The Masthead

We have what will no doubt be our strongest line up ever at www.MHMSM.com. Let’s rephrase that, this will be the Manufactured Housing INdustry’s strongest line up of articles ever in a single publication.

Innovation – Information – Inspiration for Industry Professionals

That’s a strong claim, but see who’s coming to these pages in 72 hours. Check out any other publisher now or ever, and see when you’ve had more star power, more serious topics and more insights in one issue. Never before!

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First – exclusive ‘one on one’ interviews.

A Cup of Coffee with…
• Bill Matchneer
• Don Westphal
• Ken Rishel
• Eddie Hicks
• Cheryl Hardee
Our A Cup of Coffee with… are unique interviews that give you insights into the PERSON as well as digging into HOT TOPICS like Industry leadership, financing, image building and the Industry’s future. You’ll want to read each one and make sure others do too.

We now literally have authors from (last name) A to Z! From Adams to Ziglar and others in between!

Joe Adams – Marketing
Market Research and Your Customer

Rachel Biermann – PR & Marketing
Thrive During a Recession

Amy Bliss – Associations
Flight, fight or freeze

Chad Carr – Management Corner
10 Downside Tips

Tim Connor – Sales and Management
Tough Questions
Sales Strategies of Six Figure Income Salespeople

Nadeen Green – Attorney
FAIR HOUSING IS AS EASY AS ABC (Part 2 of 2)

Sue Frost – Financing
NEW GAME New Rules

Tony Kovach – Growing the Industry in 2010
Innovate or Duplicate
How Everyone Involved Wins

Susan Knowles – Development profit Center
Community Owners and Fiber Optics

Steven Lefler – Green factory-built home building
How we are changing the factory built home for the public one at a time

Shawn Mullins – Engineer and management
Process Analysis and Design – A Marketing and Management Perspective (Part 2)

Ricardo Morganti – Retailer
Attitude or Badittude

Greg McClanahan – Retailer and People Skills
Fact’s Verses Meanings

George Porter – Installation
Footing Forward

Ray Schmitt – Upscale Retailer
Yanee Point

Dave Shanklin – Community and Finance

Recession-Proof Housing in California MHPs

Kent Stichter – Design and Marketing
Riddle Solved

Bob Stovall – Marketing and Internet
PR-lead-generation

John Underwood – Sales
the Power of the Present, the Power of Now

Don Westphal – Community Corner

First Impressions

Stephen Wheeler – LLCs: Tapping Gov’t Funds for Rehabing Used MHs.
Financial Assistance for MH Renter & Homeowners

Zig Ziglar – Motivation
Zig On Good choices

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Our writers and INdustry Pros like you have made www.MHMSM.com #1. On the eve of our 6 issue, just about 72 hours away, we thank you for your support and encouragement!

Download those February articles now. Resolve now for you and your team members to take 10-15 minutes a day, every work day, and learn something new that will make your business stronger for the balance of 2010.

Learning and Applying an article a day will help keep the bill collectors at bay! Don’t forget our other blogs, with our new look.  Also keep in mind our 24/7/365 Industry and Housing news with star power of its own, Danny Ghorbani and Thayer Long to name but two …Bob our IT Manager has made it handier than ever. Take a look. ##

An Exclusive Interview with Doug Gorman

1. (Question from www.MHMSM.com by Tony Kovach for Doug Gorman). First, Doug, thanks for taking the time to do this interview. While you are widely known in the industry, please give us a brief background on your many roles and history in this industry, for those who may be new and don’t know you as well as they should yet.

My experience with the industry began in 1971 in the role of a consumer. My wife and I purchased a 12×60 three bedroom front living room which at the time seemed to have plenty of room for us as newlyweds. Shortly after that I went to work for the retailer who sold us our home and have been in the industry continuously since then. My industry work experience has included retail sales, sales center management, multi-location retail management in the Southeast and the Southwest. Field sales for manufacturing covering five sates in the Southeast, multi-outlet retail modular sales management and 22 years of owning a retail sales center in Tulsa, Oklahoma. I have served as the president of our state association in Oklahoma, chairman of MHI’s Federated States Division, chairman of MHEI, the sole retail representative to NFPA for five years prior to the creation of the Manufactured Housing Consensus Committee and for close to ten years now as a member of the Manufactured Housing Consensus Committee.

2. There is a lot of discussion going on in the Industry these days, and we’d like to get your take on some of those timely topics. For example, there is a new initiative out there to launch what is dubbed the MHIDEA, the MH Independent Dealers Association. What are your thoughts on the matter? What can you tell us about R E Crawford, George Allen, Ken Rishel and some of those backing or supporting that initiative?

I believe MHIDEA is a worthy endeavor and its creation is being undertaken by some of the most credible people in the industry. Retailers have numerous issues that can get lost in the broader efforts that are undertaken by MHI. I had hoped for years that the National Retailers Council (NRC) would serve that purpose, but I have not seen it materialize. I don’t fault MHI for that failure. The decline in retailer population has certainly been a factor and for that same reason could limit the success of the efforts around MHIDEA. The total retailer focus of MHIDEA may give it some strengths that are not inherent in NRC.

As a preface to the question that follow, Doug, let me remind our readers that personally and editorially, www.MHMSM.com believes in the strong potential of our industry’s future. I could point to virtually every article, almost every blog post that underscores that fact. But At the same time, we have to look at real world challenges and address them. Many today are scared. So the following are not meant to be ‘doom and gloom questions, but rather to get a feel for how your take on such industry issues as matters currently stand, and to understand what we face in order to address it properly.

3. George Allen is one of those gents that most people in the industry know, especially in the LLC world. Allen has written about what he calls a ‘perfect storm’ or a ‘conspiracy’ to kill HUD Code housing by choking off finance initiatives in Washington, such as implementation of the FHA Title 1 and the “Duty to Serve” passed by Congress in 2008, and what amounts to concerns over leadership from national associations on such issues. How would you respond to that type of concern from a respected and informed industry leader?

I do not have any specific knowledge of a conspiracy to destroy our industry. At the same time I find many of the actions taken in Washington are in fact resulting in driving up costs for our industry’s clients while reducing the financing options available. If it is a conspiracy, those responsible are being remarkably successful as we look at a 90% drop in industry shipments. I don’t read a lot of news coverage of any other industry taking a hit of that magnitude.

4. It seems obvious that manufacturers and retailers – and these days, retailers often means land lease communities (LLCs) operators – have a natural need for each other. What concerns do you feel as a respected retailer who has years of manufacturing experience over the steady decline in new home shipments? What do you see as the needs to turn that 12 year decline in shipments around?

Clients want what we build. They are denied the ability to purchase our homes in many cases because of zoning issues and because of the inability to obtain financing. The zoning concern has to be addressed at the state level to achieve significant success. Improvement of financing will most likely only be achieved through increased pressure from our representatives in Congress to improve the application of existing programs.

5. Some have speculated that we are looking at the end of the HUD Code industry by 2020, others have said 2016. I spoke with a senior executive in the manufacturing world very recently who told me there is maybe 24 months to turn the industry around or many/most of the factories will be gone. What are your thoughts on the time line, and why don’t we see more being done to impact ‘saving our industry’ now?

I would not dispute either of the forecasts mentioned. Our program is the only Federal building code for and is administered by HUD. As an industry we certainly have a very real danger of national shipments continuing to be so low that we become irrelevant in the scheme of the Federal budget. If that were to happen manufacturers would lose the preemptive benefit of the federal code. They could possibly continue production meeting various individual state codes that might exist, but the federal umbrella would be lost.

6. You have expressed in the past your viewpoint on Danny Ghorbani’s importance at MHARR, saying “The industry needs Danny.” Can you elaborate on that, please?

For many of the same reasons that retailers may feel a need for a dedicated retailer trade association, many manufacturers feel a need for MHARR. I have no problem with MHARR’s position that their exclusive objective is to monitor regulatory events as they may affect our industry’s manufacturers and ultimately the cost of the home to our clients. Danny Ghorbani has worked tirelessly in this regard for many years. I do not always support or agree with a particular tact or undertaking by Danny, but the industry does not have anyone else who so fervently monitors the effects of proposed undertakings by our federal government.

As retailers, we do not understand to any significant degree the possible impact for instance of the current efforts by HUD to increase monitoring costs through an effort intended to improve quality control. While I believe the effort by HUD is well intended, I am also aware from conversations with manufacturers that many unintended consequences will drive up costs with no corresponding benefit to our client. MHARR will seek to route these efforts through the Consensus Committee. In HUD’s defense, a proposal on this subject was worked on by the MHCC, but was not moved forward due to lack of information regarding costs.

7. We did an exclusive interview posted on my blog with Eddie Hick’s recently about his initiative to promote product placement as an image building tool. During that interview, Hick’s said, and I’m quoting: “Well, I don’t think we need to wait and get a group like MHI involved. In some ways, they’ve failed to move this sort of thinking ahead on the image building issue.” As someone active with MHI and on the national scene, how would you respond to that comment and concern?

I would support any effort that Eddie can take in that regard. His idea makes sense and he sounds like he knows people that can help him accomplish his proposal. I don’t fault MHI and I don’t think Eddie does either. It is a statement of fact that MHI has not gotten involved in the RV type image building campaign. MHI was confronted by an industry made up of companies facing enormous cash demands in the face of the previously mentioned 90% decline in shipments. Major industry players such as Fleetwood, Patriot, Wick and Champion would ultimately face bankruptcy. That scenario is a difficult setting for raising millions in cash for a national image campaign.

8. Doug, any other thoughts you’d like to share about needs and issues facing the HUD Code and factory built housing industry today? What are your reasons for being optimistic about the industry potential and future?

As an industry we face many challenges. The SAFE Act will drive up costs for our clients while reducing the number of lending options. New FHA guidelines will also increase the costs of financing and increase the amount of cash needed to purchase a home. The new appraisal guidelines that went in to effect on February 16th will make appraisals more difficult especially with those appraisers that do not understand our product or do not understand the difference between an entry level home and a high specification home.

The Duty to Serve issue needs to be pursued as it holds huge potential for our industry. The government needs to move forward to fully implement the FHA Title I program and in light of 3285 retire the current permanent foundation requirements of the FHA Title II program.

Many of the concerns noted affect all housing while others are specific to our industry. I remain optimistic because the consumers want what we are offering. No other housing segment can touch what we offer. I can sell a three bedroom, two bath home for less than $30,000 and I can offer a two story modular for under $200,000. Isn’t life grand? Now if we could just have a good drought.

“A phoenix is a mythical bird with a colorful…tail…near the end of (its life) it builds itself a nest of twigs that then ignites; both nest and bird burn fiercely and are reduced to ashes, from which a new, young phoenix…arises, reborn anew to live again.”

Quote from Wikipedia online encyclopedia. http://en.wikipedia.org/wiki/Phoenix_%28mythology%29

Let me say what you know. We aren’t the only ones out there with turn-around ideas! In the last few weeks, a number of positive efforts are underway, new initiatives have been revealed, soon will be publicized or will be launched. This is important for an industry that has been hungry for good news. While this doesn’t mean that we are out of the woods, it does mean that many keen minds and dedicated parties are at work to effect the great turn-round for Manufactured Housing.

Here is a partial run-down, in alphabetical order:

• George Allen – will unveil details on his concepts for an industry turn around. George needs no introduction, and you know that something he and his associates present should have a lot of careful thought behind it. Stay tuned!
• Eddie Hicks – see the exclusive interview we recently posted on his initiative, which is bound to get people talking and thinking. Click here for what many are already calling a great read on an innovative concept.
• Ken Rishel and company also needs no introduction. Ken continues to promote the gospel of captive finance, a message that is spreading far and wide. We will share an exclusive interview with Ken Rishel in about two weeks, so stay tuned to learn more.
• Stephen Wheeler – soon will announce details on our pages about a program already underway that has big players in the MHCommunities world already involved, with more sure to follow. Wheeler is one of those keen minds with the drive that leads to successful results for all involved. We will either do an interview with Stephen or will present an article by him, with our target being the next issue which goes live in mid-March. Watch and listen closely to this gent’s successful program; stay tuned for details!

We’ve noted in our pages before the saying, quoted by President John Kennedy years ago, that the Chinese character for crisis also spells opportunity. You will see that in the thinking of Rishel, Wheeler, Hicks and while the details of Allen’s plan are not yet unveiled as I write this, it is bound to be there too.

Now besides these well known players, there is ongoing work in Washington and in your state capital as well by association leaders dedicated to making the turn-around of our great industry a reality. Please lend them your time and you diligent support. We are all in this together. Without our associations, where would be in the efforts at various capitals? Associations need us and we need them!

Now besides insights from these pros previously referenced, others were in the mix of recent conversations at www.MHMSM.com head quarters.

Another respected industry veteran made the comment to me recently that ‘We don’t have a product problem, we have a communications problem.’ He went on to say that winning over more of the home buying/home owning public will naturally lead to lining up the financing and resolving the regulatory challenges that our industry has struggled with.

Another key statement share with me in recent days was this: if more sales people were more focused on closing the business that is already coming to their locations, our industry could easily double sales this year even without a ‘new image or marketing strategy!’ This is one reason why our pages routinely feature articles on sales skills and on the marketing that brings those customers in.

Do the basics right every day, and those basics will take care of you and your firm.

There are Industry locations and enterprises that are making money in this economy. My philosophy always was, if someone else can do it, I can learn from those leaders and get a similar result too. I’m sure that is the attitude most presidents, executives and sales managers would want their front line sales agents to have! Which, by the way, is a great reason to have YOUR TROOPS reading solution oriented veterans like ours every day.

Another thought shared by a key leader in a conversation with me this past Wednesday:

• We as an industry have three and only three critical things to focus on:
1) Implementing the Congressionally mandated Duty to Serve,
2) Bringing Congressionally mandated FHA Title 1 Financing online and
3) the full implementation of the MHIA of 2000.
• Rapidly do the above, this veteran said, and we’ll grow by 50,000 shipments in one year!
• Since total shipments for 2009 are 49,789, down 39.2 percent from 2008, read ‘doubling the Industry’s business’ by     doing those 3 things!
• It should be noted that the same gent felt that more support needs to go to MHARR to make that a reality.

Your thoughts on these 3 points and related?

We at www.MHMSM.com have initiatives of our own on tap, like the Virtual Louisville Housing Show © aka Virtual Housing Show 2010 © , please see our IT Manager and StarShip Commander Bob Stovall’s post on that subject. Hundreds have expressed interest, so statistically that means there are thousands of Industry Pros out there who are interested but just haven’t formally raised their hand, yet!

We will be talking with MMHF leaders regarding the ideal name for this event, and what makes the best sense for advancing a cause that many feel can ‘double business’ in 2010; and move our industry ahead for years to come. Stay tuned!

Part of the turn around of the industry will come from voices new to the national stage but naturally ‘turn-around’ efforts and plans will also include the work of seasoned veterans like the ones noted above. It should go without saying that it takes understanding to effect change. Paraphrasing one pro last week, ‘we have to stop looking for the silver bullet.’ It is in large part about getting financing and doing the basic correctly. Our writer Mike DuPure said months ago here on www.MHMSM.com that the great Industry turn-around will be effected this way:

“It is about back to the basics and back to the Future.”

To help get both the basics and to encourage the rise from the ashes of a brightly burning, brilliant future, we routinely provide great content in our online trade journal to help you make the most of the business that is already at hand.

Alphabetically:

Joe Adams – exclusive new series coming up in March. Adams says this will be his first of the kind ever for our industry! I’ve seen the initial installment, an eye opener, stay tuned!
Chad Carr – a guru in the world of prospect and lead management. We are pleased to have a gent of this caliber sharing his fine writing with you here.
Tim Connor – we love featuring this renowned author, trainer, coach and speaker; we routinely get great feedback on his articles and blogs!
Suzanne Felber – the LifeStylist, with great insights on trends and in design, décor, building around the client’s LifeStyle and more! I’m a personal fan of “Z” and if you read her, you will be too!
Doug Gorman – periodic contributor and one of the most volunteer minded leaders at the state and national level. Doug is super-involved, so we are glad to get his time when he can spare it. Please let him know that you appreciate and respect his efforts, and may many more women and men in our Industry follow his example of self giving for the good of all.
Tony Kovach – your editor, writer and blogger.
Greg McClanahan – exemplifies the meaning of the word, gentleman. Greg’s unique, accredited and memorable Around the Campfire soft skills development and training approach are found here exclusively, and with our thanks.
Bob Stovall – Bob’s skills are amazing, the IT and web wizard behind our rapid growth and success! If you want to know how to do more online, you’d better tune into Bob’s articles and blogs routinely.
John Underwood – exclusive new series, launched with the Industry Voices Guest Blog. John is already stirring up positive reviews among industry pros who are pleased to see him writing here on www.MHMSM.com!
Don Westphal – exclusive, new content that should get community owners and developers thinking! Watch for an exclusive A Cup of Coffee with…DON WESTPHAL interview in March.

We’ve brought you a number of professionals, like Dan Rinzema, Don Westphal and Suzanne S. Felber who will be presenting ideas at MHI’s April Congress and Expo that in some cases you’ve already seen previewed right here on our pages.

We are bringing you America’s Motivator Zig Ziglar.

We’ve brought you articles by attorney and author Nadeen Green.

You can go to the archives and read Association Leaders such as Thayer Long or Danny Ghorbani, Ross Kinzler, Amy Bliss and Jaime Hammons.

We’ve brought industry rank and file, owners, presidents, marketers and more; dozens of names old and new! We done this so that you and our thousands of other INdustry readers can dig more deeply into issues and consider the many possible ways to move ahead into the future were opportunity awaits.

In addition to the names previously mentioned, you’ve met here at www.MHMSM.com:

Faith Barr, Linda Beem, Jerry Bennett, Rachael Biermann, Beth Monicatti Blank, Douglas D. Chasick, Mike DuPure, Sherrie Franklin, Susan Frost, Ken Geljack, Scott Jones, Greg Katanick, Richard J. ‘Dick’ Klarchek, Steven Lefler, Michelle Nichols, Chris Olvera, Dennis Peters, Michael Sater, Tim Saville, Kent Stichter, Tim Siahatgar, Joe Summers. James J. Talerico, Jr., Heather Vela, Tom Zagorski and more!

Authors writing here for you with names literally From A to Z! If I’ve missed someone, my apologies, but we’ve had dozens of authors as you can see from so many different disciplines in our industry.

We invite other industry professionals, to join our growing ranks of fine writers. If you have ideas you want to share in writing or via a video with thousands of industry pros every week, please see the about us page on our main website. The stage is broad here and we love to share it with you. Because…

…this is the time and this is YOUR place to be heard!

This is a key place for Industry Voices to be seen and read.

From an exclusive interview which will be published in our next issue – which will appear in Mid-March – I’d like to preview a compelling quote from a respect leader:

“Each of us should start the day asking ourselves: “Is what I have done in the past working for me today??????????????? If the answer is “no”, then commit to change or step aside and pass the torch to a new generation.”

I think that is a compelling thought. Let’s ask ourselves that question every day, is what I have done in the past working for me today? If the answer is “no,” then commit to change. Change yourself, bring onboard or team up with skilled agents of change that can move you to where your business should be! Because…

Crisis spells opportunity for those who see it and act upon it.

Fire can kill, but in nature what fire often does is burn away what is already dead. Like the legendary Phoenix – that rises to new life from the ashes – there are movements and signs of a turn-around and a brighter future. That is a type of new birth, a resurrection, a Phoenix Rising.

From out of the fire and ashes, there are rising ideas and efforts that can transform our industry for years to come. We want YOU to be a part of it!

At the same time, let’s not kid ourselves. There is work to be done, quite a lot of it. If you drilled down what each of the professionals who writes for us, they might say something like this:

We need to follow best practices. We need to take care of our customers. We need to focus on the basics. We need to bring the best of the past and unite that with the best of the new to build a brighter future!

People are making money in our Industry – today, in this economy, with our current challenges – so still more can profit today in our business too.

Be Informed.

Study the issues. Study the plans, without prejudging them. We need to analyze and move with what works and what shows promise. With hundreds of thousands in our industry, there will never be 100% consensus on anything. So don’t wait for total unity! Rather, after some study: pick your favorite strategies, efforts and associations, and support them with your time, talent and treasure.

From out of the ashes of past and current challenges, there are efforts like those noted above that can lead us to new glory days ahead. We plan to be a part of them, and to give voice to them

Stay engaged, stay tuned, reading daily industry news updates, numerous weekly blog posts including our hot new INDUSTRY VOICES Guest Blog, our great featured writers and more. You can be a part of the conversation in many ways, see our about us pages for details or just post your comments on articles, email or call them in.

We want YOU to be a part of the Phoenix rising like a new dawn for our industry! Working together for that great goal, we can make it happen!

www.MHMSM.com did an exclusive interview yesterday with Industry Guru, Eddie Hicks, noted consultant and multi-decade veteran of retailing, development, project financing, and more.

The discussion was far ranging, here are some of the highlights.

Q by Tony Kovach:
You came out recently with an article in The Journal that called for an Ad Hoc Committee to tackle the issue of image building for the industry.

A by Eddie Hicks:

Our industry’s (public) image hasn’t kept up with substantial improvements in our products. This has impacted our industry’s efforts in Washington, with HUD and others to move regulatory issues ahead. For example, the implementation of Title I lending was passed in 2008 by Congress and signed into law by then President George Bush. For regulators, Title 1 implementation isn’t a priority. They don’t consider our industry’s influence that strong. They think spending the majority of their time on the more preferred FHA Title II financing programs for so called conventional housing is more important.

Now if we changed our image with the public, if we created a positive new public image similar to what the RV industry did with its “GO RVing” campaign, these sorts of delays wouldn’t be happening.

Q. So what do you see as a way of changing that image?

A. I think we should get to the source of the information which most people use which is TV. Let’s get creative. Let’s influence TV shows to project a good image of manufactured homes.

Q. How do you think that could be done cost effectively?

A. By using Product Placement and/or producing creative new shows which feature m/h in a positive light eg: a new sitcom, or a reality based series.

Q. You mean like planting the product into the story line, like having a Chevy in a movie?

A. Precisely. Make the product part of the background for the TV show. It could be a sit com or other show. Why not have the settings for a TV show as some clean, upscale manufactured home community? Why not have the characters living and loving their homes as part of the background to the story? This could be a way with minimum dollars to influence the public in a profound way.

Q. Interesting concept! I’ve watched this done with products before, but I’m not sure if I’ve ever seen this done or proposed for manufactured housing. Great idea, Eddie. That said, how could we (as an industry) advance a product placement approach for use on TV?

A. I have connections with the entertainment industry. Some of them include a cousin who produced TV shows like Magnum PI, Battlestar Galactica and others. A nephew of mine produces 2 minutes to 30 minute spots for casinos. Potentially through connections like these or others we could advance a story line for a TV series that could use the product placement of clean, appealing upscale manufactured home living in a positive light.

I know others with TV production connections, clients or people I’ve met, like the producer of Cheaters. Do you know that show? We could get together with people like those who know how this is done and think it all out.

Q. Actually, Eddie, I don’t watch TV, I’ve heard of the show, but I have never seen it.

A. Wow, how do you get your information (he says with tongue in cheek)? (Eddie’s question; Tony’s answer:) I’m one of those guys who reads and likes to talk to people who know. Internet, magazines, books, etc. I’ll watch a DVD or video on line at times too.

Q. So in your view, Eddie, how would we move something like this forward?

A. Well, I don’t think we need to wait and get a group like MHI involved. In some ways, they’ve failed to move this sort of thinking ahead on the image building issue. I think we can hire a consultant for modest dollars, someone who knows the entertainment industry and how to get things like this product placement for image building done. I know a guy in Central Florida who had a nice boat. A film producer paid him handsomely to shoot scenes using that vessel in a boat yard. What we would want to do is shoot something like this in a clean, new manufactured home community, showing intelligent, active, people living normally.

You can tell your readers that if they are coming to Congress in Vegas, to contact me directly and get involved in this Ad Hoc Committee effort, we’ll have some interesting people for them to meet and get involved with. By the way, I don’t want to be in charge of an effort like this, I would like to help get this or other good ways to build image going. We have a lot of smart people out there who are involved in our industry, and I think we can “glean” some creative and resourceful ideas from them. Far be it for me to be the only one with ideas.

Q. It seems to me like some community owner or other owners would be willing to fund a concept like this.

A. Not necessarily so. Many of my clients are in the communities business. Most of the all age community owners are hurting. Many people in our industry today are just too focused on surviving instead of planning ahead. Back in the late 90s, or early 2000s, when people were still selling like crazy and making money compared to today, that is when we should have started something like this. But too many people were too busy thinking ‘today,’ instead of planning ahead. Look at where we are now!

I think we need to turn to manufacturers or maybe lenders to get something like this done. They have the incentive and the means. It would be nice to get someone like Warren Buffett and his organizations at Clayton, Vanderbilt, and 21st Mortgage behind it too.

It seems to me that too many people in our industry don’t realize the importance of getting financing going. That is the lifeblood of our industry. Implementing FHA Title I would be a big step ahead to getting lending going, and thus driving more retail sales again. I can’t understand why there isn’t a more forceful push to do that in Washington.

Q. That sounds like something like Danny Ghorbani at MHARR might say.

A. Danny Ghorbani is brilliant. Danny is a master of understanding the importance of financing to moving (MH) product. I’d say that maybe 1% of new homes sales today are cash sales, so the other 99% are financed. We as an industry need financing!

Ken Rishel is another one of those industry pros who are working hard on the captive finance side of this picture. Ken and Precision are doing good work too.

Nothing happens until a sale is made! Sales are made 99% of the time through financing. So why aren’t we as an industry spending more focus on getting financing going again? Without financing, without a sale, manufacturers don’t build, transporters don’t move homes, set up and installations crews don’t work, suppliers don’t sell parts, lenders don’t lend, insurance companies don’t insure and so on.

If we can fix financing and fix our image issue, if we can get good things like FHA Title I lending going again, we’ll see sales rise in our industry.

—————————– end of interview —————————–

You can contact Eddie Hicks at: www.mobilehomepark.com, 813-661-5901 or via email at easteddie@aol.com

www.MHMarketingSalesManagement.com plans to do more interviews with industry pros – such as Eddie Hicks and others – in the days ahead. You’ll see more feature articles from top names too. These are scheduled to star with the new March issue, that will go live circa the middle of the month.  Stay tuned!##