VINCI Facilities Tertiary: Unity makes action in Midi-Pyrénées!
VINCI Facilities Midi-Pyrénées Tertiary has won the Facility Management contract in an RFP launched by Dutch discount chain Action Group, for a logistics platform of 44,000 square meters near Montauban.
This three-year contract is the result of the fruitful collaboration between various European entities and VINCI Facilities, as well as a shared willingness to work together. We met up with two key players…
Peter Dehne, Director of Business Development, VINCI Facilities The Netherlands
What are your responsibilities?
I joined VINCI Facilities in 2010 and am in charge of developing new activities that focus mainly on IFM contracts, both national and international. I work with existing clients to enhance our business relationship, and I’m also involved in VINCI Facilities’ development in the Netherlands.
How did you come to do business with Action and Basecamp?
My first contact was with Basecamp thanks to a discussion with a VINCI colleague at a General Assembly. As one of Action Group’s long-term partners, Basecamp has a crystal clear understanding of what Action needs. After having endorsed our VINCI Facilities approach, Basecamp presented us to Action as one of their partners.
How does VINCI Facilities organize internal collaborations among brands?
Many of our international clients expect service providers to offer a very international approach. At VINCI Facilities, we’re convinced it’s of key importance to be close to our clients locally. However, we also must relay this approach through a truly international business model to further increase success. To do this, I help my clients select the best intermediaries outside of the Netherlands by systematically suggesting the VINCI Facilities brand.
Do you know what your next project with France will be?
I’m working with VINCI Facilities in France and Belgium on a major project for Irish retailer, Primark. We’ve submitted our bid and are awaiting the decision. We’re also developing two local contracts with Enerpac and Carglass. These bids would strengthen our local relationships and clearly demonstrate to clients all the advantages of collaborating with VINCI Facilities’ teams.
Cédric Teissedre, Sales Engineer at VF Midi-Pyrénées Tertiary
The first time I had Peter on the phone, my first thought was ‘boy, do I need to improve my English’! From the first draft proposal through to taking over the site, which is brand new, negotiations with Action took almost a full year. Beyond the sales performance aspect, I’d like to highlight the positive atmosphere that reigned throughout the process with our Dutch peers. Peter was always there when I needed him to clarify Action’s needs or follow up with them when I hadn’t heard back and needed answers… I would definitely repeat the experience, without hesitation!
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