Quinette Gallay Renaissance: “With Building Radar we can easily track worldwide projects at the early stage.”
We spoke to Matthieu Piriou, Export Sales Manager in charge of Middle East, Americas, UK and Africa from Quinette Gallay Renaissance about his experiences with Building Radar and CRM software. Quinette Gallay Renaissance is a French seating designer and manufacturer since 70 years, specialised in fixed seatings for Performing Arts Centers, convention halls, lecture theatres and cinemas. With prestigious references in over one hundred countries around the world, it is one the world’s leading seating company. Since 2013 Quinette Gallay Renaissance is part of the Kotobuki Group – the worldwide leader on stadiums and auditoriums seatings.
Building Radar: First of all, we would like to thank you for taking your time to answer these questions. Do you mind introducing you and explain what Quinette Gallay Renaissance is doing.
Matthieu Piriou: My name is Matthieu Piriou, Export Sales Manager in charge of Middle East, Americas, UK and Africa for Quinette Gallay Renaissance. Quinette Gallay Renaissance is a French seating designer and manufacturer since 70 years, specialised in fixed seatings for Performing Arts Centers, convention halls, lecture theatres and cinemas. With prestigious references in over one hundred countries around the world, it is one the world’s leading seating company, and it is now part, since 2013, of Kotobuki Group, the worldwide leader on stadiums and auditoriums seatings. All our products are made in France, in Montreuil, in the suburbs of Paris.
BR: What are the business goals and values of Quinette Gallay Renaissance in the near and the more distant future and what challenges do you have to tackle to reach these goals?
Matthieu Piriou: Since its takeover by Kotobuki group, Quinette Gallay Renaissance has refocused its activity on its core business – theatres, conference halls, cinemas – each time with the same goal: to provide the best seat for each of these to specific environments. Aiming at gaining market shares worldwide, Quinette Gallay needs to face strong competition from all over the world by carrying on its tradition of innovative design and manufacturing excellence to help customers implement their projects. The commercial aim is to be much closer to designers and architects on early-stage projects to be able to respond to their needs of customisation and unique design but also to guide them in the right way on the seating domain.
BR: According to these goals, how do you see the future cooperation with Building Radar?
Matthieu Piriou: Building Radar will help us to track projects on early stage where we could help architects and designers to have the best seating solution for their needs. This helps us to get contact with new architects and designers also to be able to meet them and present our range.
BR: What were the challenges or pain points that prompted you to look for a solution such as the Building Radar Platform and how did you hear about Building Radar?
Matthieu Piriou: We have used various solutions, but every time we were facing the same issues: we could only have access to projects at the tender stage and never on the early stage of it. We also had a problem about the areas covered as it was most of the time only national. With Building Radar we can easily track worldwide projects at the early stage, even if for the moment, we mainly find European projects, with the detailed information for every one of it.
BR: What are your requirements for a CRM Software?
Matthieu Piriou: We use a CRM software since a few years that allow us to keep track of our clients accounts, contacts, projects opportunities. We choose Salesforce as our CRM software because it is a very flexible and simple solution which meets all our requirements.
BR: You are currently using the Salesforce CRM Software. Why did you choose this solution?
Matthieu Piriou: We choose this solution because Salesforce is a very flexible and simple solution that
was meeting all our requirements.
BR: How long did it take to implement CRM solution?
MP: It took about four months to implement the solution with work being done after it (it was done more than seven years ago). A CRM solution that is used needs to change to be adapted to the constantly evolving needs of the users.
BR: Why do you think the use of CRM software in general, and especially for small and medium-sized enterprises, is important?
Matthieu Piriou: I am convinced that a CRM software is now compulsory for every single company. I have been, in a previous job, project manager for the implementation of a CRM software and commercial contact with it. I have seen the difference since the company has it: an easy way to track projects, customisation of emails, ease of access to information about clients accounts and projects and much more.
BR: You benefit from the Building Radar CRM integration. Can you explain the process how you do it?
Matthieu Piriou: We are using Salesforce as our main commercial tool, so we wanted the Building Radar Platform to be linked to it to have all information in the same tool. The first step is done by our assistants who are checking on Building Radar every day the projects and tenders and tag them as ‘Not interesting’ or ‘Interesting’. Then, they download a file every week with all ‘interesting’ projects and tenders to upload it in our opportunity section of the CRM. From there, all commercial team can work on it with all the required information and decide whether to go for it or not. This saves us a lot of time if we need to confirm the opportunity as all the information are already classified, and we keep track of all projects and tender, even if not confirmed yet, which might be some business for tomorrow.
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