Developing a Strategic Inventory Management Program Panel: Gil Carlson, Unirisc Cindy Mulhall, Encana Julie O’Halloran, Canadian National Railways Barb Kalydy, TheMIGroup Gail Reinhart, TheMIGroup Strategies to Keep Home Out of Inventory • • • • Inspections Repairs Home warranty Marketing the property Strategies for Marketing an Inventory Property • • • • Re-evaluation of the property (e.g., repairs/improvements) Maintenance Marketing plan (including staging and Home Warranty) Pricing Strategies (including incentives) Inspections • General home inspection at a minimum; additional inspections required for certain areas, e.g., pest, septic, radon • Full disclosure in the US, not necessarily in Canada (Buyer Beware) • May be used by Realtor to market property • Ensures corporate client does not acquire a home with issues that must be fixed prior to resale Recommended Repairs • Recommended or required repairs: • Potential insurance and lender issues such as roof/furnace beyond life expectancy • Safety & Health issues (e.g. mold, radon, electrical) • Water penetration • Structural • Latent defects; a defect not discoverable upon reasonable inspection of the property, e.g., inadequate wiring behind walls, asbestos, Chinese dry wall • Transferee should provide any warranties or service contracts for major systems Home Warranty • Covers deficiencies found after purchase is completed on major systems, e.g., central heating, interior plumbing, roof • Valuable selling tool that helps protect the buyer from the unexpected costs of major system and appliance failure during first year of home ownership Canada • Home inspection is NOT required but items must be in working condition at time of closing • Coverage begins on inspection date and continues for 90 days • Not yet typical in Canadian mobility policies • Typical cost – $300 - $400 CAD • Recent study shows that homes with warranties sold in 16% less time and for a better price Home Warranty (cont’d) United States • Typical closing cost requested by purchaser in most home sale transaction • Normally a concession by the seller and not an entitlement within the mobility policy • Typical cost - $350 - $500 USD Benefits • For the Seller: Home ‘stands out’ to perspective buyers Eliminates ‘call backs’ when problems arise after closing • For the Buyer: Peace of mind from unexpected repair costs of major systems or appliances Marketing the Property • Careful review of appraisals; ensure appraisers have taken market conditions, location, etc. under consideration • Broker’s Market Analysis; two if possible • Marketing restrictions • Impact of severing acreages to meet program criteria • Property should be in good condition, neat and tidy Your House As Seen By Yourself Your Buyer Your Appraiser Your Lender Your Tax Assessor Strategies for Managing Inventory Property • Re-evaluation of the property • Maintenance • Marketing plan • Pricing Strategies Assessing the Property for Resale • New appraisals • Change in real estate agent • New Broker’s Market Analysis • Review factors impacting property such as location, condition, price Set expectations! Assessing the Property for Resale Location • Is there something unique about the location? • How was the location marketed and to whom? Condition • How does it compare to the competition? • Is the interior in neutral colours? • Is the exterior inviting or does the property look abandoned? • What were the original agent’s recommendation when the property was first listed? Price • What is the current agent’s recommendation? • How many showings; any second showings? Any offers? • Were there any incentives offered during the listing period? Repairs and/or Improvements • Depends on the requirements for repairs within the corporate mobility policy • Full disclosure in the US gives the prospective purchaser all the information regarding required repairs • If only structural and safety repairs required, some minor repairs may be left to negotiation with the prospective purchaser: deferred maintenance/cosmetic issues broken window seals loose toilets, leaky faucets replacement of deteriorated wood trim damaged siding, eaves, etc. Ongoing Property Maintenance • • • • • • Vacant property insurance Landscaping/snow removal Utilities Property taxes Mortgage payments Ongoing management by Realtor Marketing Plan • • • • Review with current Realtor Staging Buyer Incentives Realtor bonuses Price Reduction Strategies • Review pricing strategy every 30 – 45 days • New BMA/BPO every 60 – 90 days • Depends on: Time of year Current sales activity Realtor/buyer feedback • Based on client culture – price slashing vs other strategies Thank You!!