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by Chad Carr

Chad Carr photoThere's been a lot written lately about the decline of our Industry. Many experts have pointed out that the ongoing reduction in new home shipments, the shrinking number of Independent Retailers and the lack of support from the banking sector are all signs that our road will be difficult to travel for some time to come. Some have even predicted we are on a road to oblivion.

While these opinions are certainly based on reliable facts, and the experience and knowledge of these opinion makers are beyond question, I have not yet been convinced that retailers and community owners of our industry are in a hopeless or, frankly, even a desperate situation.

I believe it is still possible to sell and finance homes at a profit. I believe owners can continue to build long-term wealth and stability in this market. I believe this industry still presents a great opportunity for Independent Retailers and Community Owners alike.

I believe these things are possible because I see them actually happening in this industry every day!

At Rainmaker, we call on retailers and community owners of every shape and size in every region of the country – every day. And while it's true that the majority of those we talk with are tired, beat-up, frustrated, hopeless and "Retired-In-Place," we also talk to people every day that are doing very well.

I know retailers who are making record profits. I know community owners with 99% occupancy rates. I know people with private portfolios of MH Loans that are performing very well and have been for a long time.

That's not to say that everyone is or even can be successful. But I am absolutely convinced that a much greater percentage of Retailers and Community Owners could be doing much better than they are.

I have written on this site before about the Best Practices that people need to employ during these times in order to be successful. A quick search of the Archives should produce several pieces on these Best Practices, but let me list 10 that we actively teach and promote:

Strategy #1 – Reduce your Overhead
Strategy #2 – Convert Fixed Expenses to Variable Expenses
Strategy #3 - Turn your P&L into a profit generating check-list
Strategy #4 – Learn and Implement Variable Gross Profit Strategies
Strategy #5 – Get Aggressive in Used, Repo's and Consignments
Strategy #6 – Develop Retail Finance Alternatives
Strategy #7 – Increase your Variable Sales Penetration
Strategy #8 – Move your Marketing and Prospecting Efforts to the Internet
Strategy #9 – Capture Market Share with aggressive Marketing and Follow-up
Strategy #10 – Upgrade your Sales Process and Retrain your Sales Team

We know many people who have used these strategies to not only survive, but to thrive in this current market.

Unfortunately, despite our efforts to help teach dealers these strategies, and the efforts of others like the staff of MHSMH.com to help spread the word about opportunities for dealers to improve their business, I am amazed at how few people actually want to do the work it takes to make something positive happen.

Don't get me wrong; I know owners are busy working. In fact, they are probably busier than they have been at any other point in the last 20 years. But they are busy working harder at the same things they have always done. They are busy because they have let their staffs go, not because their activities are making things better.

Every month, our company offers at least six free education seminars through the Internet focusing on how Retailers and Community Owners can implement the various strategies listed above to improve their sales and bottom line. We are lucky if we get four or five people from this industry to attend these webinars.

For those who do attend, when I follow-up to ask what changes they are considering to help improve their business, most tell me none. Just to be sure I'll ask if business is already good for them and almost always they tell me no.

Why is it that we can have so many smart, hard working people in this industry who are incapable of taking action or making changes? From my conversations with Dealers and other Industry Professionals, I have come up with a list of four reasons:

#1 – Fear

Many people are just plain scared. They feel the problems they face are so big, and their ability to fix these problems so limited, that they are just scared into trying nothing.

We all know how opossums play dead when they are afraid, even if it increases the chance that they will end up dead. Many people are so stressed about their situation that they just "play dead," try nothing different, and hope that they don't get hit by the one last problem that will finally put them over the edge.

#2 – Fatigue

I was recently talking to a dealer about changes he could make to grow his business and he said, "The problem, Chad, is that I'm just tired of working this hard. I spent twenty years working my tail off to build this business, five years working to save it, and I don't want to have to work that hard again at this point in my life."

This was about as honest an answer as I have received from anyone in the last three years. He knew he could do better, but he was tired and instead of getting back to work, he had decided to lower his expectations and adjust his lifestyle so he could meet his needs without having to re-grow his business.

#3 – Fairy Tale Thinking

I can't tell you the number of times I finish up a speaking engagement where I am trying to show people how they can turn around their businesses only to have someone come up to me and talk about how everything would be better if someone would just start sending again, fix the appraisal problem, put together an image campaign, enforce the duty to serve, etc.

There is no white knight coming to save this industry. This industry is going to have to save itself. Or at least each Retailer and Community Owner is going to have to save themselves.

We have always had to fight harder than other segments of the housing market. We have always had powerful enemies who do not want to see our industry grow. We have always had to overcome a stigma about our product.

And there have always been people making money in this industry despite all these issues.

#4 - Fatalism

As evidenced in some of the recent discussion on this and other sites, there are many who have finally given up on this industry. I talk to lots of people who say they would love to sell out and be done if someone would just make them a decent offer. I talk to many more who are just hoping to outlive the business.

This fatalism is understandable; it has been a very hard 12 years for this industry. However, it makes no sense to sit by and watch your life savings go back into a business that you are not going to make successful. Those who are "Retired in Place" really do need to cut their losses and move on.

Each of these four reasons for inaction can be excused on an individual basis. Each Retailer or Community Owner is allowed to do what they wish to do; and each can tell themselves what ever they need to in order to make themselves feel comfortable about their decisions.

I worry though, that we are collectively reaching some point of negative critical mass where we spend more time talking about the reasons things are bad than we do trying to make positive things happen.

There are plenty of people working hard as individuals, trying new things and being very successful in this business today. But we need more of them.

I'm not talking about working to solve big industry-wide problems (not that people shouldn't do this). I'm talking about working on your own business.

I don't think there is one magic solution to solve the industry's problems, but there are concrete steps that can be worked on each day to grow your individual business and be profitable. When we each do that individually, the industry will begin to improve collectively.

I am not ready to give up on this industry because I know many people who have overcome the challenges of this industry to be very successful. If some businesses are actually successful, then it must be possible for others to be successful.

For those who wish/want to break out of the cycle of negativity, there are plenty of resources to help. There are many people out there offering help in the form of articles, webinars, training sessions, consulting services and more.

You can find many of those resources right here on the pages of this site. As I mentioned before, our company hosts free webinars (on-line seminars) each month that go into detail on the ten strategies I listed above and many more Best Practices that we have learned from successful dealers through our 35 years in this industry.

If you want help figuring out where to start, you can give me a call and I would be happy to get you pointed in the right direction. But it doesn't matter so much where you go to find something new to try. What matters is that you make the conscious decision to seek out something you believe could help your business and then invest some time and energy in making it happen.

###

Chad Carr is the President of Rainmaker Software, a second-generation family business that provides Retail Management Software and Consulting Services for the Housing, RV and Trailer markets.

Rainmaker works with dealers ranging in size from five to six people up to some of the biggest and most well recognized names in the industry. Register for their free monthly newsletter at http://visitor.constantcontact.com/d.jsp?m=110294633464five&p=oi.

If you would be interested in learning how to look at these and other ratios for your company, call Rainmaker Consulting for a free business analysis. We will look at your financial statements, analyze them and provide you with both the results and our feedback, all at no charge. For more information, visit their website at www.getRain.com or contact Chad at (800) 336-0339 or This e-mail address is being protected from spambots. You need JavaScript enabled to view it .

Daily Business News Briefs

Patrick Industries to Release Q1 Financial Results

Patrick Industries to Release Q1 Financial Results

Patrick Industries, Inc., component supplier to the manufactured housing and recreational vehicle industries, will release its first quarter financials on Thursday, April 24, before the market opens. A conference call will be held later that morning at 10 AM, EDT to discuss the results, led by president and CEO Todd Cleveland, and CFO Andy Nemeth,...

16 Apr 2014

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Skyline Rises; Dow, Nasdaq and S&P like Fed Chief Yellen’s Comments

Skyline Rises; Dow, Nasdaq and S&P like Fed Chief Yellen’s Comments

“Interest rates will likely stay at current levels for a considerable time after asset purchase program ends,” said Federal Reserve Chief Janet Yellen, when combined with positive earnings and economic data spurred the three major indexes to each gain one percent or more in today’s trading. The Dow Jones Industrial Average added +162.29 poi...

16 Apr 2014

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Modular Apartment Winning Entrants to be Chosen in May

Modular Apartment Winning Entrants to be Chosen in May

Updating a story MHProNews.com last posted Dec. 11, 2013 regarding a new modular apartment building in New York city, the Manufactured Housing Institute (MHI) has received word from The Real Deal that winners of an affordable housing lottery to decide who will have the opportunity to live in the Stack, a modular apartment community in [...]...

16 Apr 2014

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MHARR Meets with FHA’s Carol Galante and HUD’s Pamela Danner

MHARR Meets with FHA’s Carol Galante and HUD’s Pamela Danner

A delegation from the Manufactured Housing Association for Regulatory Reform (MHARR) met for an hour on April 14 with Department of Housing and Urban Development (HUD) Assistant Secretary/Federal Housing Commissioner Carol Galante and newly-arrived HUD Manufactured Housing Program Administrator Pamela Danner, and other HUD officials, to push for...

16 Apr 2014

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Detroit Auctioning 16,000 Abandoned Homes

Detroit Auctioning 16,000 Abandoned Homes

Hit hard by the foreclosure process and now trying to fight the ensuing blight, not to mention being embroiled in bankruptcy, Detroit is beginning to sell off some of the 16,000 homes it owns due to tax liens, according to cnnmoney.com. The opening bid for each home will be $1,000, but buyers must rehab the [...]...

16 Apr 2014

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Manufactured Home Siting Stirs Discussion

Manufactured Home Siting Stirs Discussion

After a 17-year-old manufactured home (MH) was sited in Buffalo, Texas, two nearby property owners filed a complaint asking that the home be removed because it violated the city ordinance requiring MH to be eight years old or newer. At a workshop on the topic held April 14, 2014, the Buffalo City Council was informed [...]...

16 Apr 2014

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Builder Confidence Nudges Up One Point

Builder Confidence Nudges Up One Point

Builder confidence in the market for newly built, single-family homes rose one point to 47 in April following a March reading of 46 on the National Association of Home Builders (NAHB)/Wells Fargo Housing Market Index (HMI). Based on a survey the NAHB has been utilizing for 30 years, the HMI gauges builders perceptions of current [...]...

16 Apr 2014

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Rezoning Required for Manufactured Home Communities

Rezoning Required for Manufactured Home Communities

Harris Mobile Home Park in Nederland, Texas was rezoned from neighborhood retail commercial to manufactured home district, one step towards bringing the community into compliance with a new city ordinance that went into effect in 2010. As panews.com informs MHProNews.com, the city now requires all manufactured housing communities (MHCs) be at...

15 Apr 2014

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Nobility Homes Slips, Patrick Industries and Sun Communities Gain Evenly

Nobility Homes Slips, Patrick Industries and Sun Communities Gain Evenly

After falling in early trading to 16,075, the Dow Jones Industrial Average recovered some ground to close at 16,262.56, gaining +89.32 points, +0.55 percent. The Nasdaq gained 11.47 points, +0.29 percent to end the session at 4,034.16, while the S&P 500 moved up +12.37 points, +0.68 percent, to close at 1,842.98, as CNNMoney tells MHProNews....

15 Apr 2014

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Modular Shipments not affected by Roundabouts?

Modular Shipments not affected by Roundabouts?

Following a story MHProNews.com last posted Feb. 26, 2014 regarding a modular housing representative’s opposition to roundabouts on Iowa roads because semis hauling modular homes must take alternate routes due to a lack of maneuverable space, a roundabout will be built just west of Pinckneyville at the intersection of routes 13 and 154....

15 Apr 2014

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Steel Modular House Shines Anew

Steel Modular House Shines Anew

Updating a story MHProNews posted Nov. 8, 2011 concerning the 1933 prefab Steel House from the campus of Connecticut College in New London, CT, the modular house was being shipped panel by panel to a facility in Pennsylvania to be restored and shined up. Affectionately called “Rusty” on the campus, it was built by General [...]...

15 Apr 2014

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Featured Articles and Reports - April 2014 Vol. 5 No. 7

Prev Next Page:

Your Business Image Matters, and Technology can Help!

Your Business Image Matters, and Technology can Help!

by Brad Nelms Professionalism is an important element for success in any business, including all elements of manufactured housing (MH).  If you doubt that, imagine an hypothetical MH community (MHC) owner... Read more

MARKETING

Get Your Business To The Top Of Google... ...Guaranteed (!?)

Get Your Business To The Top Of Google... ...Guaranteed (!?)

I know what you're thinking.  This sounds too good to be true, right?  Must be a scam, right?  Actually, it's not.  What business wouldn't want to appear at or near... Read more

MARKETING

Three Takes on Tunica 2014!

Three Takes on Tunica 2014!

by Maria Horton, Tammy Fonk and L. A. 'Tony' Kovach After returning home to a swarm of earthquakes in Southern California, I must admit that the rain, thunder and lightning that... Read more

MARKETING

The Newest Chapter in the “Only in California” News

The Newest Chapter in the “Only in California” News

by C. William Dahlin, JD There are many jurisdictions within California that have forms of rent control for mobile home parks. This phenomenon of price fixing has infected many locations within... Read more

COMMUNITY MANAGEMENT & FAIR HOUSING (LEGAL)

Where Are You From?

Where Are You From?

by Nadeen Green, JD Four such innocent words comprising a simple question. And this is a question I have asked of others many times. Travel for work throughout the U.S. in... Read more

COMMUNITY MANAGEMENT & FAIR HOUSING (LEGAL)

The Impact of Dodd-Frank on Manufactured Housing

The Impact of Dodd-Frank on Manufactured Housing

by Harold D. Hunt, PhD New rules mandated by the Dodd-Frank Wall Street Reform and Consumer Protection Act (Dodd-Frank) took effect on January 14th and are expected to have a significant... Read more

FINANCING

Dirty Laundry

Dirty Laundry

by Stacey Epperson What is it about dirty laundry we don’t want anyone to see? Mine finds its way to my 50 year old Maytag washer every day. This relic is... Read more

GENERAL MANUFACTURED HOUSING INDUSTRY TOPICS

Controversial New York Times article on 'mobile homes' and 'trailer parks' …

Controversial New York Times article on 'mobile homes' and 'trailer parks' lands Frank Rolfe, Dave Reynolds and Mobile Home University in the Spotlight

by L. A "Tony" Kovach In the aftermath of the controversial New York Times article - The Cold, Hard Lessons of Mobile Home U by Gary Rivlin - has many... Read more

GENERAL MANUFACTURED HOUSING INDUSTRY TOPICS

Crucial Communications

Crucial Communications

by James Cook I am going to go way out on a limb and say that you feel frustrated, angry, maybe even hurt when you feel like somebody did not really... Read more

GENERAL MANUFACTURED HOUSING INDUSTRY TOPICS

Let's Be Positive!

Let's Be Positive!

by L. A. “Tony” Kovach Let's all put actions to our words! When we say, “let's be positive,” the vast majority of what MHProNews has published from our beginning in... Read more

GENERAL MANUFACTURED HOUSING INDUSTRY TOPICS

A Cup of Coffee with...Chet Murphree

A Cup of Coffee with...Chet Murphree

1) Who, What and Where: (Your name and your formal title at Deer Valley Homebuilders). Chet Murphree, Vice President, General Manager, Deer Valley Homebuilders, Inc.. Read more

GENERAL MANUFACTURED HOUSING INDUSTRY TOPICS

Strategic Thinking Myths

Strategic Thinking Myths

by Tim Connor, CSP I am frequently amazed at how many intelligent, talented and well meaning executives and business owners often have blinders on that prevents them from accurately seeing their... Read more

MANAGEMENT

Self-accountability - The Single most Important Trait Necessary for Enduri…

Self-accountability - The Single most Important Trait Necessary  for Enduring Success

by Tim Connor, CSP There are many traits that when embraced can contribute to enduring success. At last count when it comes to success, I found over; 2500 books, 3 million... Read more

PERSONAL REFLECTIONS, MOTIVATION and INSPIRATION

ZigOn Handling Critics

ZigOn Handling Critics

by Zig Ziglar I'm comfortable in saying that anyone who has ever done anything of significance has been, at one time or another, unfairly criticized by those who believe they deserve... Read more

PERSONAL REFLECTIONS, MOTIVATION and INSPIRATION

Gauging the Customer’s Intent

Gauging the Customer’s Intent

by Tim Connor, CSP Intent and intention seems to be a hot topic these days. Wayne Dyer has a book on the power of intention, Brian Klemmer has a book on... Read more

SALES

Be The One and Only in Your Market

Be The One and Only in Your Market

by Scott Stroud One of the Top 5 Questions you as manufactured or modular home pros should be asking yourself now is: Why should your potential customers – buyers, renters, tenants,... Read more

SALES

Upcoming Events

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MHLIVINGNEWS.COM FEATURED HOME OF THE WEEK

Classifieds

Press Releases

Register Today and Save for the 2014 Nat…

Register Today and Save for the 2014 National Congress & Expo for Manufactured and Modular Housing April 29 – May 1, 2014 - Creating Opportunities – Building Success

You won’t want to miss the 2014 National Congress & Expo for Manufactured and Modular Housing to be held on April 29 – May 1, 2014 at Caesars Palace in Las Vegas, Nevada. The Congress & Expo is the largest annual gathering of industry leaders featuring outstanding speakers, workshops, exhibits, and networking opportunities! For information on exhibiting, please visit http://www.congressandexpo.com/2014/exhibitors.asp to view the floor plan, booth prices, the list of 2014 exhibitors and to reserve your booth space. For detailed information on this important industry event, information on hotel reservations and to register, visit www.congressandexpo.com. Due to the high demand for event registrations and to allow more registrants to take advantage of the discounted rates, the early-bird rates for registration and the special Caesars Palace hotel room rate of $119 per night...

the MHMSM Team 15 Apr 2014 Corporate Press Releases

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Green Court Partners Name Matthew J. Pyz…

Green Court Partners Name Matthew J. Pyzyk and Chad V. Gardner Vice Presidents

Lake Forest, Illinois, March 20, 2014 - Green Courte Partners, LLC, a private equity real estate investment firm focused on building industry-leading companies within niche real estate sectors, announced today the promotions of Matthew J. Pyzyk and Chad V. Gardner to Vice President. Matthew J. Pyzyk joined Green Courte in June 2012 as a Senior Associate.  During his time with Green Courte, he has served in various capacities within the acquisitions and asset management teams for Green Courte's land-lease/manufactured housing communities and parking strategies. Most recently, Mr. Pyzyk has been principally focused on acquiring properties for the firm's growing land lease/manufactured home communities platform, American Land-Lease, Inc. As a Vice President, Mr. Pyzyk will continue his efforts to acquire land-lease/manufactured housing communities and focus on investment opportunities within the Florida, Desert and Northwest US markets. Prior to joining Green...

the MHMSM Team 20 Mar 2014 Corporate Press Releases

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2014 Legal Briefing Breakfast For Manufa…

2014 Legal Briefing Breakfast For Manufactured Housing Communities/Parks

Click here to register! Seating is limited. Please RSVP no later than Thursday, March 21, 2014 .  Questions: Contact Barbara Ericson Direct Dial: (657) 622-4714 or bericson@hartkinglaw.com

the MHMSM Team 14 Mar 2014 Corporate Press Releases

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2014 Tunica Manufactured Housing Show Lo…

2014 Tunica Manufactured Housing Show Looms

Our registration web link is: http://www.prereg.net/2014/tmfs. 2014 Tunica Manufactured Housing Show Business Building Seminar Series!

L.A. Tony Kovach 04 Mar 2014 Corporate Press Releases

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Updated News! 2014 National Congress & E…

Updated News! 2014 National Congress & Expo for Manufactured and Modular Housing to be Held on April 29 – May April 29 – May 1, 2014 – Creating Opportunities – Building Success

The 2014 National Congress & Expo for Manufactured and Modular Housing will be held on April 29 – May 1, 2014 at Caesars Palace in Las Vegas, Nevada. The Congress & Expo is the largest annual gathering of industry leaders featuring outstanding speakers, workshops, exhibits, and networking opportunities! With the theme of Creating Opportunities – Building Success, the 2014 National Congress & Expo for Manufactured and Modular Housing will move back to Caesars Palace with a low room rate of $119 per night. Caesars Palace provides excellent meeting facilities for the Congress & Expo and easy access to some of the best restaurants, shopping and entertainment in Las Vegas. For more detailed information on this important industry event and to register, visit www.congressandexpo.com. The early-bird rates for registration and the special Caesars...

the MHMSM Team 07 Feb 2014 Corporate Press Releases

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Eastern Ohio Home Show (produced by the …

Eastern Ohio Home Show (produced by the Ohio Manufactured Homes Association)

  Friday, May 16th - Sunday, May 18, 2014 MAPS Air Field and Museum, North Canton, Ohio (adjacent to the Akron/Canton Airport) Deadline for the home display & indoor exhibitor space is February 15, 2014! With 15 homes already committed, OMHA anticipates 20 or more fully furnished and landscaped homes for display to the public. 26 indoor exhibitors from all over the country have already purchased exhibit booth space including lenders, MH communities, retailers and service/suppliers. Local businesses and organizations throughout eastern Ohio have also asked for booth space and other show involvement. Indoor booth space is limited to 40 booths.  Interested exhibitors should register soon to ensure availability.  The Show will consist of an Industry/Dealer Day open to those in the Manufactured/Modular industry, local and state officials and community leaders followed by a three day Public Show. Homebuyer lending...

L.A. Tony Kovach 04 Feb 2014 Corporate Press Releases

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Jobs

Community Manager/Maintenance Manager Positions

We are currently looking for go-getter individuals and couples to manage and maintain our 4 star, family owned and operated, communities located in the major metro Chicago and St. Louis...

the MHMSM Team - avatar the MHMSM Team 18 Mar 2014 Community Operations

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Community Manager/Maintenance Manager Positions

We are currently looking for go-getter individuals and couples to manage and maintain our 4 star, family owned and operated, communities located in the major metro Chicago and St. Louis...

the MHMSM Team - avatar the MHMSM Team 18 Mar 2014 Management

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General Sales Manager/ Manufactured Homes

General Sales Manager/ Manufactured Homes

Opportunity – General Sales Manager for a new regional manufactured home sales center located in Belle Vernon, P.A.  Looking for someone who is looking for a GREAT career move! We are...

the MHMSM Team - avatar the MHMSM Team 04 Mar 2014 Community Operations

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Base + Commission = $100,000+ annual

Medium Sized Family owned and operated business Well established over 40 years DST Program (Dynamic Sales Training) simplifying modern technologies to enable YOU to reach your full potential, create wealth, and have...

the MHMSM Team - avatar the MHMSM Team 17 Jul 2013 Sales

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Regional Manager

POSITION SUMMARY An employee in this position is responsible for property management program for each manufactured housing community. The employee is expected to have a thorough knowledge of all aspects of...

L.A. Tony Kovach - avatar L.A. Tony Kovach 08 Jul 2013 Community Operations

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Earn up to $75,000 a year

Earn what you are worth, through true base salary, bonuses, commissions and benefits. Must be: Good communicator. Good listener. Dependable. High integrity. Solid, verifiable references. Basic computer skills on normal office software. Team player. Appropriate vehicle that is properly...

L.A. Tony Kovach - avatar L.A. Tony Kovach 28 Dec 2012 Sales

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MH Industry E-Publishing and Video Reporter/Editor Wanted

MHMSM.com plans to dive into the world of video reporting and interviews.  This will be a compliment to our current audio podcasts and e-publishing via blogs and feature articles. The right...

the MHMSM Team - avatar the MHMSM Team 07 Jul 2011 Reporter

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WordPress/Joomla Administrator needed

MH Marketing Sales Management (MHMSM.com) is an online national trade journal for the manufactured housing industry. We are a virtual team: our founder/publisher is in Chicago (Northfield), with other members...

the MHMSM Team - avatar the MHMSM Team 24 May 2011 IT and Web Development

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Sales Person for Manufactured Housing Sales Center

Sales person: Manufactured Housing sales center in Western Nebraska looking for a lot manager/sales person. Must be self motivated, organized, and had success in the industry. Sales lot...

the MHMSM Team - avatar the MHMSM Team 21 Apr 2011 Sales

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WordPress/Joomla web development assistant

MH Marketing Sales Management (MHMSM.com) is an online national trade journal for the manufactured housing industry. We are a virtual team: our founder/publisher is in Chicago (Northfield), with other members...

the MHMSM Team - avatar the MHMSM Team 17 Feb 2011 IT and Web Development

Read more