Property

Property Developer: Doubling sales through rapid interventions

The Challenge

Poor sales volumes at some developments in each region of the UK

Despite clear performance issues, few remedial actions in place

Incorrect pricing, leading to high discount levels being demanded

Best-practice sales approach being disregarded

A mature home developer was experiencing variable sales performance levels across its portfolio. At the worst sites, there had only been a handful of sales in the past few months, with those commanding significant discounts to list prices. Despite this, regional leaders were unable to clearly articulate what actions had been taken to improve performance, and how to prevent this from happening in the future. An immediate and sustainable intervention was needed.

The Results

Customer databases, visits and reservations doubled during the project

Previously slow-selling sites exceeded regional average sales levels

New rapid intervention approach formalised and embedded

Data-centric approach in place to identifying issues ahead of time

+100%

Sales doubled at slow-selling sites

Arca Blanca was asked to turn around the performance of several slow-selling sites, spread across the country. Our work was fast, hands-on and pragmatic: looking at every element of the customer experience journey and the marketing strategy. We launched site-specific intervention activities, ruthlessly ensuring that these were executed. In parallel, we introduced a new rapid intervention approach which is now used in every region to prevent the issue from recurring.