Selling successfully to the Construction Industry

With movento's Property Management in the cloud.

For long-term construction projects – regardless of whether new construction or renovation – product decisions are made at a very early stage of planning. Therefore, it is important for service providers and suppliers to place their services early on during the bidding.

But to whom should Sales speak? An overview of the complex network of relationships involved in a construction project is worth its weight in gold: developers, planners, construction supervisors, and architects – they are all contact people who can be crucial for a successful sale. These people frequently become known only in the course of the long life cycle of the property.

This is where movento Property Management beings: It offers Sales a comprehensive view of all participants, of the life cycle of the property, of the trades and products involved. The cloud solution is an enhancement of "SAP Cloud for Sales" and it can also be used on the go by the sales force. The sales employee can thus detect relationships and use these to his competitive advantage. Furthermore, it provides a comprehensive overview of the current status of the property and the sales potential. The solution answers questions such as:

  • Which property will reach its completion date in the next week?

  • In which construction projects is the architect with whom I am meeting today participating?

  • Who is the top decision-maker and who from our company knows him?

  • In which property is our special product type used and how high are the anticipated sales?

  • What has changed since my last visit? Are there new plans, contact people or decision-makers?

Rehau – the manufacturer of polymer-based solutions – uses movento Property Management internationally. "The exchange of information is thus much better,” says Dr. Michael Zapf, Director Corporate IT/IS Customer Relationship Management at Rehau. Learn more about the international project in the success story.

Click here for more information about SAP Cloud for Customer.

Posted on January 29, 2015 .