QUARTERLY NEWSLETTER Q3 16 FREE MEMBER BENEFIT OF YOUR STATE & LOCAL HBA Steps to receive your Rebate Check Register Register to start receiving your rebate (Tells us where to mail the check). If already registered, skip to the next step. Calendar & Deadlines View the calendar to determine what you can claim for and when the deadline is to submit. Claim Every quarter if you have a completed residential address that used any of our participating Manufacturers, complete and submit the current Rebate Claim Form. Receive a lump-sum rebate check. Claims Process GET STARTED TODAY! www.hbarebates.com PARTICIPATING MANUFACTURERS - Q3 16 SPECIAL POINTS OF INTEREST: Membership Pays - Page 2 How to Claim - Page 3 Featured Manufacturers - Page 3 Frequently Asked? s- Page 3 Manufacturers Highlighted - Pages 4-11 Any Questions? Please call or email our Program Administrators: 866-849-8400 info@hbarebates.com
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PAGE 3 All 3 methods can be found here: Rebate Claim Forms HOW TO CLAIM If you had any homes, remodeling projects, or multi-family units completed from July September 2016, please submit a rebate claim form by the end of November, 2016. We have 3 different methods to submit. All 3 methods ask the same questions. Paper Form. Lists all Manufacturers by product category. Great method for first time claimers or to tack at the entrance while the address is being completed. Online Claim Form. www.hbaclaimform.com. Submit per address online. Follow the steps to enter your address and corresponding Manufacturer info. Customized EXCEL Form. Most Popular Method. www.hbaexcelform.com Enter your Builder name, select the Manufacturers, Download Template for use at your leisure. Save on desktop and use as a workbook. No receipts are necessary. Typical questions are: Model #, Quantity, Subcontractor, or Supplier. Rebates are either per home, per product, or a percentage back to you. FEATURED MANUFACTURERS Interested in learning more about some of our manufacturers? Every week a new participating manufacturer is featured on our home page. A more in depth look at what makes that weeks featured manufacturer an industry leader is provided. Current and past Features can be found here: www.hbarebates.com/featured.html Some of the past Featured Manufacturers include: FREQUENTLY ASKED QUESTIONS www.hbarebates.com/faqs.html
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PAGE 10 Lighting Control Systems Selling Solutions By: Erik Anderson Lutron Electronics Co., Inc. Mr. and Mrs. Smith, your new home s kitchen comes with a lighting control system. What s that? Mr. and Mrs. Smith ask. Your kitchen s light switches have been replaced with phase selective dimmers that can be adjusted should you ever change the light fixtures in the future to LED s. They have also been relocated into the food pantry so there is just one keypad where you can select the proper scenes when using your kitchen for various activities. The system is also on an astronomic clock to automatically trigger scenes at specific times or even remotely from your smart device, fantastic right? Wow! Immediately following this really hard to understand explanation, there are awkward and deafening silences from Mr. and Mrs. Smith they appear dazed. Wry little smiles invade their faces and in their minds they re wondering, how much is that going to cost and why would I pay for that? Suffice it to say, how you present and describe technology will have a tremendous impact on the perceived value by your homebuyers. Remember, most people have no benchmark for what lighting control is or how it will enhance their living spaces, and the way that they live in their homes. Here are three simple tips: Tip #1: Use the way you present lighting control to accentuate the space. Tip #2: Provide the explanation where and when the technology can be demonstrated (reinforce it during the final walk-through). Tip #3: Have the correct person provide the demonstration, someone who can describe in layman s terms. So, let s revisit the previous kitchen example, but go in a different direction, step-by-step. Step #1: While walking the customer into the demonstration space subtly press the scene button that turns all of the lights on to full bright, don t call attention to the button you pressed unless they ask. Step #2: With the lights on full bright focus on describing the features of the kitchen and benefits while preparing a meal, an activity they will be very familiar with. Highlight countertop/island space, arrangement and quality of appliances, soft close cabinetry doors and drawers, how brightly lit the preparation area and entire kitchen is.
PAGE 11 Lighting Control Systems Selling Solutions By: Erik Anderson Lutron Electronics Co., Inc. Cont Step #3: Press a button to activate a scene that dramatically changes the light levels in the kitchen. Make sure it is another common activity that will regularly used such as meal time or entertain. Step #4: Walk them through this activity and paint the picture as right before their eyes the space will have transformed. Mr. and Mrs. Smith, after you finish preparing your meal it s time to enjoy the cuisine in your beautiful kitchen. Do you see how the cabinetry is highlighted (down lights were dimmed to create this look), don t miss the beautiful backsplash (under cabinet lighting goes to just the right level), and look at how amazing the island or countertop surface where you will be eating or gathering pops (due to the pendants being set at the proper brightness). That press of the button also turned the sink lights off so they don t interfere with the look you are trying to achieve in the space. Step #5: Now is the time to focus on the layers of light in kitchen and how they are controlled. Point out the layers, down lights, pendants, under cabinet and sink lights; along with when used at the proper levels can dramatically enhance the look and feel of the kitchen during various activities. To ensure the homeowner can replicate the look and feel the kitchen comes with a lighting control system that with a simple press of a button for each activity those light levels will be perfect every day every time. You have just demonstrated how good kitchen design, proper materials, the lighting, and how they all come together will deliver the perfect space to the homeowner. Erik Anderson, is the National Sales Manager for Lutron Electronics Co. Inc. a lighting and automated shading control manufacturer based in Coopersburg, PA. He is an active member of the NAHB s Custom Builder s technology workgroup and sits on the Custom Home Builders Committee. At the local level he currently serves as the President of the Pocono Builders Association. He can be contacted at eanderson@lutron.com or (484) 809-3867.