Page 23 - Green Builder May-June 2020 Issue

Talking Points: Essentials for Resilient Living

Related conversations. When we correlate specific high-performance building terms
with coronavirus discussions, water and energy efficiency arise most often.

“Changes in Expectations”

Tim O’Brien, President more changes in expectations as we continue GB: Are you experiencing material
Tim O’Brien Homes down this path of COVID-19 as well as other shortages and/or changes in your supplier
potential concerns about coming out to visit relationships?
Pewaukee, WI
a model if the periods of “all-clear” from our TO: Not yet, but we do expect shortages in
GB: Is the coronavirus changing your government and the CDC are not lasting. anything with sheet metal (HVAC, Appliances,
business? GB: What, if anything, are you doing etc.). Products coming from China will also be
TO: Yes, forcing us to look at how we can differently on your jobsites? in short supply. We continue to discuss these
continue to sell without people coming out TO: More sanitation of areas (porta-johns, door challenges/concerns with our suppliers. Trades
to models: a virtual selling strategy. We have handles and final cleaning scope changes). We are holding pretty strong, but anxious about the
developed new methods for selling under these impending slowdown.
conditions. enforce these, just like we would any other
OSHA requirement. GB: Do you think that the coronavirus will
GB: Are you changing your offerings/ create systemic, long-term change in the
services? If so, what is driving you to do so? GB: Have you changed the way you’re selling building industry?
TO: We are focusing more on the communication homes? TO: Yes! More virtual engagement with
of how our homes can be healthier than a TO: Yes. See above. We’re also developing tools
standard build. This includes filtration and air for virtual design appointments. prospects and customers; more focus in IAQ
exchanges, in addition to reduced effects of GB: Has the coronavirus impacted your and built-in products that help keep surfaces
outdoor air pollution with a tighter home. We sales? cleaner. Design criteria will change too,
are also looking to make the EPA’s IAQPlus a TO: Dramatically at this point. Still worked with more working from home (WFH) office
standard for all homes. through a few people that we had in the space, kids learning areas, food storage,
GB: Have your customer expectations/ pipeline before this all hit, but most people are connectivity, etc.
demands changed? in wait-and-see mode, as it relates to their jobs GB: Which aspects of building do you
TO: Besides thinking builders will be desperate and the housing market; expecting a drop in predict will be most impacted, and why?
to sell homes during this time? We continue prices. We continue to engage people through TO: WFH, plus pantry storage, cooking and
to engage prospective clients with virtual social media and other marketing strategies, kitchen organizational options, and new
meetings like Zoom and FaceTime for field tours so when we can get back into models, we can emphasis on enough bandwidth and Wi-Fi
and home reviews. We expect to experience start writing contracts. coverage.

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