The Masthead

Texas sells 1 out of 5 every new manufactured homes shipped in the United States. If you ask D. J. Pendleton why, he might modestly say that they are blessed with a better economy. That they have significant oil field activity. That the relationship with regulators is a good, professional one. All of this would be true, but there is more.

Let's dig deeper to see that more…

If you compared and contrasted Texas with California, here are some facts you would find:

• Both are large states.
• Both border Mexico.
• Each has a diverse population, including significant numbers of Latinos.
• Each has a long coast line.
• Each has an abundance of natural resources.

But their economies and state fiscal status are quite different.

Chief Executive Magazine – and others – has consistently cited Texas as one of the best states in the U.S. to do business. California is consistently cited as at or near the bottom of the 50 states. Lower taxes in the Lone Star state (Texas, for example, has no state income tax) and a more business friendly regulatory policy has yielded a lower unemployment rate for Tejas. Texas does not have the budget shortfall that California faces, which has ballooned from an estimated 9 to 16 billion. One is seeing some businesses leaving, one seeing businesses come, open and grow.

You guess which state has the edge.

Beyond those factors, as significant as they are, there is the 'aura' about Texas. "Everything is bigger in Texas," is not just a decades old cliche. There is often a confidence that you feel when you talk to manufactured home retailers and community owners. There is a 'can do' attitude, and an engagement between their state Association and their members that is admirable. Manufacturers are doing better there, so it is no surprise that some forward thinking retailers market, do sales training and team development, etc.

Don't get me wrong. I'm not saying it is perfect in Texas. We recently reported on a an arrest 'down in the valley,' but the point is that Texans are leading for a variety of reasons that others can learn from.

Speaking of learning, here is the upcoming line up for the Texas Manufactured Housing Association's (TMHA) Annual Meeting. They are making a serious line up to benefit community operators, retailers and all others in the factory built housing arena.

Post by
L. A. 'Tony' Kovach
www.MHProNews.com
www.MHMarketingSalesManagement.com or www.MHMSM.com
Innovation – Information – Inspiration for Industry Professionals

Office – 815-270-0500
latonyk@gmail.com or tony@mhmsm.com

http://LATonyKovach.com
http://www.linkedin.com/in/latonykovach
http://pinterest.com/latonyk/manufactured-home-lifestyle

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Whether you think you can or whether you think you can't, you're right. – Henry Ford

What follows may seem counter-intuitive at first. Pain is natural, necessary and can be good. Pain is a signal in the body or mind that something is awry. That something needs 'fixing' or attention.

We tend to avoid pain and run from it. But in fact, the solution almost always involves embracing the pain. One must discover what is the cause of pain and how it can be dealt with.

In recent conversations with industry pros from various parts of the country, one of the common points made by the callers included the following. It was said in different ways, but let me drill it down to this:

“Manufactured housing doesn't have a product problem it has a perception problem. When people see the home without the blinders, they often fall in love with the quality and value of factory built homes.”

Some company reps see lots of retailers and communities face to face, at their locations. These reps see it all: the good, the bad, the ugly. Perhaps a result, the subject came up in another recent conversation about training.

“How do you get businesses owners or executives to realize that their employees need more training? If you say that to them, they may get insulted. At the same time, they could be making more money if they just had good people doing the right things more often.”

Here is my short answer to these topics. Imagine you were not feeling well, not doing as well as you'd like to be. You go to your doctor, you get tests run. The doctor gets the results. Do you want the MD to tell you the truth, or a bunch of fluff? Do you want the doctor to map out a cure or program for what ails you, or do you want a placebo, and to be told that all is well?

When professionals speak, they ideally ought to give each other permission to be candid, and then do so.

If I were visiting a sales, leasing or management office, and saw things in my client's operation that needed attention, isn't it best for all concerned to know what that is? We point out the good things, right? Why not the problematic ones? It is easier said than done because one doesn't want to offend a client, still, that second set of eyes or outside perspective can make all the difference in the world to that business owner or supervisor.

That in turn can come back with more sales and more business for the rep who shares the insight.

It is my sincere belief that manufactured housing could double or triple its sales in fairly short order. That is based on evidence from real-life companies that grew their sales rapidly, once basic adjustments were made.

That growth doesn't happen by accident, it comes through positive changes. How that looks for the Industry at large can be seen at the download at the end of the article on this link. What that looks like for an individual or collective number of business locations is another topic for another time. When pain comes, heed the warnings. Don't just mask it, seek and fix the cause. ##

Post by
L. A. 'Tony' Kovach
www.MHProNews.com
www.MHMarketingSalesManagement.com or www.MHMSM.com
Innovation – Information – Inspiration for Industry Professionals

Office – 815-270-0500
latonyk@gmail.com or tony@mhmsm.com

http://LATonyKovach.com
http://www.linkedin.com/in/latonykovach
http://pinterest.com/latonyk/manufactured-home-lifestyle

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Whether you think you can or whether you think you can't, you're right. – Henry Ford

As full disclosure, I've not (yet) read the book that the World Over Live discussion I am about to share introduced me to recently. But the interview plus the Washington Times book review of the new volume by Arthur Brooks, Road to Freedom, How to Win the Fight for Free Enterprise, certainly piqued my interest.

Brooks said in his World Over Live interview that free market supporters – including political figures – have to make the moral case for free enterprise, not just the financial case. He pointed to the fact that 70% of the world's poor has been lifted from poverty in a generation – not by government transfer programs – but through increased business generated through free markets.

Brooks has a background in social science and economics. As president of the American Enterprise Institute think tank, Brooks taps into experience and study in saying that it isn't enough to make the financial argument for free enterprise, one must make the moral one to fire up people's imaginations.

Redistribution, argues Brooks, may seem fair but is actually the opposite:

“A fair system in an opportunity society rewards merit … an unfair system
redistributes resources simply to derive greater income equality.”

Brooks sees merit in the social safety net, but doesn't think the net should ensnare the middle class, so as to keep them from economic progress. Brooks points to the American Declaration's "pursuit of happiness" as suggesting a moral motivation, not just a political or economic one.

Making the Case for Manufactured Housing

Brooks suggested that politicians in the Republican party must make the moral case for free enterprise. This created a mental segue for me to a discussion last week with an industry business owner and successful leader who thinks our Industry has failed to make the case for manufactured housing with public policy makers and Americans in general.

For those of you who email or call me, as usual, I invited the gent to pen an Industry Voices guest column on the topic he presented. Because we have a policy of being discussions or emails being “off the record” unless we mutually agree to be on the record, I will only lightly tap the passionate and persuasive picture this successful caller made to me.

Manufactured housing, he argued, is so beyond the experience of most people, that it is not easy to grasp all of its positive implications. He said, we need to climb on our desks and the roof tops and shout out that manufactured housing is a phenomena, and that we need more than a casual look to be understood!

This reminded me of another successful community owner who has made similar arguments in discussions on the unique value to the public and policy makers alike, if, If, IF we do a good job of communicating the facts to them.

While this may cut against the grain of those who think we want to see manufactured homes treated the same as other forms of housing, what these gents see is that we are not similar, we are different and BETTER.

Another Segue…to finance.

Chase's Jaime Dimon, was in the news this week on a topic that may have set the reform of Dodd-Frank back, even though the incident and its impact relative to the 2008 financial crisis are not apples and oranges.

The industry gent I referenced above told me about a meeting he was in with Dimon. So for more than one reason when Dimon was on Meet the Press this weekend, I tuned in. Dimon told NBC's David Gregory in part that he is now “barely a Democrat.” He feels there has been an over-reach on Dodd-Frank, while saying that perhaps 70% of Dodd-Frank is OK, but that changes in the law are needed for the market to work properly.

Dimon and Chase's 2 billion (plus?) blunder was a topic on the radio this weekend too. Larry Kudlow

from CNBC pointed out that the 2 billion loss – as bad as that is – was less than half of the current quarter's projected profits. Kudlow also pointed out that the market punished Chase by its stock taking a sizable hit – larger than what the loss was. Kudlow's points included the fact that the markets work, when they are allowed to do so.

Then, Politics!

Kudlow routinely mixes politics with economic discussion. Clinton compromised with Republicans, Reagan worked with Democrats. Both enjoyed robust, rebounding economic times.

By contrast, a caller pointed out that President Obama side tracked his own Simpson-Bowles commission. One comment was, “I'm still struck by a comment the president made pre-2010 mid-term election about how Republicans had to ride in the "back of the bus," a startlingly partisan comment for someone who is clearly the beneficiary of the Civil Rights movement.”

Jaime Dimon's comment is one that some other MH pros and owners who were or had Democratic leanings shared with me in the last two years. Whether or not there is a sea change in the fall, we should hope that the word 'compromise' is not forgotten and buried in DC.

And back to Free Enterprise..

Arthur Brooks, Larry Kudlow and others have been pointing to the meltdown in Greece, Spain and other parts of Europe as a warning sign to America. For those who compartmentalize their lives, and never think about how X impacts our work in manufactured housing, we are obviously a part of a nation's political and economic landscape.

I would suggest that many factors are starting to line up that could – if we are wise – benefit factory built housing tremendously. Lower incomes, constrained or pressured local, state and federal budgets are among many factors that could point to the inherent value of manufactured housing.

As the one caller told me, we need to 'shout the glories' – meaning, effectively communicate – about manufactured housing from the roof tops. We need to get and stay involved politically and work to improve our climate. One way that can keep us from getting “horse throat” to shout manufactured housing's glories is to use the internet to communicate for us. Check out this article on using Pinterest linked here.

Thanks for stopping by so we could dive into the case for free enterprise and manufactured housing. I hope surf into MHProNews.com and this blog this weekend for what promises to be an important topic, one that can boost your business. ##

Post by
L. A. 'Tony' Kovach
www.MHProNews.com
www.MHMarketingSalesManagement.com or www.MHMSM.com
Innovation – Information – Inspiration for Industry Professionals

Office – 815-270-0500
latonyk@gmail.com or tony@mhmsm.com

http://LATonyKovach.com
http://www.linkedin.com/in/latonykovach
http://pinterest.com/latonyk/manufactured-home-lifestyle

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Whether you think you can or whether you think you can't, you're right. – Henry Ford

I was speaking with a very successful manufactured home community owner and MH Retailer. We spent about an hour discussing a plan to advance home sales and profits. Near the end of the conversation, the owner said, “Tony, this means a change in the way that we do business.” I agreed, but asked, do you see how this would increase sales and profits? Without hesitation came the answer, “Absolutely.”

On to the next step.

The way the Louisville Manufactured Home Show has always been promoted changed two years ago. By keeping what they had done in the past, but feathering in some new concepts and internet marketing efforts, the show is not only back, but growing in attendance and in the number of exhibitors. Changing the way business was always done was necessary, and hats off to those at MMHF and Show Ways who had the wisdom and courage to try something new. It has paid off for all involved with the Louisville Show.

Change can be forced upon us – as in the case of government regulations forcing changes – or change can simply be embraced when an opportunity to do things in new and better ways presents itself. It is a simple decision to accept, reject or consider change. The battle (if there is one) starts in the mind, and the attitude towards change.

We could boil down the following realities about change.

• Change always has and always will happen. How it comes may vary, but change is a constant.
• How we deal with change can determine if we are surviving, thriving or sinking.

We have an amazing product in manufactured homes! I know, I know, some people love MODs, others love pre-fab (panelized, etc.) homes. I see the need and use for all of factory home building. But manufactured housing outsells modulars for a reason. The reasons that panelized homes outsell manufactured homes has more to do with the perception and regulatory issues than the home products themselves.

Factors such as a

• down economy,
• lower earnings,
• growing population,
• less skilled labor to do conventional home construction

and more are reasons why manufactured homes COULD be the next big wave in housing. This is not to marginalize other forms of factory building, certainly they can and should benefit from the above factors too.

What are the elements keeping us from advancing farther and faster?

• Perception issues from the public, the media and public officials (each tends to feed the others);
• Regulatory issues, such as zoning, and issues revolving around financing (SAFE, Dodd-Frank, etc.);
• Communications issues – too many never consider us, and they are often the 'better credit customers.'

These and other factors slow individual businesses in our Industry. Industries are made up of companies, so when companies within an industry get slowed – or advanced – then the same happens in that Industry.

What are the Solutions?

• A clearer vision on the part of business owners, executives and industry leaders as to what is possible, and a willingness to embrace positive change.
• A willingness to invest in positive changes, which includes training of employees, managers and owners.
• Get and keep manufactured home owners, businesses and associations in a more positive working alignment.

What would happen if we were swamped with dozens of more customers every day at many locations?

As nice as this 'what if' may sound, I'd say that many or most locations would not be prepared today. I'm positive minded, but also realistic, so let me explain.

A story was told to me by more than one savvy state executive director. The tale – a true one – goes like this. Art Linkletter was hired to do an image and marketing campaign for the retailers of a given state. The program turned out large numbers of customers, thousands whom never came to see manufactured homes before! Some of these customers drove up in their Lincolns or Cadillacs. They walked up to a 'double wide,' they walked up a rickety set of worn out wooden steps. They entered a home that the marriage line was not trimmed out. The carpeting was pulled back at the marriage line; it was not seamed. Since 90% of the public can't visualize what the home would look like finished, these 'ideal' prospects were lost. They prospect who could buy what they wanted to buy left as fast as they could. Many never returned to a manufactured home retail center again.

What that tale should teach us is the following. We could talk about a three step process:

1) Prepare the Select Professionals.

• We need to prepare a core group of businesses for the potential new wave of manufactured home prospects and clientele.
• Locations need to have curb appeal and homes need to be ready to show.
• That new wave needs to be met by professionals who have appropriate training. The sales pros need to know how to successfully engage good customers.
• All this and more is a matter of preparation, training and motivation.

2) True Alignment with our Customer Base.

We also need to reach out and engage the current manufactured home owner. We need to be aligned with their interests. In the RV business world, successful retailers know that you don't over promise, you don't under deliver, that you want a satisfied customer. They know that the happy customer will tell others, and they also know that the unhappy ones tell even more people. It pays to be honest, it pays to set the right expectations, it pays to get and keep our home buyers happy.

While surveys show that perhaps 76% of manufactured home owners are happy and satisfied, etc. that means that 24% could be happier and more satisfied. We need satisfaction in the 90 percent plus levels to be successful. There are some people you can never satisfy, but most can be. We need to make that the new reality.

So we have work to do.

For these and other reasons, we've launched an online publication focused on the MH Home Owner, called MHLivingNews.com. Please check it out and pass the word, especially to your MH owners and residents. The site will remind owners why they have a good value proposition. Over time, using this home owner focused website will pay off for all involved.

3) By getting more Professionals and Home Owners on the same page, we can prepare the way for that brighter future for manufactured housing.

The way to achieve that next step is with a proper image, marketing and sales campaign. These three steps can take place sequentially but also they could be done concurrently. This doesn't require generations, it requires the will and the effort.

Individual businesses could do this 3 step process internally I short order. I know first hand, because I've worked on projects that prove it. But if you think about it, you know yourself that this is true and works because you can see how companies like Car Max have changed for their business the negative perceptions that went into the automotive car buying experience. Car Max has been amazingly successful, but doing internally what they need to do to to align their interests with those of their customers.

So you don't have to have every business, every state, or every professional to buy into a new business model. You can start with one at a time.

Positive Industry Change will come. Will you be leading, following, retreating or someone that was on the center line as the traffic went speeding by each way? ##

Post by
L. A. 'Tony' Kovach
www.MHProNews.com
www.MHMarketingSalesManagement.com or www.MHMSM.com
Innovation – Information – Inspiration for Industry Professionals

Office – 815-270-0500
latonyk@gmail.com or tony@mhmsm.com

http://LATonyKovach.com
http://www.linkedin.com/in/latonykovach

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Whether you think you can or whether you think you can't, you're right. – Henry Ford

The nomination process on the Republican side seems all but resolved with Rick Santorum and Newt Gingrich out of the race and both formally backing Mitt Romney. There has long been speculation that Ron Paul will get to speak at the Republican Convention, and will support Romney too, with Paul's presumed goals being to keep awareness of his issues front and center and to set the stage for the future of his son in party politics. President Obama's a lock on the Democratic side. So is there nothing more to talk about before November? Hardly, as last night's results and some recent comments by campaign operatives making fascinating statements.

For those who think the Tea Party has fallen asleep, last night should erase that thought. Scott Walker did well in WI. U.S. Senate moderate Republican Richard Lugar lost in his re-election primary bid to Indiana's State Treasurer, Richard Mourdock. North Carolina, where the Democrats will hold their convention this year, just became the 32^nd state out of 32 voting in favor of traditional marriage.

On the Democratic side, James Carville launched what must be considered a wake up call for his fellow party activists. Carville issued a warning against complacency by the president or others running for office in the House and Senate. Carville – a professional campaign strategist best known for his service to former President Bill Clinton's campaigns – points to the anti-incumbency trend in Europe and the U.S., as well as less than stellar polling by President Obama against what Carville calls “a weak Republican candidate” in Mitt Romney.

As if to echo Carville's point, was another interesting development in yesterday's voting. A federal inmate, Keith Judd, drew 41% of the votes in West Virginia to President's Obama's 59% in yesterday's Democratic primary voting there. West Virginians – including some high level officials – are not happy with the 'anti-coal' policies by the Obama Administration in a state where its production is critical for their economy.

Some may not see the relevance of the fall elections to our Industry and its state, and those may wonder why I'd even raise the topic and provide the snapshot of the ever stirring political tea leaves. First, it makes for a nice change of pace and I'm a bit of a political junkie. But far more important, I guarantee you that if Warren Buffett is engaged on the subject of this year's elections (and he is), others in our Industry should be too.

Neither side has a lock on the elections come November. That means voices can be heard that may not normally get the time of day. IMHO, that fluidity means potential opportunity for a key manufactured housing issue.

Given the fluid political climate, we could in theory give MH Activists more of an impact on issues such as HR 3849 - the Preserving Access to Manufactured Housing bill – especially if we mobilize the MH Business Community to get engaged and also educate and rally the support of manufactured home owners to do the same.

Contact your home owning customers and ask them to support HR 3849 by giving them this link to this new site that is focused on MH Homeowners, MHLivingNews. The MHLivingNews initiative will be one of the new tools we will use to help engage the potentially 19-20 million manufactured home owners to better enjoy their lifestyle and to get them involved in ways that can protect their interests and those of our Industry.

Working together, we can all benefit. Political engagement is a key step. Tuesday's primary results and its aftermath reminded us, this is not going to be a boring election year. There will be plenty of tea leaves to read. ##

Post by
L. A. 'Tony' Kovach
www.MHProNews.com
www.MHMarketingSalesManagement.com or www.MHMSM.com
Innovation – Information – Inspiration for Industry Professionals

Office – 815-270-0500
latonyk@gmail.com or tony@mhmsm.com

http://LATonyKovach.com
http://www.linkedin.com/in/latonykovach

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Whether you think you can or whether you think you can't, you're right. – Henry Ford

I had a call followed by a series of messages. It was from a man ready to invest his money in MH paper. But Dodd-Frank and it's impact is, of course, a stumbling block to navigate.

The fact that Stephen Wheeler and his associates have traction on syndicating manufactured home loans is another positive lending issue at play.

Other recent conversations have touched on the trend of renting manufactured homes in land lease communities. It isn't that MHC owners and professionals want to rent. Most manufactured home community owners would far prefer 'realistic' third party lending. Some that were carrying their own paper now feel that they have no choice but to rent if they are to fill vacant sites, given the complexities and practical costs of the SAFE Act and Dodd-Frank. That trend towards renting home in communities vs. homes being almost exclusively owner occupied is changing the dynamic and the long term premise of what made this an attractive asset class. That is a separate topic, but the common nexus is again, Dodd-Frank and SAFE as a background issue.

Local banks and regional lenders I have heard from say that the new federal regulations were supposedly designed to stop 'too big to fail' banking giants from causing a future economic melt down like the one in 2008. But I'm told that that the reality is that the playing field has tilted dramatically towards those giant lenders and away from the local or regional banks. The cost of federal compliance can be spread across a network of banks for the biggest boys, but the 'little guys' have to bear the legal and regulatory compliance alone.

Jason Boehlert at the Manufactured Housing Institute (MHI) briefed MHEC a little over a month ago in a conference call. The Manufactured Housing Executives Council (MHEC) is composed of the various associations execs from coast to coast. The conversation included some 'best practices' suggestions by seasoned state execs on how to line up support for HR 3849. Talking points and hand outs were provided to the execs by Boehlert that MHI has prepared to promote this legislative fix.

See the hot link above for more.

As reported in factory-built housing's Daily Business News, we have two states which have 100% of their delegation on board. We have bi-partisan support for HR 3849. This is strong evidence that this can be done.

This can happen, but only if enough pros like you, your peers and co-workers pick up the phone and call your congressman's office.

We have capital waiting on the side lines for manufactured housing finance. We have put together a single document that outlines why your congressman should get on board.

It took one personal meeting with my Congressman's housing/finance person and a few emails to get my representative on board. If you can't spend the time in a local office, please call and talk to your congress person's housing/finance staff member. Get their email address. Then email them the documents that either MHI, your state or that we have prepared on HR 3849.

It is axiomatic that the fear of loss can be stronger than the desire for gain. Don't look back a year from now and say, coulda, woulda, shoulda made that congressional advocacy effort. Don't expect your state association or MHI to do this alone. If they had the lobbying dollars to do it alone, believe me, we have other things to write about and do.

You can count on YOU for this. Then once you've acted, get your peers, and others you know to do the same. When enough of YOU do your part, guess what, like those two states that have 100% participation among their congressional delegation, it will happen.

Housing will boom again and our industry is rising already in new shipments for a variety of reasons. Let's make sure the oxygen for manufactured housing – finance – is made workable. Dodd-Frank needs amending, Barney Frank's own staff have said as much. Pick up the phone, do the meeting in person by phone. Email or send them the information that will get HR 3849 to become a reality. 2 states and dozens of congressional representatives prove this can be done, but only when you and others do our unique parts. ##

Post by
L. A. 'Tony' Kovach
www.MHProNews.com
www.MHMarketingSalesManagement.com or www.MHMSM.com
Innovation – Information – Inspiration for Industry Professionals

Office – 815-270-0500
latonyk@gmail.com or tony@mhmsm.com

http://LATonyKovach.com
http://www.linkedin.com/in/latonykovach

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Whether you think you can or whether you think you can't, you're right. – Henry Ford

1/3 of 2012 is already in the history books. Manufactured home shipments have continued on an upward trend. The political and business climate continues to stay in flux, but this is a presidential election year. All of the U.S. House and 1/3 of the Senate will stand for election. There is plenty to talk – and read – about.

It is also time to launch our new May issue's Featured Articles here on MHProNews.com. Knowledge is power – but only for those who seek – and use it. Let's get started with this month's Featured Article rundown.

Featured Articles and Reports for Vol. 3, No. 8, 2012

Alphabetically by Category

COMMUNITY MANAGEMENT & FAIR HOUSING (LEGAL)

• “What’s in a Name?”

by Nadeen Green, JD

The fact that you are reading MHProNews.com to gain insight into the manufactured housing industry shows that you are engaged and embracing the world of online information and communication. That likely means that at the least you correspond with emails, and that it is also quite possible that you interact with prospects, applicants and residents at your communities through your own online website, a third party ILS, or even social media.

Read more…

• Creating a Budget

by Chrissy Jackson

Simply put, a budget is a tool. When effectively used, this tool can enable you to have a manufactured home land lease community that is financially sound. A community owner or manager will be able to predict the financial performance of the community for the next 12-month period. A budget will allow you to plan for large, capital expenses and other high dollar improvements.

Read more…

FINANCING

• Promissory Notes How to take, buy or create a Note, then sell it for cash

• Terms of Engagement

by Andrew Peters

It’s easy for professionals in the housing industry to forget just how extensive the language of mortgage lending can be. We’re often quickly reminded, however, when we try to explain a complex concept to our clients, the home buyers. But when it comes down to it, the home buyer or consumer is the singular reason for our existence. It’s important that they know or understand some of the basic facets of the process, and that starts with the vocabulary.

Read more…

GENERAL MANUFACTURED HOUSING INDUSTRY TOPICS

• “Mobile Homes” and Tornadoes

by Margaret Clark

(Editor's Intro: The following is a letter written by manufactured home community owner Margaret Clark to KWWL-TV reporter, Kera Mashek. Ms. Clark was writing in response to a televised report on 'mobile home' safety in tornadoes. We wanted to bring this to the attention of associations, retailers, communities and all those involved in the manufactured home industry.)

Read more…

by Kurt D. Kelley, J.D.

For the last six months, I’ve served on The Woodlands, Texas Chamber of Commerce Health Care Program Committee. These efforts culminated on April 27^th with a conference that featured health care providers, hospital CEO’s, health insurance professionals, and a Congressman. As business owners and managers in the manufactured housing industry, these issues affect us more than those who don't run a business.

Read more…

• Manufactured Home Shows – Touring a Model Home at Tunica 2012

by L. A. 'Tony' Kovach

Manufactured home trade shows are a wonderful way to bring products and professionals together in one place. The home shown in this photo gallery carousel below was selected at random from over 70 models on display at the 2012 Tunica Manufactured Home Show.

Read more…

• Manufactured Housing Institute and National Communities Council 2012 Congress and Expo Photo Report

by L. A. 'Tony' Kovach

If a picture is worth a thousand words, then there are tens of thousands of words captured in the photos that follow. The Manufactured Housing Institute (MHI) and the National Communities Council (NCC) held their 2012 Congress and Expo April 10-12 at Caesar's Palace in Las Vegas, NV.

Read more…

• The Industry's Need to Profitably Communicate

• National Industry Awards Presented at 2012 National Congress & Expo

• Frames

by George Porter

A Manufactured Home is a more complicated piece of engineering than most other homes. Our building code makes us have a multi-purpose chassis. Strangely, we don’t move all that much after the first installation, but HUD said many years ago that we must have a frame (transportation system) and I guess that is how the game will be played.

Read more…

MANAGEMENT

• Do you know the single factor that determines; employee productivity, profits and sustained success?

• Is there Anything New under the Sun? Getting Bottom line Results for Manufactured Housing.

by L. A. 'Tony' Kovach

If you are holding a smartphone, an iPad or are looking at a laptop, etc. you already know the answer to this article's headline's question. But to potentially benefit from the second line, you first have to see the deeper meaning of the title question.

Read more…

MARKETING

• Your Attention Please

by Jeff Templeton

A recent study found that the average American sees approximately 1600 advertisements a day. In a single day! Those ads are seen online, in newspapers, magazines, billboards, TV, radio, on the sides of buses, and many other places. How many of those 1600 are memorable? How many grabbed your attention? How many were you even aware that you saw? In this world of constant motion and action, your ad needs to stand out.

Read more…

• Everything Old is New Again

by Katy Weldon

Something amazing is happening to older mobile and manufactured homes in certain areas of California. They are in demand!

Mobile and manufactured homes built in the 1970’s and 1980’s are once again a sought after commodity. This is a trend brought on by two separate, yet linked factors. Namely, the Boomer generation and the economic downturn.

Read more…

PERSONAL REFLECTIONS, MOTIVATION and INSPIRATION

• Fear, worry, and stress – are you a victim?

by Tim Connor, CSP

If you are not aware of the simple fact that fear is the major contributor to stress, illness, failure, worry and a whole host of other negative circumstances and outcomes, well, you must be living in the wilderness. In the manufactured housing business world, there are certainly some (many?) who are impacted by fear often

Read more…

• Zig On Doing Things Poorly

SALES

• Patience – The secret tool for sales success

by Tim Connor

I just finished reading for the fourth time – one of my favorite books,The Power of Patience by M. J. Ryan. As I was reading, it struck me anew how important this trait is in selling. Why patience, you might ask? Selling is about action, taking charge, pushing, prodding and not taking no or maybe for an answer.

Read more…

• Sales Tips 101 – Objection Handling; Isolating the Objection

Of course, you will want to spend some time on the Daily Business News too. How often? Why, daily of course. Regular readers tell me that they pick up useful ideas for their operation by reading the Daily Business News AND it is the only place online in factory-built housing that you can new, relevant business-daily content.

Besides the plugs, you will pick up tips and ideas on sales and marketing weekly at the Cutting Edge blog. Are you an executive that needs to do a report for upper management? You will find some fascinating stats by scrolling through these articles, some are sure to spark your thinking. Words of Wisdom remains one of our most popular features.

There is no 'finally' with MHProNews.com, because there is so much to see, read and do! But you can also pick up or share some inspiration on the Inspirations blog.

Please check out our growing numbers of sponsors, who make all this possible for you.

Someone asked me, Tony, why do you call your blog the Masthead? Two quick reasons: The masthead was the traditional name for the who is who listing for a print publisher. And on old (and still some new), larger sailing vessels, the masthead was the perch atop the main mast. That location gave someone with eagle eyes or a telescope a vantage point to see what was coming.

Please check back this weekend for the next Masthead blog post. Your thoughtful feedback and comments and suggestions are welcome. # #

Post by
L. A. 'Tony' Kovach
www.MHProNews.com
www.MHMarketingSalesManagement.com or www.MHMSM.com
Innovation – Information – Inspiration for Industry Professionals

Office – 815-270-0500
latonyk@gmail.com or tony@mhmsm.com

http://LATonyKovach.com
http://www.linkedin.com/in/latonykovach

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Whether you think you can or whether you think you can't, you're right. – Henry Ford