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Home Shows

  • 1.  Home Shows

    Posted 01-23-2013 12:18 PM
    I have learned that the Des Moines Home and Garden Show is coming up in a few weeks. I've never actually attended one of these, but I see them in major metro areas all the time and hear that attendance numbers can be in the thousands. The Des Moines show website has a list of exhibitors and under the "architecture etc..." category there are three listed. One appears to be an actual architect, the other two look like they are design firms that aren't architects or a home builder with a set of plans to offer. Which brings me to this question...why is the AIA not attending these? And/or why aren't more architects at these? I have a lot of people ask me about house design and even if they don't engage our services, aren't we trying to educate the general public about our profession?

    And here's the second part...these shows have a main stage with a variety of presentations. I've attached the schedule from the Des Moines show for you to scan through. There isn't a professional architect on the list anywhere. To be fair, the HGTV gal is apparently a trained interior designer with a degree from Parsons in New York.
    Can the AIA and/or CRAN develop a program that the local or state AIA component can present at these functions? Or that local architects can present at these functions? I still believe that part of the reason no one knows what we do is because we seem to avoid these main stream functions. I know it takes time away from our businesses and may not yield a single commission but I also think that it has possibilities worth exploring.

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    Brenda Nelson Assoc. AIA
    Woodruff Design, LLC
    Ankeny IA
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  • 2.  RE:Home Shows

    Posted 01-24-2013 08:09 AM
    Unfortunately, we think we're more involved in this sector of the industry than we really are. Most builders, most home owners, and most product manufacturers of "regular guy/ gal" housing have rarely engaged in the services or do business with a licensed Architect. When we created pattern books around the turn of the century in an effort to get better design out to the masses, we really set the course for disconnecting us from home design for the masses. Leila Ross Wilburn in my area to Gustav Stickley and his Craftsman magazine all made their contribution to making good design accessible. This unfortunately set a precedent to design houses without knowledge of the site they sit on.

    Though some may disagree, Custom Design for me means designing houses specific for the site, whether directly for the occupant or for the investor/builder who intends to sell it to an unknown buyer. Some feel this must be taken to the extreme of micromanaging design for the specific homeowner down to the door knob. When we insist on Architectural Design being a Custom experience and we keep narrowing down what is Custom Design, we marginalize ourselves to a very small pool of customers. When so many Architects are disgusted with the idea of designing a Custom House that will be sold to an unknown owner, we eliminate our involvement in the vast majority of the housing market. It's just another design problem, don't be scared.

    2006 Census:
    1.8 million New Buildings Total
    1.6 million New Houses
    1.3 million New Spec Houses
    100K New Houses Commissioned by Owners and built by Owners
    200K New Houses Commissioned by Owners, built by Contractors
    170K New Commercial Buildings

    Not many of those 1.3 million spec houses were designed specifically for the site, not many of the 100K houses built by the owner were designed by Architects, most of the 200K houses commissioned by owners and built by professional builders came from plan books. Between the 170,000 commercial buildings and the houses that we Custom Designed specific to the owner's needs, it's probably generous to assume 250,000 buildings in America were Custom Designed by Architects TOTAL out of 1,800,000! Most of those 250,000 are commercial buildings. My guess is that we maybe Custom designed 50,000 houses at the top of the boom. In fact, the number of Custom Houses commissioned by owners went down from 330K in 1997 to 320K in 2006. The spec houses went from 750K to 1.3 million during that same period.

    Now everyone I want you to ask yourself why you think society should be giving us more face time on TV or at Builder Shows when we're barely designing a fraction of the buildings in this country? Most people can't afford to buy a new house any other way other than buying a spec house. So what's the solution? Force everyone to use us and kill the housing market? Better Plan Books? Who will know who you are if your design comes from a book? How will your same design look and function in the cold mountains of Denver and the flat swampland of Miami? We all need to start Custom designing more of those 1,300,000 spec houses if we want to be viewed as a significant participant in the Home Building Industry as a whole, yet here we are. I've found that there is a huge void going unfilled. There are many people who can't afford to build or wait to build a fully Customized Architectural design, but want more than the El Cheapo box. A Custom spec house built once, specific for it's site that isn't a simplistic box seems to be filling that void. A high end spec house. I've seen spec houses sell for over a million dollars in my area.

    If there are only 3 design vendors, then 1 licensed Architect sounds generously disproportionate in our favor considering our actual involvement in the Home Building Industry. I'm glad one is showing up.


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    Eric Rawlings AIA
    Owner
    Rawlings Design, Inc.
    Decatur GA
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  • 3.  RE:Home Shows

    Posted 01-24-2013 08:15 AM
    Good question. Why isn't the AIA there? Why don't they have a booth offering advice to homeowners and steering people towards hiring their members? Why are they not making presentations on the benefits of using an architect, the design process, the building process? There are home shows like this in every major city, and a National home show going on right now in Vegas.

    I get the feeling from many participants here that this homeshow stuff would be entirely too "low-ball" for them. Shows smack of production housing, nobody that has the wherewithall to hire an architect goes to homeshows. Their architects and interior designers bring the world to them. And they are find with that.

    And that's why 3% of houses are designed by architects and production housing is so mediocre.

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    Gregory La Vardera
    Architect
    Gregory La Vardera Architect
    Merchantville NJ
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  • 4.  RE:Home Shows

    Posted 01-24-2013 09:15 AM
    Brenda,

    I agree completely with your sentiment here. Architects, in general, do not go out of their way to engage the general public in any real way. The truth is the vast majority of architects still don't advertise, they rely solely on word of mouth referrals, which is of course the best advertising. But if that's the end of your client base, eventually your clients run out of friends to refer and then what do you do?

    These types of events should be flooded with architects and residential designers. Why they aren't, I have no idea other than they may think it's a waste of time. Though I imagine if you put a few architects in a room with several thousand people all interested in home improvement, renovation, etc, I bet at least one person becomes a client.

    Cheers.

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    Jeremiah Russell Assoc. AIA
    Ruby Architects, Inc.
    Little Rock AR
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  • 5.  RE:Home Shows

    Posted 01-24-2013 09:30 AM
    Brenda, some really good thoughts. Optimistically for receiving work, I have set up (3 times!) at a home show, green building conference and national energy show - paid the fee, spent two full days at the booth and bought signs, etc. I've also taken out ads in national magazines. I don't think I received work from any of these. I know it could be my face to face marketing skills are week, etc., but I certainly understand now why individuals do not attend these shows and have found the marketing strategy that works best for my work - the internet. 

    However, I love the idea of spreading the work for shows (esp. with a speaker) amongst a group like the local AIA chapters so that each person only did a small amount of work and contributed a small amount of time and money - for the awareness to the general public about architects probably more so than with the idea of obtaining work in the immediate future.

    I would suggest that you work up an outline (maybe with details based on what you are proposing) of the program and submit to someone at CRAN. I'd be glad to take a look at what you work up and provide feedback

    I've heard of others setting up a booth that said "Architectural Advice - 5 cents" and consult with people on their projects during the show. Wow, if marketed ahead of time, that might draw the curious. And a generic AIA presentation for homes would be good too. Local architects could modify the Powerpoint to include a few of their own projects. Clubs like Kiwanis and Rotary seem to always be looking for speakers.

    And speaking of the internet,the awareness program could be duplicated there and placed on each local AIA chapter web site. We could then try to link to other local organizations web site. I have been working with David Androzzi with CRAN and there is now an AIAi information system being proposed at the national level to increase awareness of architects and their projects so this could tie into that at some level down the road.

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    Debra Rucker Coleman, AIA
    Architect
    Sun Plans Inc.
    Mobile, AL
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  • 6.  RE:Home Shows

    Posted 01-24-2013 09:43 AM
    Athough I feel that the AIA could do more advertising in the media, I do not feel that it is their responsibility on the national level to set up a booth at trade shows.  WE are the AIA and if a local chapter wants to dedicate their personal time, I say go for it.  Personally, I am a board member on local citizen and business committees and assist in the planning of local shows.  I also attend shows on a local and county wide level and find them to be quite benificial.  Many people approach me, look over my booth which includes pictures, video display and portfolio and then say, "I have never considered using the services of an architect".  At that point, it is up to me to "sell" the services, stating all of the benifits that we all know as architects.  Through these shows, I have been able to retain many commissions on everything from new homes to full restorations, expansions and remodels.  For my small business, it is well worth the time.  You may not pick up much during the first show but later, people will begin to remember your name.  Often, they come up and say, "I recall seeing and talking with you before". 

    It is an enjoyable experience and I recommend attending shows to most any other residential architect.  If you don't wish to do it alone, team up with a good builder who you have a strong working relationship with.  It doubles the chance of someone stopping by.

    Best of luck!

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    John Lehman AIA
    Lehman Associates, PC
    Highland MD
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  • 7.  RE:Home Shows

    Posted 01-24-2013 11:04 AM
    Brenda

    Try out the home show, they can be a lot of fun if you like to meet people. Our AIA component did a few shows and found that there was little interest in in what the executive director had to say. Then we used volunteers and there was disagreement about how AIA volunteers should represent themselves.

    I know a few other architects who have tried, including myself. It's about marketing, and getting someone to remember you a year or five years later is a challenge. What I have learned: 1. For everyone who is interested in meeting you, get names and addresses and follow up with contact USPS, email, or  interesting internet links. Most importantly, get your name in front of them and don't attempt to be subtle 2. If there is a chance to make a presentation take it - presenters show huge credibility in these venues even when they have none. Things like "how to hire an Architect" and "why you want to work with an Architect" and "why and how to work with me as an Architect" has more possibilities than a  presentation of your great designs. If you use handouts, make them informative - they are interested in your design skills but won't remember them - they will remember some one who is interested in and understands their ideas. 3. Don't expect to go home with a list of new clients, rather, new contacts.

    Most people still want to work with the architect they used before, and if not, by referral. The next best possibility though a much smaller window of potential, is through is though your presentation or information. So the best advice I would give - make that presentation - get the best time slot (that is hard) and 20-30 seats with a projector and seating for 20 or 30 minutes. Provide your own dog and pony for the show that someone is not likely to forget.       

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    Allen E Neyman
    Rockville, MD

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  • 8.  RE:Home Shows

    Posted 01-24-2013 02:47 PM
    Hi Brenda,

    I have been to home shows like this several times, but I have only participated as an exhibitor once because the exhibitor fees and the time involved haven't been worthwhile for me. The one time I did participate, I shared a booth with other architects. We pooled our money and paid for the booth, then staffed it in shifts. I didn't get any good leads for projects, either, although I bet it would pay off if I had the time and money to do it year after year.

    It's also time-consuming and expensive to prepare the displays, brochures, etc., and pay a professional photographer to photograph your work (and organize the photographer, the homeowner, etc.).

    AIA Michigan has made a serious effort to educate organizers of home shows, guides to remodeling or building custom homes, etc., that the term "architect" is a legal designation and people who aren't legally entitled to use that term cannot be listed in the "architects" category unless they are licensed by the state. However, it's very hard to keep up with these guidebooks and this work has been done by volunteers.

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    Dawn Zuber AIA
    Owner
    Studio Z Architecture
    Canton MI
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  • 9.  RE:Home Shows

    Posted 01-28-2013 07:07 PM
    I enjoyed this discussion thread, as it struck a personal chord. 

    I was active with local home shows a couple of decades ago when I was establishing my business.  I both enjoyed it, and found it excellent for marketing.  I never once paid though, or had a booth.  I was able to be there as a presenter - much better in my view.  I would try to sell a program based on directly connecting with people's interests.  Example: "Remodel you home without going Crazy or Broke".  

    I always used the AIA initials after my name and in that way subscribed to the idea that 'a rising tide lifts all boats' - adding to the credibilty of the AIA brand in that market segment, as well as helping establish my own expertise.

    In my presentations, I used LOTS of images - but focused FIRST on photos of  'projects gone wrong' as that caught people's interest.  I only showing my own work in closing as examples of 'projects gone right'.   The contrast 'spoke for itself.

    It was very very rare to be contacted on the spot by someone looking to hire an architect - usually there would simply be questions about cost and feasibility related to a specific situation.  I did, however, find that people even YEARS later mentioned they once saw me at a home show; many kept my name in case they ever needed to hire an expert.  

    In a similar vein, I also did classes through the local 'Learning Exchange" and the City's Adult Education on topics such as 'Remodel to get the most Bang for your Buck'; Creating a Healthy Home; The Principles of Landscape Design, etc.  I found I could be listed at no cost in the local paper for these classes, which were attended by anywhere from 15 to 100 people; and with time there was a steady stream of work, and references - far more than I could handle on my own - that still serves me well today.  

    This is a great path - but only for those interested in working with families in adapting their existing home to meet modern needs.  I did not find it a resource for leads on any other type of work, including new homes.  For me, with a keen interest in working for ordinary people trying to use their ordinary means to shape their living environment, it was a great fit.  

    I don't believe that most components of the AIA would find a good 'cost/benefit' from a booth at these events; it takes too much time, money and effort and in the end would likely seem like selve serving promotion.  I would suggest that there is more "bang for the energy of volunteers" to do something like host a 'meet the architects' night; particpate in 'art walk' evenings; or have an 'architectural festival' that celebrates the best in local built environment (including historic architecture).

    Cheers

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    Michael Malinowski AIA
    AIA Director - California Region
    Applied Architecture, Inc.
    Sacramento CA
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  • 10.  RE:Home Shows

    Posted 01-29-2013 07:47 AM
    The AIA and CRAN is lucky to have you, Michael.  Thanks for all the great ideas.

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    Rand Soellner AIA
    Architect/Owner/Principal
    Home Architects
    Cashiers NC
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  • 11.  RE:Home Shows

    Posted 01-29-2013 10:21 AM

    Michael - you are a ray of sunshine!! Thanks so much for sharing your experiences. Personally, I'd like to take similar presentations to local realtors and offer them as part of the continuing ed classes.

    Actually - thank you to everyone for sharing your experiences! I received a couple of private responses in addition to the public ones, stating that people have tried this route with varied success. Many of you stated that it cost too much and took too much time away from your business to have an actual booth, unless that booth was a collaboration between many architecture firms, and you took turns manning it.

    What I've learned is that a general promotion of architects at these types of events can be a good thing if thought through a bit and it sounds like presentations are perhaps the first step. Based on your feedback, I may try to work with my local AIA office to develop a presentation for next year's show and see if we can get some information out there about what we can do for homeowners.

    Thank you again to everyone for your feedback on this topic - it's been very helpful for me!
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    Brenda Nelson Assoc. AIA
    Woodruff Design, LLC
    Ankeny IA
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