Whether you're ready or not, the small
volume builder is going to be facing the
1990's. While the new buyer pool
shrinks and the existing owners age,
the big guys just seem to deep getting
bigger ("...they have more consultants
than I have employees"). How does a
small volume builder (or the contractor
trying his hand at spec building) compete
in a market that is more and more
dependent on sophisticated strategies
for targeting and pleasing the buyer?
Asking the Questions
The first challenge is to really know
your marketplace. Here are ten questions
that will test your knowledge:
1. How many new homes (in the
product type you build) were sold and
closed in the last year