From B2B to B2C: Combining our holistic approach with our international network

An interview with Philipp Niemann, Managing Director of Engel & Völkers Development Services Vienna & Luxembourg

Philipp Niemann is Managing Director of Engel & Völkers Development Services Vienna and Luxembourg. Thanks to his many years of experience in real estate sales, he is an expert in the field of customer wishes as well as the holistic service portfolio of Engel & Völkers. The large number of new development references in Vienna and Luxembourg illustrate that the holistic approach, the constant contact with the developer as well as the international network of Engel & Völkers Development Services are essential success factors in property development. In his video and the interview below, Philipp Niemann explains the core services in the B2B and B2C business and how he and his team deal with challenges in project marketing and the sale of new development projects.

Engel & Völkers Development Services is active in both B2B and B2C business. Let's start with the B2B business - what services do you provide to developers?

Our services cover the entire value chain of the project business. We are involved from acquiring buildable plots with the help of our very local acquisition team, to providing dedicated consulting, which is made possible thanks to our daily contact with numerous applications in the target area. This means that we know the current customer wishes and can advise the developer precisely on the desired floor plans, materials and individualized wishes of the target group. Marketing is our bread and butter. From tailor-made marketing concepts and close support of search clients, to reporting to the developer, our marketing activities cover all relevant fields in order to be able to sell the new developments quickly and efficiently. But that's not all: after sales is another priority, where we once again set out to fulfil all our clients' wishes. We are involved in the handover of the property and subsequent support of the owner and offer additional services such as rental services.



Now to B2C - Engel & Völkers has been in the real estate business for over 40 years and is an expert in marketing real estate. What challenges do you see in marketing new development projects and how do you tackle them?

The greatest challenge for property developers lies in conceptualising products that are in line with the market. Market-oriented products involve planning and building calculations that are optimally adapted to the location and the customer's wishes. This requires enormous market knowledge and regular contact with the target group. Furthermore, projects should match the micro- and macro-environment in order to secure acceptance from the neighbourhood. Here, too, we can contribute our local expertise profitably. Last but not least, the margins of developers have been consistently decreasing for years. Rising land prices and the recent sharp increase in construction costs are mostly to blame. This makes market-driven planning all the more crucial in order to perfectly position the project on the market and sell it at the best price. 

The international network of Engel & Völkers is also reflected in the Development Services division. How do you benefit from the cross-regional network of Engel & Völkers in Vienna and Luxembourg?

The world is becoming more and more interconnected and thus people are becoming increasingly flexible. They not only change their jobs frequently, but also their place of residence. In addition, the ownership rate, driven by politics, society and the financial markets, is constantly growing. This results in strong demand from abroad in markets such as Luxembourg and Vienna and, conversely, strong demand from local clients abroad. Our network is the perfect answer to this development. We are able to provide excellent services to our foreign clients in their respective locations from Vienna and Luxembourg and at the same time we can offer foreign products to our local clients. For the property developers this is a strong USP, since we from Engel & Völkers Development Services can access both the local market and the international market. Similarly, we can offer a comprehensive service to the developers themselves, should they be aiming for international expansion.  

What internationally relevant projects are you currently marketing in Vienna and Luxembourg?

Outstanding, international projects in Vienna are currently the projects Börseplatz, Marina Tower, am Werdertor as well as Werder Six. In Luxembourg we are marketing the projects Bellevue and Monte Bertho III.

As Managing Director of Engel & Völkers Development Services Vienna and Luxembourg, you have a unique insight into the way your team works and cooperates with property developers. How do your services for property developers differ from those of your competitors?