Housing Giants - July 24, 2008 - (Page 28) f e at u r e All the data in the world is useless if it is not compiled and analyzed at monthly or quarterly intervals and compared to previous quarters and years. and tweak your sales presentation around the emotion of owning versus renting,” says Wilson. Traffic reports should also show conversion rates to determine what sales people and communities are closing. The rates can also show when a market is softening or when certain salespeople need coaching or improvement. Sales managers should also track all traffic data and the conversion on traffic to maximize the efficiency and effectiveness of their marketing and advertising operations. Other data to track includes cost of incentive dollars per sale, sales velocity, traffic volume, return on advertising dollars and other forms of outreach dollars. Industry consultant Chuck Shinn says that sales managers in tough markets should also look at the number of contingency sales, cancellation rates and the reasons for those cancellations. Experts say that all the data in the world is useless if it is not compiled and analyzed at monthly or quarterly intervals and compared to previous quarters and years. While most builders track their financial ratios and information in their accounting programs, external data is often aggregated in a variety of formats that usually come to a head with an executive summary. At Dewey Homes, Gleason compiles the external findings in Excel and PowerPoint. Financials are then calculated in Builder NT and Builder 1440 and then reviewed across every part of the business. Gleason says that careful and regular analysis and review is critical to spot trends. “If you get too caught up at one point in time, you could miss something. You have to look at the data on a month-bymonth basis because you have to be able to spot the trends and patterns,” says Gleason. HG 28 HOUSING GIANTS.7.24.08 www.HOUSINGGIANTS.cOm http://www.housingzone.com/custombuilder/article/CA6364724.html?q=financial ratios http://www.housingzone.com/custombuilder/article/CA468044.html?q=coaching http://www.housinggiants.com
Table of Contents Feed for the Digital Edition of Housing Giants - July 24, 2008 Housing Giants - July 24, 2008 Contents Viewpoint News & Moves Process Critical Management Series: Part II Housing Giants - July 24, 2008 Housing Giants - July 24, 2008 - Housing Giants - July 24, 2008 (Page 1) Housing Giants - July 24, 2008 - Housing Giants - July 24, 2008 (Page 2) Housing Giants - July 24, 2008 - Housing Giants - July 24, 2008 (Page 3) Housing Giants - July 24, 2008 - Housing Giants - July 24, 2008 (Page 4) Housing Giants - July 24, 2008 - Contents (Page 5) Housing Giants - July 24, 2008 - Contents (Page 6) Housing Giants - July 24, 2008 - Viewpoint (Page 7) Housing Giants - July 24, 2008 - Viewpoint (Page 8) Housing Giants - July 24, 2008 - Viewpoint (Page 9) Housing Giants - July 24, 2008 - News & Moves (Page 10) Housing Giants - July 24, 2008 - News & Moves (Page 11) Housing Giants - July 24, 2008 - News & Moves (Page 12) Housing Giants - July 24, 2008 - News & Moves (Page 13) Housing Giants - July 24, 2008 - News & Moves (Page 14) Housing Giants - July 24, 2008 - News & Moves (Page 15) Housing Giants - July 24, 2008 - Process (Page 16) Housing Giants - July 24, 2008 - Process (Page 17) Housing Giants - July 24, 2008 - Process (Page 18) Housing Giants - July 24, 2008 - Process (Page 19) Housing Giants - July 24, 2008 - Process (Page 20) Housing Giants - July 24, 2008 - Process (Page 21) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 22) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 23) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 24) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 25) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 26) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 27) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 28) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 29) Housing Giants - July 24, 2008 - Critical Management Series: Part II (Page 30)
For optimal viewing of this digital publication, please enable JavaScript and then refresh the page. If you would like to try to load the digital publication without using Flash Player detection, please click here.