Inside this Issue










Become a Sponsor of the 2017 CSI Outstanding Project Awards Dinner and Presentation



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Don't forget to 

Check out our Chapter Website!


Most people don't realize how important selling is-unless your paycheck depends on it! Every time I mention selling, I always hear, "It's not for me", "You have to have knack for sales", or "I just can't do sales" - but this can't be farther from the truth. 
Salespeople aren't the only ones selling something. In my latest book, You Don't Have to Be a Shark, the premise is simple: great salespeople are made, not born, and no one achieves success in life without knowing how to sell. Think of the last time you convinced your kids to finish their vegetables or convinced your parents to let you borrow the car for the weekend - believe or not, you're selling something! On Shark Tank, entrepreneurs have to sell themselves just as much as their business because we invest in them. Regardless of what you're selling, it's easier than most people think. Just keep the following 5 tips in mind...

The first thing you're selling is yourself.

Forget about the product or service. If whoever you're selling to doesn't like you, they're not going to listen to you. Make sure you know the product and present yourself well. Be the salesperson you'd buy something from. 

Listen more than you talk.

Bad salespeople can't get over how amazing their product is-they go on and on about it! But good salespeople listen to what their clients are saying. They pay attention to the clients' needs from the start and present accordingly. 

Know who to sell to.

If you're selling a widget that costs $50K, don't try to sell it to the guy whose widget budget is $2k. A commo n mistake salespeople make is trying to sell to anyone and everyone. Make sure whatever you're selling fulfills your potential client's needs and is realistic for them. You're much likely to get that sale! 

Understand what motivates the other side.

Why should people care about what you're selling? How is your product or service providing value to them? Pay attention to what's driving your potential client to take your meeting in the first place and address that in your pitch. 

Keep it simple.

Don't overcomplicate your pitch just because you want to sound more knowledgeable. The mark of true knowledge in anything is how well you can explain to the average person. Keep your pitch simple and under 30 seconds-practice your elevator pitch! 

The key to selling successfully is to think about the person you're selling to. Make your approach about their needs and think about how they'll feel after the pitch/meeting. There is no such thing as a 'natural-born salesperson'. Take it from me - anyone can learn to be good at sales, including you!
source: Robert Herjavec



The Rochester Chapter of CSI is pleased to bring you the April edition of its monthly newsletter, The Punchlist. We hope you enjoy it! 


As always, we appreciate your feedback regarding our newsletter.  Also, if you have any suggestions for educational sessions and programs that you would like to see - feel free to tell us! 

We look forward to seeing you at all of our upcoming events!
March's Featured Event

April 19, 2017:
"Code Compliant Exterior Systems for Wood Framed Building Envelopes" presented by Mike Duval, Huber Engineered Woods

Oak Hill Country Club
145 Kilbourn Drive
Rochester, NY 14618
5:30PM Cocktails | 6:00PM Dinner | Presentation will follow

Come explore the next generation of integrated solutions that simultaneously provide protection against moisture penetration, air leakage, and thermal bridging. During this presentation, we will also investigate the most recent code changes emphasizing building envelope performance, and will allow you - the designer, specifier and builder to assess the various product approaches to meet air barrier and water-resistive barriers available today.  Discover the differences between multi-product solutions and single product solutions for your next wood framed building project.

About our Speaker:
Mike Duval is the Regional Sales Manager with Huber Engineered Woods.  He has extensive knowledge and experience in the building material supply industry.  Mike is always searching for ways to solve problems, and delivers the highest quality products and service possible. 
Huber Engineered Woods' primary goals are to provide solutions for customers across an array of industries.  This fifth-generation family company that has always provided solutions that its customers can trust. With a dedicated R&D group, Huber develops products to solve specific problems and to meet specific customer needs.  Huber's cutting-edge advances in the way its products are made and installed make customers ask for them by name.   And, the reputation of the company's people as partners in industry solutions is one that never wavered during the 125 years since the company's inception.
 This presentation qualifies for AIA/HWS Learning Unit Credits. 
CSI Members are free to attend - just one of the many member perks. Guest registration is available for only $50.

or contact Paige during normal business hours at 585.727.1010.  Reservations made after 4/15 will receive chicken for dinner.
A Message from the President
Ken Christiano, CSI
Dear CSI Members and friends,
Hopefully you all made through the recent storms that paralyzed the area. As I'm sure you're aware the wind storm had a direct hit on our March program meeting, knocking the power out at Oak Hill CC. Although we originally canceled the event we have since decided to reschedule it for April 19th. Again, the rescheduled (March) program is entitled, "Code Compliant Exterior Systems for Wood Framed Envelopes", and will be presented by Mark Duval, of Huber Engineered Woods Rochester, NY.
All the details for the upcoming annual CSI Rochester Design Award Dinner are in place and we look forward to our feature event of the year. Last year's dinner presentation was one to remember, we think that this year's event will be just as good, with a few a new twists. We have received some dynamic project submissions, which will make for a very competitive field, our judges will have their work cut out for them. Please keep an eye on your e-mail for last call information blasts during the month of April. Additional information is available on our (Brand New!!!) website,  or call the Awards Chairman; Bill DeVos @ (585) 484-1302 during business hours.
I hope to see everyone at Oak Hill CC on the 19th for our rescheduled (March) Program Meeting as well as at the Memorial Art Gallery on the 29th for the annual CSI Rochester Design Awards Dinner. Should you need to make reservations or have questions on either event, please contact Paige Holenbeck at  or (585) 727-1010 during business hours.

See you soon ,

Ken Christiano, CDT, CSI

CSI Rochester Chapter
formally invites you

2017 Annual Awards Dinner & Program

Saturday, April 29, 2017
6:00 PM Social Hour | 7:00 PM Dinner

Join us for hors d'oeuvres, buffet dinner with stations, live band,
awards presentation, games and prizes, and a scavenger hunt within the galleries
Memorial Art Gallery
500 University Avenue
Rochester, NY 14607

To register for this event

To become a Sponsor
Construction Begins on Upper Falls Square
New affordable housing project in the heart of Rochester, NY

Work is about to begin on Upper Falls Square, a $50 million affordable housing project at Cleveland Street and Hudson Avenue.  DePaul Community Services, SWBR Architects and Christa Construction are working together on the project. "This is the biggest project in terms of size and cost DePaul has undertaken," says Mark Fuller, President of DePaul.

Upper Falls Square is located on roughly 3.2 acres of vacant land that once held condemned homes until they were razed by the City. The apartments will include studios as well as one and two-bedroom apartments.

Approximately half of the residents will receive services under a Supported Single Room Occupancy program which is a non-certified state Office of Mental Health program that provides long-term or permanent housing where residents can access the support services they require to live in the community.


CSI Sponsor Spotlight:
Cannan, Alexander & Scott

Claddings such as terra-cotta, fiberglass reinforced concrete skins, and high pressure laminate panels have been viable options for the last 15 to 20 years but the concept and appeal were not generally accepted by the end user until recently. Architects have been anxious to use theses cladding products but costs and a "progressive" appearance became too much of a risk for building owners. Competition among the cladding options and more efficient framing assemblies has brought the installed cost down to a reasonable level where now the only major obstacle is interest. The building owners on this project were very interested in keeping the warm look of the surrounding area which is comprised of 1 to 3 story old brick and masonry buildings. The owner had a budget that was reasonable but wasn't what we would call "university money".


The owners and the Syracuse architectural firm chose Terreal's Zephir Evolution terra-cotta tiles for their re-clad.


Terreal is one of the world's oldest and largest suppliers of terra-cotta tiles in the world. They have tiles the can accommodate virtually every type of situation. The terra-cotta allowed the owner and the architect to design a facade that would fit in with the existing surroundings and at the same time increase the building's energy efficiency and longevity.


If you would like more information, or are considering DuPont or Tyvek products on your next project, contact:

Kevin Scott
One Grove Street Suite 210
Pittsford, NY 14534
(585) 482-7063
Registration open for CSI Rochester's 35th Annual Golf Tournament
Our 35th Annual Golf Tournament on Monday, June 12th is being held at the amazing Ridgemont Country Club, in Rochester. 

For only $130 per person, cart, greens fee, practice facility usage, hot lunch, and Prime Rib dinner and buffet immediately following the tournament and prizes is all included. 
Reward your customers, staff and clients with this fun networking event!  Single players and twosomes are welcome.
All proceeds from the Annual CSI Golf Tournament go to help fund the Thomas W. Wurzer Scholarship!

Registering is easy!  Simply fill out the registration form and fax it to 585.454.1062 email the form to Guy, or Paul.or mail the form with your check made payable to: RochesterChapter CSI
CSI Golf Tournament
C\O Envoy Environmental Consultants, Inc.
57 Ambrose Street
Rochester, NY 14608
Monday, June 12, 2016
Ridgemont Country Club
3717 W. Ridge Road
Rochester, NY 14626
Registration and Lunch begins at 10:45 AM
Shotgun Start at 12:30 PM
Happy Hour from 5:30 PM - 6:00 PM
Dinner begins at 6:00 PM
Single players, Twosomes, Threesomes welcome! 

For Additional Information:
Contact Paul Mahoney at Envoy Environmental 585.202.5406 or
Guy LoMonaco at LoMonaco Associates 585.271.8320


* * 2017 CSI NIGHT * *


Wednesday, November 8th


Exhibit registration now available!


Click here!


Check out the catalog 

of exhibitors from the


CSI Night. 


Information will be coming soon regarding attendee registration. 


            Stay tuned!  


OFD Foods to build $25M plant in Henrietta
Oregon-based supplier of freeze dried foods planning to build 50,000SF manufacturing plant in Henrietta.
Gov. Andrew Cuomo's office announced last week that OFD Foods will open a new 50,000-square-foot facility in a vacant lot at 1000 Rush-Henrietta Town Line Road, just off Interstate 390.

The company plans to create 30 jobs, according to a news release. Work on the new manufacturing plant is scheduled to begin next month. While OFD Foods may be new to the state, interest in freeze-dried foods has been strong in recent years and is expected to grow by roughly 7%annually through 2021, when it's projected to top $66.5 billion, according to a report from Research and Markets.

Besides OFD Foods, Nestle, Asahi Group, Mondelez International and Unilever -  which recently rebuked a $143 billion offer from Kraft Heinz - are major players in the industry. 

Results from CSI's 2017 National Election are in!

The 2017 national election has concluded and the following members are elected to serve on the CSI Board of Directors, with terms beginning July 1, 2017. If you'd like to read more about the newly elected members of the Board, please click on the links below to see their candidate profiles.

To see a complete list of the CSI Board of Directors for the FY18 fiscal year (July 1, 2017 through June 30, 2018) go to

Membership Corner

Still thinking of joining? What are you waiting for? 

Here's a quick list of just some of the benefits CSI Members receive:
  • Develop valuable cross-discipline contacts at local chapter meetings and national CSI events.
  • Build a network of mentors you can contact when you're facing a new challenge at work, or hunting for a new job.
  • Save with members-only discounts and special rates on CSI education, certification, publications and  partner programs.
  • Learn to use CSI's standards and formats to do your job better and faster.
  • Earn continuing education credits at chapter meetings and CSI events.
  • Stay current on BIM, sustainability and other hot topics while improving your skills through chapter meetings, CSI's education programs, and Construction Specifier Magazine.
  • Raise your profile with CSI's certifications after your name.
  • Participate in the development of standards and formats that shape your work, such as MasterFormat.
  • Meet potential clients and increase your company's visibility at both the local and national level.
  • Be among the first to hear about new projects in your area.
  • Develop a network of professional contacts your company can turn to when you need help and information.
  • And so much more!

"CSI has helped me in many aspects of running my business such as planning, communication skills, and honing my product presentations. Many of the committees, task teams, and projects that new members get involved in can provide training in many of these areas."
- John Hamilton, CSI, CCPR, AHC, Manufacturer's Representative

"I have grown as a person with an established reputation through my CSI activities."
- Bob Molseed, FCSI, CCS, FAIA, Architect


Contact Paul Mahoney, Member Chair today to find out more!
Job Corner
Check out these great job positions available in our community!
Come join Bell and Spina Architects-Planners, PC!
Bell and Spina is currently hiring a Building Enclosure Designer for their Pittsford office. 


LECESSE Construction is hiring! 
  • Senior Superintendent
  • Project Manager
  • Project Executive for Rochester, NY
To apply for these positions, please contact Erin Shannon, or check out for more information!

SWBR Architects is currently hiring for the following positions:
  • Project Architect/Project Manager - Syracuse, NY
  • Construction Project Coordinator/Administrator - Rochester, NY
  • Architectural Designer II - Rochester, NY
  • Specifications Writer - Rochester, NY
  • Architectural Designer I - Rochester, NY
For more information on these projects, visit , or contact Michele Michaels to apply.
Dear Punchlist readers,

If you have any job openings, industry or company news, promotions, or events that you would like featured in upcoming publications of The Punchlist newsletter, please send them to us.

Also, feel free to forward this email to colleagues or coworkers that may be interested in CSI events and articles.