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“Disastrous,” “Uncompetitive” “Takeover” of “Government Sanctioned Monopoly” Blasted in Congress as Bi-Partisan Fix Unveiled

September 6th, 2018 Comments off

 

DisasterousUncompettiveTakeoverGovernmentsanctionedMonopolyblastedCongJebHensarlingBarryNoffsingerCreditHumanDailyBusinessNewsMHProNewsIn a video statement today announcing a bipartisan measure, Financial Services Chairman Jeb Hensarling (R-TX) raised the alarms about the dangerous “monopoly” that is increasingly placing housing finance “at systematic risk.”

 

Hensarling said that today 9.6.2018, marks the 10th anniversary of the housing finance takeover by the Federal Housing Finance Administration. (FHFA). He uses strong language, including “disastrous,” “uncompetitive,” and “monopoly.”

The FHFA and the GSEs have been periodically in the spotlight for years in MHVille, as the Manufactured Housing Institute (MHI) – most recently in their latest emailed ‘news,’ postures doing something.

An MHI member in the community sector of MHI told MHProNews yesterday that the MHI letter read much like their bland statements did 10 years ago.

Indeed. 21st Mortgage President and CEO Tim Williams, in a letter shown below, encouraged near the end of the document customers to ask Congress to get the GSEs involved.

But doesn’t that beg the question?  Because Congress had already spoken. That’s what HERA 2008 was supposed to fix, with the “Duty to Serve” (DTS) manufactured housing and underserved markets. The point of frustration by the Manufactured Housing Association for Regulatory Reform (MHARR) is precisely that laws on the books, like DTS, are not being applied.

The 21st letter with the reference to the GSEs is below.

21stMortgageCorpTimWillamsJune112009LetterBerkshireHathawayWarrenBuffettClaytonHomesManufacturedHousingIndustryDailyBusinessNewsMHProNews

This document supports the claim of our source that said that 21st and VMF turned over data to the GSEs, and were shocked at how poorly their manufactured home loan portfolios preformed. See the last paragraph. 

 

GSEs Shocked

But what another MHI member told MHProNews just over a week ago is this. What 21st and the Berkshire Hathaway manufactured housing lenders accomplished about 9 years ago was to shock the GSEs into inaction.

Unlike more recently – when Clayton Homes’ Vanderbilt Mortgage and Finance (VMF) and 21st reportedly declined turning over data to the GSEs – circa 2008-2009, the Berkshire brand MH lenders DID turn over data to the GSEs. The reaction of the GSEs was one of “shock,” said our source, at “how high” the default rates were on Berkshire’s manufactured home loan portfolios.

In fairness, it should be noted that back then, some of those loans were purchased by Berkshire from other lenders, most if not all of whom had existed the MH lending business. Nevertheless, their portfolio of loans and the total performance is what it is.

So, the GSEs declined getting involved in manufactured housing lending at that time, after seeing the Berkshire brands lending performance.

More recently, because the GSEs didn’t get Berkshire data, this time, the GSEs did get involved, but only with a toe in the water.  MHARR has pointed out what a sliver of the market the GSEs promised commitment represents.

FannieMaeFreddieMacLogosPostedManufacturedHousingProfessionalMHProNews

The Government Sponsored Enterprises (GSEs) of Fannie Mae, and Freddie Mac.

They [the GSEs] don’t want to loan on manufactured homes, period,” per our informed source. “That’s why they’ve created programs like MH Select [some years ago], that clearly failed [to gain traction in the market].” 

Now, the GSEs are promoting lending that parallels MHI’s so-called new class of homes, that is backed by Clayton and the ‘big boys.’

That new program is also expected to have problems, and fail, our source with MHI and GSE connections said. The source said that once these new MH program fail, the GSEs will have deniability. “Look, we tried,” is what the MHProNews source said the GSEs will likely say when that happens.

Another source with ties to the GSEs and MHI has said similarly.

 

Barry Noffsinger, Credit Human, and GSE Reminders

BarryNoffsingerCreditHumanManufacturedHomeLoansNotMObileHOmesDailyBusinessNewsMHproNewsOur Daily Business News sources cited above echo a public statement made by Credit Human Credit Human manufactured home lending manager, Barry Noffsinger, has said.

Noffsinger has said in association meetings that he’s personally told representatives of Fannie Mae that MH Select was an insult to intelligent manufactured home shoppers. It was saying to them, ‘look, we don’t give the same terms for manufactured homes as we do for conventional housing.’

That’s an insightful statement by Noffsinger. Because doesn’t it apply equally to the new plans by the GSEs that only apply to MHI’s controversial new class of homes? Doesn’t it diminish the vast majority of “standard” manufactured homes, by implication?

 

Common Denominators

The common denominator in what Hensarling said, and these other incidents could be boiled down to the words “disastrous,” “monopoly,” and “uncompetitive.”

The full statement by the Financial Services Committee, followed by closing thoughts, are found below.

 

HouseFinancialServicesCommitteePressReleaseDailyBusinessNewsMHproNews598

Official statement from the U.S. House of Representatives to MHProNews.

Chairman Hensarling Delivers Opening Statement, Unveils Bipartisan GSE Reform Bill

WASHINGTON – Financial Services Committee Chairman Jeb Hensarling (R-TX) delivered the following opening statement at today’s full committee hearing on the 10th anniversary of the federal government’s takeover of Fannie Mae and Freddie Mac, the failed government-sponsored housing enterprises (GSEs). During his remarks, Hensarling detailed his bipartisan plan to reform our broken housing finance system.

September 6th, 2008 is a day that will live on in economic infamy. For today marks a not-so-happy anniversary of one of the most frustrating and costly moments in recent financial history: namely, the 10 year anniversary of the federal takeover of the failed housing government sponsored enterprises, Fannie Mae and Freddie Mac (the GSEs).

The GSEs’ anti-competitive government charters and ever-increasing “affordable housing” mandates created a toxic mess of systemic risk. Their collapse directly led to the second worst financial crisis in our history, causing more than $190 billion of taxpayer bailouts and forcing them into a government-run conservatorship.

Embarrassingly, ten years later, the GSEs remain in conservatorship, very much alive and very much unreformed as they quietly return to their pre-crisis market dominance. That’s bad news for competition, innovation, and, most of all, taxpayers, since the Congressional Budget Office has said their $5.1 trillion of mortgage obligations are “effectively guaranteed by the federal government.”

Meanwhile, as several of our witnesses will testify, systemic risk is building yet again. The cost and risk of continuing to do nothing is rising and rising at an alarming rate. Reform, while critical, has proven elusive. For almost 20 years, I along with a handful of reformers like Congressman Ed Royce have labored in vein to replace the GSEs’ government-sanctioned monopoly with a new system based on competitive private capital, innovation, consumer choice, and market discipline.

We passed the PATH Act in the 113th Congress to do just that. I am reintroducing the PATH Act this week, and for no other reason it is the right thing to do and it will let me sleep better at night. Regrettably, its chances for passage remain slim. So as an alternative, I’ve decided to partner with Mr. Delaney on the other side of the aisle to propose a bipartisan compromise housing reform plan that preserves the government guarantee in the secondary mortgage market.

In the time I have remaining in Congress, this is the plan I will pursue.

Our discussion draft, which we will unveil later today, will repeal the GSEs’ charters, permanently ending their monopoly, and transition to a system that allows qualified mortgages backed by an approved private credit enhancer with regulated, diversified capital resources to access the explicit, full government securitization guarantee provided by Ginnie Mae. I believe the plan will preserve much of what is demanded in the current system: liquidity, the TBA market, and the 30-year pre-payable fixed mortgage. And it will do so while dispersing risk and leveling the playing field for all entrants into mortgage finance. Additional details on our proposal will be released later today.

While by no means perfect, we offer this proposal as a grand bargain on how to move past an increasingly dangerous status quo: codify an explicit government MBS guarantee into law, coupled with an accountable and effective affordability program in exchange for placing the taxpayer in a catastrophic loss position only diffusing the credit risk beyond two GSEs, and creating market competition.

If the political will to enact such reform stalls in this Congress or the next, the Administration can and should effectuate change. The President will appoint a new Federal Housing Finance Agency Director in January. The Director has broad, unilateral power as conservator of Fannie and Freddie to dramatically reduce their size, scope, and function. If Congress fails to act by early next year, I call upon the new Director to institute these reforms administratively. The grand bargain I have described does not necessarily represent my preferred policy or optimal policy, but I believe it represents an achievable policy and a good faith effort at bipartisan compromise. A decade without GSE reform has once again put homeowners, taxpayers, and the economy at risk. The time to act is now. With apologies to the rolling stones, “you can’t always get what you want, but if you try some time, you just might find, you get what you need” to avert the next housing crisis.

###

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“Waste, Fraud, and Abuse” – FHFA, GSE Federal Oversight Announcement

Loan Zone Manufactured Home Buyers, Sellers – CU Insight on Fannie, Freddie and Duty to Serve Manufactured Housing Industry

August 3rd, 2018 Comments off
LoanZoneManufacturedHomeBuyersSellersCUinsghtLogoPhotoDailyBusinessNewsMHProNews550

Original photo, CU Insight, added graphics, texts, MHProNews.

Despite news reports that Fannie Mae and Freddie Mac will start pilot programs for chattel manufactured home loans, don’t look for a big move by them any time soon in this arena,” said the CU Insight yesterday.

The CU Insight’s about us page says, “…is the place for all things credit union. We are the leading digital source connecting the credit union community to news, opinion, press…” – in short, its their communication platform with media, credit unions and their members.

That slowness [by the GSEs] is unfortunate because manufactured homes could be a key component to solving the problem of affordable housing in this country,” said the credit union group’s publication. “Creating a secondary market for these loans would make it possible for more lenders to provide them. And a large number of people could potentially benefit.  The GSEs re-entering the space, also gives the this loan type more credibility as a secondary market investment product.”

In short, the credit unions are politely sounding frustrated with the GSEs, and by extension, the FHFA.

This column by Chuck Smith with CU Management, specifically mentions Credit Human, previously known as San Antonio Credit Union,, which is perhaps the largest credit union serving the manufactured housing industry, although there are many others, including the one shown in the interview below.

 

Another Fact Error? 

According to the latest figures published by the U.S. Census Bureau, 18 million Americans live in a manufactured home.” The more common figure is 22 million, see the below.

Fresh Facts, Figures, Future of Affordable Housing -Comparisons- Conventional Site-Built v Mobile/Manufactured Home Industry Data

Sales had been in a steady decline from the highs of around 370,000 in 1998,” said Smith. “The lowest years on record with the U.S. Department of Housing and Urban Development were 2009-2010 with around 50,000 annual sales. There were approximately 93,000 units sold in 2017. Approximately 80 percent of new manufactured homes sold are titled as “chattel,” which means an item of property other than real estate. About 35 percent of those are placed in manufactured home communities and 65 percent are placed on privately owned land. The average sales price in December 2017 was $53,400 for a single-wide unit and $92,800 for a multi-sectional.” Most of that is close, but once more, see the linked report above for the latest fact-checked data.

Smith’s next line is polite, but still wags a finger at the GSEs again.

The two government-sponsored enterprises are mandated by the Federal Housing Enterprises Financial Safety and Soundness Act of 1992, as amended by the Housing and Economic Recovery Act of 2008, to provide mortgage financing for residential properties that serve low- to moderate-income families. This is a market that some credit unions and CUSOs are very familiar and have been serving since their inception. $2.9 billion Credit Human Federal Credit Union, San Antonio, is one of the top chattel lenders in the country.”

ManufacturedHousingAssocRegulatoryReformMHARRMarkWeissDTSFHFA-GSEsGoingtoLargestBusinessesCorpAffiliatesDailyBusinessNewsMHProNews

Collage by MHProNews.

Some of the above might have been written by Mark Weiss at MHARR, or MHProNews, or the growing array of voices that believe that the DTS process was hijacked and sidelined.  See the related reports, linked below.  To join our robust, industry-leading emailed headline news, click the link below. “We Provide, You Decide.” © ## (News, analysis, and commentary.)

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SoheylaKovachDailyBusinessNewsMHProNewsMHLivingNewsSubmitted by Soheyla Kovach to the Daily Business News for MHProNews.com. Soheyla is a managing member of LifeStyle Factory Homes, LLC, the parent company to MHProNews, and MHLivingNews.com.

Related Reports:

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“Take the MH Advantage Challenge – Can You Tell the Difference?” Fisk of Sarah Edelman, Director of Duty to Serve, Single-Family Mortgage Business for Fannie Mae

Duty To Serve, “Complete Waste of Time” per Tim Williams, CEO/21st Mortgage; POTUS Trump, Warren Buffett Insight$

 

Update on Fannie Mae Lobbying, and Manufactured Housing Controversy

 

Secretive “NEW” Class of Manufactured Housing Raises Serious Concerns

 

 

Manufactured Housing Institute “Walk Out,” “Cover Up,” and Shock at their Vegas Event

April 27th, 2018 Comments off

ChrisFisherBoardMemberManagingPrincipleDuckerWorldWideMHProNews545There are several items reported by attendees of the Manufactured Housing Institute’s (MHI)  recently concluded Vegas event that sources say they don’t expect to be in “official” messages coming from the association, or their surrogates.

 

In exclusive insights to the Daily Business News, calls, messages, and emails have covered a variety of topics related to their spring event.

Among them was the lukewarm response to their plans to move their event to New Orleans in 2019.

One bright spot per attendees was the developer meeting, which sources say had perhaps double the traction as last year’s breakout session.

The response to Secretary Carson was overall positive, but not without some controversy.

There was an item from the Q&A that drew “gasps” and “shock,” per MHI members to MHProNews, and will be part of a special report.  MHI connected sources say that “will be covered up” in messaging by the Arlington, VA based trade association.

 

Ducker “Walk Out”

According to attendees of the Ducker Worldwide presentation, there were no surprises. “Nothing earth shattering,”  as an MHI member said.

Another source said there was not as much “red meat” presented by Ducker as what was provided by Credit Human’s Barry Noffsinger at Tunica last year.  Noffsinger’s comments were captured in the 16 minute seminar video, re-posted below.

Attendees of the Ducker Worldwide said that “half” to “two thirds” of those who started the Ducker meeting had “walked out” – left the presentation – before that meeting ended.  “I did not read great enthusiasm,” in the room for what Chris Fisher presented, per a C-Suite level MHI member.

The quiet walkout of so many “spoke volumes.”

Another issue raised by a long-time MHI member was the following concern. Are select MHI member companies – specifically larger companies – getting special access to information from from Ducker’s research, not being given to other industry members?

There is more planned on Ducker related in an upcoming report.  Stay tuned.

 

MH “Opportunity”

Another Daily Business News reader said the Ducker presentation did point to opportunities for the industry.  But “nothing on the level that you [MHProNews] present [to industry] readers for free.”

It’s becoming more clear that your [MHProNews] reporting is correct in saying that MHI is slow walking growth by what one of your articles called “razzle dazzle,” said that source.

Finally, the term “paranoia” was used by an MHI member, to describe their concerns over research and reports by MHProNews. “…you’re [MHProNews reports] living rent free” in the heads of some top level MHI leadership. More than one source independently labeled it “obsessed” concerns about Daily Business News reports about their performance, or lack thereof.

As an example, a mainstream media report recently said that S. 2155 is stalled in the House-Senate conference committee. One of the hang ups?  MHI related elements from “Preserving Access to Manufactured Housing Act.”

It must be noted anew that sources inside and outside of MHI and their members are routinely used by MHProNews in our reports and analysis. The number of messages and calls from those who are beginning to see MHI’s failures to perform are increasing.

I don’t want a bulls eye painted on my back,” said one caller, who wanted to remain anonymous.  “But I want to support what you’re [MHProNews] doing,” because this is the only trade media bringing authentic fact-checks and analysis of MHI and their surrogates messages.  “What they are calling success, isn’t success at all,” a member said.

It’s an interesting point. Success in legislative and lobbying efforts is to achieve the goal, not how many emails are sent, or getting only one out of two sides of the Congress to pass a bill.

 

MHI Meeting High Point, and their ‘Response…’

On a positive note, what MHI’s attendees tend to like is the networking at these events.

But given that networking can take place apart from MHI – as the far larger Tunica Manufactured Housing Show reflects – that modest claim to fame for the Arlington, VA trade association doesn’t compensate for years of failed lobbying and advocacy.

More on this in an upcoming fact-check of recent MHI claims.

MHI staff and executive committee level members are routinely given an opportunity to respond to our reports, and for whatever reasons, they have opted to let these concerns remain unaddressed.

That said, they are hyping alternative views in their own and surrogates trade sources, de facto responses to our fact checks and analysis.  But as some execs and company leaders have said, on close examination, neither MHI nor their surrogates have disproven a single major concern raised by the MHProNews.

If and when MHI leaders decide to directly address our reports, we’ll bring it to you. “We Provide, You Decide.” ©  ## (News, analysis, and commentary.)

NOTICE: Exclusives from HUD, and Attendees about Secretary Carson’s comments at MHI will be part of an upcoming report. Sign up for our emailed news updates for that notice, and to stay up with all of the industry’s most popular, best and most independent fact-based converge.

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Related Reports:

HUD Secretary Ben Carson Praises Manufactured Housing, and the Manufactured Home Industry’s Importance to Solve Affordable Housing Crisis

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New Research – “The Aspiring Home Buyer Profile” – Manufactured Housing Marketing, Sales Insights

February 9th, 2018 Comments off

AspiringHomeOwnerSurveyMovingSurveyPixabayDailyBusinessNewsMHProNewsThe Aspiring Home Buyer Profile is an in depth examination of the consumer preferences of non-homeowners, defined as those that rent and those that live with someone else (such as family or friends) without paying rent,” said the National Association of Realtors ™ (NAR).

Data was collected throughout 2017 on a monthly basis as part of NAR’s Housing Opportunities and Market Experience (HOME) report, which monitors consumer sentiment about the housing market. Topics include if now is a good time to buy a home, the perception of homeownership as part of their American Dream, why non-owners do not own now, and what would cause them to purchase in the future,” said their study.

 

The NAR release to the Daily Business News provided the following highlights.

 

Highlights

  • Of the U.S. consumer households that were surveyed each month in 2017, 63 percent of respondents were homeowners, 28 percent were renters, and 9 percent lived with someone else.

LivingSituation2017-2018AspiringHomeBuyersProfileDailyBusinessNewsMHProNews

  • Of the non-owners, 46 percent were 34 years or under, 57 percent make an income of under $50,000, and 41 percent live in suburban areas.

NARAspiringHomeOwnersSurveyProfileOwnersNonOwnersDailyBusinessNewsMHProNews

  • For both homeowners and non-homeowners alike, homeownership is strongly considered a part of the American Dream.

NARAspiringBuyersSurveyHouseholdIncomeLocationRuralUrbanSuburbanDailyBusinessNewsMHProNews

  • For non-owners, eight in 10 reported that homeownership is part of their American Dream in Q4. For owners, nine in 10 believe it is part of their American Dream.

GoodTimeToBuyAHomeNARDailyBusinessNewsMHProNews2018--600x492

So, while there is still a perception that renting is ‘preferred’ by many millennials, the data suggests that most rent because they don’t believe they can become a home owner.

AspiringHomeBuyerProfileNARDailyBusinessNewsMHProNews

To see the full report, which includes reams of actionable intelligence for marketers and sellers, click here or the image above.

Those are a powerful target market, says Barry Noffsinger, in a 16-minute video seminar to manufactured housing marketers and sellers, in the story linked below.

Manufactured Housing Monday Morning Sales Meeting: Finance & Industry Facts, Figures, Sales Tip$ Improving Best Practice$

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Manufactured Housing Monday Morning Sales Meeting: Finance & Industry Facts, Figures, Sales Tip$ Improving Best Practice$

November 13th, 2017 Comments off

BarryNoffsiingerCreditHumanManufacturedHousingDataResearchUnderstandingCreditMarketDailyBusinessNewsMHProNewsMisunderstandings happen.

False impressions occur.

Few professions understand those statements better than a seasoned manufactured housing (MH) professional.

For whatever valid reasons one cares to cite, the false impressions about the MH Industry are legion.

All those false impressions are why the parent company to MHProNews.com created our sister site, MHLivingNews.  There the public and professionals alike have a resource of reliable, and ongoing series of fact-based reports, videos, and interviews exists that debunk myths and misconceptions.

Misunderstandings Exist Within the Industry, Not Just Outside of MH

The video that follows is a presentation by award-winning Barry Noffsinger of award-winning Credit Human (formerly San Antonio Credit Union, CU Factory Built Lending, and Mountainside Financial).  Federal HMDA data reveals that Credit Human is one of the industry’s largest lenders.

Just as Triad Financial focuses on better qualified buyers, Credit Human Federal Credit Union tends to do so too. The fact that multiple lenders can thrive when focused on more qualified buyers sends a message to those retailers and communities that send messages to MHProNews that say things like, ‘the only customers we get are around 600 FICO score or lower.’ 

Noffsinger’s and other’s experiences prove that with the proper business development and training practices, that could become the exception, rather than the rule.

BarryNoffsiingerCreditHumanManufacturedHousingDataResearchBestPracticesManufacturedHomeSalesLendingFinanceDailyBusinessNewsMHProNews

When a location is struggling now with poor credit quality, that doesn’t have to stay that way.  That’s a key point of Noffsinger’s presentation.

The RV industry routinely attracts higher credit scores and large numbers of cash buyers too.  The RV industry does better routinely in the same markets that manufactured home professionals operate in too.

State of the Manufactured Home Industry, Comparing RV vs. MH Data

As Noffsinger mentions, site builders and real estate agents attract and sell about 99 times more better credit customers than manufactured home retailers and communities do.  You can read the latest national housing statistics, and compare them to MH, at the link below. All of these facts and more underscore the validity of Noffsinger’s points.

National Housing Statistics, New and Existing Home Sales, Manufactured Home Industry Related Insights

A Broad Range of Facts and Experience Go Into the Best Practices Noffsinger Presents

Noffsinger has been in the trenches of manufactured home lending for many years. He’s seen better times, as well as the worst times in the industry’s history.

As many lender’s reps do, Noffsinger and his associates visit sales centers, developments, and manufactured home communities from across the country.

So, the facts and ‘best practices’ he shares via this video captured in front of a live MH audience ought to be compelling consideration for owners, managers and those on the front lines that aspire to do more and perform better with their career.

BarryNoffsiingerCreditHumanManufacturedHousingDataResearch1

Credit Scores Rising…

Credit scores nationally have risen slightly since this video was first captured, but the broad-brush facts Noffsinger states are all the same.

Noffsinger stresses why the industry’s greatest opportunities for growth aren’t with the lower credit scores.

Not only are the facts on his side, but the points he makes are underscored by field-tested results, which Sunshine Homes, or New Durham Estates have been willing to share their own experiences in spotlighting how best practices pay off.

In the case of Sunshine Homes – which only sells more upscales, residential style manufactured homes – they’ve grown at more than double the pace of the industry at large, per their own video statements.

New Durham Estates, by using the kinds of best practices Noffsinger describes and others, has not only dramatically increased sales, but also attracted more good credit and cash buyers that spend more on the homes they buy.

As MHProNews continues its November 2017 State of the Manufactured Housing Industry series, it is as important to show what works as what doesn’t.  Noffsinger stressed many facts in this video, among them, that more companies need to do a better job in sales training. As he jokes, he wasn’t paid to say that in front of the live 2017 audience this video was recorded.


Update Will Follow This Week

This article will be updated and cross linked later to more related information.

But for those looking for their Monday or Tuesday morning sales meeting material, this 15-minute video is packed with proven information on how to fish in the pond where the best fishing and most growth for manufactured housing is to be found. ## (Research, business development, news, reports, data, analysis, commentary),

Note: to learn more about some of the training related opportunities Noffsinger is referring to, click here. It should be noted that while Noffsinger has sat in on some of Tony Kovach’s training, his kind comments to this live audience shouldn’t be construed as a specific endorsement. To see how other respond to that training and related business development strategies, see the video comments by Sunshine Homes and other third parties, on the second video on the page linked here.

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What’s the Truth About the Manufactured Housing Industry’s Potential?

April 3rd, 2017 Comments off

opportunities-threats-buttons-ManufacturedHousingIndustryIllustrationDailyBusinessNewsMHProNewsWhether or not truth is reported, or distorted, reality – the truth – is. Truth exists.

That is so on any issue you care to mention: sports, fashion, politics, religion, health, fitness, business — including manufactured, modular, and prefabricated housing.

Factory-home building – says John Bostick, Sunshine Homes president –  is widely accepted in Japan, but is resisted here.

Why?

Like our domestic manufactured home industry’s politics, the honest answer isn’t simple. Rather, “It’s Complicated.”

If the answer were simple, then the industry would be producing hundreds of thousands of homes per year, as leaders such as Bostick, or:

> Sam Landy, President and CEO of high flying UMH Properties, or

> M. Mark Weiss, President and CEO of the Manufactured Housing Association for Regulatory Reform,

> L. A. ‘Tony’ Kovach, multiple award-winning MH Industry trade publisher and consultant, are among a variety of industry professionals who have said so.

Among the topics we will dive into during the month of April are the issues that can be identified or suggested as causes for the modular and manufactured housing industry’s relatively low levels of sales, juxtaposed to its significantly higher potential.

MHARR and MHI

MHIPresidentCEORichardDickJennisonLeftMHARRPresidentCEOMMarkWeissRightMHProNews-

MHI President, CEO Richard A. ‘Dick’ Jennison, Left. MHARR President, CEO M. Mark Weiss, JD, right. Photo credit, MHProNews.com.

MHARR’s rival, the Manufactured Housing Institute’s (MHI) president and CEO, Richard ‘Dick’ Jennison, flipped from saying in 2014 that the industry should not expect a more robust recovery. Jennison said in a 2014 MHProNews interview that the industry would slowly rise towards 100,000 (+/-) annual shipments. After that interview, when he was pressed on that claim, he later publicly said less than a year later that the industry was capable of 500,000 shipments a year.

That’s a notable swing. But in both cases, Jennison qualified even that lofty half-million new homes a year potential by saying it would have to be achieved over time, at a relatively slow, steady pace.

Why should the pace be slow, instead of a more rapid recovery to the industry’s historic new home sales levels?  Given the affordable housing crisis, isn’t the industry’s potential even greater today?

Is Jennison correct? Are there technical or practical reasons for a slow growth in manufactured housing?  Such questions deserve a look.

Financing

Dick Ernst, consultant and financial services board member at MHI, says there is “no lack of capacity” among the industry’s current lenders to

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Dick Ernst, FinMarkUSA, click image above for exclusive interview.

finance credit-worthy sales.

Credit Human’s (formerly CU Factory Built Housing) Barry Noffsinger has agreed on that point.

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Barry Noffsinger, photo credit, MHProNews. For an in-depth interview, see A Cup of Coffee with…Barry Noffsinger, at this link here.

Noffsinger added an interesting twist, when he told 2017 Tunica Show seminar attendees that the Manufactured Housing Industry needed “to fish in the right pond. “

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Slide provided by Barry Noffsinger, Credit Human, to MHProNews.

His analogy was to convey the notion that if real estate agents and home builders could attract and sell qualified customers with an average FICO score around 728, then why is manufactured housing’s average credit score so much lower?

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Slide provided by Barry Noffsinger, Credit Human, to MHProNews.

Says Noffsinger, it’s the pond of less qualified customers the manufactured home industry is generally fishing in.  The charts and graphics on this page were produced by him, and the entire presentation is linked as a download, here.

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Slide provided by Barry Noffsinger, Credit Human, to MHProNews.

LATonyKovach-Louisville-2015-mhpronews-com-275x156It is noteworthy that Noffsinger’s points dovetail with several of those that consultant, marketing, and sales trainer L. A. ‘Tony’ Kovach has practiced and taught for years.

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Tom Fath, New Durham Estates.

Results reported by Tom Fath, of New Durham Estates – in an upcoming, special video presentation by Fath – will be provided in the days ahead. In that video, Fath details the changes their operation made, and how it dramatically increased their sales and boosted the quality of the cash and good credit customers they profitably attracted.

Other industry lenders on the same finance panel made similar points to Noffsinger’s, pointing out that certain operations attract and sell higher credit scores or cash buyers.

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Labor Force

Several HUD Code manufactured home industry producers have told MHProNews that a challenge for them is getting and keeping good factory workers as one of the industry’s limiting factors.

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Gary Dobbs, l, Lindsey Bostick, c, John Bostick, r, with Sunshine Homes at a ball game. For an exclusive with John Bostick, click here.

Yet, per figures supplied by Sunshine Homes sales manger Stan Posey, their firm is growing at twice the rate of the industry at large. Sunshine Homes is clearly keeping up with attracting the right pool of labor.

Bostick has told MHProNews that they could “easily” ramp up to double their current rate, in a period of about 60 days, without sacrificing quality. What does Sunshine Homes do that keeps quality and satisfaction of their wholesale and retail customers high, while allowing them to grow their labor force at a more rapid pace?  That too will be the subject of Inside MH videos coming in the days ahead.

The MH Industry Take-Away

That there is a rising need and demand for affordable housing is unquestionable. University, government, and non-profit surveys all point to that reality. That the industry could be growing more rapidly is proven by diverse operations like Sunshine Homes – which markets and sells only through independent retailers, communities and builder/developers, or operations like the Fath family’s, or others noted above.

The potential for more rapid and sustainable growth is apparent.  It’s a theme that consultant and publisher Kovach has hit for years.  See two of his graphics above and below as examples.

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The industry’s potential, as shown in another graphic above, is nothing less than enormous, given the proper lobbying, marketing and sales best practices.  Graphic by MHProNews.com.

What’s the Truth About the Manufactured Housing Industry’s Potential?

The facts and views from informed professionals presented here strongly suggest that the potential for rapid and sustainable growth is enormous.  There is no need to return to the failed ‘easy credit’ policies that caused Conseco and other manufactured home loan programs to collapse. The views of those above and others in the manufactured home industry underscore how the industry could climb rapidly and sustainably into several hundred thousand new home sales per year.

MHProNews, as pro-manufactured home industry trade publishers, will continue to spotlight the threats, heartaches, achievements and opportunities for growth in a periodic series of reports, found only here, your home for – Industry News, Tips and Views Pros Can Use. © ##

(Image credits are as shown above.)

(Note: Links added/updated on 4.7.2017.)

SoheylaKovachManufacturedHomeLivingNewsManufacturedHousingIndustryDailyBusinessNewsMHProNews-News and commentary submitted by Soheyla Kovach to the Daily Business News, on MHProNews.com.