«100% virtual deals were closed»: the Koi Constructora experience

José Rubén Cavanzo is a civil engineer and general manager of Grupo Koi, a business group with several lines of business, among which Koi Constructora stands out. With their Cronus project in Bucaramanga, they made the leap to 100% virtual selling with Inviewd's model and sales room. We spoke with him about that experience. (Interview edited for clarity and length.)

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From BIM to virtual selling

«As a construction company we've been implementing the BIM methodology for several years, very technology-based, but from a technical point of view: design, planning and execution», Cavanzo explains. «When we discovered Inviewd's virtual models we saw it was the commercial step of that use of technology: being able to virtually represent what you're going to build and show the client how their property will actually look».

Much more than a render

The first barrier was cultural: part of the audience expected a physical sales room and associated virtual with simple renders. «This goes far beyond a render, because in a render I'm showing a single photo», he notes. «In the virtual model, if the client tells me: “look to the right, how does the living room look if I'm standing in the kitchen pouring a coffee”, I can show them exactly that».

The result: «People realized there was no need for the physical model apartment — which also costs a lot of money. Everything I invest in the project I ultimately have to add to the price. If I'm more efficient, I can be more efficient in the product I deliver».

Buyers from Medellín... and from Israel

For Cavanzo, the biggest impact is in reach. «In Cronus we have buyers mainly from Bucaramanga, but they range from Medellín all the way to Cana of Galilee, in Israel. How do we present the project to them? 100% virtual. None of them came to see anything in person: I show them the location, enter the virtual model, give a guided tour and then let them position themselves wherever they want and see whatever details they want. And that's how deals closed».

What clients value most

«Clearing up doubts», he answers without hesitation. «For someone outside the industry, visualizing what they're being shown on a plan is very hard. When the client says: “I see this room as small”, I reply: don't worry, stand over there and you'll see the proportions of the space and where you can move. That makes off-plan buying much easier».

Transparency that protects both parties

The virtual model, published on the web, also works as a guarantee. «I can send them a link and they tour it with no problem. If they want to take a screenshot of how they saw things: “this is what I expected, this is what you're delivering”. The builder is more committed, but that commitment is positive for the market: the builder delivers well and the client knows what they'll receive. Many disputes between client and builder are simply an interpretation of plans; anything that helps us be clearer improves the market».

The key: the quality of the information

Cavanzo leaves a recommendation for other builders: «For this to work well, the builder has to provide the project information with a good level of detail and definition before taking the step to the virtual model — practically a construction-ready version. The quality of the model depends heavily on the quality of that information».

His experience with Inviewd

«Extremely good. Ever since we met them they've taken great care of us», he concludes. «Modeling involves many changes and personal taste: “I like the bed sheet to look folded, I want it white or beige”. It's an interactive process in which, without good customer service, you don't reach the product you expect».

«Thank you for wearing the jersey within the construction industry, for innovating and bringing out new technologies». — José Rubén Cavanzo, Grupo Koi

The tool they used is the one described in the virtual sales room.