bim object CEO Monthly 11 March 2016

Where and how to get new end-customers? Four possibilities Public tenders Nation wide / international chains End-customers that are currently being supplied by our competitors New Buildings and facilities (big enough complexes such as shopping mall, hospital, etc.)

The Process for bim and faktanet BIM Objects Wholesaler End customer Tells Information when, where and by whom a new building is being built Gives the information who is the architectual company, the construction company, the owner/builder of the building and building consultant company Only pick and choose big enough buildings e.g. Shopping mall, hospital, etc. Gives all the information and 3D Models/objects for architechs, designers, engineer they need to include Katrin dispensers in their construction drawings and plans Our job is to inform the companies from Faktanet in the design/planning phase about our dispensers in http://bimobject.com but also to suggest a one solution to them This is nothing more or less than a clear sales lead to our wholesalers List the prospect in CRM Approach End-customer directly or with a wholesaler

BIM Portal statistics week 20. 16 may – 22 may. TOP 10 last week Total downloads and views by 22 May Registered users per country, total downloads per country and unique downloaders (agencies) -Finland 1800, 104, 20 -Sweden 6500, 487, 52 -Norway 3500, 73, 28 -Denmark 6900, 141, 47 -UK 7000, 68, 38 -Germany 7600, 105, 35 -Poland 4600, 105, 31 -Slovakia 1000, 5, 5

Katrin Client Relationship Management Other hygiene players Influencers Architects, Engineers & Designers Legislators End-users End-customers Office/Public administrations Healthcare Purchase circle Public procurement Myynnissä Tarvitaan niin analyyttisyyttä, että Kykyä innostaa. Kriittinen piste jälleenmyyjän myyntimies Cleaning firms Hotels, restaurants & catering Industry Wholesalers

What is bim object? BIM=Building Information Model Product knowledge in a digital form 2D and 3D geometrical description They are used by architects, constructors, engineers and designers Katrin works together with BIMobject® Corporation Valid BIM Object formats: AutoCAD (2D and 3D, DWG-files) ArchiCAD (3D GDL-files) Revit (3D) SketchUp (3D)

BIM object format examples ArchiCAD 3D (GDL) AutoCAD 3D (DWG-file) Revit 3D SketchUp 3D

General about bim objects All Katrin dispensers available. Inclusive Series, Extended Range, White Metal and Steinless Steel -series’ dispensers can be found as BIM objects in the BIM cloud: www.katrin.com and www.bimobject.com Cloud service is just a link, Objects are viewable online and can be downloaded via any BIM software for free Real time tracking via BIM analytics tool

Katrin central brand BIm Object marketing activities plan 2016 Three channels how to approach: Architects, designers, constructors, engineers, Customers Personnel 1) NEWSLETTER ABOUT KATRIN DISPENSERS AND BIM OBJECTS 17th May BIMObject Corp’s Katrin customised global email newsletter (138 000 BIM users, 20% reading rate) Katrin email newsletter to local architects, engineer, etc (Finland data from Faktanet) Katrin email newsletter to wholesaler-customers (addresses from CRM) 2) POSTAL NEWSLETTER APPROACH 17 May Traditional postal newsletter with brochures and promotional items to architects & Constructors (in Finland data from Faktanet)

Katrin central brand BIm Object marketing activities plan 2016 3) SOCIAL MEDIA APPROACH 17th May Architects, constructors, customers and personnel with the same content BIMObject corporation’s channels for existing and valid target group (architects): Email newsletter content: FB, Linkedin, Twitter, Google+ MT social media channels : Email newsletter content: Twitter, LinkedIN, Intranet Forward this content to regional distributors to be used on their own social media channels BIMObject corporation’s channels repetition: 14 June, 15 Sep, 15 Nov (each with a new angle: end customer case, Henrik award etc.)

How to build new client base? ”approach new building projects!” Country specific product databases (for instance faktanetlive.com byggfakta.se) offer information about future building projects. Quick online access to valuable building project information (constructor (end-customer), architect, engineer, designer, consultant) “Who builds what, when, where, with whom.” Great way to grow clientele (sometimes only way).

Case finland faktanetlive.com CRM phases Sales person spots new development on his/her area. (prospect) Sales assistant sends ”Architect package” to the architect if not already done so.(decision role in dispenser involvement) Sales person contacts the constructor with distributor (for instance hospital, shopping mall, etc.) to discuss about Katrin products. (opportunity = offer stage -> win the case/loose the case)

BU INFORMATION CHANNELS Scandinavia and Finland www.faktanetlive.com and www.rpt.fi Finland www.byggfakta.se and www.sverigebygger.se Sweden www.byggfakta.no and www.norgebygges.no Norway www.byggeinformation.dk and www.byggefakta.dk Denmark WE www.docugroup.info/english Germany, Austria, Switzerland http://www.ais-online.de/ Germany www.designbuild-network.com West-Europe CEE http://istavinfo.dumabyt.cz/ Czech Republic

Espoo Office Kiitos! Jussi Haapkylä