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newsletter issue #14

this newsletter is a chance for the mht staff to share helpful information and updates with our clients. we hope that you find this newsletter beneficial as you continue to use®.

what is new at®?

manufactured home monthly® update

manufactured housing shows

tip of the month

trivia challenge

what is new at®?

welcome new clients

mht would like to extend a warm welcome to all of our new clients:

flagstar bank - national
amerihome - kentucky
pine grove homes - michigan
apple carr village - michigan
brookside village - michigan
cider mill village - michigan
country hills village - michigan
country meadows village - michigan
dutton mill village - michigan
hickory hills village - michigan
holiday west village - michigan
leisure village - michigan
oak island village - michigan
orchard hills village - michigan
pinebrook village - michigan
southwood village - michigan
sycamore village - michigan
tamarac village - michigan
warren dunes village - michigan
waverly shores village - michigan
west olive estates - michigan
windsor woods village - michigan
ajr home sales - michigan
tc home sales - michigan
tc sales - michigan
bmh transport - texas
express homes - texas
trinity homes - texas
national wholesalers, llc - indiana
rivers edge - a quiet community - michigan
cooked creek mhp - indiana
crouse mhp - ohio

thank you for joining mht!

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manufactured home monthly® update

manufactured home monthly® adds new arizona publication

in spring manufactured home monthly® will add an arizona edition of its publication to be distributed in the phoenix and tucson areas.

manufactured home monthly® has also recently added the new special feature called 'southern homes and communities section' to the michigan edition. this special section is dedicated solely to manufactured homes and communities in southern states. michigan residents looking for winter or second homes in warmer climates now have convenient access to information on affordable manufactured housing in these locations.

manufactured housing shows

2007 louisville manufactured housing show® had a booth at the louisville manufactured housing show in january. here is some information received in an email from chris loher, the show chairman about the attendance and success of this years show:

2007 louisville show attendance
community managers276103379
service companies14353196
total attendance249710503547

if you take 90% of the pre-registration figures and add the on-site figures, this gives you this year's attendance. we decided to reduce the pre-registration figure by 10% due to the negative weather we experienced north of louisville and the unfortunate train incident we experienced south of louisville. our attendance as compared to last year was down 11%. no one likes to see a decrease in attendance, but when you consider the industry in the northeast was down from previous years; our 11% reduction is right in line with what's going on in the industry in that market area. some of the comments we heard from exhibitors, which were very encouraging, was that the "quality of traffic" was good this year. indeed, many of our exhibitors were very pleased with their sales efforts at this year's show. we understand that some exhibitors' expectations were not met. however, this is due to an overall downturn in the industry and not the success of the louisville show. we hope you will give us an opportunity to continue to work on making next year's show bigger and better.

national congress & expo of manufactured and modular housing® will be joining thousands of manufacturers, retailers and service providers at the national congress & expo of manufactured and modular housing in las vegas on april 10-12, 2007. when it comes to bringing together the leaders from within the modular and manufactured housing industries, the national congress and expo does it best! everything you need to expand your business is under one roof. it's your opportunity to network with over 1500 industry leaders just like you - manufacturers, builder/developers, community owners and managers, finance companies, retailers and suppliers - who make a positive difference in the modular and manufactured housing industries! to read more about the show click here.® will be located at booth #527, please stop by to say "hi" if you will be attending the show.

tip of the month

13 tips to maximize sales

by: jerry rouleau

looking for ways to excel in your market area and increase sales? maybe it's time to take a different look at the way you market and work with customers. the market, the trends, and technology, are changing and have defined the way we do business. are you ready to take your business to a new level? let's explore some possibilities, but first, it is key to get everyone within your organization working together. all of the tips and ideas listed below, will involve a new way of looking at the way you run your business.

1. maximize your website.
the majority of the new, home-buying consumers, use the internet to shop or research for their new home. is your website consumer friendly? you only have seconds to create that first impression. will you get eliminated within the first few seconds or will your website make it in the running? make sure your website, sells the lifestyle, is humanized and women-centric.

2. watch your website traffic.
start evaluating your website traffic, the same way you would look at model home traffic. the numbers won't be the same, but you need to start evaluating those numbers. if you are getting a lot of unique visitors or new visitors and not a lot of registrations or leads, something is wrong. there are some ways of tweaking your site, to make it more effective.

3. merchandising.
when people walk into your model do they say wow? are they impressed? studies have shown that properly merchandised models sell more homes and, the consumer will stay longer when visiting a properly furnished model. use up-to-date colors in your model, spec home or display center. color sells!

4. demonstrate.
demonstrate the top three spaces in your model (kitchen, master suite and closets/storage areas). don't ask customers if they would like you to take them through the model. take the positive approach, and do it automatically. studies have shown that the average customer will never be able to pick out the various value items that you incorporate in your home, unless you demonstrate. show them. sell value. what makes you different than your competitor in your market? make it a policy that every customer gets special attention, no matter what.

5. institute a stronger customer service department.
customer service is key to building testimonials and referrals. referrals don't happen by accident, you have to work on it. if you want to increase referrals for your business, you need to go the extra mile, provide service, and stay in touch with your customers. how often are you in touch with your past customers? a suggested plan would be, to be in touch with your past customers 3-4 times the first year, 2-3 times the second year, 1-2 times the third year and every year after that. show your past customers that you care.

6. develop a public relations campaign.
articles, photos, features and human-interest stories, are worth ten times more that advertising. allocate some of your ad dollars towards public relations, and institute an on-going public relations program.

7. involve your business in the community.
become an active participant in your local community. get involved. encourage your employees to volunteer their time for needy causes and join civic groups.

8. create a more aggressive lead follow-up system.
incorporate all three forms of follow-up: mail, phone and e-mail. no "one" system works for everyone. stay in touch with all your customers with some kind of consistency. you spent a lot of money to get the lead, why not spend a few dollars more a to work them and stay in touch?

9. understand the latest trends.
design sells. understand and learn about the latest trends in designs. incorporate the key trends that fit your price point. become the leader in your market. promote brand name products. branding sells.

10. ask for referrals.
ask every potential customer, existing customer, and past customers, for referrals. it's simple and it's easy. make it a habit, and you will increase your lead base and lower your advertising costs.

11. always promote the next step.
get creative and develop a list of various next steps, that will entice the customer to come back to your model. selling new homes is a series of next steps. every time you sell the next step, you are one step closer in making the sale.

12. conduct weekly sales meetings.
conduct weekly sales meetings to improve your selling skills. listen to audio or video programs regarding you profession. download free podcasts on "new home sales" on or read marketing books on selling new homes. visit for a list of specialty books on sales and marketing for new home sales professionals. you can also check out this writers webpage link, for a list of audio and books at:

13. generate traffic.
think out of the box, and develop creative ways to generate traffic to your place of business. make your model home or sales center a focal point of your community. for a free list of over 50 ways to generate traffic to you model home contact: jerry rouleau

best of continued sales success!

about the writer:
jerry is a speaker, author, and consultant that specializes in sales training, public relations, and coaches builders, housing companies and building product suppliers. in the past dozen years, his firm has generated over $35 million dollars in publicity. his firm has worked on several feature home projects with major consumer magazines, such as country living, house beautiful, country home, home magazine and others organizing home features. jerry has also been featured on the today show, in people magazine and in usa today. he is also the author of "selling new homes: sales & marketing workbook for million-dollar producers", and a frequent article contributor to numerous building trade publications. for more information check out his web site: jerry can be reached at 860 589-7391 or by e-mail at: jerry rouleau. for additional sales and marketing ideas that can help improve your business check out: or

trivia challenge

q. who are the top 3 manufacturers of hud-code mobile homes?

click here to enter your guess. answer revealed in the next newsletter.

last month's question:

q. on a per capita basis, which state has the most manufactured homes?

a. the state with the highest proportion of manufactured housing is south carolina, where 20.0 percent of the housing stock is manufactured units.


�2006 all rights reserved. no part of this newsletter may be reproduced, stored in a retrieval system, or transcribed in any form or by any means, electronic, mechanical, photocopying, recording or otherwise without the prior written permission of manufactured home monthly publications, inc.® for comments or questions related to this newsletter contact jane seramur via email or call us 810-632-0600.

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