projection helps Grubb & Ellis close sales
Computer projection helps
Grubb & Ellis close commercial sales
real estate industry is not what it used to be. Though once dominated
by single-location brokerages, the industry has gone through a great
deal of consolidation and nationalization in recent years, particularly
in the commercial segments.
How does a firm compete in
this environment? One way, according to Dan Spiegel, Vice President
of Operations for Grubb & Ellis, is to offer a very wide range of services
to a specialized segment of the market. But to be sure that a large
sales force presents a complex message consistently can be something
of a challenge.
Grubb & Ellis offers transaction
services, property management and construction services, research and
consulting services to clients across the country. To help their real
estate professionals present these complex offerings, the firm purchased
ten portable LCD projectors early this year, standardizing on Panasonic
PT-L555 projectors from United Visual.
"In an initial client meeting,"
says Spiegel, "our professionals will talk about company capabilities
and the real estate transactional process. Further down the road it
depends on the individual client. Our people use a laptop, projector
and PowerPoint to make the presentation. "With the laptop and
projector, says Spiegel, sales people can develop or customize a presentation
at a moment’s notice, and that gives them a major advantage over competitors.
"Clients are very different in the information they want delivered,"
he says. "We’re able to help them understand what's happening in the
market and what their options are."
I asked Spiegel why the firm chose the
Panasonic, given the large number of projectors available. "What we
did," says Spiegel, "was to work with our offices around the country
to try to understand their needs, then pick a standard projector. There
were some cases that were unique, but the projector’s clarity, portability,
weight, and its ease of use were the main criteria we developed." Bonnie
Kent, Purchasing Coordinator for the firm, took these criteria and began
talking to dealers.
Kent spoke to several dealers
about what she was looking for, and then narrowed it down to three machines
from United Visual. "What United helped us to do," says Spiegel, "was
to test a variety of projectors and make them available to our people
making the decision." "Jake Majeski," Kent says, "came in and did a
shoot off so we could look at what the projectors had to offer and the
clarity of the picture. I wrote up a comparison and we decided that
the Panasonic was the best at that point in time."
I asked Kent why she settled
on United Visual as the supplier for the projectors. "Truthfully, it’s
just that nobody at United has ever tried to snow me. I’ll say, ‘this
is what I want to spend and this is what I’m looking for,’ and that’s
all I need to say. I've called for some really weird things at times
and Jake and Dale Bottcher have jumped right in there and found a way
to help us out. I like to deal with people I can get really good service
from and I have from United."
The program is working well
for Grubb & Ellis. The projectors have been problem-free and are used
widely. "They’ve become the standard way of operating today," says Spiegel.
"Everyone has been happy with them."
If you’d like more
information about Grubb & Ellis property services, please visit: Grubb & Ellis on the web.