Sep 28

In the following series of posts I’ll be reviewing the most efficient techniques to sell to and “sell through” architects.

Architect at work from "Catalogue modèle de l'architecte 1913" (Paris, France)

Architect at work from “Catalogue modèle de l’architecte 1913” (Paris, France)

Why sell to architects?

According to our estimations there are about 1.3 million active architects working in the building industry at any given time.  Worldwide. You can safely double that figure if you want to include interior architects, decorators, office space planners, booth builders and other design related professionals. Those are key actors holding a “few” dozen billion dollar market.

Architects are decision makers. They are specifiers of building related goods as doctors prescribe medicine. And while pharmaceutical companies understood the later long time ago, most of the building related manufacturers didn’t seem to quite “get it” about architects. Yet.

The main reason behind that lack of comprehension is probably due to a profound misunderstanding of the architect’s work and role as a “prescriber of goods”. Here are, briefly, some points to take under account:

  • Most architects don’t care much which chair or window they’ll prescribe within a similar budgetary limit or need. For example, if an architect gets to chose between a skylight window manufactured by company A and a similar product by company B (similar in general aspect, size and price) he or she will most likely choose arbitrarily the first one to “fall into their hands”. The reason for that is – time. The lack of – to be precise.
  • Most of today’s architects don’t keep a well referenced, well organized  materials and product library at their offices. They get your beautiful well designed glossy and heavy catalog by UPS or your country’s postal service and just stack it somewhere in the darkest corner of their practice. The reason for that is, well, time.
  • Most of today’s catalogs made by manufactures don’t suit architects needs. Catalogs without measurements, catalogs in which the object is in a non-neutral context (ex: an armchair pictured in a hotel’s lobby) – The architect needs to do the mental exercise of  extracting the object off the current context and imagining it inside his own design… To cite two of the most common problems of paper catalogs.
  • 99% of today’s architects use at least one kind of CAD software. Making paper catalogs quite frustrating to them while making 3CT quite appealing.
  • Specifying is a mere small fraction in the work process of an architect. In fact, only big architectural firms have real dedicated specifying teams. Most architecture firms are 5-10 employees strong and specifying is left to the very end of the design process.
  • Most architects have few “fetish” objects they specify every time. As it’s very hard and sometimes even impossible for architects to keep up-to-date with all of the new products.

So how can you overcome all those points and how can you make sure you understand the relevant needs and related technology? In the upcoming posts, i will provide you with a complete overview, set of rules and guidance so you could start working and selling to architects in no time. Stay tuned.

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Sep 02

[To download thousands of free CAD and BIM models please go to polantis.com]

 

Short but necessary introduction

Almost everything that you see around you, from the computer (or cell phone) in front of your eyes to the garbage cans in the streets – is designed with the help of a CAD or BIM Program. The thing is, there are dozens of different CAD and BIM Programs, and the ones used to design the chair you’re on, are not the ones used to design the house or office  you’re in.

What we do

– Is quite simple – we take whatever the manufacturer of an architecture related product gives us – be it a 2D sketch, a 3D model of some weird-never-heard-of CAD program or a simple photo – And we convert it in up to 15 different CAD file formats that are currently used by architects + we make a nice PDF technical sheet out of it. This PDF sheet is very important for architects who wish to create costum-made catalogs for their projects – For example, it allows the architect to show his clients exactly what elements he has chosen to furnish a room or a whole project. This makes the buying of the said elements once the project is executed – very easy.

What architects do on our site

All the architect has to do is, choose one or several objects that he desires, choose the file format of the CAD program he uses and download the object (FOR FREE).

Now the VIRTUAL COPY of a REAL product BECOMES PART OFthe architect’s CAD software. When the architect plans or designs, he simply takes that object and places it in his drawings. If he or she are talented, it’ll probably look something like this:

Night view of a Villa

Night view of a Villa

Everything you see in this Computer generated picture, except for the structure itself (the concrete, the stairs, the ceiling and the floors) are 3D objects available at our Free 3D objects catalog.

What manufactures and clients gain

So, this is exactly where the manufacturer MAKES PROFIT. Why? Because the architect brings an image such as this to its client and the client will most likely “fall” for it. It is the architect’s job (well, one of them…) to know and propose the most adequate and most aestetic architectural elements and furniture to its client’s project. We at Polantis, aim to create the most extensive 3D and 2D catalog on earth for the use of architects  and for the benefit of both clients and manufacturers.

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