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“Tremendous Success” for PPG Architectural Coatings

Now the second largest supplier of architectural coatings and sundry products, PPG Architectural Coatings sells decorative coatings to professional painters via a network of more than 500 owned service centres and over 3,000 independent wholesalers across Europe. Success rests heavily on the long-term specification side of the business and strategy based on solid understanding of the industry and project landscape. “Glenigan was paramount to giving us that kind of vision that we needed for to form intelligent sales strategies,” says Paul Smith, Business Development Manager at PPG Architectural Coatings. “It helped us to see the type of jobs we needed to be involved with and it gave us access to the planning, design and inception stages, where it was critical that we positioned our product.”

Focusing predominantly on new build projects in healthcare and education, the company applied a systematic approach with users not only searching for new projects but also tracking the activities of key partners. “Glenigan allowed me to see who was doing what and then determine whether the project was viable,” says Smith. “If it was, we coordinated our sales resource to make sure it was targeted - locally ensuring the sales team was fully armed with all the information they needed from Glenigan.”

Having identified a key project, part of the Building Schools for the Future initiative, it was not long before PPG started to see results from Glenigan. “As a result, we were used heavily on a number of BSF schemes,” says Smith. “We had a tremendous amount of success by getting the Johnstone's brand specified onto education projects throughout 2009 and 2010 and Glenigan was absolutely key to this.”

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