In the interview with Gerhard Schröder, Managing Director of Kreative KommunikationsKonzepte GmbH

Kreative KommunikationsKonzepte GmbH, or K3 for short, has been developing the entire range of video production to animated 3D sales presentations and virtual and augmented reality formats since 2010 with an experienced team of video, graphic and digital communication specialists. This has resulted in many high-quality films for TV and cinema, image and explainer videos as well as content for social media or clips and sophisticated graphics. In the course of the Corona developments, the company has discovered another completely different focus for itself: the presentation of services and products requiring explanation, which are presented by the field sales force directly to customers. During the pandemic, classic field sales suddenly came to a standstill as there were virtually no more face-to-face appointments. Together with Gerhard Schröder, founder of K3, a sought-after speaker and lecturer at various IHKs and further education institutes in the field of digital marketing, we talk today about the use of new digital sales channels, remote work in times of crisis and beyond.

DIGITAL FUTUREmag: Mr. Schröder, many managing directors are aware that field sales is by far the most expensive sales channel. With COVID-19, this was probably doubly painful: high costs and no possibility to arrange a personal meeting. Was this the trigger for your idea to explore alternative ways?

Gerhard Schröder: Not directly. Since 2010, i.e. since its foundation, K3 has been enhancing presentations for its customers. So it was obvious to provide the now idle field sales force with virtual solutions. And since we have had these in our portfolio for years, we were able to offer them immediately.

DIGITAL FUTUREmag: Products sold through field sales are often complex to explain. What options do you offer companies to present their goods and services on an additional sales channel?

Gerhard Schröder: As always, it depends on the specific use case. For example, we offer professional support and execution of live streams and use virtual and augmented reality to create sales tours or even document and make a house fair experienceable. 3D visualizations and increasingly 3D graphic elements contained therein support sales, not only in customer meetings, but also in interactive web applications to be able to select the right product model. This can of course also be used in 1:1 conversations on site.

DIGITAL FUTUREmag: What do the concrete technical options look like that you use to support field sales?

Gerhard Schröder: Here, for example, we help set up the home office studio properly, i.e. which webcam, which microphone, and also how the devices can be used optimally during a video conference or customer presentation. Then we move on to creating presentations and video walkthroughs. Here, we can also incorporate virtual and augmented reality elements.

DIGITAL FUTUREmag: Are customers already ready to embrace these modern tools? What difficulties arise on the client side or in communication when choosing these new methods?

Gerhard Schröder: Even if it sounds cliché, the pandemic was an accelerator here, and we work with technology and tools that almost everyone uses, such as Microsoft and Apple products, Zoom, MS Teams, etc. If anyone still has problems with these, we are happy to provide support. Our clients don’t start from scratch; they were already digitally connected before Corona.

DIGITAL FUTUREmag: What requirements must a company meet to quickly establish itself digitally and thus be able to use 3D sales presentations, virtual and augmented reality?

Gerhard Schröder: Employees and managers who are curious and eager to explore modern approaches and adapt to the new situation. This usually involves trying things out. Often, you only recognize the possibilities once you start using them. This can spark more ideas and creative solutions naturally. Ideally, we develop a new business model with the customer, which is the best possible outcome. If it also proves profitable and delivers a return on investment, that’s even better. But the most important thing is to start implementing innovative options in reality.

DIGITAL FUTUREmag: For you, New or Remote Work means even more. What new approaches do you offer your customers and employees who want to embark on a digital transformation journey with you?

Gerhard Schröder: The coronavirus pandemic has also changed our world in terms of remote work. We will continue to rely on online meetings in combination with on-site time, but no longer on a daily basis, as the pandemic has shown us how well remote work can function. This allows us to offer our employees the flexibility they need to balance work and private life while still delivering top performance for our customers. This is something we were already working on before COVID-19. When selecting the new location, we made sure that it is not only easily accessible by car but also has the best possible connection to public transport. Personnel discussions do not take place with a rigid assessment form, but rather occasionally during a walk and as needed. Instead of virtual lunch breaks, we also like to test coffee rounds and digital game rounds to maintain informal contact.

DIGITAL FUTUREmag: That sounds exciting. Are there any areas in the digitalization of communication between teams or clients that you are excluding?

Gerhard Schröder: An online shop solution does not fit, because our products—and especially those of our customers—require intensive consultation, such as a 3D planner or a web configurator (see images). But apart from that, there are a wealth of possibilities. Even the pre-pandemic business dinner can be well replaced, for example, by playing a round of games together virtually, hosting a beer tasting, or conducting a tech Stammtisch. All of this can also be done remotely with employees and customers, and perhaps even more effectively than a literal business dinner at eye level.

DIGITAL FUTUREmag: I can see you still have a lot planned here. Thank you for the varied conversation.