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Virtual Reality Breaks Down Sales Barriers in the Home Services Sector

It's all about education and experience

An interview with:
Kate Emery
Marketing Manager
GAF

In specialized categories like home services, consumers have little to no knowledge of the products and services available to them—until they need a quick fix or want to renovate their homes. Kate Emery, marketing manager at GAF, spoke with eMarketer’s Sean Creamer about why the roofing company chose to invest in virtual reality (VR) for improving customer education, and how it created its VR experience. Emery was interviewed as part of eMarketer’s April report, "Virtual Reality Beyond Gaming: Solving Business Problems in Industries."

eMarketer:

How are you using VR to enhance the existing sales journey?

Kate Emery:

When we began our virtual reality initiative a year ago, we wanted to give residential homeowners and commercial contractors an intuitive way to understand how our roofing works.

Most residential homeowners don’t go on their roof or have any roofing knowledge. Even commercial building owners don’t go on their roof.

Interview conducted on February 21, 2018