Housing Giants - November 10, 2008 - (Page 28)

f e at u r e 4. Help wITH FINANcING Helping home buyers secure financing is key during the current credit crunch. Because Mattamy is developing in the rural southeast valley, buyers qualify for financing under U.S. Department of Agriculture regulations, which permit 100 percent financing and no mortgage insurance. This has helped the builder attract buyers who may not qualify for financing in more urban areas. 5. AdjUST THe prIce ANd prOdUcT Mattamy’s goal has always been to offer an affordable home that exceeds buyers’ expectations, but changes in the economy prompted them to tweak their approach. To help people meet a target price point, the company pulled some standard features from its homes that research showed weren’t important to buyers and making those items optional. The company also worked closely with its trade partners to reengineer its homes to save money on materials and time without affecting the quality of construction. Morrison adds, “We will never be at that bottom level. We won’t discount just for the sake of the sale. It’s not all about price. The home still has to fit their needs, and it takes more than price to deliver that. Plus, we’re here for the long term. We have a neighborhood we’re committed to.” Knowing that happy residents are its best form of advertising, Mattamy continues to host homeowner events every quarter and deliver customer care long after the sale. Moving forward, Mattamy is maintaining a realistic outlook. “We anticipate increasing sales slightly after spring of 2009,” Morrison says. “We’re here to stay and looking to grow significantly in this market.” pUlTe HOmeS – FlOreNce lIvING lArGe Although a lot of builders tout lifestyle amenities to attract home buyers, Pulte Homes takes it to a whole new level at its behemoth community in Florence, Ariz., which opened on cusp of the downturn in mid 2006. The 3,200-acre development is 6. cAUTIOUSly reSpONd Like many builders, Mattamy has had to lower prices to reduce inventory. But 28 HOUSING GIANTS 11.10.08 www.HOUSINGGIANTS.cOm http://www.pulte.com/ http://www.pulte.com/ http://www.housinggiants.com

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