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NOVEMBER 2012 J OURNAL November2012 The Magazine ForManufactured & ModularHousing Professionals ABOUT THE COVER This month's cover photo is courtesy of Franklin Homes. For more information visit their website at: www.franklinhomesusa.com PRODUCTION MHARR Increase Enters Second Year DANNY GHORBANI MHAR 'S Next Challenge To HUD VOL. 32 NO. 11 JOURNAL President&Publisher .......................Jim Visser STAFF Office Manager & Associate Editor . . . . . . . . . . . . .Shelia Stiner CirculationManager ........................ShirleyVisser Photography ............................JamesVisser,Jr. National Modular Sales Consultant . . . . . . . . . . .Melissa Bishop Contributors Political And Associations . . . . . . . . . . . . . . . . .Danny Ghorbani MH Association for Regulatory Reform and Richard Jennison, Manufactured Housing Institute production increases Manufactured Housing production increase enters second year. mharr viewpoint Danny Ghorbani discusses MHARR's next challenge toHUD. service & set-up George Porter discusses gas and electric water heaters. development marketing Ed Hicks discusses greenfield communities for a 200+ acre parcel in Florida. sales & marketing John Graham discusses business ideas to challenge your thinking. sales management Grayson Schwepfinger continues his series of articles on sales management. marketing consultant Scott Stroud discusses how to automate your nurturing process. community consultant Frank Rolfe discusses things to be thankful for. get it quick Find out information on advertisers in this issue. 6 12 18 20 22 24 26 28 29 Mailing Address: P.O. Box 288 Manchester, GA 31816 Shipping Address: 1069 Judson Bulloch Road Warm Springs, GA 31830 E-Mail: news@journalmfdhousing.com Web Page: www.journalmfdhousing.com Volume 32 Issue 11. THE JOURNAL is sentmonthly. All rights are reserved. Permission to reprint given only upon written request. The Journal is solely owned and operated by J & S Publishing Co. and is not affiliated with or run by any outside organization. It is solely supported by advertising and is dis- tributed to industry related businesses throughout the United States. Any questions or comments should be forwarded to Jim Visser, President and Publisher at 706-655-2333. POSTMASTER: Send address changes to THE JOURNAL, P.O. Box 288, Manchester, GA 31816. Development Finance,Marketing & Retailing . . . . . . . .Ed Hicks Service&Set-Up ...........................GeorgePorter Sales Management . . . . . . . . . . . . . . . . .Grayson Schwepfinger Modular Consultant ..........................ScottStroud CommunityConsultant ........................FrankRolfe The ONLY Monthly Industry Magazine! Don't Miss Out... The DecemberIssue is our Louisville Show Edition Reserve your ad space now. Call 706-655-2333 contents THE THE 2013 Show Preview