush their down pay- REMODELING SALES: a very good, honest sales rep with four kids ment back to the office to pay our electrical $22.6 million who was always doing the right thing. But bill to keep the lights on,” Augustine explains. this was a really rough industry at that time. “We have their best interest in mind and There were people who wouldn’t pay you. want to do business the right way. When new concepts to reach potential customers They were here today and gone tomorrow; we opened in 1991, we kept the home im- and expand our reach,” Augustine says. they were operating out of garages.” provement section of the Yellow Pages; today, He refers to the company as “green,” not In 1980 the family moved to Jacksonville, we are the only name you would recognize only because Paramount adopted a paperless because all the others have closed up.” initiative, but also due to its longstanding Paramount has implemented a number of practice of not hiring salespeople who have processes since then to simplify and improve worked for another home improvement busi- “I GOT TO SEE THE WAY the home improvement experience for its ness. “We take people who don’t know how to YOU’RE SUPPOSED TO clients. The company also created separate read a payment book—who don’t even know departments for marketing, sales, finance, what a pipe collar is—and we teach them DO IT: THE RIGHT WAY.” production, installation and service to hold all of that,” Augustine explains. “We teach each one accountable for passing along a job them how to measure, we teach them how to Ed Augustine, founder/CEO seamlessly. A tool they call “critical path” do a presentation, we teach them how to fill helps keep everything moving and ensures paperwork out, [and] we teach them what all continual follow-up. the competition is doing. Florida, and Augustine witnessed a legiti- “All of our jobs are premeasured so there “We found early on that all our complaints mate home improvement company for the are no surprises during installation, which were [about] veterans who had been around first time. His father worked for Aluminum could cost the homeowner more money,” the block a hundred times, had learned all the Industries, which ran a factory that manu- Augustine adds. “We are thorough upfront shortcuts and wouldn’t put the time and effort factured vinyl siding and operated about 40 to avoid any mistakes that could affect the in,” he adds. “They’d been around forever, and stores. “They had good samples; at the office overall performance of the job. We want [our they just weren’t going to do it our way. They in Jacksonville, there were 15 salespeople, customers] to be 100 percent satisfied for were going to prequalify the leads.” and everybody made a living,” he says. years. We listen to their concerns and do After opening a new location in Jacksonville “Everybody came to work every day, and whatever it takes to make it right.” last April, Paramount now employs more than they had their own building. I thought, this is The company transitioned from paper to 350 people across eight offices. “We believe the way it’s supposed to be. The checks were digital, as well, to streamline processes and that we’re not just hiring an employee; these good on Friday, and everybody’s been here enhance the remodeling experience for home- individuals are joining the Paramount family,” a while. [And] my dad shined there,” adds owners. Paramount uses a sales app, which Augustine notes. “When I look at my six vice Augustine, who got a job with the company enables each department to operate more effi- presidents who run the company, I see over 100 on an installation crew at just 16 years old. ciently. “We are continually casting our vision years of experience with Paramount. I think “Right out of the gate, I got to see the way for the future by looking for and implementing that makes all the difference in the world.”

66 March 2019 QualifiedRemodeler.com

Private Residence, Wimberley, TX Architect: Carson Design Associates Installing contractor: Dean Contracting Co. Photographer: Tom Coplen Profiles: Snap-Clad Metal Roofing, Precision Series Wall Panel Color: Galvalume

Q. What roofing does an architect choose for his own home? A. Metal roofing.

“We wanted our home to be as maintenance- free as possible. Metal is just a great option for residential construction.” -Jack Carson, President, Carson Design Associates

With a lifespan of more than 50 years, a PAC-CLAD metal roof can be the last roof you buy. More than 45 colors available, including Energy Star-colors that can reduce heating and cooling costs.

More photos and details at PAC-CLAD.COM/CARSON N E W PHOENIX PLANT 800-PAC-CLAD | [email protected]

WEST COAST Petersen offers national distribution through its six locations DELIVERY in Illinois, Georgia, Texas, Maryland, Minnesota and Arizona

For more info circle 84