The challenge.

Where to start?! KB is a residential development in Chatham, although given our track record, that was not the challenging part. Comprising a mix of 2 to 5 bedroom modular-built houses, a selection of Grade 2 listed houses and a large, Grade 2 listed barrack building. Phase 1 was massively delayed and when we were parachuted in following our success at The Quays, the marketing suite had been closed for 2 months.

Our solution.

From day one our primary objective was to retain the existing 20 reservations. We arranged face-to-face meetings with buyers to put their minds at rest. Where this was not possible, we conducted Zoom’s. We saved all reservations with our transparent and honest communications. We then moved on to the wider challenge of selling the next 2 phases, some 62 houses in total. Our first suggestion was to cancel the contract of the existing media agency. We knew we could offer a more suitable solution and at a massive cost saving. This was achieved using our existing contacts in both local and regional media outlets. We shifted the message so it focused more on local attributes and positives and became less London-centric. We adopted a strategy of strong, local-community engagement both with consumers and businesses. Further, our sales team visited the production factory and learnt how modular homes were built so we could properly relay this info back to buyers and explain their advantages in precise detail.

The result.

Phases 1, 2 and 3 sold out in 28 months. We reported back to our client and their Global, investment-bank backer every week, with our suggestions for price increases. As there was no existing after-care department, we took it upon ourselves to act as a stand-in, until such time that this was created towards the end of our tenure. We met and exceeded our target every month. KB remains the single largest modular build development in the South East region.