mid-atlantic builder

Vol. 52 Issue 2 May/June 2010 www.homebuilders.org MARYLAND AWARDS OF EXCELLENCE MID-ATLANTIC PLUS FOUR NEW SECTIONS Market Recovery Series Member Profile Government Affairs Stats & Facts Maryland Award of Excellence winners announced And, the winners are...

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May/June 2010 issue of Mid-Atlantic Builder magazine published by the Home Builders Association of Maryland


Page 1: Mid-Atlantic Builder

Vol. 52 Issue 2May/June 2010www.homebuilders.org



PLUSFOUR NEW SECTIONSMarket Recovery Series Member Profi leGovernment AffairsStats & Facts

Maryland Award of Excellence winners announced

And, the winners are...

Page 2: Mid-Atlantic Builder

MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org2

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Page 3: Mid-Atlantic Builder

www.homebuilders.org� MAY/JUNE�2010 MID-ATLANTIC BUILDER 1

Page 4: Mid-Atlantic Builder

MID-ATLANTIC BUILDER���MAY/JUNE�2010� www.homebuilders.org2

10 HBAM Awards of ExcellenceThe�energy�soared�during�the�evening�with�live�disco�dancers�getting�the�crowd�into�the�1970’s�“Staying�Alive”�theme�for�the�2009�Maryland�Award�of�Excellence�winners.�The�MAX�program�recognizes�local�home�builders�who�provide�buyers�with�excel-lence�in�design,�livability�and�value.�

18 Market Recovery SeriesA Builder’s Best FriendThe�slow�down�in�today’s�residential�resale�market�has�opened�up�the�door�for�builders�and�Realtors�to�work�together�like�never�before.

Signs of Recovery or Just a “Spring Fling”?New�home�sales�in�the�area�took�a�turn�for�the�better�in�early�this�year.�Townhomes�and�lower-end�single�family�home�sales�were�strong�and�move-up�single�family�homes�showed�signs�of�life.�Will�it�last?

30 Best of Builder MartMore�than�4,000�building�industry�professionals�hit�the�exhibit�fl�oor�on�March�24,�2010�to�take�advantage�of�Builder�Mart’s�annual�1-day�marketplace.

Mid-Atlantic Builder text and cover pages are printed on SFI certifi ed Anthem Matte using soy ink.

• SFI standards conserve biodiversity and protect soil and water quality, as well as wildlife habitats.

• SFI participants also plant more than 650 million trees each year to these thriving forests.

Departments 4 Publisher’s�Message 6 President’s�Message 8 Events36 New�Members40 Government�Affairs42 Stats�and�Facts

Also32 Getting to Know


34 Green BuildingHow�does�LEED-H�compare�to�NGBS?

May/June 2010 Vol. 52 Issue 2

PUBLISHERJohn Kortecamp

EDITORKristin Josephson Hogle, [email protected]

DESIGNNetwork Design GroupJen Smith, Art DirectorHeather Winkel, Graphic Designer

ADVERTISINGChris Baughan, Advertising Sales Manager410-265-7400, ext. 121 [email protected]

HBAM LEGAL COUNSELLinowes and Blocher

MID-ATLANTIC BUILDERis a publication of HBAM Member Services, Inc., a subsidiary of the Home Builders Association of Maryland, Inc., 7127 Ambassador Road, Suite 150, Baltimore, MD 21244410-265-7400, www.homebuilders.org.

Postmaster: Send address changes to Home Builders Association of Maryland, Inc., 7127 Ambassador Road, Suite 150Baltimore, MD 21244.

CUSTOM PUBLISHING SERVICES PROVIDED BYNetwork Media Partners, Inc. and Network Design Group, Executive Plaza 1, Suite 900, 11350 McCormick Road, Hunt Valley, MD 21031, 410-584-1900



Pages 21-24Pull-Out Section

www.homebuilders.org�JANUARY/FEBRUARY�2010 MID-ATLANTIC BUILDER 21





A supplement to Mid-Atlantic Builder


HBAM Remodelers Council Award of ExcellenceAzola & Associates Stone Mansion ProjectHistoric Restoration, 1M to 2M

ON�THE�COVER�P Four, Addison 11ABOVE The Polm Companies, Ltd., Cedarbrook

44 Featured RecipeAward�Winning�Chef�Night�Appetizer

44 CornerEnergy�Effi�ciency

Page 5: Mid-Atlantic Builder

www.homebuilders.org� MAY/JUNE�2010 MID-ATLANTIC BUILDER 3

When building a home, homebuyers tend to ask

for the moon. But often, their budgets stay very

much down to earth.

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Page 6: Mid-Atlantic Builder

MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org4

For the past several months, a select committee has been meeting to prepare the launch of an ambitious campaign to establish a new home for the Home Builders Association of Maryland and its non-profit charitable foundation, the Maryland Community Builders Foundation. This publish-er’s message is among the first steps in that launch, an outreach to you and the scores of other industry leaders active in our associa-tion to solicit your involvement, contribu-tions and suggestions.

We have two primary objectives; one relating principally to our Foundation, the other to the association itself. The Maryland Community Builders Foundation was cre-ated in 1999 to respond to requests for as-sistance in charitable housing/shelter related projects. Over the ensuing 11 years, associa-tion members working with and through the Foundations have played a major role in dozens of projects; large and small in scope. There is, however, much more we could do and much more we would like to do. There is one major constraint: financial resources. The Foundation has no significant or con-tinuing source of income.

Regarding the Association, our second objective is to have a physical presence in Central Maryland that stands as a testament to the strength, vitality and endurance of our industry and the Association that repre-sents it. In short we would like a signature “home” in a highly visible location on a major transportation corridor.

These two objectives come together in this effort to create a debt free facility that is owned by the Foundation and “tenanted” by the Association. Through its annual lease, it is estimated that rent income paid by the as-sociation would net the Foundation $100,000 after building operating expenses. The facil-ity itself, to be called the Maryland Center for Housing, in addition to being a signature facility in a highly visible location will be a state of the art green building and will serve as a statement of the association’s foresight and leadership in innovation and design.

This campaign calls on you and your fel-low members for donations and/or commit-ments of land, labor, money and materials. All contributions will be fully tax deduc-table as the Foundation is a fully approved 501-C3 non-profit organization.

We very much hope that you will join and support us in this campaign. We welcome your participation, contributions and sug-gestions. For more information, go to the Maryland Center for Housing Campaign link under the About the Association tab at www.homebuilders.org and feel free to contact any of the Building Committee Members listed. We will be in touch.




it st





John KortecampHBAM Executive Vice President

The Maryland Center for Housing

2010 HBAM LeAdersHiP

ExEcutivE committEEEliot Powell President

Bob Goodier President Elect

Rod HartFirst Vice President

matt WinemanAssociate Vice President

cynthia mcAuliffeSecretary

theresa LeatherburyTreasurer

mike owings Immediate Past President

cHAPtER PREsidEntsEric devito Anne Arundel CouncyRuss dickens Howard CountyEvan morville Baltimore Countysean davis Baltimore Citydan Whitehurst Upper ChesapeakePaul Kotsher Carroll County

counciL PREsidEntsGuy caiazzo HBAM Remodelers

Ryan HouckSales and Marketing Council

theresa LeatherburyLand Development Council

Bill ZahlerMaryland Residential Green Building Council

Bob GoodierCertified Master Builder/Remodeler

steven GilmanBuilder Mart

HBAm BoARd of diREctoRs

ALtERnAtE diREctoRsScott ArmigerErik DardasMatt HelminiakJay HergenroederPaul MuellerTim NaughtonAndrew J. PoffelLeslie RosenthalMary Beth Taylor

Tom BaumShawnn BittorieSteve BreedenRon CarstensPat CostelloChickie GraysonJoe GregoryJoe HikelJim HunterChip LundySandy Marenberg

James MathiasJohn MeadeDan MurtaughRich PezzulloSteve RubinJake RuppertKevin SappSusan Songy-

OwensSteve James

A statement, A Home, An endowment

Page 7: Mid-Atlantic Builder

www.homebuilders.org MAY/JUNE 2010 MID-ATLANTIC BUILDER 5

Page 8: Mid-Atlantic Builder

MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org6

What a fascinating and successful General Assembly session it was for our industry. Your government affairs staff of HBAM took on what was heretofore the unthinkable task of changing Maryland laws and regulations that might actually benefit the building industry. By teaming together with groups previously thought to be our natural adversaries such as the Chesapeake Bay Foundation, we were able to cobble together major changes to the storm water development regulations that favorably impact our industry. It would not have happened without the cooperation of our sister home builder associations as well. Whether you move dirt, swing a hammer or sit in a new home model, tip your hat in thanks to Michael Harrison and Jeff Tosi, of our government affairs department, who worked hand-in-hand with our state lobby-ist, Katie Maloney, to achieve this monu-mental success.

Fortunately, we are not just about battling government. Our Executive Vice President, John Kortecamp, keeps us all hopping with topical seminars, social events and educa-tional classes that rival any other association. Builder Mart, a hallmark event for HBAM, experienced a terrific turnout in attendance. Booth sales were short, as was expected, but the booths were well managed and the attendees were plentiful. We even had the pleasure of hosting as our guests the Mayor of Baltimore, Stephanie Rawlings-Blake and former Maryland governor, Bob Ehrlich.

It does not stop there. Just around the corner we have a Forum on the Future of real estate and a BRAC seminar specifically targeted at housing. These events give us insight into the real inner workings of our industry. The successful people in our busi-ness have an understanding of more than their narrow field. They see the big picture and how they fit in. On June 10 we will be gathering together for an evening at the ball-park to watch the O’s take on the Yankees. Networking events like these are just part of the advantages of membership in HBAM. Choosing a few of these key events is a good way to learn more about how industry works and how you can benefit from that knowl-edge. I look forward to seeing you there.

Eliot Powell2010 HBAM President


Appliance Dist. Unlimited 1BGE 31BGE Outdoor Lighting

Inside Front CoverBuilders Advantage 28-29California Closets 33Eastern Alliance 24Excel Homes 3Ferguson Enterprises, Inc. 39GE Contract Sales 9HMS Insurance 24John H Myers & Son, Inc 7Keller Stonebraker 24Marvin Windows Back CoverMid Atlantic Propane and Gas 8M&T Bank 38Northrop Group of Long & Foster

20Potomac Valley Brick & Supply 5Saratoga Insurance 37Southern Pacific Supply

Inside Back CoverVerizon Wireless 25

A Successful General Assembly Session



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www.homebuilders.org MAY/JUNE 2010 MID-ATLANTIC BUILDER 7

Frank Potepan, owner of Catonsville Homes, understands the delicate balance between quality products, quick turnarounds and competitive pricing. When Frank needed high grade windows in a pinch, he came to John H. Myers & Son for a solution. We recommended the Ply Gem MIRA Premium Series window because it's great looking, sharply priced and we knew we could get it fast. His order was placed and two weeks later the windows were hung and the house was being sided...on schedule.

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York2200 Monroe St.717-792-2500

Dallastown217 E. Maple St.717-244-4077

Hanover108 Ram Dr.717-632-0217

Looking for a solution to make your business more successful? Contact one of our sales representatives at the location nearest you.

Page 10: Mid-Atlantic Builder

MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org8

BRAC ConferenceMay 21, 2010 at 8:00 a.m.Martin’s WestHBAM Member $75 – Non-Members $95In 2006 we first learned the acronym BRAC and were told that 40,000 - 60,000 new, high paying defense related jobs were coming to Central Maryland begin-ning in 2010. By most estimates that translated to 25,000 - 40,000 new homes to be built. Well...It’s 2010. What’s the story now? Who’s really coming? Who’s already here? What kind of housing needs are anticipated? What’s the new jobs num-ber? 40,000? 60,000? Over 100,000?This is the only BRAC conference to focus EXCLUSIVELY on the HOUSING indus-try. This is YOUR BRAC CONFERENCE. Get up to date, get clued in, get on it!

EventsForum on the FutureJune 2, 2010 at 11:30 a.m.Martin’s WestHBAM Member $75 – Non-Members $95Join us as we hear from those who have made it through the ups and downs of the home building industry. They’re the best in the industry and they’ve been here be-fore. Let’s listen to what they have to say and learn from their experiences.• What is the future of building in Mary-

land for the next 10-20 years?• What challenges will we face

as an industry?• Discuss these and other issues and

engage in lively conversation with our expert panel. Earl Armiger, Orchard DevelopmentTom Bozzuto, Bozzuto HomesStewart Greenebaum, Greenebaum and Rose Associates Inc.

CALL 410-265-7400 for information on registration for our events or visit www.homebuilders.org.

HBAM Night at the Ballpark and Bullpen PartyJune 10, 2010 at 7:05 p.m.$50Oriole Park at Camden YardsO’s vs. YankeesIncludes bullpen party at 5 p.m. with all you can eat and drink until game time Tickets are in sections 326, 338 and 330.Join us for an evening of networking at the ballpark.

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MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org10

Merchandising Multi FaMily

$750,000-$849,999Company turner Development

Project Bin #1511, Baltimore, MD

And, the winners are...2009 Maryland award of Excellence Winners announced

Page 13: Mid-Atlantic Builder

www.homebuilders.org MAY/JUNE 2010 MID-ATLANTIC BUILDER 11

SMall VoluME SinglE FaMily DEtachED $299,999 anD unDErCompany The Mark Building Co., Inc. Project The Cottage, Essex, MD

SMall VoluME grEEn SinglE FaMily DEtachED hoME $1.5 M-$2MCompany Selfridge Builders, Inc.Project Stonecrest Hall, Clarksville, MD

The Sales and Marketing Council of the Home Builders Association of Maryland announced the 2009 Maryland Award of Excellence win-

ners at a ceremony held at Martin’s West on April 29, 2010. The MAX program recognizes local home build-ers who provide buyers with excellence in design, livability and value.

The energy soared during the evening with live disco dancers getting the crowd into the 1970’s “Staying Alive” theme. Jib Jab videos featuring some of the industry’s most prominent charac-ters brought the house down during the prestigious awards pro-gram. The emcee for the evening was Steve Rouse, #1 morning radio host and two time Radio and Records personality of the year award winner. One lucky attendee snagged the grand prize of a $1,500 gift card to Best Buy sponsored by SalesMark New Home Solutions.

Awards presented in the outstanding home categories in mul-tiple price ranges included: 55 and Better, Custom, Multi Family/Condominium, Single Family Detached, Townhome, Green Multi Family/Condominium Affordable Housing Rental, Green Single Family Detached, Green Townhome and The Green Home of the Year which was awarded to Baldwin Homes for their Em-erson project.

In addition to sales achievement awards, associate and indus-try achievement recognition, builders were presented market-ing awards for best brochure, logo, website, advertisement and design/selection center. Resale Agent of the Year, Merchandiser of the Year, Settlement Officer of the Year and Loan Officer of the Year awards were also presented.

A team of judges from the Virginia and Baltimore area evaluat-ed this year’s entries. The judges considered new home entries in such areas as floor plan layout, quality and convenience features, overall design and value. All award winners are members of the Home Builders Association of Maryland.

thE grEEn hoME oF thE yEar anD SMall VoluME grEEn SinglE FaMily DEtachED hoME $1M- $1.5MCompany Baldwin Homes, Inc.Project Emerson, Gambrills, MD

largE VoluME SinglE FaMily DEtatchED $400,000-$499,000Company Williamsburg Group LLCProject Thomas Goodwin, Bowie, MD

largE VoluME 55 anD BEttEr attatchED $400,000-$499,999Company Williamsburg Group LLCProject The Ellicott, Ellicot City, MD

SMall VoluME grEEn Multi FaMily/conDoMiniuM aFForDaBlE houSing rEntalCompany Old Town ConstructionProject The Residences at Ellicott Gardens, Columbia MD

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MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org12

largE VoluME toWnhoME $550,000-$649,999Company NVRProject Carnegie Place, Fulton, MD

SMall VoluME toWnhoME $450,000-$549,999Company OPaL, LLCProject Snowmass, Silver Spring, MD

SMall VoluME cuStoMizED $1M-$1.5MCompany Columbia Builders, Inc.Project Mayfair, Ellicot City, MD

Small Volume Single Family DetacheD $300,000-$399,9999Company The Mark Building Co., Inc.Project The Manor, Essex, MD

SMall VoluME toWnhoME unDEr $249,999Company The Humphrey CompaniesProject Ashford, Eldersburg, MD

SMall VoluME Multi FaMily/conDoMiniuM $350,000-$449,999Company Bozzuto Homes, Inc.Project Sugar Maple, Maple Lawn, MD

SMall VoluME 55 anD BEttEr SinglE FaMily DEtachED anD

Merchandising 55 anD BEttEr

SinglE FaMily DEtachED$500,000-$599,999

Companies The Polm Companies, Ltd. and Karen Renee Interiors

Project Cedarbrook, Severn, MD

largE VoluME toWnhoME $450,000-$549,999Company Williamsburg Group LLCProject Bracken, Laurel, MD

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rEcorD BrEaking conDoMiniuM SalECompany RexCorp RealtyProject The Ritz-Carlton Residences Baltimore, Baltimore, MD

SMall VoluME grEEn SinglE FaMily DEtachED anD SMall VoluME SinglE FaMily DEtachED hoME $700,000-$849,999Company James Keelty & Company, Inc.Project The Cambridge, Ellicot City, MD

SMall VoluME toWnhoME $350,000-$449,999Company The Polm Companies, Ltd.Project Canterbury, Laurel, MD

Silver MeritSMall VoluME SinglE FaMily DEtachED $700,000-$849,999Company Dorsey Family Homes, Inc.Project The Ellicott, Ellicot City, MD

largE VoluME SinglE FaMily DEtatchED $1M-$1.5MCompany Williamsburg Group LLCProject Wellington, Ellicot City, MD

largE VoluME SinglE FaMily DEtachED $300,000-$399,999Company Williamsburg Group LLCProject William Deaven, Bowie, MD

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MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org14

SMall VoluME grEEn SinglE FaMily hoME $300,000-$399,999Company Mandrin Homes, LTD.Project The Cottonwood, Glen Burnie, MD

SMall VoluME SinglE FaMily cuStoM $1.5M-$2M

Company Clark Turner Signature HomesProject Crown Jewel, Havre de Grace, MD

SMall VoluME toWnhoME $250,000-$349,999Company The Polm Companies, Ltd.Project Buckingham, Laurel, MD

largE VoluME cuStoM $700,000-$849,999Company Williamsburg Group LLCProject Custom Canterbury, Ellicot City, MD

SMall VoluME SinglE FaMily DEtachED $400,000-$499,999Company The Rachuba GroupProject The Lauren Marie, Eldersburg, MD

largE VoluME SinglE FaMily DEtatchED $500,000-$599,999Company Williamsburg Group LLCProject Calvert II, Laurel, MD

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SMall VoluME cuStoM $850,000-$999,999Company ArrisbrookProject The Rothstein, Catonsville,MD

SMall VoluME grEEn toWnhoME $249,999 anD unDErCompany Marenberg EnterprisesProject Brooklyn Green Townhomes, Brooklyn, MD

largE VoluME toWnhoME $250,000-$349,999Company Ryan HomesProject The Livingston, Owings Mills, MD

SMall VoluME cuStoM $1M-$1.5MCompany The Rachuba GroupProject The Williams Residence, Woodbine, MD

largE VoluME toWnhoME $350,000-$449,999Company Bozzuto Homes, Inc.Project Franklin II, Ellicot City, MD

SMall VoluME cuStoM $599,000-$749,999Company Plumb Construction Company, Inc.Project The Hollenshade Residence, Essex, MD

largE VoluME Multi FaMily/conDoMiniuM $250,000-$349,999Company Ryland HomesProject The Severn, Jessup, MD

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MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org16

largE VoluME SinglE FaMily DEtachED $300,000-$399,999 anDMerchandising SinglE FaMily DEtachED $300,000-$399,999Company K. Hovnanian HomesProject Normandy, Brandywine, MD

MerchandisingtoWnhoME $450,000-$549,999Company P FourProject Snowmass, Silver Spring, MD

Merchandising toWnhoME $350,000-$449,999Company The Polm Companies, Ltd.Project The Canterbury, Laurel, MD

Merchandising55 anD BEttEr attatchED $400,000-$499,999Company Interior Concepts, Inc.Project Manchester, Manchester, MD

Merchandising toWnhoME $750,000-$849,999Company P FourProject The Banneker, Washington, DC

MerchandisingMulti FaMily

$850-$999,999Company Turner Development

Project Bin # 1512, Baltimore, MD

Merchandising toWnhoME $250,000-$349,999Company Interior Concepts, Inc.and The Polm CompaniesProject Buckingham, Laurel, MD

Merchandising outStanDing grEEn MErchanDiSing Company P FourProject Addison II

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Associate Achievement Awardsresale agent of the yearBob Lucido, Bob Lucido Team LLC Remax Advantage Realty

Merchandiser of the yearAnn McGowan, Interior Concepts, Inc.

Settlement officer of the yearDavid E. Miller, Residential Title & Escrow Co.

loan officer of the yearKathy Brennan, Metlife

Marketing Awardsoutstanding Builder logoMardrin Homes

outstanding Builder WebsiteForty West Builders

outstanding Builder color adThe Polm Companies

outstanding Design/ Selection centerK. Hovnanian Homes

outstanding associate color Print adBob Lucido Team LLC Remax Advantage Realty

outstanding associate logoSales Mark, LLC

outstanding associate Print ad B/WBob Lucido Team LLC Remax Advantage Realty

outstanding associate WebsiteP Four

outstanding Multimedia campaignBob Lucido Team LLC Remax Advantage Realty

outstanding use of internetBob Lucido Team LLC Remax Advantage Realty

outstanding use of technologyPurple Cherry Architects

Sales Awardsoverall Salesperson of the year emma young, Ryan homes

2009 Multi-Product Salesperson of the year Emma Young, Ryan Homes

townhome Salesperson of the yearAdam Hewat, Ryan Homes

Exceptional Sales EffortPhil Marcheso , Richmond American Homes of Maryland, Inc.

Most Dedicated SalespersonBryant Airey, Ryan Homes

rookie of the yearKatie McMillan, Ryan Homes

Sales/construction teamMelynda Tomko, Ryland Homes

Sales/construction teamAmy Cusimano, Ryland Homes

Selection center coordinator of the yearAudrey Mensah-Bonsu, Richmond American Homes of Maryland, Inc.

Most Dedicated SalespersonWayne Bill, Ryland Homes

Sales and Marketing Manager of the yearJanelle Hall, Ryan Homes

Sales Manager of the yearBruce Rosenblatt, Bozzuto Homes, Inc.

55 and Better attatched Sales Person of the yearStephen Shrader, Ryan Homes

Sales Manager of the yearCandace Smith, Ryan Homes

Exceptional Sales assistant/associate of the yearJudie Rosenthal, Bozzuto Homes, Inc.

Sales team of the yearTerri Hill, Ryland Homes

Sales team of the yearKorin Frey, Ryland Homes

$400,000 and over Salesperson of the year-Single Family DetachedMatt Rayman, K. Hovnanian Homes

$400,000 and under Salesperson of the year-Single Family DetachedPaul Legnard, Richmond American Homes of Maryland, Inc.

MerchandisingtoWnhoME $850,000-$999,999Company Bozzuto Homes, Inc.Project The Albany, Baltimore, MD

largE VoluME SinglE FaMily DEtatchED $600,000-$699,999 anDMerchandising SinglE FaMily DEtatchED $600,000-$699,999Company Richmond American Homes of Maryland, Inc.Project The Harvard, Perry Hall, MD

MerchandisingMulti FaMily $1M-$1.5MCompany Interior Concepts, Inc.Project Bin #1913Baltimore, MD

MerchandisingSinglE FaMily DEtatchED $400,000-$499,999Company K. Hovnanian HomesProject Lafayette, Windsor Mill, MD

MerchandisingSinglE FaMily DEtatchED $500,000-$599,999Company Powers Smith Interiors and Pro Development GroupProject The Dorchester, Linthicum, MD

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18 MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org

market recovery series

“Selling a home today is much more complex,” says Creig Northrop, President of The Creig Northrop Team, Long & Foster Real Estate. “It’s truly about taking out the uncertainty for the seller. That’s why builders really need a good Realtor® in their corner.”

Today’s home builder doesn’t know what to do with a buyer who has a home to sell. They are “interested” buyers but not “qualified” buyers and that is a big difference. A builder sales manager is highly skilled in selling their product, showcasing the home’s best features, options, upgrades and finer points of the community they are selling. Since that’s only one piece of the puzzle, the buck could stop there.

Enter the Realtor®. A strong, knowledgeable Realtor® can turn that “interested” buyer into a “qualified” buyer by getting their current home sold. A non-contingent buyer is a builder’s dream and a Realtor® offers benefits that can take the stress out of the selling side of the transaction.

It is essential to choose a Realtor® who understands your busi-ness and has the resources to support it. Here’s what a builder should look for when choosing a Realtor® to partner with:

Name Recognition – Realtors® usually work for years to build awareness of their name within their target areas. Their name is their brand. Aligning with a well-known agent with experience in the market will show you’ve done your research and chosen a partner who cares about the business enough to invest in mar-keting and branding themselves within the community.

Proven Success – choose a Realtor® with proven success. Ask how many transactions they’ve conducted over the last year. A single Realtor® should sell on average 3-5 homes per month. A real estate team should average 3-5 homes per month per agent. Ask the average days on market their listings experience compared to the county or state average. Ask how many buyers contact them on a monthly basis. A strong agent should have penetration throughout the market and signage throughout the community that would generate an average of around 100 calls a month. A large well known agent may have as many as 300-500 calls per month. The larger the pool of buyers contacting your Realtor® partner means larger exposure for your community!

Marketing Exposure – Flip through your local newspaper. Check out the real estate magazines and other regional publications. Which Realtor® do you see most often? Which has the largest or most frequent ads? Go online and check out their website and look them up on sites like homesdatabase.com or realtor.com. Which Realtor® has the most listings? This will indicate they have a strong advertising budget and the proper resources to support marketing your community as well.

A savvy Realtor®, and a savvy builder will both recognize that this type of relationship is a win-win. Builders and Realtors® want the same thing, and are striving toward the same goal. If you haven’t built a relationship with the leading Realtor® in your com-munity – here are some of the additional benefits they can offer.

Listing in MLS – Often a Realtor® would be happy to list your homes or new community in the MLS (Multiple Listing Service) as a courtesy, which costs you nothing and offers widespread exposure to thousands of Realtors® and countless buyers who visit the web site daily.

A Builder’s Best Friend The Benefits of a Realtor® Partnership


The slow down in today’s residential resale market has opened up the door for builders and Realtors® to work together like never before. In the previous market, builders had a revolving door at their model homes. Plenty of buyers were out hunting for that hot new community and had the confidence to purchase

a new construction home, even if they had a home to sell. Homes were selling in a matter of days with multiple offers, often above list price. They didn’t need a Realtor’s® help.

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Cooperative Marketing – To Realtors®, selling is a structured process that ensures the latest research and best marketing strategies are used to garner top dollar for their listed properties. They can deliver to you some of the most innovative technology in marketing including:

Virtual Tours – Any good Realtor® uses virtual tours to market their properties online and can often extend this service to a builder partner.

Brochures – Realtors® have templates and marketing collateral already in place and can quickly incorporate your homes to provide brochures for your communities.

Just Listed/Just Sold Postcards – Realtors® can provide these post cards in record time to announce a neighborhood or new home that you have just listed or sold.

Online advertising – Often, a real estate firm is connected to many third party websites like Realtor.com, homesdatabase.com, trulia.com and their broker’s main website. By listing your home in the MLS with a Realtor®, your community is automati-cally pulled to many of the third party websites, broadening your exposure exponentially to buyers world-wide.

agent Caravans – Agent Caravans or Broker’s Open Houses are great tools to introduce agents within the firm to your com-munity. The more agents that become knowledgeable about the selling points and any incentives your community is offering, the more chances you have to get this information in front of potential buyers.

Office Support – Typically a Realtor® is available 24/7 to capture buyers. This can be especially effective if your community sales office has limited hours. If your sales office is closed, Realtors® can be available to answer any questions on the community. Partnering with a Realtor® gives today’s busy builder as little or as much administrative support based on their needs and timelines. This allows the Builder to receive the benefits of a dedicated staff without the corresponding expense.

Weekly Status updates – No more wondering where things stand in the contract process. A strong Realtor® will conduct frequent updates to insure a well rounded communicative process.

Guaranteed Sale Program – a hot program in today’s market, offered by a few of the top producing Realtors® is a Guaranteed Sale program. If the home doesn’t sell within a specified time frame, the Realtor® will buy the home at a pre-determined price.

I can do things for myself, so why should I partner with a Realtor®? True, as a builder you can always do things on your own. However, there are only so many hours in a day. By just simply referring your clients to an experienced Realtor®, you are bring-ing them one step closer to purchasing a home from you. With more time devoted to sales in your community rather than on worrying about the client selling their current home, you, as the builder are able to focus on the part of your business that actu-ally creates income. Those additional hours can translate into additional sales for your community.

In addition, because you’ve partnered with a Realtor®, your community is now being enhanced and promoted on-line, giving your homes more exposure than you ever had time to devote. The leads are being quickly captured and added to target marketing campaigns that keeps the community in the forefront of the market. You will realize even more sales from the profes-sional management of leads conducted by your Realtor® partner. A Realtor® can eliminate numerous obstacles. Among the areas where a builder will see immediate benefits are: qualified buy-ers, listings added to the Multiple Listings System, marketing exposure and a relationship to exchange quality referrals.

How does it work? Realtors® take the time during a consultation to learn about your new home community; discuss what obstacles you are facing to achieve sales, learn what programs are being utilized to promote your community, manage leads and keep you in the forefront of your market. They learn how you and your practice work best and then will structure a plan to meet your criteria, your needs and timelines.

Once you and the Realtor® decide that you will be a great fit to work together, you begin referring buyers to them. The Realtor® meets with your clients to discuss listing their current home and then begins leading buyers to your new home community.

The Realtor® will schedule weekly, bi-weekly or monthly conference calls to discuss marketing plans, new technology and services and business strategies. The frequency is dependent on how you and the Realtor® work best. These calls are an important aspect in continuing to build a successful working partnership. n

Laura Reese is the Director of Marketing for The Creig Northrop Team of Long & Foster Real Estate, the number one real estate team in the state of Maryland, and the number two team in the nation. The Northrop team averages over 700 homes sold per year and $400,000,000 in settled volume. For more information visit www.northropteam.com.

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20 MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org

market recovery series


A partnership you can count on from the ground up.

Contact The Creig Northrop Team for your exclusive consultation to discuss how our Builder Partnership Program can better YOUR business.

“We’ve had more activity in the last 90 days than we’ve had over the last two years!”

- Jim Selfridge

President, Selfridge Builders

Call 410.531.0321

Click www.northropteam.com

Come in 12345 Wake Forest Road Clarksville, MD 21029

Visit our new state of the art


The Creig Northrop Team of Long & Foster Real Estate

helps hundreds of buyers discover Maryland’s most

livable communities and best places to live, work and

play. When you partner with The Creig Northrop Team,

we will:

• Feature your community FOR FREE through our exclusive marketing programs including our website that reaches 3.5 million prospective buyers monthly

• Bring buyers to your door with over 700 buyer leads a month

• Help your clients sell their existing homes & become non-contingent with our new Consider It Sold™ program

• Provide the experience and knowledge that comes from over 40 years as top producers in the industry

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A supplement to Mid-Atlantic Builder

RemodelerHBAM Remodelers Council

Award of ExcellenceAzola & Associates, Stone Mansion Project

Historic Restoration, 1M to 2M

Call for Entries2010 HBAM Remodelers Awards of Excellence www.homebuilders.org/page/RCawards/

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MID-ATLANTIC REMODELER A Supplement to Mid-Atlantic Builder MAy/june 2010 www.homebuilders.org22

A supplement to Mid-Atlantic BuilderMid





Azola & Associates Stone Mansion ProjectThe Ruscomebe Mansion built in 1866 remained vacant from 1977 until its restoration in 2007. Over the past 141 years, the mansion had been modified to fit the needs of its new owners until it was altered by a fire in 1955. The project design of this historic building was based on returning the building back to its original layout while allowing for modern upgrades to facilitate an office building. Both the attic and base-ment were utilized for additional office space. Throughout the rest of the house, modern drywall partitions, acoustical drop ceiling and several layers of modern flooring were removed to allow for the restoration of the original finishes. evidence of the original crown moldings were used for reproduction templates. The restoration also utilized historic photographs to determine how the house was once laid out and how the grand staircase was configured. n

Presenting Members

ChesapeakeHome Magazine

T.W. Perry

KC Company/Pella Windows

Lynch Construction

Susquehanna Bank

Saratoga Insurance

Contact Vickie Martin at 410-265-7400, ext. 105 about 2010 Sponsorship Opportunities


Nicole BlissGuy CaiazzoTaylor ClassenCheryl CrowtherArif DurraniTim EllisSteve GilmanDanny KalmusDoug Kelly

Yvonne LienhardRyan McGinnJennifer NugentBill PattesonJoe SmithGregory WallBob

WeickgenanntHoward Warfield

2010 HBAM ReMOdeleRS Guy Caiazzo President

2010 SPONSORS Members do business with members

Board of direCtors

Past PresidentsBill RauserJohn Martindale

Welcome Our New MembersRick WuestThompson Creek Window Company

Dave BieleckiMaryland Home Improvement Guide

George BrownGreenleaf Remodeling

Michael OwingsDonald F. Lynch, Jr.

Residential Fall Protection Training Course June 8, 2010 from 3:00 – 6:00 p.m. at the HBAM officesHosted by the HBAM Remodelers Council and funded by OSHA Susan Harwood Grant 46C3-HT19 West Virginia University Safety and Health Extension has devel-oped training material for residential construction and workers and supervisors pertaining to fall protection and awareness. The material was developed with funding from an OSHA Susan Harwood grant and will be presented in a three-hour training course. The training will address fall hazards that occur during each phase of residential construction and will offer safe alternatives for each potential hazard. Certificates will be provided to each attendee completing the course. This training course covers OSHA’s requirements for fall protection.

Contact Vickie Martin at 410-265-7400, ext. 105 or [email protected]

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president’s message




c r




This article is titled, “Bits and Pieces”, because it is just that, bits and pieces of thoughts, observations, plagiarisms, and anything else suitable to print.

I am hearing and seeing “Green” more and more during conversa-tions, in magazines, news papers and among clients and prospects. Without a doubt, the movement to “Green” is to be taken seriously. So, have you asked, “How Green is my green”? Translation, can I make money being green? Will prospective clients pay more to be green, and if so how much? Are there legal and insurance issues? The smart move is to answer these and other questions before you hang up your “Green” shingle. What’s the best place to find the answers? You got it. It is HBAM and the Maryland Residential Green Building Council. To find out more about the MRGBC visit www.greenhomebuilder.org. Membership is the primary focus of Remodeler’s Council in 2010. At the April 13th Remodeler’s Council Board of Director’s meeting, Arif Durani of Pella Windows, Chair of the Membership Committee, presented a plan to increase RC membership. Bottom line is that we need you to recruit one new member. That is right, just ONE new member. If you’re thinking, I am too busy trying to survive this economy to spend time recruiting ONE HBAM or RC member, you are missing a key element in business survival. Increasing your business network of remodelers, suppliers and builders is a key ele-ment of any successful business plan. Member recruitment is a significant method of build-

ing your network. The 2010 MIX & MINGLE replaced the Spring Dinner and was a totally differ-ent approach to getting together and networking. There was great music by King Soul featuring our own Arif Durani from Pella Win-dows. A big THANKS to Vickie Martin for organizing the affair. HBAM Remodelers Awards of Ex-cellence call for entries. Download

the entry packet at www.homebuilders.org/page/RCawards/. The Maryland Green Show on November 6th and 7th, 2010 will get you in front of consumer prospects looking for green remodeling. Residential Project Special-ist (RPS) program helps your company helps your company to become more competitive in the remodeling industry. Being more competi-tive could bring a jingle in to your jeans. To Our Sponsors Many Thanks: K.C. Company Pella, Inc, TW Perry, Reico Kitchen & Baths, Saratoga Insurance, Susquehanna Bank, Lynch Construction and ChesapeakeHome Maga-zine. Members need to support members. Buy from our sponsors. HBAM Staff -- you are doing a great job. Fearless Leader – Thanks to JK. And thanks to the Remodelers Council and members.

Guy CaiazzoHBAM Remodelers President

Bits and Pieces

events and education

educationSeptember 21, 2010 8:30am-4:30pmBusiness Management for Building Professionals (formerly Intro to Business Management)* (Required CGA/CGP designation course)taught by Bill Rauser CAPSThis course teaches strategies and techniques for build-ing a competitive sustainable remodeling business.

September 22, 2010 8:30am-4:30pmMarketing & Communication Straggies for Aging and Accessibility CAPS 1taught by Bill Rauser, CAPS This course provides a back-ground on the older adult population, communication techniques and common remodeling expenditures and projects. This course provides Builders and Remodelers information and techniques to assist in accessing the aging-in-place remodeling market.

September 23, 2010 8:30am-4:30pmdesign/Build Solutions for Aging & Accessibility-CAPS2taught by Bill Rauser, CAPS This course provides informa-tion on the codes and stan-dards, common barriers and so-lutions, as well as product ideas and resources for the aging-in-place remodeling market.

(elective Credit for MCSP)*Holders of the following designations are exempt from this course for CAPS designation: CGR, CGB, CGA, CKd, CBd, ASId, AIA. Other exemptions determined by NAHB on a case-by-case basis.

$300 ea—HBAM members$350 ea—Non HBAM Members

All Courses will be held at theHBAM Conference Center 7127 Ambassador Road, Suite 150Baltimore, Md 21244.

exterior reModel125K - 175KOwings Brothers Contracting Co. Inc.Chellis Project

outdoor livinG under 50bluehouse architecture, llcSpencer Residence Porch

correctionTwo Award of excellence winners in the Remodeler Awards of excellence were incorrectly identified in the last issue of Mid-Atlantic Builder. They should have appeared as shown at right.

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-AtlAntic r



MID-ATLANTIC REMODELER A Supplement to Mid-Atlantic Builder MAy/june 2010 www.homebuilders.org24

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market recovery series

There are several factors to consider as possible “temporary” causes of a positive turn. First, and foremost, the April 30th deadline for contracting on a property to receive either the $8K or the $6500 tax rebate was a huge factor.

We all understand that the strong townhome sales our area has seen have not been spurred by a strong economy, or an increase in per capita income. Renters who had been hovering for the past 1-2 years, uncertain if home ownership is right for them, finally took the plunge, to realize the tax benefit. It took them a long time to realize that the $8K is an actual check, not just some mumbo-jumbo that they fill out with their employer, and don’t ever even get to touch.

First time move-up buyers, with increased ability to sell their more modest home to someone, are finally able to clear a little profit, in order to purchase something larger. Loan limits for realistic, obtainable financing like FHA and USDA (in some areas) made it easier to move up, especially combined with the signifi-cant decrease in pricing for modestly sized single family homes. A few years ago there were no new home communities in Mary-land advertising single family homes of any size under $300K.

Now there are at least a dozen, and if you venture in the hinter-lands of Southern PA, Cecil County, or the Eastern Shore, you can even find a few under $200K. The size of the homes is smaller; true, but consumers seem to be fine with that, as long as the very important spaces such as kitchen, family room and bathrooms are meeting their expectations with regard to size and appointment.

Secondly, pent up demand likely played a part in this little hoorah. A really crappy winter kept everyone chained to the homestead, and nothing makes your home feel smaller that being cooped up in it for extended periods with the entire family in it!

Finally, February through April are historically the months that see the most sales in new homes communities. Numbers may be up right now because they are always up at the end of the first quarter, and into the second quarter of the year. These reasons could all explain the surge we’ve seen in new home sales recently.

Signs of Recovery or Just a “Spring Fling”?By SuSan Songy

New home sales in the Baltimore/Washington Metro Area took a turn for the better in March and April of this year. Not only did townhomes and lower-end single family homes turn in strong performances, but for the first time in many months, move-up single family homes showed signs of life.

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On the bright side, heavy increases in the cost of utilities has the more analytical set of buyers factoring the monthly cost of a poorly insulated home with a less efficient heating and cooling system into their decision to buy new. If a move-up to a new home adds another $800 to the mortgage payment, but a $400 savings in utility bills can be realized, it makes the new mort-gage amount more palatable. Green building may finally, finally become a real factor in new home sales, spurred by the outra-geous energy prices we as a nation are experiencing. Consumers continuing to factor in energy costs would be a long-term benefit for our industry.

Will a stronger sales trend continue into the summer and fall months of 2010? Harford County, which is currently being fed by the relocating buyers from Monmouth, NJ, will most assur-edly stay strong, as will its northern neighbor, Cecil County. A good old-fashioned “supply and demand” situation will keep homes moving in that area.

In order for the positive trend to continue, construction money and end loan money will have to open up quite a bit. Employment statistics, while better in this area than many areas across the country, are always a huge factor for first-time buy-ers. The loans these lower-income first-timers need must to be readily available – loans with lower credit scores, lower cash and easier qualifying ratios. If the population aged 25-34 is unem-ployed, or even just underemployed (which is more the issue in our area), first time home sales will not hold strong for 2010. Older first-time buyers who have not purchased yet due to cash or credit limitations will not be able to find the financing that will turn them into homeowners – unless the banks loosen up quite a bit, very quickly.

Another problem is construction money. Many area builders would have loved to build inventory homes this winter to feed the demand created by the tax incentives. But banks are stub-bornly holding the purse strings shut, afraid to extend credit in such a volatile market. Builders who had standing inventory priced under $600K in the latter part of 2009 had no trouble selling it, unless it was grossly over-priced for market conditions.

As a regional builder, if you couldn’t build specs last year, you probably didn’t sell very many homes this spring, espe-cially if you were selling single family homes. And, if you didn’t sell homes, your balance sheet probably looks anemic, which does not inspire confidence with your construction lender. Our national builders did a good job of supplying inventory homes to feed the spring market, and they priced the homes to sell. They were able to reap the rewards, as was evidenced by the dispro-portionate ratio of high volume award winners employed by publically-owned companies at this year’s MAX Awards.

And of course, the big elephant in the room – looming fore-closures. Many industry experts are fearful that the first solid signs of recovery in the housing market will be wiped away by vast amounts of listings hitting the market all at once, throw-ing off the supply-demand ratio astronomically. The fear is, for every “actual” foreclosure out there, there are 3 more “pending” – either buyers in preventative measures already, or those that are hanging on, making the payments by renting out rooms, borrowing from credit cards, or utilizing family help. If these homeowners are not able to bring their incomes back up to the level that they had when they purchased the home, they will eventually try to sell to get out from under the heavy payment. The only reason these homes have not yet hit the market is that current pricing will not net enough to pay off the mortgage. There is no way to identify these potential sellers, but they may be out there in droves. Many are commissioned salespeople, in industries somewhat dependent on construction, who have seen their incomes cut in half, or worse.

Imagine a scenario where, in Baltimore County, for example, existing homes sales numbers are strong through August, and new construction starts are also up through August. The media starts touting a recovery, and homes begin selling in 60-90 days fairly regularly, at prices 20 percent higher than in 2009. Sud-denly, in September, 800 single family homes in the $500-$1M price point go on the market. What a glut that would create! The existing home inventory stats would skyrocket, because supply would far exceed demand.

What can we do to protect ourselves until recovery is well underway? Become a political animal – actively support candi-dates that are fiscally responsible and understand how tightly our local economy is tied to housing starts. Do your part to make sure construction funds will be available when the demand is there to be met. Become active in your biggest advo-cacy group, the Home Builders Association of Maryland. Contact an HBAM Board Member to find out how you can protect your business, and make a real contribution to your industry or visit www.homebuilders.org. n

With over 30 years experience in new homes sales and construction, Builder’s Advantage Owner Susan Songy provides expert land acquisition services, production assistance, sales and marketing experience, and financing recommendations for her clients. She also serves as the HBAM MAX awards committee chairperson and sits on the Board of Directors for the Homebuilders Association of Maryland. Susan can be reached at [email protected] or 410-442-4030.

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MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org30

BEST OF BUILDER MARTBest North Hall Island Booth AZEK Best North Hall Single Booth Essex Bank

Best North Hall Multi Booth Potomac Valley Brick Best South Hall Island Booth TW Perry

Best South Hall Single Booth GE Security Best South Hall Multi Booth Guardian Home Technologies

More than 4,000 building industry professionals hit the exhibit fl oor on March 24, 2010 to take advantage of Builder Mart’s annual 1-day marketplace. Over 300 booths fi lled the Maryland State Fairgrounds, displaying the latest products and services available to the building industry.

Builder Mart proved to be an opportunity for attendees to meet with key decision makers, company owners and presidents, pur-chasing agents, project supervisors, sales managers and old friends. Builders and remodelers from the Mid-Atlantic region discov-ered the newest trends and ideas for building projects and enjoyed Builder Mart’s ever popular bull and oyster roast and beer garden.

Builder Mart – March 23, 2011 – don’t miss it.

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getting to know kevin carney

32 MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org

Driving through one of his communi-ties recently, he pointed to the blue shut-ters on a home he built in Owings Mills.

“See those?” Carney asks. “I purposefully made the shutters on this home the same color as the front door on the home next door. I spent a lot of time to make sure the color palates are enduring. That’s good curb appeal.”

Kevin Carney started out in the home building industry building single-family homes in Prince George’s County. Recog-nizing the need for new homes as more and more Washington residents moved to the suburbs in the 1980’s, Carney em-barked on a career that has provided him the ability to be a creative entrepreneur with an eye for design and an attention to detail that leaves few “For Sale” signs on the yards of the homes he has built, quite an accomplishment during these tough times for the housing industry. “I love to design the land and the home at the same time so you can see the whole community coming together,” he says.

Born in Catonsville, Thomas Kevin Carney comes from a strong line of Irish Catholic immigrants to Baltimore. His great-great grandfather, Thomas Fran-cis Carney, immigrated to Baltimore around 1847 and was a street cleaner for the city. His grandfather Thomas Peter Carney started Carney’s Restaurant at the corner of Light and Baltimore Streets for many years which became a staple for Court House and City Hall regulars. Kevin’s father, Thomas Birch Carney worked at the restaurant while attending Loyola College on a basketball scholar-ship and reared his son with the princi-ples of a small business owner by valuing his customers and trying to provide them with what they want.

Carney was raised in a townhome in Catonsville and now lives in Towson. After earning a BS in Business Administration at Towson University and attending law school at the University of Baltimore, Car-ney worked at Loyola Savings and Loan as a vice president and construction loan offi-cer. It was at Loyola Savings that he worked closely with home builders throughout the state. He became president of Loyola’s De-velopment Corporation, where he became immersed in the complex world of land development. He worked closely with gov-ernment, community associations, regula-tory agencies and environmentalists.

He was with Diversified Homes Cor-poration for five years before deciding to start his own homebuilding company with an emphasis on designing homes for families in communities that provided that neighborhood feeling where children play in front yards and cul-de-sacs. For a long time, Carney could boast that he had met every one of his home buyers, adding such personal touch that he still speaks with some of his earliest home owners.

Discussions of family are a subject Carney turns to often. He married his wife Marla 36 years ago after meeting her while both were students at Towson and speaks proudly of his daughter, Leah, and son Thomas Maguire or “Mac” as he is known. He could also be considered a bit of a health nut and loves to be outdoors. He plays golf whenever he can and plays poker with the same group for more than 20 years.

Carney drives through his current communities “Winterset” in Owings Mills up its tree lined streets. It was nearby that he tells how he made a contribution to the history of the state. It was while he was preserving wetlands in a forested area nearby that he commis-sioned an archeological dig since the area was officially listed as an “archeological area of interest.” He spent more than a quarter of a million dollars to carefully remove Piedmont Native American tool making devices and other items that the Piedmonts traded with Native Americans from the Middle Shore. “It was one of the

“Ilove seeing the houses turned into homes and then into a community.” Nearly 25 years as a homebuilder and small business owner has given Kevin Carney the opportunity to focus on the things that are most important - family and a drive to give other families a little something better.

Bringing Communities Together

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33www.homebuilders.org MAY/JUNE 2010 MID-ATLANTIC BUILDER

most interesting things to watch, these scientists locating important pieces of our history,” Carney says. They are property of the state of Maryland, now housed in the archives in Annapolis, donated from his preservation efforts.

During his career, Carney has won numerous sales and marketing awards, land development awards and was one of the state’s initial green builders. He won “Builder of the Year,” in 2002 after serving as president of the Home Builders Association of Maryland in 2001. One of the initiatives that Carney participated in while on the board of the association was the lot inventory analysis for the state of Maryland. Along with other builders, Carney lobbied state and local officials to count the number of available build-ing lots in each jurisdiction to adequately plan for long-term Smart Growth. This important analysis was later adopted by several counties, including Baltimore County and the Maryland Department

of Planning. Knowing the number of available lots allows planners to match employment growth with housing avail-ability. This advanced planning approach to economic and employment growth became a centerpiece of Maryland’s state-wide and municipal growth strategies.

Carney has a strong commitment to the communities he serves. He stepped up to lead the Home Builders Association of Maryland’s non-profit organization, the Maryland Community Builders Founa-tion, several years ago while serving as president of the association. The goal of the foundation is to provide charitable services by focusing on ‘sticks and bricks’

projects that provide shelter or shelter im-provements for needy families and worthy organizations in the region. The MCBF has renovated homes for families to stay at while their children are treated for can-cer at Johns Hopkins University Hospital and refurbished a shelter for victims of domestic abuse and the homeless among other projects. Giving back is a source of pride for Carney, “That’s the great thing about helping people in need – you feel good doing it and there’s nothing better than positively impacting people’s lives.”

That sentiment seems to apply to all facets of Carney’s life, with customers, his family, friends and the communities he serves. n

Editor’s Note: Kevin Carney is currently running for the Maryland State Senate in the 42nd District, which includes Towson, Parkville, Cockeysville, Loch Raven, Lutherville, Mount Washington, Timonium, and part of Pikesville in north central Baltimore County.

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Page 36: Mid-Atlantic Builder

green building

MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org34

As you know, the Home Builders As-sociation of Maryland, has developed the Maryland Residential Green Build-

ing Council to highlight the commitment of individual HBAM builder/members to Green Building and the National Green Building Stan-dard (NGBS). In my recent articles I have been discussing what is needed to become a member of MRGBC, establish yourself as Green Builder and get your fi rst NGBS rated home.

While this series is about the NAHB pro-gram, we cannot ignore the fact that the the Leadership in Energy and Environmental Design program developed by the U.S. Green Building Council has more visibility and mo-mentum than NGBS, at least for now.

I would like to devote this article to answer-ing a few questions you will get from your customers about building green:

• How is NGBS different from LEED, or more specifi cally, LEED-H?

• Is NGBS better than LEED-H?• Why are there two standards?It’s worth noting that the number of consul-

tants available to help certify your project is quite different, at least for now. We checked some of the states in the Mid-Atlantic area (Figure 1).

For reference, LEED offers several different cer-tifi cation programs for different types of projects.

For our purposes, we will limit this discus-sion to the LEED-H standards.

There are many similarities between LEED-H and NGBS including ratings, performance categories, award programs, etc. Both programs have had equally credible experts and organi-zations who have contributed to development of the standards.

NGBSIn 2007 the National Association of Home Builders and the International Code Council partnered to form to establish a much-needed and nationally-recognizable standard defi nition of what is meant by “Green Building.”

LEED for HomesLEED for Homes is an initiative designed to promote the transformation of the mainstream homebuilding industry toward more sustain-able practices. LEED for Homes is targeting the top 25 percent of new homes with best practice environmental features. LEED for Homes is a collaborative initiative that actively works with all sectors of the homebuilding industry.

The objectives are similar, as are the rating categories (Figure 2).

Even as you move to the next layer of detail and look at how to achieve specifi c levels of certifi cation, there are still many similarities (Figure 3). For reference, GBG are the Green Building Guidelines developed by NAHB before NGBS. NGBSv2 is the latest version of NGBS.

As we move further into the detail, some important differences begin to emerge. In March 2008 the NAHB Research Center prepared a document entitled “Green Home Building Rating Systems – A sample comparison” in which they compared GBG, NGBS and LEED-H. Here are some excerpts from the executive summary of that document. I encourage you to read it com-pletely. It is available at www.nahbgreen.org/Content/pdf/GreenHomeRatingComparison.pdf

This report evaluates the costs and technical requirements of bringing two sample code-compliant production houses in different climate zones (Dallas and Washington, DC metropoli-tan areas) into compliance with three different green building rating systems at one point in time (January 2008). This preliminary sample of model homes was evaluated using all three green building rating systems and the results are presented as an introduction to the systems only—not as fi nal statistically signifi cant conclu-sion. (Figures 4 and 5)

Current estimates are presented here for informational purposes only.

The fi rst level of compliance in LEED-H (“Certifi ed”) was calculated at roughly three times as much as the GBG or the NGBSv2 equivalent levels (“Bronze”) overall for this sample. LEED-H ratings at higher levels are



How does LEED-H compare to NGBS?State

NGBC Accredited Verifi ers LEED-AP

VA 40 4252

MD 34 3074

DE 18 168

NJ 27 2611

PA 43 3749

Figure 1. Consultants by state

Figure 2. Rating categories of NGBS and LEED


Lot Design Sustainable Sites (SS)

Location & Linkages (LL)

Resource Effi ciency

Materials & Resources (MR)

Energy Effi ciency

Energy & Atmosphere (EA)

Water Effi ciency

Water Effi ciency (WE)

Environmental Quality

Indoor Environmental Quality (EQ)

Homeowner Education

Innovation & Design Process (ID)

Awareness & Education (AE)

Global Impact Innovation & Design Process (ID)

Optional Innovation & Design Process (ID)

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similarly higher in costs to comply than the other two rating systems, with the magnitude of difference diminishing as higher levels are reached; at the highest level (NGBSv2’s “Emer-ald” or LEED-H’s “Platinum”) costs are similar. This is summarized in Figure 6.

And further, a few excerpts from the Conclu-sion of this study.

The NGBSv2, through the ANSI standards development process, has achieved widespread consensus across numerous and varied stake-holder groups. Although still in draft form and subject to change, the NGBSv2 will be the fi rst national green building standard and, as such, the most defensible rating system for a broad cross-section of the nation’s homes.

The GBG rating system and NGBSv2 draft standard are prescriptively structured, thus favoring “conventional” construction (as far as that applies to green building), yet including many new technologies. Prescriptive methods, like those in the building codes, are simpler to execute and when performed properly tend to produce the intended result more time- and cost-effectively. These types of programs are simpler to rate and integrate into an existing design and operational structure. Because of this both certifi cation costs and building costs can be estimated more easily. Green building novices targeting the entry levels – Bronze and Silver – will fi nd GBG or NGBSv2 rating system integration simpler than LEED-H.

LEED-H is an exclusive rating system on pur-pose and thus, it is not practical for the major-ity of builders, particularly those targeting the fi rst two levels of achievement. Custom projects utilizing alternative building materials and unconventional methods, such as grey water re-use and off-grid energy features, are likely to achieve a higher rating in the LEED-H system than the GBG or the NGBSv2 which were de-veloped for the mainstream builder. Otherwise, there is plenty of opportunity within the GBG and NGBSv2 to earn ratings for passive solar features, non-traditional heating methods and similar custom approaches. Simply put, all of the rating systems appear to satisfy their stated audience in purpose and practice.

In summary, NGBS and LEED-H have similar objectives and somewhat different methods by which to achieve those objectives. Also, they have different targets. While LEED-H is target-ing the top 25 percent of homes, to make them even more effi cient and sustainable, NGBS is tar-

geting all homes to make incremental, practical and relatively easy to implement improvements in effi ciency and performance. In closing, I offer the following suggestions to answer the ques-tions I posed at the beginning of this article.• NGBS is focused on practical standards to

improve effi ciency and performance using existing technology

• NGBS is generally less expensive to imple-ment for a moderate (silver or gold) ratings

• LEED-H homes generally require more owner awareness and education since they are using leading edge technology for the highest ratings

• LEED-H homes tend to be more complicated for both the builder to implement and the owner to understand

• NGBS is for the mainstream builder who wants to include “green construction” as part of his or her signature (a broad market)

• LEED-H is for the builder who wants to focus their market position almost exclusively on sus-tainable/green construction (a limited market)There are two standards because LEED-H is

deliberately pushing the envelope of effi ciency, sustainability and building technology while NGBS if focusing on practical solutions applica-bility to the majority of homes being built today.

I predict that in ten years, there will be more homes built to the NGBS standard than the LEED-H standard. LEED-NC, however, will prevail in commercial construction.

And don’t forget….As I have said before, just being a Green Builder will not distinguish you from the crowd. Be-ing a quality builder, with a reputation (your signature) for honest, professional service who embraces Green Construction Standards is needed to assure your long term success. �

Criterium Engineers has special-ized in residential construction for more than 50 years, with more than 60 offi ces in more than 30 states. We have evaluated more than 750,000 buildings. H. Alan Mooney, P.E, President of Criterium Engineers, is a

licensed, Professional Engineer in 8 states, with more than 35 years experience and has been the author and presenter for various NAHB programs, mostly on construction quality. For more information, please visit www.criterium-engineers.com and www.criterium-quality.com.

Figure 3. Rating levels of the three Green Building Systems

Figure 4. Threshold Point Ratings for Green Buildings NGBS, 2008

Figure 5. LEED for Homes Certifi ca-tion Levels

Figure 6. Cost of Compliance as percentage of baseline house cost

Figure 3. Rating levels of the three


Bronze Bronze Certifi ed

Silver Silver Silver

Gold Gold Gold

Emerald Platinum

Category Bron







Lot Design 39 66 93 119

Resource Effi ciency

45 79 113 146

Energy Effi ciency

30 60 100 120

Water Effi ciency

14 26 41 60

Environmental Quality

36 65 100 140

Homeowner Education

8 10 11 12

Global Impact 50 100 100 100

Optional 222 406 558 697

Certifi ed 45-59

Silver 60-74

Gold 75-89

Platinum 90-136

Total available points 136

State GBG NGBSv2

Bronze/Certifi ed 1.0 – 1.4% 1.1 – 1.7%

Silver 2.3 – 3.4% 2.8 – 3.1%

Gold 4.7 – 6.4% 6.9 – 7.6%

Emerald/Platinum NA

16.3 – 16.9%

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MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org36

ASSOCIATESA Class Hardware & Garage DoorsDaniel WentzSykesville, MDPhone: 443-865-4965Supplier - Garage Doors & OrganizationSponsor: Shawnn Bittorie, Weichert Realtors - Property Concepts

Academy Mortgage Corp. and The Rosenblatt GroupSam RosenblattGlen Burnie, MDPhone: 410-375-4447www.therosenblattgroup.comProfessional Services - Banking & Mortgage

Allied Trailer Sales & RentalDavid ShermanSavage, MDPhone: 301-470-1444www.alliedtrailers.comSupplier - Mobile Buildings, Storage, TrailersSponsor: Michael Owings, Owings Brothers Contracting Inc.

At Home CountertopsMike McGuireColumbia, MDPhone: 410-992-8677Supplier - Cabinets & Countertops

Baltimore Floor Works, Inc.Cletus NeissleimWestminster, MDPhone: 410-239-1912www.baltimorefloorworks.comSupplier - Flooring

Brick Industry AssociationKelly EwellReston, VAPhone: 703-674-1535www.gobrick.comProfessional Services - Academic & Training

Buan ConsultingCourtney BehrensAnnapolis, MDPhone: 410-919-0208www.buanconsulting.comProfessional Services - Communication & IT Sys.

Construction Applicators Chesapeake LLCGregg FrazierGaithersburg, MDPhone: 301-355-5183Subcontractor - Insulation & Drywall

Design Collective, Inc.Dennis JankiewiczBaltimore, MDPhone: 410-685-6655www.designcollective.comProfessional Services - Architecture & Drafting

ElectroluxScott WilsonMechanicsville, VAPhone: 443-244-2094www.electroluxappliances.comSupplier - Appliances

EnviroProjectsAaron KeelSeverna Park, MDPhone: 410-599-5335Professional Services - Environmental ServicesSponsor: Eliot Powell, Whitehall Development, LLC

Essex BankPaul MichaudCrofton, MDPhone: 443-332-4690www.essexbank.comProfessional Services - Banking & Mortgage

Excel HomesJeff DegenCamp Hill, PAPhone: 717-761-7650www.excelhomes.comSupplier - Modular Homes

Fletcher Wood SolutionsJud DeHartAnnapolis, MDPhone: 443-433-3333www.fletcherwoodsolutions.comSupplier - Lumber & Millwork

gotugoChris MeiselGlen Burnie, MDPhone: 410-360-1215www.gotugo.comSupplier - Waste Management & Disposal

Herbert, Rowland & Grubic, Inc.Jennifer HendricksHarrisburg, PAPhone: 717-564-1121www.hrg-inc.comProfessional Services - Engineering & Technical

Homestead Building Systems, Inc.Matt DannerBristol, VAPhone: 703-331-5600Sponsor: Rob Mitchell, Bob Ward CompaniesSupplier - Trusses

Katz AboschMark KellyTimonium, MDPhone: 410-838-5717www.katzabosch.comProfessional Services - Accounting

L. H. Cranston & Sons, Inc.Jeffrey CumminsHunt Valley, MDPhone: 410-252-7100www.lhcranston.comSubcontractor - Plumbing

Lansing Building ProductsMichael MurrayBaltimore, MDPhone: 410-277-4400www.lansingbp.comSupplier - Sidin

Maryland Home Improvement GuideDavid BieleckiForest Hil, MDPhone: 410-937-6866Professional Services - Publishing & PrintingSponsor: Shawnn Bittorie, Weichert Realtors - Property Concepts

Meetlocalbiz.comTodd SachsColumbia, MDPhone: 410-599-8323www.meetlocalbiz.comProfessional Services - Advertising & Marketing

MI Windows & Doors/RBR & SonsSteve RehmanOwings Mills, MDPhone: 410-356-7772Supplier - Doors, Windows & Glass Block

Mid Atlantic Sports LLCKeith LivelyIjamsville, MDPhone: 301-607-4747www.sport-systems.comSupplier - Swimming Pools & Outdoor Rec.

Milton W. Bosley & Co., Inc.Bosley WrightGlen Burnie, MDPhone: 410-761-7727www.bosleymouldings.comSupplier - Lumber & Millwork

New Home Development StrategiesBrenda DesjardinsAnnapolis, MDPhone: 410-990-1050Professional Services - Consulting & Customer Svc.Sponsor: Cindy Plackmeyer, Cindy Plackmeyer Marketing

Norbord IndustriesCraig DoehnerWake Forest, NCPhone: 919-523-1619www.norbord.comSupplier - Lumber & Millwork

Northwest Savings BankMike McAndrewOwings Mills, MDPhone: 410-581-9726Professional Services - Banking & Mortgage

ONeil Interactive LLCDennis O’NeilMonkton, MDPhone: 410-864-8911www.oneilinteractive.comProfessional Services - Advertising & Marketing

P FourShawn EvansLanham, MDPhone: 301-577-3885www.pfour.comProfessional Services - Advertising & Marketing

Priority Financial ServicesJake SmithBaltimore, MDPhone: 410-814-2600Professional Services - Banking & MortgageSponsor: Cindy Plackmeyer, Cindy Plackmeyer Marketing

ProBuildBrian ZuhseGainsville, VAPhone: 703-753-1135www.probuild.comSupplier - Doors, Windows & Glass Block

Rapid Sign CenterJay MuirElkridge, MDPhone: 410-579-4545www.rapidsignmd.comProfessional Services - Signs & DisplaysSponsor: Patrick Costello, Forty West Builders, Inc.

Supreme Windows and DoorsRich CarlsonCapital Heights, MDPhone: 301-322-3450www.supremealuminum.comSupplier - Doors, Windows & Glass BlockSponsor: Joe Gregory, Bob Ward Companies

Thompson Financial Group, LLCMalcolm BraceyHunt Valley, MDPhone: 410-773-4443Professional Services - Financial Services

United Marble & Granite Company LLCStephanie SegerBaltimore, MDPhone: 443-543-0139www.unitedmg.comSupplier - Stone, Marble & Granite

Weichert Realtors - Property ConceptsShawnn BittorieEldersburg, MDPhone: 410-970-5050www.wrpropertyconcepts.comProfessional Services - Real EstateSponsor: The Chris Rachuba, Rachuba Group

BUILDERSBattaglia Homes LLCBen BattagliaBel Air, MDPhone: 410-734-9088www.battagliahomesllc.comBuilder; Builder - CustomSponsor: Jeff Geddes, Paragon Custom Homes, LLC

Fusion Custom HomesWes SimsArnold, MDPhone: 866-981-9191www.fusioncustomhomes.comBuilder; Builder - Custom

HBAM Welcomes New Members

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Goodier Baker HomesLou BakerLutherville, MDPhone: 410-365-4807www.goodierbaker.comDeveloperSponsor: Robert Goodier, Goodier Builders, Inc.

Korey Homes, LLCKorey SmithForest Hill, MDPhone: 410-879-1170www.koreyhomes.comBuilder; Builder - Small VolumeSponsor: Dan Murtaugh, Bay National Bank

Lowrey Construction, LLCRonald LowreyWoodstock, MDPhone: 410-750-7042Builder; Builder - Custom

New Boston Fund, Inc.Josh FirebaughArlington, VAPhone: 703-945-1102www.newbostonfund.comDeveloperSponsor: Eliot Powell, Whitehall Development, LLC

OPaL, LLCSean RuppertLanham, MDPhone: 301-577-3625www.opaldc.comBuilder; Builder - Small VolumeSponsor: Christina Coulter, Ruppert O’Brien Group, LLC

Riley Custom Homes & RenovationsJohn RileyAnnapolis, MDPhone: 410-990-1223www.rileycustom.comBuilder; Builder - Custom

REMODELERSGreenleaf RemodelingGeorge BrownLutherville, MDPhone: 410-207-0344www.greenleafbaltimore.comRemodelerSponsor: Robert Goodier, Goodier Builders, Inc.

Snyder Home ServicesJim SnyderOwings Mills, MDPhone: 410-363-8283www.snyderhomeservices.comRemodelerSponsor: Theresa Leatherbury, The Rachuba Group

Stone & Stucco TechBruce WagnerAshton, MDPhone: 301-774-7012www.stone-n-stuccotech.comRemodelerSponsor: Joseph Smith, CGR, CAPS, CGP, Owings Home Services

The Atlantic Remodeling CorporationBert LebharBaltimore, MDPhone: 410-933-1025www.atlanticremodeling.comRemodeler

Wallenstein Construction Inc.Arnold WallensteinOwings Mills, MDPhone: 410-356-6781www.wallensteinconstruction.comRemodeler

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HBAM government affairs

Stormwater Act of 2007 TimelineHBAM and Industry lobbyists secured a major stormwater management victory in the 2010 General Assembly session by securing grandfathering relief for projects in the pipeline with preliminary approval. The following is a timeline of the events that lead up to the final actions and ap-provals on April 6, 2010.

• 2007 Legislative Session—Building Indus-try supported Stormwater Management Act of 2007 with amendments.

• July, 2008—Industry commented on Environmental Community Core Prin-ciples document per MDE request.

• October, 2008—MDE formally proposes stormwater regulations and changes to the technical manual.

• December, 2008—The Industry par-ticipated in the public hearing on the proposed regulations.

• January, 2009—The industry submit-ted formal comments on the proposed regulations.

• April, 2009—MDE published notice of final action on the regulations. This ver-sion of the regulations was effective May 4, 2009. This is the first time the May 4 effective date appears.

• May 4, 2009—The stormwater regulations went into effect. Local jurisdictions were required to submit their draft ordinance by November, 2009 and are required to have the final ordinance in place by May 4, 2010. Regulations required final plan approval by May 4, 2010.

• October, 2009—Maryland Department of Environment Secretary Shari Wilson wrote a letter to the home building in-dustry denying us our request for relief in grandfathering.

• January 29, 2010—HBAM mobilizes grassroots for first stormwater Action Alert, urging the House, Senate and Governor to recognize the need for grandfathering relief and offer solutions during session.

• February 2010—House Bill 1125 intro-duced to correct grandfathering and redevelopment issues.

• February 24 – March 9, 2010—participated in a consensus group to draft corrective (grandfathering) language (Chesapeake Bay Foundation, 1000 Friends, Plan-ning Directors – Baltimore County and Howard County, Governor’s Chief of Staff, Speaker Busch staff, NAIOP, MDE, MACO, MML, Delegates Frush, Bobo, Holmes and McIntosh).

• March 12, 2010—MDE issues Emergency Regulations based on consensus agree-ment. Regulations must be approved by the Joint Administrative, Executive and Legislative Review (AELR) Committee.

• March 15, 2010—AELR Chairman Senator Paul Pinsky announces opposition to new regulations and stalls committee hearing.

• March 16, 2010—HBAM launches 2nd grassroots Action Alert to urge AELR committee to hold a hearing and vote on the new regulations.

• March 17, 2010—Recognizing that Emer-gency Regulations are in jeopardy of not passing the AELR Committee, Delegate Holmes amends House Bill 1125 to con-form to Consensus Agreement.

• March 25, 2010—Amended HB 1125 passes Environmental Matters Commit-tee, 18-5.

• March 25, 2010—HBAM launches 3rd grassroots Action Alert to urge all House members to vote YES to the amended HB 1125.

• March 26, 2010—Amended HB 1125 pass-es House of Delegates 127-13, crosses over to Senate Education, Health and En-vironmental Affairs (EHEA) Committee.

• March 30, 2010—HBAM launches 4th grassroots Action Alert to urge all Sena-tors to vote YES to HB 1125 as passed by the House.

• April 1, 2010—AELR Committee Chair-man relents and announces AELR Com-mittee will hold hearing on Emergency Regulations.

• April 6, 2010—AELR Committee holds hearing and vote and approves the Emergency Regulations 15-3.

• April 12, 2010—General Assembly reached Sine Die and leaves Annapolis.

Tax Increment FinancingOn March 16, 2010, the Homebuilding industry scored a major victory in Harf-ord County. By a 6-1 margin, the County Council approved Harford County’s first tax increment financing (TIF) legislation, which helped seal the deal for the long anticipated, and much needed, Beachtree Estates development near Aberdeen Prov-ing Grounds, ground zero for an influx of tens of thousands of BRAC-related jobs in the coming years.

The Beechtree Estates is a planned de-velopment that includes 371 single-family homes, 397 townhouses and a 94-acre natural resource district. It represents a potential for thousands of jobs in the coming years.

The TIF represents a very small portion of the major Harford County development, but in a time of very tight financing, the County’s support — both County Execu-tive David Craig and the County Council — for the legislation helped Turner De-velopment move the project forward in a timely manner. It is the first TIF offered in Harford County. It authorizes the County to issue up to $14 million of special obliga-tion bonds on behalf of Turner Develop-ment. This money will help fund a portion of the unusually large development costs – such as roads, water & sewer lines and stormwater management facilities.

The most important thing to remember about TIFs is that the bonds (the interest payments and the bond payment them-selves) are the responsibility of the develop-er. It is an attractive financing tool available to local governments because it does not count against the local jurisdiction’s debt limits. The TIF is backed by a special taxing district – a tax imposed on each homeown-er within the district, and every potential homebuyer must be informed the homes are part of the special taxing district. n

For more information, please contact: Michael Harrison - 410-265-7400, ext. 109 Howard, Baltimore and Carroll Counties [email protected] Jeff Tosi - 410-265-7400, ext. 101 Anne Arundel, Harford and Cecil Counties and Baltimore City [email protected]

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November 6 & 7, 2010In our second year, the Maryland Green Show, presented by the Home Builders Association of Maryland, brings motivated consumers together with cutting edge green technology, products, design and experts. The exhibition will feature a strong emphasis on consumer education with three seminar rooms offering over thirty concurrent sessions, two demonstration stages, plus over 100,000 square feet of exhibits. Don’t miss your chance to exhibit in Maryland’s premiere green home and living show.

Contact HBAM at 410-265-7400 or visit www.marylandgreenhome.org.

The Maryland Green Building Council is the state’s first residential green building program to certify local builders, remodelers and developers using the ANSI certified National Green Building Standard. As the premier provider of information and resources related to green buildings, the MGBC serves as a central hub for consumers going “green”.

The MGBC educates decision makers on the latest green building principals, trends and technologies, advocates before local elected officials for increased incentives for green buildings, and promotes “green” products through extensive marketing, sales training and special events for consumers such as the Maryland Green Show, the state’s largest showcase of environmentally-friendly builders and products.

Join the council today by visiting www.marylandgreenbuildingcouncil.org.

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A: Elementary science: doing your homework = get good grades. and be prepared for upcoming tests.

Looking at housing trends we can see there is some rhyme or reason to the economic climate we are in. We were given a test, and unfortunately we were unprepared. It’s as simple as we had too much supply, and not enough demand, and all statistics pointed to this fact. When supply and de-mand are not in balance, it creates a problem. The good news is; we are getting back to that equi-librium in some areas. For example, in Anne Arundel County there is under 30 months of supply for approved projects within the county, and in Howard county there is only 18 months supply!

Good news as spring rolls in; new home sales were up almost 27 percent and existing homes were up almost 7 percent in March. This was marked as the highest monthly increase since 1963. Looking closely at the Baltimore MSA we see that net sales are up by 20 percent for the trailing twelve months and future inventory is down by 10 percent. Single family home sales are up by 25 percent. Looking at just January and Feb of 2010 compared to Jan – Feb of 2009 we are slightly down in sales, however the cancellation rate is also down. The statistics show that there are signs of improvement and recovery; the buyers out there are more serious and there is less kick outs then in the previous years. Consumer confidence is up leading to an increase in consumer spend-ing. We are in the prime selling seasons now, and will have more good news to report on once final March and April numbers are out!

Bottom line: look at the facts, be prepared and position yourself accordingly.

By Brooke Burns, Hanley Wood Market Intelligence [email protected], 202-729-3678

Housing Intelligence: Market Trends

Has the housing industry begun to recover?

Figures are for the for the selected period (March 2009 - February 2010) in Anne Arundel County, Baltimore City, Baltimore County, Carroll County, Harford County and Howard County.

Yes, in some areas we are seeing promising signs of recovery! Those positioned correctly, priced right, and in an area where the supply demand ratio is balanced, will see these signs first.

Page 45: Mid-Atlantic Builder

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Current Average Square Feet

single Family




By the Numbers






new home sales were up almost 27 percent in March.

Increase in monthly sales per project from March 2008 - February 2009 to March 2009 - February 2010.

March marked the highest monthly increase in sales since 1963.

There is only 18 months of supply approved for projects within How-ard County.

Total gross sales for March 2009 - February 2010, a .26 percent decrease from 3,507 in gross sales in the same period of the prior year.

single Family

Percent Changed








March 2009 - February 2010 same period, prior year

Average Minimum Sales


The statistics show that there are signs of improvement and recovery;

the buyers out there are more serious and there is less kick outs then

in the previous years.

Average Price Per Square Foot

Percent Changed





single Family











March 2009 - February 2010same period, prior year



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44 MID-ATLANTIC BUILDER MAY/JUNE 2010 www.homebuilders.org

Chef Night Featured RecipeBest Appetizer from TW Ellis, LLC

Shrimp Mold

1 can tomato soup1 packet Knox gelatin (unflavored)2 8oz. Pkg cream cheese1 cup mayo ½ cup chopped celery (finely chopped)½ cup chopped onions (finely chopped)2 cans small shrimpOld Bay ( to taste)

In a pan add soup (no milk or water) and gelatin. Heat on low until gelatin is dissolved. Add cream cheese and heat until melted. Then add mayo, old bay, onions, celery and shrimp (drained) in pan.

Lightly coat the inside of the entire mold with mayo. Pour mixture in mold and refrigerate at least 2 hours. When ready to serve, loosen mold around the sides and then flip over onto serv-ing platter. Serve with crackers. n


2010 ushers us into a new decade and brings with it a new set of IRC codes. The new IRC codes are adopting all of the IECC 2009 codes, which could substantively change the way many homes are built. If you are already building ENERGY STAR homes and participating in BGE’s ENERGY STAR for New Homes Program, adhering to the new codes should not be as much of a challenge.

There are three major changes to the new code that are in-tended to create more efficient homes. These changes include increased efficiency in the thermal envelope, more efficient duct distribution systems, and increased efficiency in lighting. All of these upgrades help improve the HERS Index, or energy ef-ficiency score, of a home.

Thermal envelope: Insulation levels in ceilings are being increased to an R-38 value on flat ceilings and R-30 for cathedral ceilings. In addition, air infiltration rates will have to be less than seven air changes per hour. Building a tighter house with better insulation levels is a primary requirement of the ENERGY STAR for New Homes program.

Ducts: Under the new code ducts will need to be tested to en-sure that they are delivering conditioned air to the proper loca-tions, and not leaking into unconditioned spaces. This will help improve the comfort of all the rooms in the house. According to EPA estimates, under the previous code, most duct systems had between 20 percent to 30 percent leakage rates. New codes specify no more than an 8 percent duct leakage rate to uncondi-tioned spaces. ENERGY STAR qualified homes can’t have more than 6 percent leakage, so adherence to the new codes brings builders closer to earning this EPA label and BGE incentives.

Lighting: The new codes require that 50 percent of all light bulbs installed in a house be energy efficient CFL’s. This small requirement will actually help increase the energy efficiency of the house by an average of two points on the HERS Index.

The objective of the BGE ENERGY STAR for New Homes Program is to improve the energy efficiency of residential new construction. Our participants are meeting and exceeding the EPA ENERGY STAR guidelines for new homes and therefore are already complying with the aforementioned elements of the new code. We encourage all eligible builders to participate and receive the following incentives: • $400 dollars for each ENERGY STAR home with a HERS Index of < 85; • $800 dollars for each ENERGY STAR home with a HERS Index of < 80; and• $1000 dollars for each ENERGY STAR home with a HERS Index of < 75.

To learn more about the program please visit www.BGESmartEnergy.com. n

BGE’s ENERGY STAR® for New Homes can ease adapting to New Codes


Grow your businesswith Builder Mart 2011.


Wednesday, March 23, 2011

Contact Carey Swift at 410-265-7400, ext. 118 or [email protected].

Page 47: Mid-Atlantic Builder

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Arctic White Butter Cream Cottage Grey Harvest Brown

Irish Moss River Stone Sandy Beach Wheatgrass

• 2 primer coats and 2 �nish coats• Unbeatable combination of warranties• High durability with low maintenance• Brilliant curb appeal• Environmentally responsible• 8 standard colors• Ability to match any color preference

Lifetime Warranty on Siding!

25 Year Warranty on Factory Coating!


Two Quality Components One Superior Product

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SPECTRUM SIDING was designed with the goal of superior performance, stunning aesthetics, and environmental consciousness.

d ith th l � f

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