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 Financial Studies Show Builders Moving Back to Profitability
By Emma S. Shinn
For 19 years, The Shinn Group has conducted a Financial and Operational Survey of home builders. The 2011 results, compared to 2006, confirm the reactions and actions builders took during the long years of the down cycle, which are leading the builders back to profitability.
2006 marks the best performance our sample builders had since we started doing the study. Builders enjoyed excellent gross profits (sales - lot cost - direct construction cost), in many instances because of the builders' ability to raise sales prices ahead of cost increases. In 2007, we began to see the deterioration of gross profit margins as builders began discounting to maintain sales velocity and to liquidate accumulating finished homes inventory.
Read more...
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Good Business Takes Good People
By Tom Richey, MIRM, CAASH
By the time this article is printed, the Olympics will have passed and heroes made. You can bet that those gifted athletes who take home gold medals won them through the combination of natural ability (called "A-Naturals" in sales talk) and brutally hard work. The greatest athletes, musicians, or performing arts icons sweat blood preparing for the Big Event. In our industry, how do we find the "A-Naturals" who combine talent and work ethic? First, there are tests that can identify sales talent. Calipers of Princeton, N.J., is a good one. Also, the book, Finding and Empowering Star Sales People, by Doug Swallow and Tom Richey references a hiring toolkit. If you are able to obtain a reference from a former employer, you may be able to find out about their work ethic and positive mental attitude. In today's litigious environment though, former employers are reluctant to give out any more than a "Yes, they worked for our company." Read more...
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New Home Warranties Protect Builders and Homeowners
By Professional Warranty Service Corporation
Challenges: For many builders, getting buyers to the closing table has been a challenge these last few years. Foreclosures, increased financial regulations, excess inventory, and even low appraisals are continuing to have an unwelcome impact on New Home Sales. Even with some positive news lately, these and other economic conditions have caused "consumer confidence" to be unsteady at best. So, how can an Insurance-backed New Home Warranty help? Let me explain.
Many builders continue to provide vague, general... or unwritten warranties, which lead to the kinds of misunderstandings that create customer service problems and even litigation. There are two basic types of warranties: Implied and Express. Read more...
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 Product News Trane Introduces Award-Winning ComfortLink II Control
By Trane
Building on Trane's legacy of category-leading product design and performance, the company's latest introduction-the ComfortLink™ II Control-is an advanced command center that provides a seamless interface between your system and your life. The ComfortLink II Control is designed with busy homeowners in mind; it's easy to use, see displayed data and understand with simple programming features, service reminders and a system runtime monitor, which includes weekly and monthly views, all in an effort to provide the perfect experience within the home. The product has been honored with many awards, including the International Consumer Electronics Show (CES) Innovations 2011 Design and Engineering Award and the coveted Popular Mechanics Breakthrough Award.
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Builder Partnerships at IBS
International Builders Show
Las Vegas
January 22-24, 2013
Visit our Booth #N1855
8th Annual Networking Reception at IBS 2013
Monday, January 21, 2013 6:00pm to 7:30pm
Embassy Suites Convention Center
Catch up with friends in the industry at the 8th Annual Networking Reception
To Register, click here
Read more...
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Survey: Builder Attitudes Toward Manufacturers
By Builder Partnerships and Whizard Strategies
 Builder Partnerships recently surveyed its membership regarding their attitudes about working with manufacturers and converting to new products. Working with our service provider, Mark Mitchell at Whizard Strategies, we received 70 responses from our 500 members, and they provided a clear feedback on what builders want from manufacturers and what manufacturers can improve to serve builders better, thereby gaining greater market share.
Mitchell addressed the issue in a webinar that was presented on September 13, 2012 and is archived here. Below is a summary of the results. Read more...
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Partner Notes
McCaleb Homes Featured in Builder Magazine
Builder Partnerships member from Edmund, Okla., was spotlighted in a recent Builder Magazine article for their internet concierge work. The company has worked with BP service provider, Brad Bombardiere, CEO of Realty Concepts to put the program together. To read the article, click here
Emser Tile Introduces a New Tile: Cape Cod
Cape Cod is a beautifully handcrafted, double-fired glazed tile offered in two finishes: Cristallo Crackle and Matte. The Cristallo Crackle finish is unique and pronounced, and is available in four colors including: Antique Beige, Artisan Cream, Ocean Blue, Willow Green. The Matte finish is soft and smooth, and comes in two neutral colors: Ivory and Natural. Cape Cod's subtle colors create a warm, pleasant atmosphere.
To learn more, click here
Charlie Scott Talks Teams and Customer Satisfaction on HousingZone.com Woodland, O'Brien and Scott partner, Charlie Scott talks about the importance of a strong team and how that relates to increased levels of customer satisfaction. Check out his blog at HousingZone.com by clicking here. To read more, click here For more Partner Notes, click here
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Upcoming Events
The Superintendent's Job-Front Line Manager
Thursday, Nov. 15 - 17, 2012
Embassy Suites - DTC
10250 East Costilla Avenue
Centennial, Colo 80112
The Superintendent's Job-Front Line Manager is designed as an interactive experience to help your team improve job site management techniques. It will provide the necessary tools to increase overall profitability and customer satisfaction through a strong focus on building the house right the first time: on quality, on budget, and on time.
Estimating, Purchasing, and Job Costing Wednesday, Dec. 5 - 7, 2012 Embassy Suites - DTC 10250 East Costilla Avenue Centennial, Colo 80112 Estimating, Purchasing and Job Costing is an introductory seminar designed to improve profitability through a more accurate and effective estimating and purchasing department. Good estimating and purchasing is critical to obtaining superior profitability, and can increase your bottom line by as much as 5%. Our goal is to provide a wide range of tools that attendees can use to realize results immediately upon return to their companies. To Register, click here Read more updates...
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Builder Partnerships manages highly competitive rebate and incentive programs and works to strengthen relationships between builders, manufacturers and other service providers in the home building industry. Currently, we have more than 500 builders, more than 75 manufacturers and several service providers associated with our program.
For more information, visit www.builderpartnerships.com
The Shinn Group has more than 500 builder clients located across the U.S. and Canada, including top performers among regional homebuilders. We offer sound management and financial principles and practices to home builders across the U.S. and Canada.
For more information, visit www.theshinngroup.com
Shinn Consulting is a widely recognized and well-respected leader providing consulting to homebuilders. It is dedicated to improving the professionalism of the home building industry.
For more information, visit www.shinnconsulting.com
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