INSIGHTS Magazine Fall 2021

6 6 FAQs CONTENTS 20 2 1 Over 70% of Participants 64 5 1 5 21 3 0

Program INSIGHTS

Why Register 52

Steps to Receive Your Rebate Check

The Member Rebate Program is a FREE member benefit of your State Home Builders Association that is available to all active Builder & Remodeler members.

Received more than their annual dues to their association last year!

The average rebate per Builder/Remodeler company who participated in 20 20

$1, 4 95.13

► Visit us online to Register & Claim! HBArebates.com Call us Toll-Free: 866.849.8400 Like Us On Facebook facebook.com/MemberRebateProgram

1 | INSIGHTS Magazine | HBArebates.com FALL 20 2 1 The Member Rebate Program rewards Builders & Remodelers for using any of the 5 0+ participating manufacturers.

Take advantage of the Member Rebate Program today!

© 2021 Delta Faucet Company

MAKE CHANGE SIMPLE.

Coranto ™ Kitchen Collection

Brings controlled refinement with a light, clean, up-to-date feel through its transitional design style. Conceived as an updated, universally appealing take on traditional styling, its overall proportions are stretched, its lines are simplified and its detailing is subtle, but present.

See the complete Coranto ™ Kitchen Collection at deltafaucet.com .

Available exclusively to Delta ® trade customers.

MORE COVERAGE THAN A STANDARD SHOWER HEAD *

© 2021 Delta Faucet Company

H 2 OKINETIC

® ULTRASOAK ™ SPRAY

H 2 OKINETIC ® TECHNOLOGY

H 2 Okinetic

® Showers Give You More.

Our innovative Delta ® H ® Technology creates advanced, unique water patterns, efficiently delivering 3x the coverage of a standard shower head * and the feeling of more water and water pressure. Each of our sprays equipped with this technology make every shower feel like a retreat. 2 Okinetic

Learn more at deltafaucet.com .

*Coverage measure in accordance with EPA WaterSense ® Specification for shower heads, March 4, 2010

*Coverage measure in accordance with EPA WaterSense ® Specification for shower heads, March 4, 2010 H 2 OKINETIC

® POWERDRENCH ® SPRAY

LEAN ON ME The kitchen sink, your silent hero.

Sink: PERFORMA CASCADE SUPER SINGLE BOWL, Metallic Gray Faucet: EMPRESSA TM BRIDGE, Stainless Finish Accessories: Mesh Colander and CapFlow

The kitchen sink is a humble, selfless companion you can rely on day in and day out. Think beyond the basics and optimize your sink experience with functional design details and unique bowl configurations. Explore a wealth of options with the strength, durability and beauty of SILGRANIT ® .

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I N S I G H T S Magazine

INSIGHTS to our Quarterly Claim Deadlines Please remember that in 2019, based on Manufacturer feedback, our quarterly claim deadlines are final deadlines with no exceptions. www.HBArebates.com/calendar Quarterly deadlines are as follows - Current Quarter:

1 st Quarter 2021 – End of May 2021 / 2 nd Quarter 2021 – End of August 2021 3 rd Quarter 2021 – End of November 2021 / 4 th Quarter 2021 – End of February 2022

INSIGHTS to an updated Manufacturer

InSinkErator has expanded their rebated product

line beginning this quarter! New Garbage Disposal products have been added to our Claim Forms. Both the Badger and Contract or lines have been added. New Hot Water Dispenser Series have also been added. Be rewarded for your loyalty! InSinkErator Products

INSIGHTS to our Online Claim Form method Many Builders have requested an easier version of our Online Claim Form that could be completed through

our website. Our updated Online Claim Form method allows the user to complete the Claim Form on their time with a new save feature. It also allows the user to claim using different products per residential address or the same products in multiple residential addresses. Simply choose the Manufacturers you are claiming for and what is required to verify appears to complete. Once the form is completed, it generates a .pdf for your records. We encourage you to choose the method that best works for you. Remember, we are here to assist in any way. www.HBArebates.com/claimonline

INSIGHTS to our HBA Claim Days

Register at: www.HBArebates.com/claimdays Every quarter, our team is here to assist you with your quarterly Claim Form during our HBA Claim Days. Schedule a time with an HBA Team Member and we will complete your claim and answer any questions you might have to make this a simple process to complete. If you need any assistance, at any time, please Contact Us and we will be happy to assist you. Our team can answer any Manufacturer product questions, assist in how to receive your rebate check, or even complete a claim with you online.

FALL 20 2 1 5

INSIGHTS Magazine | HBArebates.com

+ NEW 1.0 HP Contractor 1000 Contractor 333

GET IT DONE. CONTRACTORS PUT YOUR SIGNATURE ON EVERY DISPOSER YOU INSTALL with the exclusive Contractor Series, only from InSinkErator ®

CONTRACTORS SIMPLY PERFORM BETTER.

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grind components STAINLESS STEEL

3/4 to 1 HP

7 to 8 year

1-800-558-5700 www.insinkerator.com

INVENTED. DESIGNED. ASSEMBLED. IN USA

© 2020 InSinkErator, InSinkErator ® is a business unit of Emerson Electric Co. All Rights Reserved.

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U N P ROT E C T E D S U R FAC E

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WITH DALTILE DEFEND ™ POWERED BY MICROBAN ® , YOU CAN WORRY LESS AND LIVE MORE IN SPACES YOU TRUST

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LEARN MORE AT WWW.DALTILE.COM/DEFEND

©2021 Daltile Microban ® is a registered trademark of Microban Products Company.

Adjustable Closet & Storage System W hen style, flexibility, and affordability are critical, builders choose ShelfTrack ® EVO ClosetMaid’s premiumadjustable systemengineered for both the homeowner and builder.

With re-engineered hardware, premiummelamine shelving andquick-install accessories. ShelfTrack EVO gives professionals in the industry a fast, easy‑to-install solution and provides the flexibility / adjustability that can be added-to or customized after the closing by the homeowner. Perfect Solution for today’s homeowners at a mid-level price point.

Featuring 4 finish color options:

BRIAN DOUGHERTY | Vice President – Building & Strategic Sales M +1 352 209-9289 | O +1 407 587-4836 BRYANWALKER | National Sales Manager-Building Division M +1 385 450-0797

Mountain Ash Frosted Birch Golden Oak

White

13485 Veterans Way, Orlando, FL 32827

www.closetmaidpro.com

© 2021 ClosetMaid LLC

Breaking the mold

From condominiums to upscale, suburban homes, we have a kitchen solution for you. Now with Signature Kitchen Suite, LG SIGNATURE, LG STUDIO, and LG in our portfolio, we take pride in matching your passion with proven performance and design. Any one of our four brands can bring your vision to life with our innovative kitchen designs for every homeowner imaginable. Learn more at lgbuilder.com.

Copyright 2021 © LG Electronics USA, Inc, 111 Sylvan Ave Englewood Cliffs, NJ, 07632. All rights reserved. "LG Life's Good" is a registered trademark of LG Corp. All other trademarks are the property of their respective owners. Prices and products may vary by retailer. Designs, features and specifications are subject to change without notice.

The Best Homes Deserve the Ultimate Laundry Room

Thanks to LG Styler for reduced wrinkles and daily refreshes, the innovative LG SideKick ™ for small loads that can’t wait, and advanced washers and dryers, the LG Ultimate Laundry Room keeps the whole family’s clothes looking, smelling and feeling great — every day of the week. Learn more at lgbuilder.com

Copyright 2021 © LG Electronics USA, Inc, 111 Sylvan Ave Englewood Cliffs, NJ, 07632. All rights reserved. “LG Life’s Good” is a registered trademark of LG Corp. All other trademarks are the property of their respective owners. Prices and products may vary by retailer. Designs, features and specifications are subject to change without notice.

Power Control USB

Motion Sensor

PowerOut Light

Temp/Humi Sensor

AirQuality Sensor

Charger GuideLight Temp/Humi/ MotionSensor

Why work with us?

We are the most cost-effective smart-building solution.

We are the only future-proof, modular smart device in the global market today.

We provide real-time power monitoring and energy use insights.

We provide exceptional after sales and warranty support.

“After careful research of top cost-effective smart home technologies, we are delighted to have Swidget added to our list of top industry brands. This NAHB award winning company will provide you with a competitive advantage and additional revenue streams. Swidget is one of the most versatile smart devices on the market today.” Rich Robinson, Vice President, HBAMember Rebate Program “For builders and industry professionals like me, looking to capitalize on the smart home wave without committing to technology that is obsolete before the first residents move in, Swidget is a natural choice. I have Swidget devices in my home, and I’ve experienced how easy they are to use.” Jason August CSP CMP, North Star Synergies, Inc.

Easily demo our smart home solution without leaving your desk. Experience first-hand through our Virtual Demo Studio how using Swidget products can easily turn your house into an energy efficient Smart Home! Visit us at swidget.com to schedule your personalized demo.

DIAMOND ™ VALVE ELIMINATES WEAR ON SEALS, ENSURING LEAK-FREE OPERATION FOR LIFE OF THE FAUCET

INNOFLEX ® PEX SUPPLY LINES ARE INTEGRATED INTO THE FAUCET FOR ONE LESS LEAK POINT

© 2021 Delta Faucet Company

DIAMOND SEAL ® TECHNOLOGY

A Lifetime of Reliable Performance.

Give your clients an experience they can rely on with a faucet that performs like new for life. Delta ® DIAMOND Seal ® Technology uses a patented design to reduce leak points and last twice as long as the industry standard*— ensuring leak-free operation for the life of the faucet.

Learn more at deltafaucet.com .

*Industry standard is based on ASME A112.18.1 of 500,000 cycles.

© 2021 Delta Faucet Company

CHANGE YOUR EXPECTATIONS.

Kayra ™ Bath Collection

Designed to add seamless beauty to a space while the integrated pull-down spray wand helps keep it that way by quickly and easily clearing away toothpaste, dirt and other debris that may fall into the sink.

See the complete Kayra ™ Bath Collection at deltafaucet.com .

Available exclusively to Delta ® trade customers.

INSIGHTS MEMBER REBATE PROGRAM

In 2002, Supply and Install LLC was founded by Richard and Rich Robinson to help small to mid-size Builders be rewarded for their loyalty the same way as the largest volume Builders In 2006, with 12 participating Manufacturers, they partnered with the Pennsylvania and Michigan Home Builders Associations becoming their Member Rebate Program. Today, the Member Rebate Program is a member benefit of 43 State HBA's and over 600 Local HBA's. There are over 50 participating Manufacturers exclusive to their given product category.

877-476-0011 richard@HBArebates.com

866-849-8400 rich@HBArebates.com

Our Vice-President, Rich Robinson, is a 3rd generation HBA member. He was the 2018 NAHB Young Professionals Committee Chair and the 2020 NAHB Membership Committee Chair. Rich currently is on the NAHB Associates & Resolutions Committees, he serves on the Board of Directors at Shore Builders Association of Central NJ, is the Associate VP at BA of Northern NJ, is a BOD member of the New Jersey Builders Association, is the NJBA Associate delegate on the NAHB Leadership Council and serves as the NJBA B U ILD-PAC Trustee. In 2019, Rich was inducted in the NAHB Society of Honored Associates and in 2020, he was named the NAHB Associate of the Year.

Our President, Richard Robinson, is a 2nd generation HBA member, Statesman Spike and leading Spike in the history of the NJBA. He is a Life Director on the Board at both Shore Builders Association of Central NJ and the NJ Builders Association. He is on the NAHB Associates and Membership Committees and is a delegate on the NAHB Leadership Council. Prior to founding this company, Richard founded a successful chain of lumberyards in New Jersey.

TOGETHER, RICHARD AND RICH UNDERSTAND THE IMPORTANCE OF RECRUITMENT AND ESPECIALLY RETENTION IN THEHBA.

Our Builder/Remodeler manager is Josh Shields. Josh handles our Builder communications. 732-722-8392 / josh@HBArebates.com

Our HBA manager is Kim Klein. Kim handles all direct HBA communications. 732-612-3865 / kim@HBArebates.com

www.HBArebates.com

PAVER FLOOR NOMINEE ™ SAND NM10

FIREPLACE PANORAMIC PORCELAIN SURFACES ™ OPAL TRAVERTINE CM84

TAKE IT OUTSIDE From the rooftop or driveway to your outdoor kitchen and beyond – explore the most innovative, all-weather product solutions for superior performance and exceptional design to create the outdoor oasis of your dreams.

FREE DESIGN SERVICES AVAILABLE!

©2021 Daltile

Pleasing homebuyers just got easier. Homebuyers rank fireplaces as a “must have” because it is the focal point of their home—the natural gathering spot that connects the family. With an easy SimpliFire solution to meet any space, installation, or budget, you make your homebuyers happy.

Explore your options at simplifire.com

A “must have” for any home. A fireplace sets your homes apart from the rest.

Your “ace up the sleeve.” Looking for that edge to improve customer satisfaction, grow referrals, sell your homes faster and grow your profits? Fireplaces are the answer!

Market research shows homebuyers consistently rate fireplaces as a top feature. Nine out of 10 homebuyers desire a fireplace and 7 of 10 feel it is a “must have” in their new home. An opportunity for high sales potential. A fireplace sets you apart from the rest. It is interesting that at the same time that homebuilders have scaled back the inclusion of fireplaces by 15 percent, homebuyer perception as a “must have” has grown nearly 10 percent.

The choice is clear: Make your homes preferred by including a reliable, high-quality gas or electric fireplace from the best brands in the business.

You can stand out from the crowd by having an affordable, beautiful fireplace as a standard feature in your plans and walk-through models.

heatnglo.com

Fits your plans in all types of new construction.

Best of all, homebuyers want fireplaces in luxury, move-up, entry, and attached homes. More than the heat, they crave the ambiance, memories, comfort, and emotion that only a fireplace can provide, making a house feel like a home. You will create the emotion they don’t feel from your competitor’s offering down the road.

heatilator.com

simplifire.com

OTHER DECKS AREN’T EVEN IN THE NEIGHBORHOOD.

Coastline ® , Mahogany and Dark Hickory from the TimberTech ® AZEK ® Vintage Collection ®

BETTER TECH. BETTERDECK.™ It’s no comparison. TimberTech decking looks the most like real wood. Performs the best. Lasts the longest. And, on top of all that, benefits the environment. So, don’t settle for an inferior, plastic-looking deck when you can have the best right in your own backyard.

TimberTech.com

©2021 AZEK Building Products

TRIM | MOULDING | SIDING

PAINTPRO ® TECHNOLOGY

NO Sanding Needed

NO Priming Needed

Faster Dry Times

Superior Paint Adhesion

ENGINEERED TO BE THE BEST SUBSTRATE FOR PAINT AZEK ® Trim and Siding with PaintPro ® Technology offers the most low-maintenance paintable substrate in the market. Products engineered with PaintPro Technology paint more efficiently and bond more effectively with paint, all while maintaining the moisture-resistant qualities of Classic AZEK Trim made from engineered polymer. Ditch peeling, cracking, and chipping paint by choosing AZEK Trim and Siding with PaintPro for a painted finish that endures beautifully.

Learn more and order samples AZEKexteriors.com

I N S I G H T S Magazine

INSIGHTS to new participating Manufacturers for Q3 ’2 1

LARSON STORM DOORS LARSON® is recognized for making homes better with a market-leading selection of storm doors, high-efficiency interior and exterior storm windows, a patented porch window with retractable screens, retractable screens for large openings, and other door and wind-ow innovations.

For over 65 years, LARSON® has worked hard to become a leading innovator, delivering the best products and services, and offering storm door installation systems that are the easiest in the market to install. As part of our long-standing commitment to product excellence and customer satisfaction, we place a high value on the people that make it happen. Our products reflect this commitment as we strive to create and enhance living spaces throughout the country. Choose LARSON® with confidence! https://www.larsondoors.com/

INSIGHTS to new participating Affiliate Partners for Q3 ’2 1 ASSOCIATION OF PROFESSIONAL BUDERS

We’re here to improve the experience of both clients & builders in the residential construction industry. Right now, this industry has a bad name. Look on any forum or ask anyone who’s built before and over 80% will tell you it was a bad experience. It’s n ot always the builder’s fault. There’s a lack of education out there for builders about the sales process, financials, marketing and the day-to-day running of a building company. We’re not here to help the cowboys of the industry, but rather the hard -working builders that want to build high-quality homes and earn a decent living doing so. If we can all operate at a standard that is so high, the cowboys will leave the industry and residential construction will turn into a professional services industry just like law, engineering or medical. We want to see a shift where consumers expect to pay for quotes and builders’ time, rather than pitting all builders against each other. Did you know that 80% of builders will go out of business in the next five years due to a lack of business skills and knowledge? And of those remaining companies, another 80% will fail in the following five years? Our goal is simply to increase the number of Professional Builders in the industry, and in turn, improve the experience for both clients and builders. We provide training and resources for builders to use in order to develop their building companies into Professional Builders of choice. https://associationofprofessionalbuilders.com/ PARADIGMNEXT ParadigmNEXT is a results-proven full-service agency delivering informed strategy and bottom-line impact for clients across the lifespan of their business. We partner with businesses to evolve their brands and promote their offerings through a range of business development services, marketing capabilities, integrated communications, design, and digital support. https://paradigmnext.com/

FALL 20 2 1 21

INSIGHTS Magazine | HBArebates.com

Introduction

Adding a Larson® storm door improves energy efficiency of the entryway, reduces maintenance needs, and helps the entry door perform better. Premium extruded aluminum and durable wood-core components provide superior protection against the elements while adding an abundant array of design options. Retractable, interchangeable and standard screen options offer even more opportunities to achieve the look you desire while helping to keep your home warmer in the winter and cooler in the summertime. All of Larson’s extruded aluminum doors include a Limited Lifetime Warranty and the peace of mind that comes with ordering from a top-tier manufacturer.

Classic Elegance ® 149-FV in White

Front Cover: Classic Elegance® 146-FV in Almond (top), Classic Elegance® 149-FV in White (bottom - left), Lifestyle 830-82 in White (bottom - right)

Buyer's Guide No matter the style or design, Larson® storm doors add comfort and security to any home. When choosing a Larson storm door for your next home or building project, you have a wide selection of materials, technology, color, screen and hardware options to consider. Our comprehensive Buyer’s Guide provides an overview of our Larson product offering and lists the unique benefits of each selection. When you’re ready to learn more, in-depth product information can be found on corresponding product pages.

Views

Glass Information Full-View

Mid-View

High-View

Clear Tempered Glass Available with all storm doors except Secure-Elegance®.

Double Bevel Decorative double-bevel full view glass available with Classic Elegance® EasyVent® Selection and Classic Elegance® Elegant Selection™.

KeepSafe® KeepSafe® Glass has a laminated security shield between two pieces of factory strengthened glass. When impacted, the broken glass clings to the laminated interlayer and remains intact. The glass is permanently affixed to the frame of the door so it stands up to repeated blows by blunt objects. Available with Secure-Elegance® only.

Low-E High-performance glass offers better year-round insulation and reduces the harmful fading effect of the sun to protect your entry door and floor. Available with Classic Elegance® Series.

Low E GLASS

BuyER'S GuIdE

Buyer's Guide

Classic Elegance ®

Secure Elegance ®

Retractable Screen

Interchangeable Screen

Security Door

The Classic Elegance® Retractable Screen collection represents the premium offering. They offer the convenience of Screen Away® technology and the widest variety of style, glass, color, hardware and finish options. Each product in this line utilizes a keyed deadbolt lockset for enhanced security and is paired with a Limited Lifetime Warranty .

The Secure Elegance® collection features a combination of KeepSafe® glass and a powerful 3 point locking system to make this door the most secure storm door available. In addition to the Limited Lifetime Warranty , Larson also provides a $1000 Break-In Protection Warranty for added peace of mind.

The Classic Elegance® Interchangeable Screen collection is an excellent option for those seeking premium quality with seasonal ventilation control. These single-lite doors have no crossbar and feature multiple color and lockset hardware finish options. They include a keyed deadbolt lockset for enhanced security, and are paired with a Limited Lifetime Warranty .

Available Colors:

Available Colors:

Available Colors:

ALMOND SANDSTONE

ALMOND SANDSTONE

ALMOND SANDSTONE

WHITE

WHITE

WHITE

BROWN

BROWN

BROWN

BLACK

BLACK

BLACK

GREEN CRANBERRY

GREEN CRANBERRY

GREEN CRANBERRY

Buyer's Guide

Buyer's Guide

Classic-View ®

Lifestyle

Interchangeable Screen

Standard Screen

Retractable Screen

The Classic-View® Full-View collection is an excellent option for anyone seeking a moderately priced Full-View storm door. This collection sports a slightly thinner construction, and will require extra storage for glass and screens when not in use. All Classic-View® doors include a Limited Lifetime Warranty .

The Classic-View® Standard Screen is a great choice for those seeking a door with a reinforced kick-panel and a reversible screen which allows for top or bottom ventilation. These doors are available in your choice white or brown with color-matching hardware. All Classic-View® doors include a Limited Lifetime Warranty .

The Lifestyle door is an economy wood core door that includes Screen Away® technology and decorative hardware options. These doors are available in white only and feature a mortise lock with inside locking hardware in two color choices and a 10 year warranty .

Available Colors:

Available Colors:

Available Colors:

WHITE

WHITE

WHITE

BROWN

BROWN

BuyER'S GuIdE

Buyer's Guide

Hardware Finishes

Life-Core ®

Vinyl-Clad

BRASS

BRUSHED NICKEL

WHITE

BROWN

ANTIQUE BRASS

AGED BRONZE

Standard Screen

Standard Screen

The Life-Core® collection is an economy wood core door with unique features that make it more durable in high traffic situations. This is the perfect choice for Landlords and Property Managers who need a door that will stand up well to excessive wear and tear. All Life-Core® doors include a 10 year warranty .

Our Vinyl-Clad offering is an economy wood core door that features standard ventilation and standard hardware. It is available in white only and includes a 5 year warranty .

SANDSTONE

MATTE BLACK

Installation

All Larson® Storm Doors are equipped with EasyHang®.

Available Colors:

Available Colors:

INSTALLATION

What makes the EasyHang® System so easy? • An exact fit with mounting rail extenders • Pre-drilled hinge locator holes • Easy mounting with no cutting or sawing needed

WHITE

WHITE

BROWN

BuyER'S GuIdE

How Builders Can Charge For Quotes And Avoid Working For Free

Your own time has a value, so even if you are not paying an estimator then there is still a cost associated with every quote you produce. Builders that charge for quotes are 8 times more likely to win a job as opposed to those who do not. So while the easy option may appear to be ‘just do it’ or ‘quote and hope’, the reality is that you’re probably wasting your time. And if you think you can’t charge to quote a job… think again, because in this article we'll explain exactly how members of the Association Of Professional Builders are doing it every week… But before we start, let's get clear on one thing.... Are you spending your own money quoting jobs for free? An estimate is exactly that, an estimation of what a job might cost. It’s an indication based on your experience. The accuracy will depend on the systems you use and the experience you have. But it’s not something you should spend hours on. And you certainly don’t waste a minute of your time even looking at a plan unless you have qualified the prospect beforehand. But when you have a qualified prospect, and you’ve taken a look at their plans and given them an initial ball-park estimate, then it’s time to move in for the sale… and charge for a quote. We don’t have time to go into all the details of what you should include in the quote or the price you should charge here, but we’ll definitely cover this off in a future article for you. The thing is, if your prospect doesn't want to pay for your services, it simply means they either do not see value in what you are offering, or they are a price-checker that has no intention of building with you. So get rid of them fast. An estimate is not a quote.

If they’re not sure, let them come back when they are. They should then go back into your builders CRM system to be nurtured over time until they are ready. But for the rest, you can give these guys 100%. They have shown a commitment to you, now it’s up to you to over deliver and wow them with your communication and professionalism. You see, now you have their full attention. They’re not running around trying to get seven different builders to quote their job, they’re waiting on you and you only. This is critical because people will give you their attention before they give you their money. So if you are going to hit them up for a seven hundred thousand dollar contract in a few months time, you’d better start interacting with them on a regular basis now.

If that leaves you with one or two jobs to quote, it clearly shows the problem is with your marketing and sales process. Instead of complaining about losing jobs on price, start working on your business and put yourself in a position to win jobs at a decent margin.

We call this process ‘racking the shotgun’.

Basically, when you are presented with 10 prospects who all want a free quote, you have two options. Option 1 is to do them all badly. You only have a limited amount of time which is not enough to take each and every one of these opportunities through to contract. Communication is delayed, quoting is rushed, items get missed and your margin suffers. Option 2 is to rack the shotgun. Qualify each and every prospect hard before volunteering your time for free. And for those prospects that qualify, set their expectations about what will be done as part of an estimate and what happens next as part of the quoting process. Be clear with them, if you are going to invest your time estimating their job, are they prepared to spend money getting their job professionally quoted in order for you to produce a fixed price contract? If they are, you have buy in.

This Is Your Big Opportunity, So Ask More Questions.

You cannot deal with everyone that asks for a free estimate so 'rack the shotgun' and identify the hottest prospects. Because when you follow this process you’ll be signing contracts at much higher margins than you ever thought were possible. This is just a small part of the sales process for builders. To download the complete process, click on the link below.

To learn more download the Sales Blueprint For Builders: go.associationofprofessionalbuilders.com/blueprint

How A Professional Builder Prices A Building Contract

Your building company is in serious danger of losing money, especially if you plan on growing. The traditional method of pricing jobs is to apply a margin to the cost of sales. The problem with this method is that you are hoping you will make enough profit to cover your overheads and wages. Building companies with revenues of less than $6m DO NOT enjoy the same economies of scale as traditional businesses like manufacturing or retailing. This results in builders making little, or no net profit at the end of the year, despite taking on more work and increasing their revenue. When a building company grows, their net profit margin decreases. Even when they don’t reduce their margin, they can still end up losing money... How is that possible? The problem lies in the method they are using to price their jobs. Most builders add a nominal markup of say 20% to their cost of sale which gives them a contract price to charge the client. The problem with this strategy is that it doesn’t always cover the running costs for the business. If you are adding a margin to the cost of materials and labour in order to calculate a contract price… then stop right now.

But when workflow increases and additional resources are taken on, the amount of fixed costs, as a proportion of the contract price also increase. When that happens you have 3 problems. First, you don’t know what your break even point is. Second, although you are increasing your cash reserves, if you are not making a profit then you’re creating a hidden liability that will get bigger and bigger, a bit like giant Ponzi scheme. And third, you’ll probably end up cutting margins in order to win more work, which only compounds the problem and increases the hidden liability in your building company. It’s a bit like the Federal Reserve Bank in the US, only no one will be bailing you out. But you may get prosecuted for trading insolvently. The reason it is so important to grow a building company profitably is because the retained net profit provides the foundations to support a growing business. Without retained net profit you are effectively building a house of cards that will fall over in the next market downturn.

Where Most Builders Go Wrong In fact, when it comes to quoting a larger project, most builders actually reduce their profit in order to win the job when in fact they really need to be increasing the margin to cover the additional running costs. It’s the reason why you hear so many builders say they were earning more money when they were doing less jobs. It’s also the reason why so many building companies run into cash flow problems. And it’s why so many builders end up with nothing to show for decades of hard work. The good news is that there is an easy solution to the problem. Building companies need to price their jobs using a net margin instead of gross margin. When you apply a net margin to project you are guaranteed to make a profit. But when you apply a gross margin to a project, you are simply hoping to make a profit. And that’s fine when your turnover is at a consistent level.

To learn more download the Professional Builders’ Secrets To Increasing Margins here: go.associationofprofessionalbuilders.com/increasingmargins

HOW THE MEMBER REBATE PROGRAM IS MARKETED

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TABrebates.com

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BRAD DELEWARE BRADrebates.com

LHBA LOUISIANA LHBArebates.com

NCHBA NORTH CAROLINA

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BIAW WASHINGTON

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FHBA FLORIDA FHBArebates. com

WBA WISCONSIN

NDAB NORTHDAKOTA

OHIO HBA OHIO

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HBAG GEORGIA HBAGrebates.com

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HBAI ILLNOIS HBA/rebates.com

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The Average Rebate Per Builder/Remodel Company Who Participated in 2020 Was: $1,495.13!

www.HBArebates.com

FLOOR REVOTILE ™ DARK WALNUT RV83

SLAB ONE QUARTZ SURFACES ® STATUARY GLORY OQ52 SHOWER WALL MYTHOLOGY ™ SANTORINI MY90

BE PART OF THE TILE REVOLUTION . PATENTED PORCELAIN TILE INSTALLS 2X FASTER * IN 3 EASY STEPS: 1. PLACE UNDERLAYMENT | 2. CLICK TILES TOGETHER | 3. GROUT IMMEDIATELY.

LEARN MORE AT DALTILE.COM/REVOTILE. ©2021 Daltile * When compared to installing 300 sq ft., 6 x 24 porcelain tile with a three-man crew using typical trade installation practices and tools, and a 3 hour rapid dry mortar cure.

© 2021 Delta Faucet Company

MULTICHOICE ® UNIVERSAL VALVE

One Rough. Unlimited Possibilities.

The Delta ® MultiChoice ® Universal Valve gives you the ability to change shower styles as easily as customers change their minds. Upgrade the style and functionality of your clients’ showers without altering the plumbing behind the wall, offering flexibility that you and your customers will appreciate.

Learn more at deltafaucet.com .

Huntsman Building Solutions utilizes innovative technology to provide builders with an unmatched offering of energy-saving spray foam solutions.

When integrated with the right building materials, spray foam insulation is a key component of a high-performance home.

The High-Performance Builder Program exemplifies our commitment to strengthen builder relationships through five specific builder support functions:

Education Training sessions with builder sales and operations to help develop and enhance the understanding and knowledge of our products, applications, installation, warranty, features and benefits. Marketing Print and media collateral to help educate homeowners by illustrating the advantages of spray foam insulation and promoting the benefits of a high-performance home. Building Science Design assistance and building envelope assessment to support the adoption of our products, identify construction changes in building materials, and increase overall energy performance of the home. Authorized Contractors Vast network of direct authorized contractors to help safeguard correct and sustainable installation, with access to training courses involving safety, maintenance, and proper spray techniques. Product Innovation Commitment to innovation, sustainability, and product development creates high-performance spray foam solutions for all parts of the building envelope.

10003 Woodloch Forest Drive, The Woodlands, Texas 77380 Tel: 281.719.6000

www.huntsmanbuildingsolutions.com A business unit of Huntsman Corporation

Huntsman Building Solutions , a business unit of Huntsman Corp., is a recognized industry leader in the use of innovative technology and advanced science to create a variety of open-cell and closed-cell spray foam formulas and coatings. Our focus remains meeting market demands for more energy-efficient products to serve a range of industries, including residential, commercial, industrial, institutional, and agricultural. Huntsman Building Solutions was created in May 2020, following Huntsman’s acquisition of Icynene-Lapolla in February 2020, and Demilec in April 2018. Together, the businesses are now one of the world’s leading SPF providers and the fifth largest insulation manufacturer in the world. The combined business provides customers with an unmatched offering of energy-saving open-cell and closed-cell spray foam solutions.

For more information, visit www.huntsmanbuildingsolutions.com.

Demilec Expands operations into USA, Arlington, Texas

Demilec opens new facility in Arlington, Texas

Icynene-Lapolla is founded

Demilec Founded in Montreal, Canada

Huntsman Building Solutions is founded

1977 1983 1986 1997 2013 2014 2018 2018

2019 2020

Lapolla creates first HFO spray foam solution

Huntsman purchases Demilec

Huntsman purchases Icynene-Lapolla

Lapolla Industries Founded in Tempe, Arizona

Icynene Founded in Mississauga, Canada

Continuous Insulation with Closed Cell Spray Foam

Roofing Foam Application

Roofing Foam with Coatings

Exterior HFO Application

Open Cell Wall Foam Application

AN: 20.00011 | REV: 10.20.20

BETTER TECH, BETTER DECK ™

CAPPED POLYMER DECKING

4-SIDED CAPPED COMPOSITE DECKING 3-SIDED CAPPED COMPOSITE DECKING

Design and technology are at the core of everything we do at TimberTech. We sustainably make our low-maintenance, eco-friendly products better, stronger, smarter, and more beautiful so you have the options to suit your unique style. Choose from a wide variety of colors, wood grains, and widths to create unique designs that impress — all backed by the industry’s best warranties. Imagine the possibilities at TimberTech.com.

Imagine the possibilities at T IMBERTECH .COM

THINK BIG. DELIVER BIGGER. Give homebuyers what they want—an amazing fireplace. The Foundation Series delivers big, bold flames, touch control, flexibility of heat or no heat, and cool-to-the-touch glass. You can install this modern gas fireplace with wood framing, run combustible materials up to the opening, and put a TV overhead. It will fit any project with four configurations and multiple sizes.

See how a Foundation Series can fit your plans at pro.heatnglo.com.

Study after study, homebuyers rank a fireplace as essential because it anchors their space and creates an emotional connection to the home. Look to Heatilator, the #1 fireplace among builders, for a dependable solution to make your home the one to have and grow your profits. Connect on emotion.

Make one part of your next home at pro.heatilator.com.

Cayce P500156-078 $249.40 US MSRP

Rainey P400168-143 $336.10 US MSRP

PL_1210_02/18

Illuminate your style. With designer-inspired collections for every style from Progress Lighting, your possibilities are endless. This is the moment you’ve been waiting for. Enjoy your dream home.

MODERN

SHOP BY STYLE

PROGRESSLIGHTING.COM

Tobin P400181-031 $180.54 US MSRP

Zag P400149-078 $216.80 US MSRP

Globe LED P500147-015-30 $113.90 US MSRP

BOHEMIAN

COASTAL

CRAFTSMAN

FARMHOUSE

LUXE

MODERN

MID-CENTURY MODERN

RUSTIC

TRANSITIONAL

TRADITIONAL

URBAN INDUSTRIAL VINTAGE ELECTRIC

SOLID CHOICE Jacuzzi goes back to nature with the expanded Solid Surface Collection. Using our premium Luxecast ® composite material containing minerals derived from natural stone, we have created more sophisticated and imaginative designs in baths and sinks than ever before.

Introducing the new Karina ™ Bath.

Visit jacuzziluxurybath.com to download the new Bath Collection Catalog.

I N S I G H T S Magazine

INSIGHTS to our newest Affiliate Partners

INSIGHTS to our Affiliate Partners

Bolt (Contractor Project Management and Scheduling Software) - Bolt is an integrated cloud-based solution for trade contractors in new home construction. The software helps users simplify project management,

scheduling, and estimating. Use Bolt on your phone or tablet to get instant access to job information, control over constantly changing schedules, and insights into job profitability. Pull work orders directly from the builder's system to save time on data entry and eliminate errors.

BuildTools (Construction Project Management Software) - BuildTools is cloud-based construction project management software for custom home builders and remodelers. The

solution helps users organize the chaos of building projects, providing one spot for scheduling, budgeting, purchasing, service, and client communication. It integrates seamlessly with QuickBooks Desktop or Online to eliminate double entry.

North Star Synergies (Business Development Strategy Firm) - Founder and president, S. Robert August, has years of experience turning bold visions into bold realities in the local,

national, and international real estate and retail marketing communities. Our team has helped generate over 25 billion dollars in revenue with our clients. We create fundamental change, putting in place cultures and systems to enable pervasive customer satisfaction and lasting success.

Sherwin Williams (Paint - New Customers Only) – Interested in switching to Sherwin Williams? Switch and receive a quarterly rebate through the Member Rebate Program for being a new customer! Sherwin Williams, "America's Paint Company," is the largest producer of paints, varnishes, and specialty coatings in the United States.

The Source H20 (Water Purification) - is a leader in water purification and has been awarded Customer Service Excellence Awards 14 years in a row along with being a Gold Star member of the BBB and WQA. We have a focused vision to educate all of today's water quality concerns and solutions. We look forward to educating and promoting sustainability and the benefits of living with clarified water in the home. Let The Source H2O help you change your life through clean water. VIZ Graphics (Visualization Marketing Company) - VIZ Graphics is a full-service visualization marketing company specializing in 3D renderings, virtual tours, interactive sales tools, websites, design & other graphics. We take pride in offering the highest quality service and experience in creating architectural renderings and illustrations, virtual tours, 3D models, innovative website solutions and creative marketing collateral. VIZ provides the tools necessary to turn your project into reality.

FALL 20 2 1 3 3

INSIGHTS Magazine | HBArebates.com

YOU SEE A FAMILY’S DREAM HOME. WE SEE A dream PARTNERSHIP.

You have a vision. We have the innovative coatings and legendary service to help you bring it to life. Look to Sherwin-Williams for products that give you a competitive edge. Count on us for expert color consultation. And rely on us for upgrades that exceed customer expectations along with solutions to help youmaximize e ciencies. At Sherwin-Williams, our dream is to be your partner in success. Learn more at sw-builders.com

©2017 The Sherwin-Williams Company

ProjectManagement, Scheduling, andEstimatingSolution Built for the Trades by the Trades Get Organized and Increase Your Pro f its B olt lets you plan, communicate, and execute your new residential construction jobs more efficiently. Built for the trades by the trades, B olt was designed with you in mind. The simple, easy-to-use interface means getting more done in less time and helps you make more money on each job.

Prevent Unnecessary Trips to Job Sites

Integrate with Popular Software

Manage Plans and Documents in One Place

Make Better Decisions with Insights

Easily Estimate & Manage Bids

Say Goodbye to Paper and Whiteboards Use B olt on your phone or tablet to get instant access to job information, control over a constantly changing schedules, and insights into job profitability.

Work with home builders? Simplify project management, scheduling, and estimating from your mobile device with B olt. B olt helps all mechanical and specialty contractors manage their jobs more efficiently. Our customers include: HVAC, electrical, plumbing, framing, painting, flooring, drywall, insulation, concrete, landscaping, and more!

Scheduling • Improve how you schedule jobs, reduce back-and-forth trips, and manage more tasks • Quickly assign work and reschedule jobs • Receive “job ready” confirmations and eliminate wasted trips to the site • See the current status or progress of a work order based on the color or icon • Track time, location, and log specific activity directly to the work assigned to a crew • Crews and supervisors only see their scheduled work to keep data secure

Project Management Solutions • Manage job details , and provide detailed accurate reporting • Keep all specific job documents all in one spot so you can find the answers you need in seconds • Quickly access job contracts so you know exactly what you're getting paid to do • Job options, extras, and material counts ensure accurate material pull sheets • Profit and loss reports are calculated using invoiced totals and accurate material and labor costs

Estimating Solutions • Manage a large volume of bids, update costs, and send accurate materials to the job site • Produce a high volume of estimates using bid cloning and template tools • Choose whether a bid is revised for new jobs, or jobs already in progress • Material pull sheet data comes from one source, ensuring accuracy • Specifications are stored in one place and seen throughout the entire build cycle of a job • Easily update parts to feed current costs to profit loss reports. Quickly compare jobs costs to original bid

INTEGRATES WITH POPULAR SOFTWARE PROGRAMS

IMPROVED ORGANIZATION LEADS TO 35% GROWTH

"We are so organized that our supervisors now walk out of the office with just an iPad and measuring tape." Larry Causey C & B Electric

©2020 ECI and the ECI logo are trademarks or registered trademarks of ECI Software Solutions, Inc. All rights reserved. 866-374-3221 | www.boltsoftware.com | How business gets done. Learn how you can grow your business using Bolt !

Proven Project Management Software for CustomHome Builders and Remodelers

Built for builders, by builders

Organize the chaos of construction and grow your business without adding personnel. BuildTools ® helps you keep all your construction projects in sync and up to date.

Save time by streamlining processes

Centralize project communication and documents

Simplify change order management

Generate more accurate estimates

Customize cost codes

Become a builder of choice for trades

No more surprises or costly mistakes

Use BuildTools to simplify the construction process and manage every aspect of your business so you can have more control while minimizing costly mistakes and over-runs.

We’ve designed BuildTools specifically for managing custom projects and the significant time, energy, communication, and paperwork that goes into them. Manage all your project needs in one place and keep everyone involved up to date, including subcontractors, homeowners, project managers, architects, and more. We’re CustomBuilder & Remodeler Focused

Communication Communication is the cornerstone of any successful project. Comment on project details instantly. Search every comment easily. Communication simplified, perfected. Scheduling Simple, yet powerful. View project schedules for all your resources, subcontractors and employees alike, across all your projects. Budgeting Reduce errors and increase profitability. With unique cost codes, you have all the tools you need to build and manage project budgets. Change Orders Stay on top of changes and keep more money in your pocket. It only takes one mistake to see your profit on a project go from hero to zero. Documents Keep your documents stored in one place, under one project. In the field or behind your desk, you and your team can view and upload all job-related files anywhere, anytime.

Selections Stay on top of every detail. Manage selections from one place that’s accessible to the client, designer, and the construction team. Clients can easily approve selections online, which integrates with change orders, budgets, and more. Service Keep it simple and streamline your warranty request process. Manage and document your post construction work orders to put the finishing touches on each job.

Accounting Integrations Save time and costly errors with seamless

accounting integrations. Synchronize invoices, POs, budgets, contacts, and more. No more double entry.

Bid Management Streamline the bidding process and make it easy for vendors and subcontractors to submit their bids. Easily review submissions and pick the right people for the job.

©2020 ECI and the ECI logo are trademarks or registered trademarks of ECI Software Solutions, Inc. All rights reserved. 877-693-2171 | www.buildtools.com | How business gets done. Learn how you can grow your business using BuildTools !