American Gas - February 2014 - (Page 32)

The Builder's Options The builder plays a key role in deciding whether new housing will have natural gas appliances or connections, and builders' decisions in various states underscore the issues and opportunities. In Connecticut, while more than half of homes are heated with fuel oil, most new homebuyers prefer natural gas, says Johnny Carrier of By Carrier builders in Farmington. Homeowners consider allelectric homes too expensive and will accept propane when natural gas is not available, says Carrier, whose family's company is one of the largest builders in the state. Natural gas heating, water heating, and fireplaces are generally standard in By Carrier homes, which range from midrange and luxury to active-adult homes. Other natural gas amenities are optional. About 40 percent of buyers choose natural gas cooking, Carrier says, usually gourmets or others who cook at home a lot. Very few choose a natural gas dryer, but almost all are happy to chip in for an outdoor natural gas grill hookup. "Most people feel it's worth the $350 to never worry about replacing empty [gas grill] tanks," says Carrier, a second-generation homebuilder. Hot in Florida Even in some warmer climates, natural gas has become a major selling point for homebuilders. In marketing materials for several new Florida developments by Toll Brothers, Taylor Morrison, and Neal Communities, natural gas availability is heavily touted. Neal Communities offers natural gas cooktops, water heaters, and clothes dryers as standard. Neal Vice President Michael Greenberg says he believes it has helped his company sell 40 percent of the units in its Villa Palmeras development, near Naples, in just six months. Buyers like the depend- ability, energy efficiency, and operating cost savings of gas, he says. Many have also opted for the convenience of a gas grill hookup for their lanai. Natural gas is not common in Florida; it's available in less than 10 percent of homes, according to EIA. But many of Neal Communities' customers come from the Northeast and Midwest. Accustomed to natural gas there, they want it in their Florida homes too, Greenberg says. For Florida homebuyers who haven't experienced living in natural gas homes, Neal Communities sales agents have been trained by representatives from TECO Peoples Gas to help educate consumers on its advantages. "Neal Communities strives to offer natural gas in every community where it is available," Greenberg says. Gas, he says, helps Neal's properties stand out in a crowded real estate market and appeal to its target customers from other regions. shrimp sells N 32 AmericAn GAs february 2014 efforts have helped nW natural drastically increase its market share of new homes over the past 30 years. nielsen says that in the 1980s, the percentage of new homes with natural gas in the area was in the single digits. that percentage has steadily risen through today, when the vast majority of new homes in the area have natural gas. "it's not just that they put money into it or that they put good people into it-it's that they've done both and they've done it consistently for a very long time," nielsen says. "they are always there. they are always visible. they're a part of pretty much everything we do." Along with the street of Dreams, nW natural sponsors at least three other tours throughout the year that feature local homes. for those, they've created a mobile app to help attendees navigate between the showcase houses. the utility, which has more than 689,000 customers in western oregon and southwestern Washington, also sponsors 12 to 15 open houses a year in new home communities where builders are offering natural gas furnaces, water heaters, ranges, and fireplaces. the sponsorship includes free promotion and even a catered lunch at homes that also have gas dryer or backyard grill hookups. in addition, nW natural offers seminars through which architects and engineers learn about the latest in natural gas building technology and earn continuing education credits. frankel says nW natural sees its builder support efforts as good for builders and consumers as well as its own business. "We want to help builders stay competitive by making it easy for them to give customers what they want-the savings and comfort of a natural gas home," he says. Photo courtesy of corky miller orthwest natural Gas co. doesn't just sponsor one new American dream home a year, it sponsors a whole cluster of them. And it has done so every year for the past 37 years. the nW natural street of Dreams is the centerpiece of the Portland, ore-based utility's extensive builder outreach programs. for one month every summer tens of thousands of attendees tour a cluster of top-of-the-line luxury homes, built by about a half-dozen Portland-area custom homebuilders that pack them with natural gas amenities. the 2013 dream homes included gas-fueled kitchens, space heating, water heating, dryers, radiant floors, fireplaces, and outdoor lighting and kitchens, says nW natural marketing manager John frankel. At Backyard BBQ events held at select tour homes throughout the street of Dreams month each year, nW natural representatives educate attendees on the virtues of natural gas grilling and other amenities as they nibbled cooked-to-perfection chicken and shrimp. Dave nielsen, ceo of the home Builders Association of metro Portland, says the street of Dreams and other builder support

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American Gas - February 2014