Cost Control Software Acts as Design/Sell Tool

The first minutes with a client set a pattern for the relationship that follows. Unrealistic expectations at the outset lead to customer dissatisfaction down the road.

By Patrick L. O'Toole, Senior Editor | July 31, 2003

 

Taking on the sales consultant's role at PCBC in June, Gene Giles of Trelligence Inc. demonstrates how customer information and design preferences are captured and turned into a home of the buyer’s making using the firm's Affinity software.

The first minutes with a client set a pattern for the relationship that follows. Unrealistic expectations at the outset lead to customer dissatisfaction down the road.

With this in mind, Trelligence Inc. markets its new project control and cost management software as an effective design/selling tool during that first meeting. Small-volume builders and design/ build firms, in particular, can benefit from the approach.

A sales consultant with a notepad computer can rough out the design for a new home while the customer watches. Simultaneously, price projections add up, silently telling the customer when to say "when." The customer can visualize a wonderful new home without setting unrealistic expectations.

"This software allows our home buyers to watch their plans being created and provides real-time pricing feedback, allowing them to make adjustments if necessary," says Mike Feigin, CEO of Design Tech Homes in Houston. "This saves time and helps us deliver a high-quality custom home design experience."

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