August 2008

A publication of Miami Valley NARIMiami Valley NARIMiami ValleyRemodelerMiami ValleyRemodelerMiami ValleyRemodeler

www.naridayton.

Sales psychology will be the subject of August lunch

August EventsCEO Breakfast

Date & Time7:30 am, Thursday, August 21

LocationHoliday Inn & Suites

Dryden Road at I-75 Exit 50AProgram

“The Ohio Consumer Sales Practices& The Home Solicitation Sales Acts”

Guest SpeakerMichael W. Sandner

Pickrel, Schaeffer & EbelingCost

$10 for certifi ed professionals$20 for other NARI members

August Lunch MeetingDate & Time

11:00 am, Tuesday, August 26Location

Holiday Inn & SuitesDryden Road at I-75 Exit 50A

Program“The Psychology of Sales”

Guest SpeakerAllana Meyer

Marble & Granite Works, LLCCost

$25 for NARI Members$30 for Non-members

Call MVNARI at 937-222-NARI,or register on line atwww.naridayton.org.

Some NARI members may have noticed that it is not the best of times in the residential building business. Surveys show that remodeling has held up fairly well, but the effect of that has been to induce some home builders who used to eschew work-ing in existing housing to become “remodelers.” Experienced remodelers who want to deal effectively with new

competition and get the work that remains, need to know why poten-tial clients make certain buying de-cisions. They need to understand the psychology of the buyer in a sales situation. At the Miami Valley NARI lunch meeting on Tuesday, August 26, Allana Meyer, from Marble & Granite Works LLC, will present a basic course in sales psychology for remodelers. Her presentation will cover such practical matters as

Could the way to a customer’s wallet be found through his or her head?When is it time to talk and time to listen? When should we learn and when can we teach?How do I ask the right questions right questions rightand use soft skills to earn trust and build rapport?What are fi ve reasons buyers walk away from something they want and it has nothing to do with you? How much does it take to get a “Wow!” out of our customer and how much revenue is gener-ated from it?

Allana Meyer, is a 20-year vet-eran of the customer service/sales fi eld. Her career includes tenure as an award winning member of the banking business and as a market-ing coordinator for a regional fran-chise organization. A succesful Weight Watchers member, she turned her success into a position as a motivational speaker, corporate ambassador, speaker’s coach, and software trainer for Weight Watchers.

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The meeting will be from 11 a.m. until 1:00 p.m. at the Holiday Inn and Suites Dayton South, Dryden Road at I-75 Exit 50A. The cost of the lunch is $25 for NARI members and $30 for non-members. Call the Miami Valley NARI of-fi ce at 937-222-6274 to make reser-vations, or register on line at www.naridayton.org.

Floorco of Southwest Ohio treated 30 MVNARI members to an assort-ment of beverages, food and a giant sheet cake at the fi rst Miami Valley NARI member open house of 2008 at their showroom at 430 Alexanders-ville Rd., in Miamisburg. Along with the refreshments, the NARI members heard presentations about the latest trends in the fl ooring industry and the newest fl ooring products by Da-vid Herlihy, owner of Floorco of SW Ohio, and Dave Flaum, CDC Dis-tributors, Cincinnati. Carlo Odello (left) pictured with David Herlihy was one of the NARI members at-tending the open house.

Floorco hosts MVNARImembers at open house

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The Miami Valley Remodeler is published by the The Miami Valley Remodeler is published by the The Miami Valley RemodelerMiami Valley Chapter of the National Association of the Remodeling Industry. Offi ces are located at 136 S. Keowee St., Dayton, OH 45402, (937) 222-NARI (6274) or FAX: ( 937) 222-5794.

PRESIDENTTim Garrison, CR, CKD

Home Towne ConstructionVICE PRESIDENT

John Bordenkircher, CKBRKitchen SolversSECRETARY

Peter Price, CR, CKBRStillwater Builders

TREASURERJohn FieldThe Islands

CHAIRMAN of the BOARDRay Bell, CR

Greater Dayton Building & RemodelingDIRECTORSDebbie Fritz

Main Street ConstructionMain Street ConstructionMain Street ConstErich Eggers II, CKBR, CGR

Remodeling Designs, Inc.Richard Bush

Design Pro Construction & HaulingTeresa Hart

Grime Busters & Elite CreteMike Kline

AccuClose, LLCRandy Light, CR

Mad River RestorationBilly Brinck

Ferguson Enterprises Inc.

REMODELERMiami Valley

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Our MissionAs the authority in the remodeling industry, Miami Valley NARI develops and sustains programs that foster ethical conduct, sound business practices,

and professionalism by bringing together contractors and suppliers in the remodeling

industry and by serving as a resource for the home and business owner.

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NARI wins communication award The National Association of the Remodeling Industry has been rec-ognized by the American Society of Association Executives and The Center for Association Leadership with a 2008 Gold Circle Award for excellence in communications in its Website Category. The awards will be presented on August 17 during the 2008 ASAE Annual Meeting in San Diego. “The Gold Circle Award is an important validation of the vision and commitment of NARI leader-ship and staff,” said Mary Busey Harris, CAE, NARI’s executive di-rector. “By providing a centralized assortment of information related to the remodeling industry, the site

has proven to be of enormous mem-ber benefi t as well as an important source of information about remod-eling to the consumer. Award recipients were chosen from a record 373 entries for dem-onstrating excellence in commu-nications in the categories of print publishing, writing, electronic pub-lishing, media relations and emerg-ing communication vehicles. “Our volunteer leaders, staff and website designers have worked hard to create a website that offers a cohesive experience for our visitors. It unites NARI’s offerings to both consumers and the trades under one roof,” said Gwen Biasi, director of marketing and communications for NARI. “We are proud to have re-ceived this recognition and excited about developing more communica-tions tools to reach a smart and so-phisticated audience.” NARI’s sites, nari.org and remodeltoday.com were designed, built and hosted by AmericanEagle in Park Ridge, Ill. Entries for the Gold Circle Awards Program are judged consis-tently in each category based on es-tablished guidelines for excellence in association communications. More than 57 judges nationwide participated in the 2008 program.

The National Association of the Remodeling Industry and the Ameri-can Lighting Association (ALA) have approved a strategic alliance between the two industry organizations to en-courage connectivity among both memberships.

“This partnership focuses on pro-moting business to business relation-ships at the local level between ALA members and NARI members,” said Dick Upton, ALA president and CEO. “Remodeling and lighting are complementary industries,” said NARI Executive Vice President Mary Busey Harris, CAE. “I believe our associations will enjoy a fruitful and lasting relationship.” Among the ideas for joint action and cooperation are:

Focus group sessions around the country with ALA showrooms and NARI members to brainstorm on partnership ideasJoint ALA and NARI lighting seminars for members Access to relevant training courses relevant training courses relevantfrom both organizationsALA members speaking at local NARI chapter meetingsJoint marketing pieces for use on a local level

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NARI and ALA forgea strategic alliance

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Just operating a commercial en-terprise inevitably takes business ex-ecutives into a legal minefi eld. For general and specialty home improve-ment contractors understanding the key points of the Ohio Consumer Sales Practices Act and the Home Solicitation Sales Act is especially important to avoiding triggering a le-gal explosion.

At the Mi-ami Valley NARI CEO Breakfast on Thursday, Au-gust 21, owners and managers of NARI member fi rms will get a briefi ng on the es-sential points of these important

laws. The guest speaker is Michael W. Sandner, an attorney with Pick-rel, Schaeffer & Ebeling Co., L.P.A. He will present an overview of the acts, with emphasis on how those laws impact a contractor’s conduct in dealing with consumers. Mike Sandner represents indi-viduals and businesses with issues involving consumer, construction, insurance and commercial disputes.As an attorney whose practice focus-es on matters where there are active disputes, Michael understands how construction and business disputes can jeopardize profi ts as well as im-portant business relationships. Cost of the breakfast, which starts at 7:30 a.m. on August 21 at the Holiday Inn and Suites Dayton South, Dryden Road at I-75 exit 50A, is $10 for certifi ed professionals, $20 for other owners and employees of NARI member companies, and $30 for non-members. Call the MVNARI offi ce at 937-222-6274 or register on line at www.naridayton.org.

August CEO breakfastwill cover legal issues

Golf outing is set for September 18

The 2007 Miami Valley NARI Golf Outing brought 60 NARI members and guests from Dayton and Cincinnati to the Beavercreek Golf Club.

For the fourth year in a row the 2008 edition of the Miami Valley NARI Golf Tournament will return to the Beavercreek Golf Club on Thursday, September 18. Check-in, socializing, and put-ting on the practice green start at noon. Play begins with a shotgun start at 1:00 p.m. There will be a buffet dinner at 6:00 p.m. If you played in the last few Mi-ami Valley NARI Golf Outings you already know that the Beavercreek Golf Club is a pretty good place to play, now no less an authority than

Golf Digest has confi rmed this. The Golf Digest has confi rmed this. The Golf Digestnational golf magazine gives the course 4.5 stars out of fi ve and says: “Reaction starts with the best course in Dayton area, with a very friendly staff. And it gets better: Best cus-tomer service of any public course in the Ohio Valley. They’ve made improvements to help the pace of play and make the course more user friendly, and to top it off, the food is great.” The parkland style Fuzzy Zoeller-designed course is located on New Germany-Trebein Road, just east of North Fairfi eld Road. The rolling terrain course features a variety of hole styles. Some resem-ble traditional Scottish links cours-es, others feature woods and water. The clubhouse stacks up quite well to the Dayton area’s most exclusive private clubs. At just $75 per player the NARI outing is a great social and recre-ation bargain. In addition to golf fees it includes a full buffet dinner at the end of play. Non-golfers can join the group for dinner for just $25. Return the registration form to the NARI offi ce by mail or FAX or regis-ter on line at www.naridayton.org.

Michael W.Sandner

The Miami Valley NARI Golf Outing is

September 18 atBeavercreekGolf Club.

Plan to play!

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Call Miami Valley NARI at937-222-6274 to make

reservations for these eventsor register on line atwww.naridayton.org.

CEO Breakfast Meeting“Ohio Consumer Sales Practices Act & Home Solicitation Sales Act”

7:30 am-9:00 am, August 21Holiday Inn, Dryden RoadMember Lunch Meeting“The Psychology of Sales”

11:00 am-1:00 pm, August 26Holiday Inn, Dryden Road

Breakfast on the Level Meeting“New Lead Paint Rules”

7:30 am-9:00 am, September 9Holiday Inn, Dryden Road

2008 MVNARI Golf OutingThursday, September 18

12:30 pm check-in1:00 pm shotgun start

Beavercreek Golf Club2800 New Germany-Trebein Rd.

Member Open House6:00 pm-9:00 pm, September 23

Florida Tile Ceramic Center2105 Lyons Road

CEO Breakfast Meeting“Crisis Planning”

7:30 am-9:00 am, October 16 Holiday Inn, Dryden RoadMember Lunch Meeting

11:00 am-1:00 pm, October 28“Ohio Residential Code

& Plan Review”Holiday Inn, Dryden Road

Breakfast on the Level Meeting7:30 am-9:00 am, November 11

Holiday Inn, Dryden RoadCEO Breakfast Meeting

7:30 am-9:00 am, December 18 Holiday Inn, Dryden Road

MIAMI VALLEY NARI136 S KEOWEE STDAYTON, OH 45402

Last year Miami Valley NARI joined with the Dayton First Sub-urbs Consortium to develop a ca-ble television series titled: “My ReNEWed Suburban Home.” The objective is to assist suburban com-munity homeowners in planning re-modeling projects that will let them create the “home of their dreams” (or fairly close to it) without relo-cating. The fi rst program in the series, which may eventually include more than 10 episodes, is completed and airing on cable systems in commu-nities in the Miami Valley Commu-nications Council service area. The initial program focuses on kitchen remodeling. Future programs now in production include segments on bath remodeling, room additions, entire house remodels, and outdoor living areas. Currently-scheduled air times for the kitchens episode are August 15 at 12:30 pm; August 17 at 9:30 am; August 19 10:00 pm; and Au-gust 30 at 1:30 pm on government access Channel 6 on cable systems in a number of suburban commu-nities, including Centerville, Ger-mantown, Kettering, Miamisburg,

Moraine, Oakwood, Springboro, and West Carrollton The series uses actual projects illustrating what can be done with an existing home without busting the budget or overstressing the oc-cupants. By far most of the projects were done by Miami Valley NARI members. Many of them were CotY award winners or nominees. The series also features interviews with the home owners and with NARI members. There is an immediate need for more entire house and room addi-tion projects. If you have jobs in these categories underway or com-pleted within the last year or so in the communities of Centerville, Clayton, Harrison Township, Huber Heights, Kettering, Jefferson Town-ship, Moraine, Miamisburg, Van-dalia, West Carrollton, Oakwood, Riverside, or Trotwood please let the NARI offi ce know by phone or e-mail to info@naridayton.org. “First Suburbs” are, as the name suggests, the fi rst separate com-munities developed around a core city. Typically development started around 1900, and communities were well-established by 1960.

NARI-supported TV series is airing