2014 Is Your Year to Grow and Prosper

Three Tips to Help Material Suppliers Increase Sales

The weather outside is frightful and it may seem the perfect time for construction material suppliers to wait out the cold weather in anticipation of the busy season (when the call for concrete, gravel, fencing, landscaping, signage, etc. will be in full swing). It’s true, winds and snowstorms cause construction project delays, temporarily sidelining crews throughout the Tri-State Region, delaying the purchasing of materials.

However, spring is coming! Plan ahead by using your down time to get your company’s products and services in front of would-be customers and to look for ways to upsell or increase the average spend of existing clients. Many general contractors and subs have their usual list of suppliers. Want to become a go-to resource? Get in front of them by considering these ideas for kick-starting sales in the New Year:

Get Social!

Networking, as you already know, is not only worthwhile, it’s necessary if you want to find new clients. You can do it the tried-and-true way; face-time allows you to find out, in person, how your company can help them overcome their challenges in the marketplace. In addition to catching up with current clients, you may get an opportunity to shake hands with key decision-makers you haven’t been able to get to take your calls. Don’t forget to ask happy customers for referrals and introductions, as well!

Of course, don’t forget about social media. If you personally prefer not to “Link,” “Like” or “Blog,” find someone in your organization who knows their way around the Internet. Every time you make a move online to talk about your company, your message gets shared with an exponential number of online users. It’s like distributing your business card to thousands of people at once.

When Disaster Strikes, Are You Ready to Sell?

In the wake of SuperStorm Sandy and a host of Nor’easter blizzards, there is a lot of attention being paid to disaster planning and how rising tides and other climate issues will impact construction requirements. Whether this is your core business or not, don’t miss out. Think restoration, fortifying foundations, raising, moving, building infrastructure to repair damage and prepare for changing climate and the next disaster.

To make sure your company is not missing out on disaster-related opportunities, apply to be included on the U.S. Federal Contractors Registration as well as FEMA’s Debris Removal Contractor Registry. Both of these registries are go-to resources after disaster strikes. Additionally, the New York Governor’s Office on Storm Recovery advises residents to check with municipal building and construction officials for recommendations on “Finding Reputable Contractors.” Regardless of which state your company is located, go shake some hands and get listed on the lists of referred contracting material suppliers in your region.

Want More Sales? Get Serious about Advertising

In addition to your company’s website (which should be updated regularly), it’s important to become familiar with the variety of online advertising resources that will allow you to reach prospects. The Internet is called the World Wide Web for a reason; there are many options out there, at a variety of price points.

Be smart; put your money where your would-be clients are looking. To maximize your budget and increase your hit rate, choose advertising outlets that allow you to reach your target audience — prospective clients in your ideal geographic region. Point of note: you are reading this article and so are your clients and competitors.

CIS can help you meet all three of the objectives outlined in this article. The great thing about Internet marketing is that you can change direction, literally, with the click of a mouse button. Take the time now to prepare multiple targeted messages that can be implemented in online ads and emails over the next several months, as needed. In addition to having something ready to go to market your company if disaster strikes, you can think ahead to seasonal promotions and be ready to reach customers fast!

CIS’ advertising opportunities help companies like yours reach thousands of potential clients and partners. It’s targeted by geography and interest. Like you, CIS’ online visitors are bidding on work found on CISLeads.com and winning jobs. Contact CIS for assistance with a customized advertising plan that will take your business to the next level in 2014.

When it comes to winning more business in 2014, you need to find a way to connect with more people. Further, it’s important to do more than just talk about what you are selling; make sure your audience needs to buy what you have to sell. Whether you opt for the old fashioned face-to-face meeting or the consistent “e” communication with an online newsletter, blogging or electronic advertising, you have to set in place a strategy for winning new business and work your plan.

CIS is here to help. If we can help you reach more customers, please let us know. Visit cisleads.com or email customer service at Sue@cisleads.com.

It’s Finally Game Time for NJ’s American Dream

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By Chris Colabella

The Meadowlands region is gearing up to show off its Big Game Sunday Best in February 2014, when Super bowl XLVIII comes to the MetLife Stadium. Plenty of businesses are counting on seeing green in the form of untold revenue dollars, thanks to football fans. However, many people look at the nearby sports and entertainment complex, once called Xanadu, and all they can see are the now-infamous walls of blue and white, red and orange.

In late October, Triple Five, developer of the project since 2011, received the go-ahead to restart construction on the long-stalled American Dream Meadowlands project. The Borough of East Rutherford authorized a half a billion dollars in bonds to get the project going and the State of New Jersey offered Triple Five a huge tax break, as well.

About 35,000 permanent jobs will be created once the complex is open to the public. Skanska USA of Parsippany will lead construction of the indoor amusement park while the Whiting-Turner Contracting Co. of Bridgewater will complete the rest of the project.

New Jersey’s American Dream has been a long time coming.

Here are the highlights of the project’s long and often-frustrating 11-year history:

February 2003: Mills Corp. is selected by the Sports and Exposition Authority as the developer of Xanadu – a sports and entertainment complex.

November 2006: Much of the original first phase of the project is framed out, including what will be the first indoor snow hill for skiing in North America.

April 2007: Mills Corp. goes bankrupt; Colony Capital takes over the project as developer.

March 2009: With much of the first phase still to be constructed, lenders bail out and work is shut down. To date, about $2 billion had been spent on the project.

February 2010: Giants Stadium was torn down.

May 2010: A month after learning that the 2014 Super Bowl was coming to the Meadowlands, the MetLife Stadium, constructed adjacent to the old Giants Stadium property, opened its doors. The stadium, part of Phase 1, was built by two NFL teams, the Giants and Jets, with private funds – which is why its construction, at a cost of about $1.6 billion, was not affected by the financial issues that plagued the first two developers.

August 2010: Colony Capital is removed from the project by lenders.

May 2011: Triple Five takes over as the new developer and announces it will rename the project American Dream Meadowlands. An indoor water and amusement park complex are added to existing first phase plans.

On Oct. 15, 2013, the Borough of East Rutherford authorized $524 million in bonds so that Triple Five could finally get the job done. Two weeks later, final approvals – and a huge tax break for Triple Five to the tune of $390 million — came down from the state.

An Idyllic, Beautiful Place… in the Heart of the Meadowlands

It is rather fitting that the project is called the “American Dream.” When the job was originally named, few regarded the swampy land around the Meadowlands’ Continental Arena as a “Xanadu.” However, the visions of grandeur outlined by architects and developers caught everyone’s eye.

The original plans for the project included two phases of development. By the time the construction stalled at the end of 2006, most of the original first phase of the project — 2.9 million square feet of the complex — had been framed out, but the interiors were never close to completion. Original Phase 1 attractions included:

A new sports stadium (MetLife Stadium)
Retail space for more than 300 shops and 50 restaurants
An aquarium
An indoor ice skating rink
A movie theater with 26 screens
A performance arena with up to 3,000 seats, the ski hill – which will tower at 16 stories tall and 800 feet long
A 200-foot diameter outdoor observation wheel with glass-enclosed passenger capsules overlooking New York City
A Bourbon Street-inspired nightlife scene.

When Triple Five took over as developer in 2011, it added a glass-and-steel-domed, climate-controlled amusement park with a water park and the world’s largest wave-generating pool to Phase 1.

Phase 2, calls for the development of an additional 4.5 million additional square feet which will include hotels, a convention center and a sports center.

With Super Bowl Sunday only months away on Feb. 2, 2104, Triple Five, the developer that also owns the Mall of America in Minnesota, says it’s game time for the long-awaited project. While the sports complex won’t get the new pre-Super Bowl paint job Gov. Chris Christie asked for early on in the Triple Five takeover, after close to 11 years, it looks like East Rutherford – and all of New Jersey – may finally be back on track to realize the American Dream.

Chris Colabella is the president of CIS, Inc., New Jersey’s only local construction lead service. For more information, visit http://www.cisleads.com or call 800-247-1727 to arrange for a free demo of CIS Leads.

What’s in a Name?

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No Matter What They’re Called, N.J. Business Incentive Programs Fuel Construction
By Chris Colabella

When Gov. Chris Christie signs the New Jersey Economic Opportunity Act of 2013, the state’s five current economic business incentive programs will be condensed into two – phasing out the popular BRRAG (Business Retention and Relocation Assistance Grant), BEIP (Business Employment Incentive Program), and Urban Transit Hub Tax Credit Program.

At press time, the initiative (Assembly No. 3680) is awaiting the governor’s signature (he has long said he will sign it), after being introduced in May by Assemblyman Albert Coutinho (D-Essex), chairman of the state’s Economic and Commerce Development Committee, and passed by both the Assembly and Legislature by the end of June. The Act designates Grow New Jersey Assistance Program as the state’s business retention and attraction program, while ERG (Economic Redevelopment and Growth Grant) would be New Jersey’s redevelopment incentive program.

Efforts to streamline business development in the state are led by the New Jersey Economic Development Authority and aim, first and foremost, to retain and create jobs here. Under the Act, the newly defined programs encourage redevelopment of urban centers, suburban office parks and areas impacted by Hurricane Sandy.

Regardless of what they are called, business incentive programs (read: grants and tax credits), which compel companies to expand or relocate here, translate to more work for New Jersey’s construction industry. These projects call for new buildings and site expansions, as well as new roads and other infrastructure projects.

In Assemblyman Coutinho’s own backyard of Essex County, the $444 million Prudential Office Towers project, located at Broad and Halsey streets in Newark, is being financed with the help of a $211 million tax credit from the Urban Transit Hub program. Prudential Financial said SJP Properties of Hoboken will begin construction on its new 20-story office tower and 55-foot-tall parking garage by the end of this summer.

Business incentive programs have been a lynchpin in the state’s economic development plan – a go-to tool in the toolbox, if you will, when a business announces its plan to leave the state.

When it works, it’s a win-win for the company and the state. In fact, Gov. Christie was on hand to help cut the ribbon at the official opening of Realogy Holdings Corp.’s new Madison Township headquarters on June 20.

Back in early 2012, the company had announced its decision to pack up and move from Parsippany to North Carolina. However, Gov. Christie and his economic development team stepped in to offer Realogy a $10.7 million BRRAG award, plus a $1.4 million sales tax exemption. The move convinced Realogy to stay in New Jersey and build its new global headquarters in Madison. A year later, the residential real estate franchise giant broke ground on its new 270,000-square-foot complex. Newark-based Tishman Construction Corporation of NJ headed up construction of the three-story office complex with parking garage.

Incidentally, BRRAG – which allows the state to give an annual corporate income tax credit of $3,000 per employee to businesses considering expansion or threatening to leave the state — has helped to create more than 100,000 jobs since it was first enacted 17 years ago. Realogy’s decision to stay in New Jersey kept 935 jobs from moving out of state. (And, those figures don’t even count the number of construction employees put to work thanks to the many projects which have resulted from incentives over the years.)

For now, existing tax and other business incentives associated with BRRAG, BEIP, etc. remain available to qualified companies. (Visit http://www.njeda.com for more information.) However, even when these programs are merged under different titles – namely Grow New Jersey and ERGG — construction companies should reap the benefits of state programs that provide businesses with capital – either in the form of grants or tax credits.

Regardless of what New Jersey calls the programs, once companies build, they will stay
— at least that’s what the State of New Jersey is counting on.

Chris Colabella is the president of CIS, Inc., New Jersey’s only local construction lead service. For more information, visit http://www.cisleads.com or call 800- to arrange for a free demo of CIS Leads.

Robert Briant Sr.’s Legacy

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Responsible, Sustainable & Affordable Economic Development in New Jersey

By Chris Colabella

The New Jersey Environmental Infrastructure Trust, a fund that provides low-cost financing for the construction of environmental infrastructure projects, may very well be the shining star on the late Robert Briant Sr.’s list of lifelong accomplishments. Indeed, the fact that New Jersey enjoys a national reputation as a leader in innovative and effective environmental protection strategies is owed – at least in considerable part – to Briant’s efforts to encourage responsible and sustainable economic development in the Garden State.
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Create Trust in the Marketplace by Nurturing a Reliable “Brand”

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By Bari Faye Siegel

Increased consumer spending and the lowest regional unemployment rates since 2008, combined with an ever-growing project lead list — reported daily by CIS — including SuperStorm Sandy cleanup and reconstruction efforts here, are keeping contractors busier than they have been in a long time.

untitled However, just because the work is out there doesn’t mean GCs are going to give your company a chance to bid. They either have to find you, or be willing to take your call. Regardless, to become a go-to subcontractor – even if yours is a niche business — you must create awareness of your reputable brand in the marketplace.

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Certifications Give Contractors an Upper-hand in a Competitive Market

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By Bari Faye Siegel

A contractor looking to win bids over others who may do the same type of work in the same communities for the same prices must do whatever it takes to gain edge over their competition.

For some, the answer may be found in becoming certified as a Minority Business Enterprise (MBE), Women Business Enterprise (WBE), Disadvantaged Business or Small Business Enterprise (DBE/SBE), Edge Certified and Veteran Owned Business (VBE). Obtaining one or more of these certifications may put a contractor in line for more government work and may very well catch the eye of a GC with mandates to fill.

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Want more work?

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Patience, Persistence and `Who You Know’ are the Keys to Getting in front of GCs
By Bari Faye Siegel

The economy is on the upswing and there are more construction jobs – both public and private – out to bid in the NJ-NY area than anytime in past two years. More jobs mean more work for subcontractors because GCs are always on the lookout for subs who are experienced, efficient, cost effective and well-vetted.

So, how does a sub-contractor, who may be the very best estimator on the block, get in front of GCs in an effort to win new business and become a go-to resource? The answer is simple, but it’s not an easy process. It takes patience and persistence.

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Weeks Marine Dismantles, Hauls Seaside’s JetStar Coaster Away

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Jersey Shore Readies for the Official Start of the Season
By Bari Faye Siegel

With Memorial Day, the official start to the opening of the Jersey Shore, only days away, Seaside Heights – minus one iconic roller coaster – is ready for business.

Weeks Marine began dismantling Seaside Heights’ JetStar roller coaster in the early morning hours of May 14. By mid afternoon the following day, the tangled debris – except for a few pieces saved upon request by owner Casino Pier – were hauled off to the company’s yard in Jersey City to be disposed as scrap, according to Weeks Marine Project Manager Tom O’Donnell.

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Fishermen’s Energy Poised to Build Demo Offshore Wind Farm

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A.C. Project to Employ More than 200 Construction Workers
By Chris Colabella

For many years, talk of harnessing the wind to produce enough energy for use by the masses was just that…talk. However, after receiving the Green Light and up to $4 million from the U.S. Department of Energy (DOE) for an offshore wind technology demonstration project, Cape May-based Fishermen’s Energy intends to harvest the wind and the sea, side by side, in an environmentally responsible and sustainable manner.

Fishermen’s Energy is gearing up to construct a demonstration offshore wind farm, potentially the first in the country. The project would make “Atlantic City the birthplace of offshore wind” in the United States, said Rhonda Jackson, communications director.

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Updated Digs May Give NJ Students Reasons to Stay

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Plans Underway for College Campus Construction Projects
By Chris Colabella

New Jersey residents may not always agree with how elected leaders spend their money but, like it or not, more tax dollars are spent to educate public schools students here than in almost any other state in the country. In fact, according to the National Education Association, per-student spending on New Jersey K-12 public education was the second-highest in 2010-2011.

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