BUILDERS IN THE PHOENIX AREA HAVE AN enviable problem: Business is just too good.
Jon Gillan, vice president of sales at T.W. Lewis, says demand for new homes in the Phoenix market often outstrips supply by a factor of so to I.
So, like many other builders in the Phoenix area, T.W. Lewis started to conduct drawings for its homes. Home buyers would arrive at a specified time, and the salespeople would call out the winners. A problem developed, though, in that for every satisfied buyer, the process created dozens more disgruntled customers. Many buyers had traveled long distances or camped out over night to participate in the drawings.
T.W. Lewis …
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