Thursday June 19, 2014
Visiting with a few Housing Giants who increased their revenues most year-over-year.
Buyers today tend to be more cautious and require more proof of value, but they still purchase new homes based largely on emotional factors and justify on facts, says Jeff Kornblau, vice president and COO of Eagle Construction. In response to this behavior, the Glen Allen, Va.-based builder adapted its business style to "think like a consumer" and "act like a retailer," in that the company aims to capture design trends yet offer enough flexibility so buyers can personalize their new homes.
"We actively maintain a wide variety of home plans that are suitable for a variety of different homebuyers," says Kornblau, who attributes 43 percent of the builder’s sales to active-adult/retirement/empty-nester communities, 37 percent to second move-up buyers and beyond, and 20 percent to first move-up. Eagle constructs attached houses with 1,204 to 3,144 square feet and priced from the low $200,000s to the low $700,000s as well as detached homes with 2,220 to 4,991 square feet and priced from the low $320,000s to the high $900,000s.