By Andrew Hunt
Building the high-performance model
When launching a high-performance program, Erwin said, the first step for the builder is to define their expectations and goals. Some questions a builder must answer are:
- What does the builder want to achieve?
- Who are the customers, and what do they want?
- What is the competition doing, and will the builder be a leader or follower in the market?
- What high-performance elements or packages are appropriate for their companies and regions?
- Who is going to champion the project internally, and when will the program be ready to roll out?
Foster a high-performance culture
"If you want people to think that the job that they are doing for the company is important, then treat them like they are important," Erwin suggested. To achieve this, Erwin believes builders must create a passion for high performance with sales, construction, and trades.
To help emphasize this sense of higher purpose to company, customer, and environment, Erwin recommended that builders track milestones and results such as the following:
- The number of higher performing homes built
- The amount of increased revenue because of the program
- Customer retention and referral rates
- Warranty dollars saved annually on building higher quality homes
- Percentage of reduced re-work and call backs
- Positive environmental impact the program delivers, such as the amount of kilowatt hours saved or tonnage of carbon emissions reduced annually
| 
