2021 Flipbook

POS Allocations Guidance January 6, 2020

After reviewing the selections and upgrade summaries of the past 10 homes, the following data has been compiled to show the average that clients spend on each major upgrade category. The intent is to provide the sales team with current information in hopes that the client can be guided to set appropriate expectations for each category.

AVERAGE AMOUNT SPENT ON UPGRADES

TYPICAL RANGE SPENT ON UPGRADES

CATEGORY CABINETS

$21,956.91 $12,027.77 $28,344.61 $10,021.11 $8,610.09 $11,640.73 $15,624.42

$20,000 - $30,000 $10,000 - $15,000 $25,000 - $30,000 $10,000 - $15,000 $8,000 - $10,000 $10,000 - $15,000 $15,000 - $20,000

TILE

APPLIANCES

PLUMBING FIXTURES

GRANITE

LIGHT FIXTURES

FLOORING

Another way to view these allocations is to compare them proportionally to the POS “Summary Total” from the top portion of the POS.

Using this method, the following table shows the average amount that clients spend on each category as a percentage of the “Summary Total” on the top portion of the POS.

CATEGORY CABINETS

AVERAGE % SPENT ON UPGRADES

2.31% 1.26% 2.75% 1.04% 0.97% 1.19% 1.56%

TILE

APPLIANCES

PLUMBING FIXTURES

GRANITE

LIGHT FIXTURES

FLOORING

Obviously, each client is different, and these averages may not reflect the appropriate allocation for every client. Note that all of these averages are taken from “non-estate level homes” (homes under $2 million). Estate level homes will require a more thorough understanding of the client’s expectations in order to set the appropriate allocation.