Walking up to an on-site sales trailer can be both overwhelming and underwhelming to potential buyers — overwhelmingly intimidating given the trailer’s sheer size, underwhelming in its lack of appeal and polish (after all, it is a trailer).
Big, tall and in control, John Matthews dominates his job site in Cloverdale, Calif., where he builds three- and four-bedroom detached homes 90 minutes north of the Golden Gate Bridge.
Randy Banks has been building in Mountain Air Country Club in Burns-ville, N.C., since its inception in 1990, but only in the past two or three years has he enlisted outside help to survey customer satisfaction.