Case Studies
Client description: A nationwide volume homebuilder
Practice area: B2B/industrial
Industries involved: Residential construction
Services applied: Market opportunity study; competitive intelligence; strategic planning
Business challenge: American volume homebuilder watched annual sales drop for three years after thirty years of remarkable growth.
Our approach: Geo Strategy Partners conducted extensive research:
- market data analysis, including ten years of census and homebuilding data
- interview client’s corporate executives and field personnel
- focus group and survey of 600 customers, lost customers, non-customers
- mystery shop competitors
- interview competitor field representatives
- interview top management of client’s direct competitors
- interview third party industry experts and
thought leaders
The Deliverable:
Recommendations to:
- acquire a direct competitor in new geography
- create a new business model with fewer self-imposed limitations
- enter the subdivision market
- offer minor product upgrades/improvements with high perceived value
- change the financial offering
- revamp direct marketing campaign to focus clearly on target customers
- improve quality assurance and customer
satisfaction
The result: Client
implemented recommended changes and saw sales increase
for the first time in three years. Decisions to enter
recommended new markets meant an increase in revenue,
net income, and profit margin.