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
