Tuesday, September 20, 2011

Legal Aid: State & Federal Licensing Requirements

The impact of licensing regulations on the kitchen and bath design industry
By Peter J. Lamont

Most people can clearly distinguish between a home improvement contractor and an interior designer or kitchen and bath salesperson or installer. When one generally thinks of a home improvement contractor, they think of someone who builds walls, installs plumbing or electrical, adds an addition or builds out a basement. However, the law has a slightly different take. It is critical that those in the design industry understand they may be considered a home improvement contractor under state and federal laws and are obligated to register and be licensed as such. The fines for failing to obtain a license or comply with registration can exceed $20,000 per day, per violation and may be considered a criminal offense.


THE WHYS AND WHERERFORES

Who exactly decided that an interior designer or kitchen and bath professional should be considered a home improvement contractor? Over the years, consumers have lodged tens of thousands of complaints against kitchen, bath and interior design companies with their state's Department of Consumer Affairs. As a way of protecting their citizens, many states sought methods by which design professionals could be held accountable for their negligence. In addition, state and federal government is always looking for new revenue-producing programs to fund its various needs. The solution was to create regulations and administrative laws that broaden the definition of home improvement contractor to include the services of those in the design industries. These regulations, when violated, trigger statutory penalties and constitute a violation of state consumer protection laws.

Presently, just about every state requires those in the design industry to obtain licensing under its home improvement contractor laws. Some states, such as New York, have expanded the definition of home improvement contractor to include anyone who sells products or negotiates a contract for home improvements. Thus kitchen and bath salespeople in New York must obtain a home improvement salesperson license in order to comply with the New York City Department of Consumer Affairs.

As you would expect, states such as New York, California, Texas and Florida are at the forefront of home improvement contractor legislation. These states typically set the bar for the others. In California, individuals engaged in any statutorily defined home improvement, including design professionals, who are not properly licensed are subject to fines in excess of $25,000. Additionally, states like California and New York have made it a misdemeanor to operate without a home improvement contractor's license. In fact, only last month a California Appeals Court affirmed a lower court's conviction of a California contractor who was operating without a valid contractor's license. The individual was fined $5,000 for each of the five counts of operating without a license and was sentenced to 90 days in jail. If your state has not jumped on the bandwagon, expect it to do so in the very near future.


NEW FEDERAL GUIDELINES

Not to be left out, the federal government has also established new guidelines that affect design professionals. Under the EPA's new lead paint laws, contractors (remember, under your state's law, design professionals may fall within the definition of contractor) who perform renovation, repairs and painting jobs in pre-1978 housing and child-occupied facilities must be certified under an EPA-accredited training program. The fine for failing to have the requisite certification is $37,500 per day. The legislative intent behind this law is to protect homeowners and their families from health issues related to lead paint.

The severe penalties imposed by the EPA put most contractors out of business and subject them to criminal penalties for failing to pay the fine. On May 16, 2011, EPA announced that a Rockland Maine renovator, who was installing kitchen cabinets and related items, is facing severe penalties for not being properly certified. The EPA has stepped up investigations of non-certified contractors and is actually asking people to report suspected violations in an effort to “fight pollution by reporting potential environmental violations.”

Determining whether you need to be licensed can be a complicated process. Many states require design professionals to be fingerprinted and take licensing tests. Additionally, many local city governments have their own separate requirements for being licensed home improvement professionals. In order to ensure your protection with respect to these laws and regulations, you need to first determine if your business or activities fall under the definition of home improvement contractor. You should be able to find this information on your state’s Department of Consumer Affairs website. Next you should obtain the applications from the department and review the requirements for licensure. Once you have obtained your license you must be aware of its expiration date. Most states require the renewal of contractors’ licenses every one to two years.

While design professionals are not typically considered contractors, federal and state laws and regulations, are holding them to the same standards. It is critical that you review your state’s requirements as soon as possible to protect yourself from fines and possible criminal prosecution. You may want to seek the assistance of an attorney to help you obtain and maintain your licenses and certifications.


—Peter J. Lamont, Esq., is a commercial litigation attorney with offices in Hawthorne, NJ, as well as Massapequa, NY. His practice focuses on the representation of small- to large-size companies in the building and design industry, as well as individual designers and architects. To contact him with questions and suggestions on topics for future articles, please email him at plamont@peterlamontesq.com or call him at (973) 949-3770.

Designing for the Future: Think Outside the Box and Inside the Wall

Add value by working closely with your contractor
By Dick Wolfe
September 20, 2011

LOOKING AT THE WHOLE PICTURE

To illustrate the point in a granular fashion, let’s take the perspective of a designer working with a contractor. It’s fair to say that most designers look at the contractor as the person who does all the tearing out, installing and connecting associated with bringing their design vision to life. That’s not necessarily bad or wrong.

As a designer, if you look behind the wall at the parts that are never seen but make plumbing fixtures and appliances actually work, you’re likely an exception. Most designers (and this is not a criticism) don’t do this because it has never been considered their business. However, there is a lot that can go on behind the wall that can benefit both you and your contractor/partner.


A PRACTICAL EXAMPLE

You get up in the morning and start the shower. You have to wait one minute, two minutes for the water to warm up enough to actually step in. Not only is that an inconvenience, if you have a standard 2.5-gpm showerhead, you just sent up to five gallons of water down your drain. Let’s say it’s a one minute warm-up time or 2.5 gpm. If there are four people in your home, that’s 10 gallons per day. Times 365, that’s 3,650 gallons of water wasted per year! In a Leap Year, it’s 3,660.

It doesn’t stop there. Kitchen faucets flow at about 2.2 gpm and lavatory faucets at about 1.5 gpm. When rinsing dishes or shaving, you are again sending water down the drain waiting for it to warm up. Add all those up and…well, you get the picture: a whole lot of water wasted.

As you may know, this issue is caused by the water that sits in the pipes between the hot water heater and the faucets in the home when not in use. Many pros and almost no consumers are aware that this problem can be easily fixed.


A SIMPLE SOLUTION

There is a product on the market that solves the cold-water-in-the-pipe problem and it has been available for a number of years. It’s called a hot water recirculation pump (HWR). Installed near the hot water heater, the HWR constantly recirculates hot water and eliminates cold water sitting in pipes. It doesn’t require much energy and it saves lots of water.

The cost of the pump and installation is not prohibitive for the end-user, especially in the context of a renovation. Depending on the price of the pump chosen, the general range is $500-$750 all in. The incremental savings on the water bill will typically cover the cost over time, especially since the useful life of a well-made HWR is 10 years or more.

Plus, think of the comfort and convenience benefits of hot water on demand. No more standing around sleepy-eyed waiting for the shower to warm up; no more waiting and waste for any task involving hot water.


SHARE THE NEWS

Why is this important? It’s one example of a great way to add value to your client and also help your contractor partner. The client benefit is win-win-win: comfort, convenience and saving an important natural resource at little to no cost. For your contractor partner it offers an up-sell opportunity that has real value, not only for the current job, but for other projects down the road.

There are lots of other examples, such as bathroom ventilation. That’s a category with a wide variance in performance and convenience. What you or your contractor recommend to the client can make a huge difference in the quality of the bathroom experience.

Isn’t a big part of your job to make your clients’ lives better? Looking behind the wall for other ways to add value can help you do this. It’s also another differentiator against competitors. Think beyond design to lifestyle improvement. Looking at a renovation holistically, i.e. not only at the things you can see, but how all the pieces fit together, can give you a big edge in a competitive economic climate.


—Dick Wolfe is SVP of The MWW Group, an award-winning independent public relations agency that specializes in helping design effective marketing programs for well-known consumer brands and business-to-business companies. Wolfe brings deep experience as a trusted communications advisor to companies seeking successful brand positioning, marketing communications and visibility campaigns that focus on the design/build community. To contact Wolfe with questions and suggestions on topics for future articles, please email him at dwolfe@mww.com.

Dacor Launches 3 For Free Warranty

September 20, 2011



Back up your appliance purchases! All Dacor appliances are eligible for the 3 For Free Warranty program which provides three years of manufacturer warranty protection for items purchased through December 31, 2011. The products must be registered online with a warranty promotion code.

“At Dacor, we take pride in being family-owned and developing American-made handcrafted appliances,” said Steve Joseph, president of Dacor. “With Dacor’s 3 For Free Warranty, we’re standing behind our products and supporting our claims of performance, quality and craftsmanship so that our customers can be confident in expecting a superior ownership experience from both our products and our service.”

To be eligible for the promotion, customers must purchase products at any Dacor authorized dealer within the December 31, 2011 timeframe. The dealer will provide a 3 For Free Warranty coupon containing a promotion code, which can be redeemed online when products are registered at www.warranty.dacor.com.  Upon submission of the promotion code, the standard product warranty period will automatically extend to three years. Alternatively, consumers can call 877-DACOR-123 for online registration assistance from a Dacor representative. Customers must register their product for warranty protection by January 31, 2012.

For complete details, click here.
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THE NKBA ANNOUNCES A CALL-FOR-ENTRIES TO THE 2012 NKBA DESIGN COMPETITION

Tuesday, September 20, 2011
Contact:
Annette Gray
agray@nkba.org
HACKETTSTOWN, NJ (September 20, 2011) - The National Kitchen & Bath Association (NKBA), along with sponsors Jenn-Air, Silestone by Cosentino, Waypoint Living Spaces, This Old House, The Home Depot, Delta, 20-20 Technologies and HGTVRemodels has announced the call for entries to the 2012 NKBA Design Competition.
This prominent annual competition is open to all NKBA members, and honors top designers from across the U.S. and Canada, who convey an outstanding level of skill and artistic insight in designing residential kitchen and bath spaces.
For the first time ever, among ten specialty awards, will be an award presented for Universal Design in a kitchen or bath. In addition to this, Best Kitchen and Best Bath, Before & After Kitchen and Bath, Budget-Friendly Kitchen and Bath, and Green Design in Kitchen or Bath will be awarded.
Entries may also be selected to win as first, second or third place in the following categories: Small Kitchen, Medium Kitchen, Large Kitchen, Powder Room, Small Bathroom, and Large Bathroom. The finalists in these categories will also go on to be featured on HGTVRemodels.com to be voted on by consumers, and awarded the People’s Pick in Kitchen and Bath.
Judging for the competition occurs in a closed event with a panel of NKBA certified experts from around the country reviewing and scoring hundreds of entries received. The results will be announced live at KBIS 2012 in Chicago. Winners will be honored with a special award and cash prizes, at an exclusive lunch event open only to press, select members of the design community and industry leaders.

ABOUT THE NATIONAL KITCHEN & BATH ASSOCIATION

The National Kitchen & Bath Association (NKBA) is a non-profit trade association with nearly 40,000 members that has educated and led the kitchen and bath industry for more than 45 years. NKBA.org provides consumers with an inspiration gallery of award-winning kitchen and bath designs, as well as articles, tips, an extensive glossary of remodeling terms, and illustrations and explanations of planning guidelines. At NKBA.org, consumers can also find certified kitchen and bath professionals in their areas, submit questions to NKBA experts, and order the free NKBA Kitchen & Bath Workbook. To learn more, visit the or call 1-800-THE-NKBA (843-6522).

Thursday, September 15, 2011

PRESS RELEASE: ALNO AG: Executives come from Poggenpohl to ALNO AG

DGAP-News: ALNO AG / Key word(s): Change of Personnel
ALNO AG: Executives come from Poggenpohl to ALNO AG 

14.09.2011 / 17:41 

-------------------------------------------------------
Hier klicken

Executives come from Poggenpohl to ALNO AG 

- Matthias Weiß takes on the newly created position of Director of 
    Exports 

- Matthias Wehrle becomes new Marketing Manager 

- Thomas Oberle takes over responsibility for Corporate Communications 
    and Investor Relations 

- CEO Max Müller: 'We are proud that we have been able to bring such 
    highly respected executives in the kitchens sector to ALNO AG.' 

Pfullendorf, September 14, 2011 - Matthias Weiß, Matthias Wehrle and Thomas 
Oberle, all long-serving managers with Poggenpohl Möbelwerke GmbH, will 
this year join ALNO AG, one of Germany's leading kitchen manufacturers. 

Matthias Weiß will take on the new position of Director of Exports with his 
focus in this role being the strategic goal of increasing revenues from 
foreign sales. Matthias Weiß was the Exports Manager at Poggenpohl 
Möbelwerke GmbH from 2000 and in this time he significantly advanced the 
kitchen cabinet manufacturer's international expansion. Previously, he was 
the Area Sales Manager for Asia and North America at Wellman International 
GmbH. Mr. Weiß's career path first took him to the kitchens sector in the 
sales team of Miele & Cie. 

The marketing team will in future be led by Matthias Wehrle. Mr. Wehrle has 
over fifteen years experience in sales and marketing at companies such as 
Hugo Boss AG, René Lezard and, since 2008, at Poggenpohl Möbelwerke GmbH. 
As Marketing Manager at ALNO AG, Mr. Wehrle will take particular 
responsibility for national and international brand positioning as well as 
sharpening up the profiles of the four brands: Alno, Wellmann, Impuls and 
Pino. 

The area of corporate communications will in future again be managed 
internally, following the recruitment of Thomas Oberle, former press 
spokesman and PR Manager for Poggenpohl Möbelwerke GmbH. From 1995 until 
2008, Mr. Oberle was spokesman and Manager of Corporate Communications 
firstly at Adolf Würth GmbH & Co. KG and later at Lidl Stiftung & Co. KG. 
As a member of the management team at Poggenpohl, he was also responsible 
for the PR of its national and international brands. 

'Matthias Weiß, Matthias Wehrle and Thomas Oberle are excellent managers 
with proven experience in the field. We are proud that we have been able to 
bring such highly respected executives in the kitchens sector to ALNO AG,' 
said CEO Max Müller. 'I look forward to working with them and am confident 
that in their hands, we can achieve our targets of significantly increasing 
revenue from our international business, sharpening up the profile of our 
brands and strengthening Alno as a premium brand in 2012.' 

Elmar Duffner, former Chief Executive of Poggenpohl Möbelwerke GmbH, will 
join ALNO AG by February 2012 at the latest. As COO, he will be responsible 
for foreign sales, production, purchasing, logistics, IT and product 
development as well as marketing and communication. 

ALNO AG is Germany's second largest and Europe's fourth largest kitchen 
manufacturer. With its four brands, Alno, Wellmann, Impuls and Pino, the 
company supplies the most diverse variety of target customers and price 
ranges. The company has three subsidiaries abroad and around 7,000 sales 
partners in 64 countries. In the financial year 2012, the international 
business accounted for 28.4% of revenues. 

About ALNO AG: 
ALNO AG is one of Germany's leading kitchen manufacturers. It has four 
national production facilities and also a production facility in Dubai, and 
serves the German and international markets with a full range of kitchens. 
The ALNO Group has four brands: the core brand Alno and also Wellmann 
(classic/modern), Impuls (minimalist) and Pino (entry-level prices). ALNO 
AG has around 7,000 distribution partners and is active in more than 64 
countries. In fiscal year 2010 around 1,787 employees recorded revenues of 
approx. EUR 467.3 million. Foreign sales accounted for 28.4% of revenues. 

Note for editors: 
If you would like to find out more about ALNO and its products, then please 
visit our online press center at www.alno.ag/3687.0.html. There you can 
also find ready-to-print images of people and products. 

Legal notice: 
This press release may include forward-looking statements, which are based 
on the current expectations and forecasts of ALNO AG's management or its 
associated companies. Various known and unknown risks, uncertainties and 
other factors may lead to the actual results, financial position, or 
performance of ALNO AG and its affiliated companies deviating substantially 
from the estimates included herein. Neither ALNO AG nor its affiliated 
companies undertake to update any such forward-looking statement and to 
adjust these to future events or developments. 

Contact: 
CNC AG 
Patricia Eschenlohr 
T + 49 (0) 172 8106376 
E Patricia.Eschenlohr@cnc-communications.com 

End of financial news 

------------------------------------------------------- 

14.09.2011 Dissemination of a Corporate News, transmitted by DGAP - a 
company of EquityStory AG. 
The issuer is solely responsible for the content of this announcement. 

DGAP's Distribution Services include Regulatory Announcements, 
Financial/Corporate News and Press Releases. 
Media archive at www.dgap-medientreff.de and www.dgap.de 

Wednesday, September 14, 2011

QUESTION: What are the Top 5 business or legal concerns presently facing Design Professionals?

We have a question for you!

What are the Top 5 business or legal concerns presently facing Design Professionals?


Please post your responses below or respond to this question via our Facebook Discussion Page.  

Tuesday, September 13, 2011

Using Your Web Site to Grab Consumers' Attention


Much has been written about optimizing your Web site to grab the attention of search engines, and that’s certainly a key component of Web marketing. The cyber robots can bring you potential customers. But they don’t actually spend money on kitchens and baths. Real-life flesh and blood consumers do.
So it’s essential to make sure your Web site is delivering an optimum experience for people who have the potential to buy from you.
A lot of Web site advice is geared toward businesses that sell online, or for retailers who have daily or weekly purchasers. It’s more tricky in a business like ours where the purchase cycle is much longer and more infrequent, and when discounts, coupons and other techniques are not as relevant.
What do we know about consumer behavior on the Web as it applies to the kitchen and bath industry? First, a reality check: Consumers are clicking fast. A look at statistics for some dealer sites in our industry indicates the average time on a site ranges anywhere from about 43 seconds up to about 2 minutes and 35 seconds. That means you have to grab attention quickly.
What’s the first thing consumers think when they arrive at a Web site? They think, “Am I on the right site? Did I get to where I thought I was going?” That’s why it’s so important to have your company name, address, city, state and phone number on every page of your site. It sounds basic, but so many sites fail to do this, leaving a visitor uncertain if this is the Signature Kitchens they were hunting for. And they may wonder, “Am I at Signature Kitchens in New York, New Jersey, Charleston, Memphis, Petosky, MI, Lake Mary, FL, or Perry Hall, MD?” Reassure users they have arrived at their correct destination.
Appealing to Women
Then, engage them immediately with the right environment. In her book Why Women Buy, Bridgett Brennan stresses that women like a “clean” Web environment. “Clutter online makes women shut down,” Brennan notes.
Too many Web sites fail in this area, cramming way too much on the home page, resulting in a chaotic jumble of logos, buttons, type and pictures. Resist the temptation to put everything on the home page. Clean and simple works better.
Too many Web sites also ignore time-tested basics of good graphic design. Large amounts of white type dropped out of a dark background is a graphic no-no. It’s hard to read and slows people down.
The same holds true for italic type, which has been proven to slow reading. Or a hodgepodge of bold and italic and color and a melee of type sizes. According to studies by Gloria Moss, reported in the book Gender Design and Marketing, women prefer graphics with rounded shapes, lots of white space, as well as color, especially brighter colors.
Men are more likely to prefer a site with a technical look.
Talking about home pages, why would you go to the trouble of designing one and then invite visitors to “Skip Intro?” Don’t waste any of your precious 1-2 minutes asking people to skip something.
Analytics of kitchen and bath site traffic generally indicate that visitors tend to spend the most time looking at pictures of kitchens (or baths, if that is the emphasis of the site.) So put your best efforts into the portfolio section of the site. Copy – yes copy is important here – should point out interesting features. Tell the story of the project…what was the design problem and how was it solved? Women especially love to hear stories about how other women created their kitchens and baths.
Then offer a “share” option. Women faced with a big decision such as a kitchen or bath purchase will want friends to weigh in. Make it easy for her to send your kitchen onto a friend for an opinion (be sure there’s a watermark so your work doesn’t get forwarded without credit.)
Pay attention to page view stats of your site to determine which ones get the most traffic and how much time visitors spend there.
What else should your site have to be user friendly? People. Women, especially, are drawn to faces. Show yourself and your staff. No, it’s not egotistical. Rather, it shows that you are open, friendly, approachable and accountable. And it helps people remember after they’ve visited seven or eight showrooms that yours was the one where they talked to that nice, helpful blonde lady whose name they can’t remember now.
Consider using some stock lifestyle photos to add more people to your site. They are inexpensive and can give a site a lot more personality and mood. Add videos of projects with homeowners telling what they love about their new spaces, to bring testimonials to life and add more faces.
Include photos of your showroom to entice people to visit and also to help them remember, after shopping around, what they saw in yours.
Information on budget ranges can be valuable content for many reasons. It helps pre-qualify prospects in a neutral environment. If they are looking to spend a few thousand dollars on a makeover, and you are in the business of doing full remodels at $50,000+, it’s better they find out online rather than wasting your time.
Another reason this content is valuable, according to Brennan, is that women are often reluctant to bring up the subject of money. “Western women are taught from an early age that talking about money publicly is inappropriate, and this can make discussions about pricing uncomfortable for the female buyer,” she explains. Her recommendations are to be specific about why something is priced the way it is, offer good, better, best options, and bring up price yourself. What better place than your Web site, where a potential client can see this information in her home?
The contact page should not have an anonymous email us at info@ourkitchens.com. It feels as though you’re trying to hide from a prospect. Asking someone to fill out a long involved form, then email it to cyberspace, sends an impersonal message. Many users are skeptical that they’ll ever get a response. Have the email go to a real person. In fact, why not have emails for all your staff on your contact page? The more reasons someone has to return to your site, the better.
Web professionals frequently recommend some kind of call to action such as a coupon or “call now for a special discount,” etc. That’s fine for some kinds of businesses, perhaps a DPH showroom, but often not suited for full-scale kitchen or bath design firms. Depending on what suits your business, you could offer a call for a consultation. Or a free seminar. Or perhaps offer the opportunity to sign up for a limited, finite number of educational kitchen planning or bath planning e-newsletters. If prospects know they are committing to receiving only four to six emails and the content is valuable, you’ll stay top of mind.
What should you avoid on your site? Cool for coolness sake, such as flashy twists and turns of copy or graphics that take time and add no value. When the Web was new, everyone was trying to out-hip the competition. But today consumers want clean, friendly, uncluttered, user-friendly and easy- to-navigate sites with valuable content.

Leslie Hart is executive v.p. of the Newport Beach, CA--based Fry Communications, an integrated marketing agency specializing in advertising, public relations and strategic branding for distinctive companies in the kitchen and bath industry. She is the former editor and publisher of Kitchen & Bath Business, and she has created custom books, magazines and marketing programs at Meredith Corp. She can be reached at 212--989--4629 or leslie@fry-comm.com.

Thursday, September 8, 2011

Question - “Does your firm secure design fees or retainers? Why or why not?”


 “Does your firm secure design fees or retainers? Why or why not?” 

“After 36-plus years in the business, I’ve done a lot of things wrong, learned from those mistakes and fixed them.
When I first started looking at design fees, I charged about $50. I was so self-conscious about it that often I ended up giving the money back. Now it’s evolved to the point where I don’t have a problem charging a client 10% of the preliminary estimate of the project as a retainer. In some cases that can add up to tens of thousands of dollars.
Retainers cover my cost to put clients’ plans on paper. They can shop with them and obtain other bids, all based on the same plan. If someone decides to go somewhere else, I’ve gotten paid for providing the road map.
I believe that many of us have obtained enough knowledge over the years that we shouldn’t feel ashamed to charge a fee. In fact, many of my clients have told me that the retainer is the best money they’ve spent, and that in some cases I’ve saved them tens of thousands of dollars by steering them in the right direction.”
Max Isley, CMKBD, LGC
Hampton Kitchens of Raleigh, Inc.
Raleigh, NC
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