Sales people "Who's Up Is It?" still argue over walk-in customer's. Lets fix it!

Who's Up is it??

This still seams to be this crazy part of most sales staff arguments. There are so many way's companies do it, or have done it forever. In fact, the worse thing that I hear is; well, that is the way we always have done it! Companies change to improve their customer's experience, marketing and promoting of their goods and services, even compensation, but never seem to change how the rotation of new customers walking in the door are divided through rotation. Most times, customer rotation is not changed because companies don't account for new ways "today's" smart and informed customers now shop. Just a few years back, many customers still gained most of their product information through going to stores to get it. Today, the shopper does get information from the salesperson, views, touches, smells, and experiences the product when at the store and buying. However, most customers by the time they have got to a store, they have done extensive research, comparisons, pricing, and have many times even called in to notify a salesperson they are coming in. This is where, "Salesperson Rotation" changes are now a must to stay current with new shopping habits of today's customers. 

Nearly All Consumers (97%) Now Use Online Media to Shop Locally, According to BIA/Kelsey and ConStat New study reveals local consumers access an increasing number of online media sources before buying; use of online coupons and appointment scheduling on the rise.

  

Many sales people do not want to hear that a company wants to change their sales "Up" rotation procedures to stay up with current buying trends. Especially if new procedures, rewards the sales people for prospecting and generating business through the many different online mediums to generate new business. Online Prospecting can fish for those many shoppers who are doing their pre-purchase research. SO, by the time the customers is ready to buy, they walk through the door and ask for that salesperson by name. This disrupts "Old School" sales rotation programs, as it is not designed for that. So, what happens is the person who works shard, prospects, and generates new business for walk in customers asking for their name, looses out on the cold walk in customers generated by the company efforts. The push back by sales people who are not for excluding ALL customers asking for a salesperson by name from rotation, is usually the person who doesn't or is not willing to do anything to generate individual business, and waits for only a next up walk in. 

+Forbes posted the Top 7 Internet Marketing Tips 

Companies who want to see growth, need to initiate reward for individual sales staff efforts to prospect. Companies will see a growth surge as sales people who want more up's, will start to also generate walk in traffic asking for them. When a customer enters and say's they are here to see someone by name, that is the same as a be back, and that sales person STAY'S in next rotation after they are finished with their customer. Sales people need to benefit from rotation, and not be penalized by generating business. Double the business, sure! everyone can double, just start working and not waiting!

Remember, if you reward those who work, others will follow. The one's who refuse to change and won't work and just want to kill time till their eventual up, will ultimately die off. This is just part of the evolution of change to stay relevant with today's buying process. 

+Brett Swearingen 

Brands Of Manufactured Homes Over Other Brands!

How do you choose one Builder or Brand over another? This is where it really gets crazy.

If you are using a design firm to build a "Concept" Green Modular Home, or niche specialty modular designed home, then brand / building company is so very important. It is important from the design firm, to the builder, and the warranty after the home is completed.

What Brands are best??

BUT, if you're buying a manufactured home that is energy efficient, GREEN, and one of many standard plans or models produced by manufacturers or builders sold at Home Center, then brand is important but not always critical. Many of the builder brands today all build to above codes and standards, have excellent warranties, and are built to where you know you're in a nice quality home. Yes, there are lower or upper levels of options available on manufactured homes providing customers levels of comfort and style. Some examples of options or levels of construction provided by a manufacturer are; less or more insulation and durability in exterior walls "like 2x6 studs with R-19 insulation or 2x4 R-11 insulation", wrapping the house, R 22-19-30 insulation, thermal windows and doors, tape and textured 1/2 Sheetrock or covered 3/8 Sheetrock with seam batting, plywood or OSB flooring board, 6/12 hinged roofing, 9 FT. walls, 2x10 floor joists, and of course the so many fixture and trim out options including wood burning fireplaces, cabinetry grades, high end appliances, tile or laminated, floor coverings, lighting packages, the list can go on and on.

Buying one brand over another does have its advantages. There are definitely quality of craftsmanship differences in by manufacturers / builders, but the above example is based on building standards and basics provided. Now when it comes to quality craftsmanship, and floor plans offered, there are several brands that do set themselves apart. That is why it is important to see several brands when shopping. An example is buying a car. You can buy a Ford VS GMC, or a Lincoln VS Cadillac. All of these brands are good, safe, efficient, and provide options, but yet they are different. Customers will prefer one over another, and customers can even be emotional about how they prefer one over the other. Home buying is an emotional choice too. A home is usually the biggest investment a person will make. So, that coupled with everyone's wants and needs different from another, make home buying a very emotional decision. Hmm, variety of brands is good thing. The #Sushine Brand is an example of great quality and lots of options VS KABCO Brand all coming with many of the same options too. They are just different in style and are a matter of personal preference. The +sunshine Homes has taped and textured walls standard, and #KABCO Builders doesn't but it can be ordered. Don't stop there, +Palm Harbor Homes, +Champion Homes, SeHomes , +Clayton Homes are good to compare. Many can all be found on one Home Center lot to view.

Be sure to look at several brands, but always be sure you are comparing the same options when pricing and comparing homes. Be sure those options include the extra energy savings features, and foundation work.

+Brett Swearingen







   

Today's Manufactured Homes Have Changed Like Yesterday's Stoves!

In the 70's, Manufactured Homes were called Mobile Homes. They were just that! Many still even had the wheels and pull tongue on them when set on a temporary foundation. Today's Manufactured Homes are not anywhere close to that type product. 

It is compared to buying a stove in the 1970's and now buying one today! They both cook, but that is about all they have in common. The new one has convection cooking, infra red cooking, digital temperatures, timers, warming drawers, and just about does it all to make your life easy when cooking. 

Manufactured homes in today's world are so far beyond what they were 10- 20-30 years ago, they are now classified as the most cases the efficient way to build and own a home. The old manufactured homes homes were plastic, drafty, and after a few years of hard living in them,just looked it.

NOW, Manufactured Homes and Modular Homes mostly certified GREEN and very energy efficient. The building quality exceeds most building standards of site built homes, and look spectacular. They are built in a controlled building facility using the same high energy certification, quality control, and overall building standards that brings the customer a home they can live in and be proud of for many years. Most now are certified GREEN so the customer knows all the way down the building process, it is built to high standards, and appliances used in them are energy efficient such as GE Energy Star. 

Now, the customer can buy off the lot, or choose from hundreds of floor plans, personalized options like moving walls,colors, and extras like a fireplace or big covered porches. 

Modular Homes are about like the manufactured standard home, except they have upgraded foundations to facilitate placement on a permanent foundation. They also allow the manufactured home to have multi-directional areas, and not just a boxy look and feel. 

Look at dealers representing multiple lines or brands. It is the best way to shop knowing your have many options and are not just limited to what one manufacturer sells.

Brett Swearingen
www.homestoreltd.com