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Glenigan “Opening New Doors” for Akzo Nobel

Akzo Nobel LogoThe world’s number one decorative paint company, AkzoNobel is the UK’s leading manufacturer of high performance trade paint.  With a portfolio that includes brands such as Dulux Trade, Glidden, Sikkens, Polycell, Cuprinol and Hammerite the company offers a complete range of coatings that include Interpon and International Performance Coatings. The largest manufacturer of powder coatings in the UK, Interpon provides factory-applied decorative and protective systems for the construction industry.  International Protective Coatings manufactures cutting edge corrosion protection and high performance in tumescent systems for steel.

Supporting both its sales force and a wide network of external clients, Sales Support Manager, Amanda Reynolds could see that AkzoNobel Decorative Paints needed access to more accurate and timely construction industry data if it wanted to win more business. “Most of the project leads we were receiving were at the “contract awarded” stage and that meant we had missed the opportunity to influence decision makers,” explains Reynolds. “AkzoNobel’s International Paints business was already using Glenigan and recommended it very highly, so we got in touch and signed up as soon as we could. It was the best move we could have made.”

Reynold’s and colleagues worked with Glenigan trainers to develop a strategic approach to implementing the tool. “Our Sales Support team are really our primary users,” says Reynolds. “The part of the business they support is quite complex but Glenigan enables us to filter and export data any way we need it to. Not only has this saved us time but it has also built greater trust with both our internal and external clients who know that we can be depended on to provide reliable information.”

One year on and AkzoNobel Decorative Paints is delighted with the impact that Glenigan is having on the business. “Glenigan is not just a support tool, it is fundamental to our business strategy and structure,” says Reynolds.  “It is increasing our project leads, opening new doors and knocking down so many of the barriers we faced in accessing industry information. AkzoNobel leads through innovation based on a thorough understanding of the needs of its customers. In Glenigan we have found the perfect match.”

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