HBWeekly

Managing Subcontractors – Beyond the Job Site

Posted on September 1, 2015 by Erika Carruth

It is important to know the difference between an employee and subcontractor. Here are a few key points to review when classifying a subcontractor.

When it comes to managing subcontractors, there is quite a bit to consider before they even begin on the job site. How employees and subcontractors are classified has become a hot topic in our industry, and there are regulations in place to limit misclassification of workers. In Fiscal Year 2014, the Wage and Hour Division (WHD) of the U.S. Department of Labor led an investigation that resulted in more than “$79 million in back wages for more than 109,000 workers in various industries” (source: Department of Labor). Such overwhelming evidence of misclassification has fueled continued investigations, as well as questions by employers to ensure they are in accordance with the guidelines and laws. The tax law covering subcontractors can be intricate and complicated. It is important to have (at the very minimum) a basic understanding of the difference between subcontractors and employees so you can discuss your particular situation with a tax professional. In order to assist in determining whether or not you should classify a worker as an employee or subcontractor, here is a brief guide (based on standards published by the Internal Revenue Service) to walk you through the basics:

Employee vs. Subcontractor – According to the IRS, the difference between an employee and a subcontractor depends on the employer’s authority to provide direction to and control of the worker. In determining the employment tax status of a worker, the IRS considers three (3) main areas:

Behavioral Control – Behavioral control refers to whether you, as the employer, have the right to direct and control how the actual work is processed. It is about the “right” to control, not whether or not you choose to direct or control. Instructions and training provided to a worker are important factors to be considered. A subcontractor should not require or receive detailed instructions or training on how to complete job related tasks. If classified as a subcontractor, the individual should be expected, for the most part, to provide his/her own tools, equipment, and materials. The company is not in a position to control and define the hours of a subcontractor. Subcontractors may also hire employees or independent contractors, including individuals who may be involved with executing action items within your contract.
Financial Control – Financial control includes three areas of focus: Investment, expenses and opportunity for profit/loss. When it comes to investment, employees are not usually responsible for major investments in company or job-related equipment. If the worker is required to own or rent costly equipment to complete the job at hand, he/she may be a subcontractor. The same goes for costly and on-going job-related expenses – Employees do not usually have high and repeated expenses without proper reimbursement. A worker that carries the burden of on-going expenses that are not reimbursed may be a subcontractor. A subcontractor is also free to make choices about equipment and expenses that may impact his/her profit and loss. Although employees may be involved in a similar decision-making process, such decisions would not be reflected in his/her salary.
Relationship of Parties – This area addresses how the company and worker view their relationship. Expectations should be clear and agreed upon by both parties. For example, it is somewhat common knowledge that an employee may be eligible for company benefits such as sick days, vacation, insurance and pension (if applicable). Keep in mind, just because a worker does not have such benefits does not automatically denote that he/she can and should be classified as a subcontractor. Benefits alone are not enough to define the relationship between the worker and business. If you have a worker who is classified as a subcontractor, you will want to have a clear and signed contract that describes the fees, deliverables and methods for payment and communication. More importantly, you will want to abide strictly by the contract. If the nature of the business/worker relationship changes, you should make appropriate amendments to the contract or consider reclassification if necessary. A subcontractor should have the freedom and ability to simultaneously work for multiple companies. Even if you have a monthly retainer agreement, it is important to understand and allow the subcontractor the opportunity to meet other clients’ needs.

Once you work through the details and follow the guidance of a tax professional to determine if your worker is a subcontractor, you will need to keep the proper paperwork and documents in order. Upon carefully reviewing and signing a contract with a subcontractor, provide him/her with Form W-9 to complete and have on company file; information collected on the W-9, along with total payments, will be used for producing a Form 1099 at the end of the fiscal year to the subcontractor. The subcontractor is responsible for keeping his/her own records and properly handling income and self-employment taxes. Request workers’ compensation and general liability insurance certificates, if and when applicable. If not applicable, include a memo in the file clarifying why the subcontractor was not required to furnish proof of such insurance. For documentation purposes, provide your accountant with a list for sign-off of all subcontractors (receiving $600+) and criteria for determining their status as a subcontractor.

Before classifying workers, it is advisable to seek guidance from your company attorney and/or tax professional. For more detailed information on the Department of Labor’s initiatives within your state, visit WHD’s webpage that highlights the misclassification initiative by region. Once you have your workers properly classified and all documents in order, make a habit to “check-in” on contracts and adjust as needed.

HBW serves contractors and construction/design professionals in Alabama, Georgia, Texas, Florida, and Oklahoma. HBW offers the most current building trend and permitting activity reports, along with White Papers to assist in your marketing efforts. Contact us for a complimentary building data report or white paper today.

Eye on Florida – Top 10 Builders of July 2015

Posted on August 27, 2015 by Erika Carruth

Home building and construction jobs are growing in Florida. Here’s a look at builders that are leading new residential construction throughout the region.

Earlier this week, the Daily Journal of Commerce highlighted the latest analysis of Labor Department data performed by the Associated General Contractors of America. Although the report reflected uneven job growth across the U.S., there was a significant increase in construction job growth within various states, more specifically Florida. Florida ranked second, behind California, with 26,500 new construction jobs over the last year ending in July.

Along with an increase in new construction jobs in Florida, sales of new homes in July were up by 5.4% across the country and 5.8% in the South (source: Commerce Dept.). Although less than predicted, the trend is indicative of a strengthening housing market. According to the Freddie Multi-Indicator Market Index, the Florida housing market is improving; for the month of June, it scored 75.1 points, an improvement of 2.6% over the last month and an increase of more than 13% over the last year.

With such positive news in construction for Florida, it’s no wonder that HBW has produced a report to highlight Florida’s Top Builders in July 2015. Based on new permits pulled in July, here’s a look at the bulk of new residential construction activity and the leading companies.

Tampa

This month, Fortune Magazine listed Lennar Homes as #69 out of 100 of the fastest growing companies. For this reason, it should be no surprise that Lennar Homes holds the #1 spot in Tampa for new residential construction in July with 121 new home starts (total value: $31,285,132). The Villages of Lake Sumter is second in the area with 66 (total value: $25,024,351), and D.R. Horton takes third with 39 new residential construction projects (total value: $8,269,141).

Tampa Top 10 for the month of July 2015

Jacksonville

Although third in Tampa, D.R. Horton led Jacksonville in new residential construction in July with 79 new home starts (total value: $13,566,264). Coming in at a close second and higher total value ($17,500,441), Lennar Homes had 71 new home starts, while Pulte Homes is third with 62 for the month (total value: $12,970,972).

Jacksonville Top 10 for the month of July 2015

Southwest Florida

Lennar Homes took the lead again in SW Florida for July with 128 new residential construction starts (total value: $29,293,280). Pulte Homes held strong in second with 107 (total value: $24,290,694), while WCI Communities made an impact in the area with 71 new home starts (total value: $16,339,164).

Southwest FL Top 10 for the month of July 2015

Southeast Florida

G.L. Homes led South Florida in July with 63 new home starts (total value: $23,829,165). Second and third are no strangers to leading construction in Florida, as D.R. Horton had 45 new home starts (total value: $14,945,950) and Lennar Homes had 35 in the Southeast (total value: $12,479,288).

Southeast FL Top 10 for the month of July 2015

Orlando

With Lennar Homes leading in Tampa and Southwest Florida, it can be expected to see them in the #1 spot in Orlando with 100 new home starts (total value: $15,177,714) in July. D.R. Horton was close behind in second with 79 new residential construction permits (total value: $22,024,824), and Pulte Homes was third from the top of the leader board with 67 (total value: $23,675,180).

Orlando Top 10 for the month of July 2015

To learn more about the permit data pulled and used to compile the graphs above, or to gain access to the latest construction permit information available in Florida, Alabama, Georgia, Texas and Oklahoma, contact HBW for details. Get the knowledge you need to expand your client base and be one of the businesses highlighted in HBW’s next monthly “Top 10” report.

Are You Severe Weather Ready?

Posted on August 25, 2015 by Erika Carruth

September is “National Preparedness Month” – Have a plan for keeping your job site and business safe during severe weather.

Screenshot from video source: Weather Channel

As most of us are aware, Hurricane Season runs from June 1^st to November 30^th each year. This means that we are only halfway through the season and severe weather can and is brewing. NOAA’s 2015 Atlantic Hurricane Season Outlook (issued August 6, 2015) confirmed earlier forecasts of a season with fewer named storms than historical averages in 2015, but don’t get too comfortable… The truth is that it only takes one severe storm to cause catastrophic damage. According to the Weather Channel’s latest, Tropical Storm Erika is currently in the Atlantic; although it’s not expected to make an impact on the U.S. at this point, it certainly is a wake-up call to be prepared for Hurricane Season and other severe weather.

As a construction industry professional, weather conditions hold significant importance with your job sites, crews and clients, even more so than other industries. Safety and communication are crucial in managing clients’ expectations and employees. For this reason, it is prudent to be ahead of the weather by reviewing your safety plan and implementing some basic guidelines:

Prepare Clients – When executing a contract, it is certainly best practice to have a clause covering the possibility of delays due to natural forces and unforeseen circumstances. Although it may be in the fine print, it is your responsibility to make sure your clients understand the potential implications of severe weather conditions on the project and construction timeline. Managing expectations is paramount in maintaining a quality and long-term relationship with your clients. Be upfront and direct about the possibility of delays due to weather while communicating your plans and intentions for following through on the original and proposed timeline. Such delays will also directly impact other outstanding projects, so make sure that you have balanced your schedule and communicated realistic expectations with all clients who may be affected.

In addition to adjusting timelines and client expectations, you should review all job sites prior to the arrival of severe weather. Are your materials and equipment secure? Are there large objects or outdoor fixtures that could damage your ongoing work? Inform the client of steps he/she can take to secure the exterior of their home and proper storage of outdoor furniture or other hazards that could be avoided.

Prepare Crews – If you don’t already have a weather safety plan and guidelines for your crews, you should. When the heat is high, scheduled water breaks and readily available water are a must. When lightning is in the area, your teams should know to seek shelter until it has passed. Your foremen and crews should demonstrate a clear understanding of all safety regulations and equipment, and all job sites should be properly outfitted with safety instructions, tools and gear. Provide crews with a checklist for securing the site in the case of severe weather. Take time each year to review your plan for applicability and effectiveness. Consider adding additional training or tools. OSHA has a free easy-to-use app (OSHA Heat Safety Tool) for calculating the heat index, and with September being National Preparedness Month, it is a perfect time to instate a new or revise your current Disaster Plan.

Prepare Office – Beyond “battening down the hatches”, your office should have a proper plan for managing employee communication, evacuations, office equipment and more. You will want to assess all possible hazards that exist and could potentially have an impact on day-to-day operations. Points of contact should be designated early on, along with proper distribution of an emergency call tree. According to the Insurance Information Institute, up to 40% of businesses affected by a natural disaster never reopen. With such daunting statistics, it is well worth taking the time to construct, implement and test a proper Disaster Plan.

Being severe weather ready is more than safety kits, canned food, water and flashlights. For construction business owners, there are various levels of liability, extending from the job site to the office. Don’t wait until a 2-day warning is issued for a severe weather emergency. Make sure you have a plan in place and that your crews and clients are aware of how your business will operate under extreme weather conditions.

HBW Report (Florida + Atlanta): New Residential Construction Heats Up in the South

Posted on August 21, 2015 by Erika Carruth

For those of us living in the South, we know that the temperatures have been at a high this summer. For those of you who are receiving HBW’s Construction Data Reports, you are already aware of the highs that Florida and Metro Atlanta have been experiencing in new residential construction through the 2^nd Quarter of 2015.

According to a recent article in the Wall Street Journal, single-family home sales in Florida were up 19.6% (condos up 14.6%) in June 2015 compared to a year ago. In the article, Florida ranked second (behind California) in volume for primary and secondary homes at Quicken Loans. With the unbearable winter that most northerners experienced this past year, it is no surprise that many of them are on the move and looking for a better winter in Florida.

With the increased demand for housing in the South, there has been a marked increase in new residential construction for various areas of Florida and Metro Atlanta. Based on the latest information pulled from the HBW database, new residential construction is moving in a positive direction.

FL + Metro Atlanta YTD Comparison thru 2nd Quarter 2014/2015 – HBWeekly.com

Through the 2^nd Quarter of 2015, every section of Florida and Metro Atlanta have reflected increases in new residential construction (in comparison to 2014). In Florida, Central Florida has experienced a 21% increase in new residential construction through the second quarter (compared to 2014), with a total of 6,130 new homes permitted to be built on record so far. Coming in at 2^nd, West Florida has a 4% increase through Q2 with 5,621 new residential permits, and at a close third Southwest Florida is up 20% since 2014 with 5,543 new homes. Neighbors in Metro Atlanta have experienced a 12% increase overall in comparison to the previous year, and Gwinnett County is leading with 1,568 new homes permitted.

FL + GA New Residential Construction 2015 Q1 vs. Q2 – HBWeekly.com

If we are to take a glimpse at 2015 residential construction activity alone, we will notice that the year just keeps getting better as every area of Florida and Metro Atlanta have increased activity in Q2 with the exception of Northwest Florida. That being stated, Northwest Florida is still healthy as it maintains consistent levels of residential construction through both quarters, while the major spikes are evident in Metro Atlanta with a 17% increase from Q1 to Q2. Central and Southwest Florida also continued to rise with both reflecting a 15% increase from the first to second quarter of 2015.

For builders in both states, it is useful to know which counties have reflected the highest residential construction activity in 2015 thus far. For this reason, we have used HBW reports to highlight the Top 10 counties in Florida and Metro Atlanta through Q2:

Florida Top 10 2015 thru Q2 - HBWeekly.com

Florida Top 10 Counties 2015 thru Q2 – HBWeekly.com

In Florida, Orange County takes the lead through Q2, with 2,745 new homes on record, an increase of 22% compared to 2014. Hillsborough County is a distant second at 1,883 (+19% compared to 2014), and Collier comes in at a close third with a 28% increase and 1,514 new homes permitted.

Top 10 Counties Metro Atlanta 2015 thru Q2 - HBWeekly.com

Metro Atlanta Top 10 Counties 2015 thru Q2 – HBWeekly.com

In Metro Atlanta, Gwinnett County is leading the area with 1, 568 new home permits through Q2 (+5% compared to 2014). Forsyth comes in at second at 1,494 (+10% compared to 2014), and Fulton is at a close third with 1,330 (+23% compared to 2014) new homes. Although Cobb County is down by 48% in comparison to 2014, it shows signs of recovery with a 15% increase in new residential construction from Q1 to Q2.

So, what does all of this information mean to you? Increased construction means more permit information is being added to the HBW database each week. Make sure to get your copy of the latest HBW construction data reports. New construction equals new leads, and new leads are the key to generating new business.

Visit HBWeekly.com or call 1-877-332-1411 for more information.

Tech Talk: Construction Materials from the Future

Posted on August 18, 2015 by Erika Carruth

The future is now when it comes to the latest technologies in construction.

As modern technology moves seemingly at the speed of light, there is always a new app, running system or gadget waiting to be discovered with the promise of making our lives easier and more efficient. The same rings true in construction and design as there is constant and new development of building and construction materials that have been invented with the same objective… To make life and building easier and more efficient.

Sometimes we can look to new technology for inspiration and other times we may just find that one new tool for which we have been waiting. You don’t have to travel in a time machine to gain a glimpse into the future of construction building materials. Here are some futuristic and advanced technologies that are buzzing in our industry:

Cool Brick wall assembly – Image source: EmergingObjects.com

3D cool bricks

We are well aware of the cooling properties of water, but adding them to bricks is something new. 3D Cool Bricks have been designed to cool rooms through the use of water. As a leader in the 3D printing industry, Emerging Objects developed porous ceramic “Cool Bricks” to lower the cost of cooling homes that are in hot and arid climates. Much like Legos, the cool bricks fit together to build a screen. Although the method of evaporative cooling is not new, providing a brick system for the process is certainly cutting-edge. Considering the predicted rise in cooling costs associated with global warming, cool bricks could prove to be a viable and affordable cooling solution in the future. Emerging Objects already has plans to use 3D printing technology to construct entire buildings – Sounds like 3D cooling homes may not be too far off in the distant future.

Example of inner structure of a ‘closed-graphitic-shell’ aerographite variant. (SEM image provided by TUHH and CAU), wikipedia

Aero-graphite

Developed by a team of researchers at the University of Kiel and the Technical University of Hamburg (Germany), aero-graphite is one of the lightest structural materials ever made. With a density of .00112 lbs/ft., this synthetic foam made from a network of tiny porous carbon tubes is 75 times lighter than styrofoam. In addition to being flexible, it is a strong and stable material that can withstand vibration and even conduct electricity. This product has various applications such as air and water purification systems, but the imagination is the limit when it comes to the possibilities for its use in building.

Self-Healing Concrete

As popular as concrete is as a building product, it is vulnerable to cracks. Dutch Researchers discovered a product to “remedy” this issue by developing a self-healing concrete. This groundbreaking, or rather ground repairing, technology can be useful in a multitude of applications, from road ways and sidewalks to building foundations and driveways. So how does it work? Self-healing concrete uses encapsulated bacteria and calcium lactate that dissolve when water enters the concrete cracks. The bacteria feeds on calcium lactate which then causes a chemical reaction resulting in limestone. The newly formed limestone then seals the cracks, and the concrete gains its original strength. Self-healing concrete has the potential for reducing both the frequency and cost of concrete repairs. Researchers are still conducting outdoor tests to see if the concrete can be put to real and everyday use.

SolTech Sigma – Image source: soltechenergy.com

Glass roof tiles

SolTech Energy (Sweden) has developed a unique home heating system contained within roof tiles constructed from ordinary transparent glass. The tiles weigh and look very similar in shape to terra cotta clay tiles. Aside from giving the home a unique look (think ice castle), glass roof tiles provide warmth to the building. The installation method has much to do with how they function. Tiles are installed with a black nylon canvas underneath it. Along with the dark color absorbing the heat, solar ray capturing devices are located under the tiles and connected to the existing heating or hot water system. The hot air begins to circulate and enters the heating system via an accumulator tank. Although it uses the sun’s heat, it is still functional on cloudy days and dark nights as it has the capacity to store heat in the layers of air existing beneath the canvas. The system can generate up to 350 kWH of heat per 10 square feet.

What do you think of “futuristic” building materials? Are you currently incorporating high-tech and eco-friendly materials in your building projects? As products and possibilities emerge in our industry, it is important to consider new technologies to determine their value in your current projects, as an add-on or for new clients to come.

Social Media: It’s Time for a Check-Up

Posted on August 14, 2015 by Erika Carruth

It takes more than just a website to get noticed. Make time to review your social media profiles and practices to get the most out of your internet presence.

Let’s face it, as a construction and design professional social media is not a number one priority. As we are inundated with information on analytics and methods for tracking progress and reach, for most businesses social media becomes a full-time job or even a full department. So how does an industry professional go about stepping in the waters of social media without taking on the overhead associated with an additional full-time employee? Although it may not be a primary priority, social media should be an integral part of your marketing strategy. When your latest HBW lead wants to know more about your business and current projects, you will want to make sure that:

They can find you online.
They can see that you are experienced and active in the industry.

Here is an easy 7-point check-up for your current or future social media efforts:

Choose a Network(s) – There is an array of social networks from which to choose. Instagram is a great place to exhibit your latest remodel or new construction project, while Twitter is a fast and furious way to get updates out in a flash. When choosing your networks, make sure they are a good platform for both your message and reaching your audience. LinkedIn is great for B2B, but to be effective, an update on LinkedIn will require more details in a post than an Instagram snapshot.
Schedule Posts – Between construction deadlines, constant emails and phone calls, it is easy for an active account to become inactive quickly. Before you know it, a month or two will pass and your fresh content has become old seemingly overnight. For this reason, it is important to manage a publishing calendar. Try to schedule posts for a given month ahead of time. FaceBook has an easy “scheduler” built-in, and there are a myriad of social media management tools designed specifically for this purpose, which brings us to #3…
Use Your Tools – At some point, if not already, you will have several profiles. To save time, use a tool for managing multiple accounts. Apps like HootSuite and Buffer enable you to schedule and post across several platforms simultaneously. Although it may take a little time to get accustomed to these tools, they are fairly user-friendly and are ultimately designed to save you time in the long run.
Be Safe – Safety has many levels in social media. To start with the most basic of safety guidelines, make sure your settings are geared up to meet your ability to filter and respond to comments. How much information would you like to have public or private? Do you want visitors to have the ability to post on your “wall”? If so, think about having them filter through your administrator before becoming public. If you want your guests to be able to rate your business, remember that this will also leave you open to the good, the bad and the ugly of rating systems.
Get Social – This is social media after all. Don’t be afraid to interact and have conversations with new followers. Respond to comments and feedback in a timely manner, as well as new messages and followers. On Twitter, it is easy to share information from your followers with a simple RT (Retweet) and thank and recognize the latest additions to your network. Your content should be engaging; engaging content invites feedback and interaction. Surveys and contests are a couple of ways to spark conversations, but you will need to build upon those initial interactions to make them valuable. Offer useful information that your HBW leads and clients would be interested in reading. For example, if your recent work includes a number of kitchen remodels, provide tips for maintaining granite countertops or getting the most out of tile floors.
Know Your Voice – Be consistent in your brand and message. Too often, a business will have a multitude of employees accessing the company’s social pages with the hope of increasing activity; this can lead to inconsistencies and duplication. No matter who manages your profiles, he/she should have a strong understanding of your brand, audience and voice. The language and level of communication should be consistent throughout, and more importantly, information, design and content should be in sync across all media from your website and social pages to literature and advertisements.
Link Up – Active social pages are a great way to boost SEO and expand your reach. Make sure your website and social profiles all contain links to each other. If you have partner sites or other businesses that you work with on an exclusive or frequent basis, you may want to consider sharing links on each other’s websites. Don’t forget about publications, business cards, brochures and flyers; invite followers and inform readers about how and where they can find you.

Once you have given your social media profiles a thorough review and “check-up”, you will be on your way to healthier social media marketing campaign. And remember… An ounce of prevention is worth a pound of cure, so be proactive in maintaining your profiles for a strong and healthy internet presence.

Managing Leads On-the-Go

Posted on August 11, 2015 by Erika Carruth

As a busy contractor, it is important to have a contact management system in place that allows you to access leads on-the-go.

Last week, we posted about areas to consider when taking the next steps with your newly acquired HBW leads. In our fast-paced, high-tech, highly mobile lifestyles, it is important that we review key components for easily managing leads away from the office. As contractors, our office space is usually split somewhere between the office, vehicle and job sites. For this reason, it is important to have a leads and contact management system that is accessible from any location and through a variety of devices. Laptops are great but not ideal for every location, so when looking for a CRM (Customer Relationship Management) system or a simple contact management app, there is more to consider than just which one to use. Depending on your budget and requirements, a full-scale CRM system may not be a first priority, but you will most definitely want a cohesive method for managing activity with your HBW leads. Keeping your leads and activity organized is vital to contact management – Here are 5 tips for getting started:

1. Compatibility – There are a number of contact management tools out there, and sifting through them can become a daunting task. One way to narrow-down your options is to make sure the app and/or system is compatible with your devices. Does it support Android and/or Apple? Will you be able to view and edit contacts from your Mac or PC? Additionally, you will want the flexibility to import and export contacts and data easily between devices. With HBW reports, you have a variety of formats available (Excel, CSV, dbase, pdf) which leaves your options for compatible systems wide-open.

2. Take Action, Quickly – When you receive reports from HBW, lead data is current and reflects the most recent activity from a given week. When it comes to leads, the age-old expression “strike while the iron is hot” rings true – According to Harvard Business Review, companies that contact prospects within one hour of an inquiry are almost 7x more likely to reach a key decision-maker. If you have a sales team or others who share lead information in your business, you will want to distribute the information quickly. Make sure that the contact management system you choose will allow you to quickly import, distribute and share information with a variety of users. Also, set up alerts to ensure leads with a high quality score are pinged to all pertinent members of your sales team.

3. Choose a Management System – Whether you are looking for a robust CRM system or a simpler contact management system, you will need to choose an application that will meet current and future needs, as well as your budget. There is an abundance of effective tools on the market, so it is imperative that you take a comprehensive look at who will be using the tool and what information you will be recording and tracking. Many CRM systems allow you trials or offer free and limited use, and most contact management apps are free and enable users to integrate social media, websites and other information not offered in a basic “contacts” app. Some of the more widely used and free contact management apps include the following:

Google Contacts – More than just a mere address book, Google Contacts will allow you to easily import/export contacts, as well as access them from almost any device. You can add just about any possible information to your contacts, and Google will automatically update it with their Google+ information. For notes, you can keep text notes on contact pages which is a great way to track information that you’d otherwise add to a contact’s page in a CRM system.

Screenshot – Apple App Store

Highrise – Highrise is an app that was created by the makers of the widely known project management app “Basecamp”. It is like having one piece of paper with every possible detail about your contacts, including contact information, related tasks, conversations, documents and more. It also provides tools for tracking deals and progress.

Screenshot – Apple App Store

FullContact – This software and contact management app will allow you to sync your contacts across all devices. You are able to add social profiles and photos to your contacts, as well as clean and merge duplicates. It will also allow you to import your HBW leads (CSV) into your unified list of contacts.

4. Make a Hard Copy and Back-up – Since HBW reports are available in a variety of formats from spreadsheets to easily printable PDFs, this next step is a breeze. Let’s face it… Sometimes, we forget to charge our phone or simply misplace it; cracked screens are another common occurrence, as well as poor signals in certain areas. Let’s not forget natural disasters either; electricity can be down for days or weeks. Make sure you can access your contacts with or without your device. Even if your hard copy just holds the basics (name, address, email, phone), it is better than having nothing at all.

5. Refresh Your Leads – Once you have a contact management system in place, make sure to refresh and add new leads to your database. It is important to follow-up with existing and open leads, but make sure you and your team continue to funnel new opportunities through your system. HBW does the work for you by staying on top of the newest construction permits and offering weekly reports; the only step left for you is to import the latest data into your system. Having a separate file or area for “Inactive” “Active” and “New” contacts will help your team be aware of the latest leads to pursue.

No matter which system you choose, from a complex CRM to a simpler contact management solution, it is worth considering a shared and multi-functional application. By utilizing the right technology for you and your team, you can save time and money by having all leads and related activity in one easily accessible location.

Industry Update: Architecture Billings Reach Highest Since 2007

Posted on August 7, 2015 by Erika Carruth

This Summer (June), Architecture Billings Index (ABI) jumped to it highest point since 2007.

If you are receiving reports and permitting data from HBW, you are already aware of the number and type of construction permits that are being pulled this summer. That being stated, by taking a look at the ABI (Architecture Billings Index) you may also gain some useful insight on nonresidential construction coming “down the pipe”. The ABI is derived from a monthly survey conducted by AIA Economics Market and Research group and serves as an economic indicator for nonresidential construction activity by 9-12 months.

The ABI Report for June proved to be promising for the construction industry. From a national perspective, Architecture billings surged… In June, the Architecture Billings Index (ABI) reported its highest score, 55.7, since 2007 which was welcome news in a year that has shown a varying “up and down” cycle; such an increase in architectural and design services, along with recent construction spending and increased employment figures, are strong indicators for a solid year (2015) for the commercial construction industry.

Blue=Design Contracts Gray=Inquiries Green=Billings

The construction sector has added about 140,000 jobs on net as of the closing of June 2015. This resulted in a decreased unemployment rate of 6.3% in June from a rate of 8.2% one year prior. July 2015 has reflected a continued drop in unemployment in the construction industry with a rate of 5.5%. (Source: Bureau of Labor Statistics)

From June 2014 through June 2015, there has been consistent growth across all regions with firms reporting increased billings throughout the Midwest, Northeast, South and West.

With ABI, 50 represents the diffusion center. A score of 50 equals no change. A score above 50 shows increase.

South (Blue)=54.9 West (Green)=50.7 Northeast (Red)=50.4 Midwest (Gray)=57.2

In the last 12 months, there has been no shortage in extreme weather conditions throughout the nation. Although such weather conditions have stalled various new construction projects, changes in weather have also increased construction for a number of firms. On average, there has been an increase of nearly 4% in new work as a result of extreme environmental conditions, with the Northeast showing the highest increase at 9.4%.

Despite the decrease in Multi-family Residential (47.0), all sectors were above 50 for June. The highest demand was reported for Institutional (59.1) and Mixed Practice (54.7) design services. Commercial/Industrial (51.6) finally experienced an increase in activity after two consecutive months of decline.

For more specific activity on construction activity in your area, check out HBW for your next report. Follow our blog for continued and expanded reporting on industry activity and trends.

You Have Leads – Now What?

Posted on August 5, 2015 by Erika Carruth

Leads are key to growing your business. Make your efforts count.

Everyone knows that solid leads are a key component to expanding your reach and ultimately expanding your business. Before getting started on developing and executing a marketing strategy, you will want to clearly define your target audience and qualify your leads. Maintaining an accurate and updated database of leads can be time consuming and cumbersome, but it is essential to maximizing the ROI of your marketing effort. When utilizing leads through HBW, you will already have this step covered. HBW leads will have the most updated and accurate information available on construction permits.

Now that you have a list of qualified leads, here are 5 areas you will want to consider as you get started:

Be Prepared – Once you have engaged your lead, it is important that you are able to provide them with all the information they will need to answer any possible question. You will want to be a few steps ahead by having an updated website, service-related social media posts, easy-to-access brochures/samples and detailed information on the services you provide. Since we are well into the Digital Age, clients expect quick turnaround time and responses, so make sure you have the bandwidth and availability for communication, site visits, estimates and executing the project. Make sure you are realistic on what you can offer and your timeline.
Make Contact – This may seem obvious, but there are many methods for making that first point of contact. You may choose to reach them through email, social media, direct mail or phone. You will want to make sure that the method you choose is the most appropriate method for the client and services you are offering. Once you have made contact, it is important that you nurture your lead. A big part of nurturing leads is putting them at ease; although you may be taking them beyond their comfort zones by offering new and innovative products and services, you will want to make sure they feel secure in what you are offering and that their questions and feedback are valuable.
Stand Out – All of us receive a barrage of advertising appeals on a daily basis; the same is true when it comes to your prospects. For this reason, you will want to make sure that you are authentic in your message once you have made contact. Your message should include your competitive edge – What makes you different and better than the competition? What services do you offer that are unique to your business? You will want to make a statement and impact from the start. For example, when having updated construction data from HBW, you can easily customize your approach as you will already be aware of their construction needs and interests. By personalizing your approach and tailoring your service package to your leads’ current interests, you are gaining one step ahead of the competition.
Track Progress – Tracking progress plays an important role in understanding which methods prove to be most effective in reaching and maintaining your leads. At the same time, you will want to have a reliable and user-friendly contact management system in place so that you can track progress with each individual. Have a schedule and steps established for communicating with your lead. For example: If a lead initially opens your e-blast and clicks to view certain pages on your website, you should include them in a related follow-up email campaign. Each point of contact you make should be documented in your database so that you know what information they have received and how often they have been contacted.
Follow-up – One email, phone call or mailing will not do the job alone. You must follow-up on every point of contact and inquiry. Procrastination is not an option when it comes to leads. Your follow-up should be immediate for inquiries (less than 1 business day); if you do not make contact on your first attempt, follow-up with them through a different communication method. Don’t let a lead fall through the cracks. Following up is more than just making a second or third point of contact; it means following through on your message and deliverables in a timely manner.

By focusing on these basic areas of lead management, you can make the most of your time and contacts. Each step that you take should be aligned with your marketing strategy, and it is equally as important to track the effectiveness of your efforts. By being prepared and having a system for tracking progress, you can transform a valuable lead into a valuable client.

The Three Biggest Remodeling Oversights

Posted on June 25, 2015 by Wendi Wilkerson

Home remodeling is tough, but these three major oversights can make the process nearly unmanageable.

Photo courtesy of ZipWall.

No matter how much effort and attention is put into planning the details of a remodel with your clients, builders often have to confront disasters caused because homeowners didn’t factor certain things in to the remodel. The best time to handle surprises like these is before they happen. When collaborating with your clients to plan their project, make sure your clients have answers to these three questions before work begins.

Do they have a contingency fund?

Photo courtesy of Wikimedia Commons.

Because they are eager to have their dream home, your clients will often budget every single penny of the remodel to be used FOR the remodel. Surprise materials expense increases, accidental damage, weather-related project delays, and unforeseen structural issues that are only revealed when walls are ripped out are only a few examples of situations that cause unexpected cost overruns.

In the midst of a stressful remodel, an unexpected extra thousand in costs can become an unmanageable obstacle for everyone. Keep your project on track by making sure that your clients set aside five to ten percent of their total remodeling budget for contingency expenses.

Have they considered going green?

Hemp-based insulation. Photo Courtesy of Wikimedia Commons.

Even if the homeowner hasn’t directly stated an interest in making their home more eco-conscious, the financial and environmental benefits of greener homes make this a discussion worth having. The best time to beef up a home’s insulation is when the project already involves ripping into the walls. If the kitchen or bathroom are being remodeled, a tankless water heater, water-conserving fixtures, LED’s, and Energy Star appliances will shrink the home’s energy usage and lower monthly utility bills. Replace the windows and doors with insulated, Energy Star- rated models.

It’s true the going green can cost quite a bit of green upfront. But clients will immediately see a return on their investment when their utility bills start shrinking. Financial benefits will also appear when it’s time to sell the home, as greener homes also retain a higher resale value over time than their non-green counterparts.

Have they thought about the landscaping?

Ruts left behind after the concrete truck visited to pour the foundation for a new addition. Photo courtesy of seeking-sparkle.blogspot.com

Sometimes the heavy traffic and machinery involved in a remodel means quite a bit of land-scraping, even when the work being done is an interior remodel. The driveway and part of the yard will undoubtedly be part of the staging area for supplies and equipment. The main access to the project may not be the front door, and workers may track all around the house and through the yard to reach the area being worked on. Fences, fountains, flowerbeds, and other landscape features may have to be ripped out altogether so that the contractor can access the area being remodeled.

On the other hand, another reason to consider landscaping is when renovations drastically update the look of the house. Old landscaping in front of a new-looking house will look outdated and sad. This lowers the curb appeal of a house that homeowners have spent heavily to improve in order to have a better sale.

Without doubt the most common oversight homeowners commit is forgetting that their yard needs to be put back in order after the remodel is complete. Often, they don’t even consider it until they see how badly damaged their yard is after the work is finished. Make sure your clients have set aside some of their remodeling budget to restore their yard afterwards, even if they aren’t sure what sort of landscaping needs to be done.