There's no sure way to disaster-proof a remodeling business, but it's usually instructive to look back and identify any mistakes, shortcuts, omissions, or denials that might have allowed little problems to snowball into big ones, and big problems to turn calamitous. More
Bethesda, Md., remodeler Mark Scott has noticed the spec housing market dying in his area. The owner of Mark IV Builders ó who got his start in commercial construction and moved into spec homes before switching over to remodeling óknows from experience that many of those builders will turn to home improvements. More
Upscale remodelers must not only keep pace with competitors but find ways to differentiate themselves. More
Rekindle the romance with your home.” “Restore your home to its old glory.” “Gratitude Ö can turn Ö a house into a home.” More
Remodelers and architects are notoriously uneasy partners. Interior designers and decorators also often leave contractors leery. For most firms, though, third-party design partners remain a fact of business, and making those partnerships work is essential to completing jobs on time, on budget, and to everyone's satisfaction. More
Remodelers are facing one of the most unforgiving insurance markets in years. Slammed by soaring premiums and multiplying exclusions, impenetrable contracts and fleeing providers, they're struggling to afford and hold onto good commercial policies that won't leave them high and dry on the rare occasions they actually need them. More
When Mark Scott of Mark IV builders, Bethesda, Md., wanted to improve his nearly $5 million design/build remodeling business, he decided to take a road trip. More
Rodney Webb isn't your typical home improvement salesman. He boasts a 91% close rate. He has sold $3.6 million of replacement windows and siding in a single year. He's also black, and that sets him apart in the industry almost as much as his varied work history and remarkable accomplishments as a salesman. People may have come a long way toward accepting different ethnicities, but minorities still face discrimination and additional challenges in the remodeling industry. More
Salespeople often attempt to prescribe the solution to a prospect's needs before really understanding those needs. For example, a prospect says they want a bigger, brighter, more modern kitchen. Your inclination is to discuss the job from the physical perspective ó how big it could be, what features it could or couldn't have. More
Remodelers can keep the clients coming (and save marketing dollars) simply by refining the art of schmoozing. While that word may conjure images of golf course deals and chamber of commerce dinners, old-school deal-making isn't the only way to cultivate prospects. Instead, savvy remodelers are using their life interests as a springboard for networking. More
