One of the nation's largest homebuilders had 155 model home sales offices in new subdivisions around the United States staffed by over 300 salespeople who sold Richmond American lots and homes. These salespeople would assist prospective homebuyers in selecting lots and model types, adding options, arranging financing, and signing the contract documents for their new homes. This was all done manually-there was no computer office automation in place. The number of up-sell, cross-sell, and follow-up opportunities that were squandered every day as a result of not having an integrated office automation solution was enormous.
The pilot system was put in place within six months, with a final release a year later. The new automated system reduced the necessary paperwork by a factor of 10, freeing salespeople to concentrate on selling and following up on prospects in their databases. Automation of the 155 sales offices and integration with the homebuilding inventory system as well as with the mortgage company resulted in a combination of increased sales due to productivity, savings from homebuilding mistakes due to the misreading of handwritten work orders, increased up-sells, and increased mortgage sales due to cross-selling. Annual renewable gross revenues grew by $29 million and $6.5 million was added annually to the company's bottom line.