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Management
Success with Semi-Custom
To paraphrase management consultant Chuck Shinn, "There's no such thing as a semi-custom production builder. There are only production builders, custom builders and builders who aren't making any money." Behind that axiom is the assumptio
Management
Arguing with Results
The year 1976 will always be among the most vivid in my memory. It was the year of the American Bicentennial. It was the year a little-known governor from Georgia became the first elected post-Watergate and post-Vietnam president. It was the year of &#34
Management
Competing Green
Building environmentally sound, sustainable homes was once perceived as a quaint but impractical idea for builders in terms of time and money needed to implement on a large scale. Besides, most homebuyers weren't expressing interest in the concept, s
Management
Interviews: Sales Professionals
Empty nesters are the largest growing segment of the new home buying public. Yet many of these customers have no built-in sense of urgency to buy. How do you move them from "This is something we would like to do someday" to "This is something
features
The Secret to Success
Marketing is a game...a learning game. You make a decision. You observe. You learn and make better decisions. It all seems easy, except for one small detail — the game is constantly changing. And more than that, it's getting extremely complex.
Management
Mixed Close for Building and National Markets
The month and June quarter ended mixed as markets reacted to the expected quarter point hike by the Federal Reserve. The ninth increase in a year left Wall Street hoping for an easing in the hikes in the future, but there was no nod in that direction. &#
Management
KB Throws A Curve
Bruce Karatz, 59, has a well-earned reputation as a management innovator. He's led Los Angeles-based KB Home as CEO for 19 years, presiding over the firm's ascent from a regional home building power — active only in five western states as r
Management
'Permission Marketing' Buzz Is Building
"Permission" marketing is not really new, but it is substantially different from the billboards and radio ads of traditional new home marketing. The key to making permission marketing work is a good Web site. With a strong online presence, builde
Management
Building A New Business
In August 1998, I sat intimidated in front of my computer screen, wondering what I could possibly say about a business totally new to me and wonderfully familiar to you. Adding the words, Editor-in-Chief, Professional Builder behind my name did little to
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