Electrical

A medium sized HVAC company wanted to enter the Electrical Safety industry but, being a proud company with a great brand recognised that they didn't have the requisite knowledge or experience to successfully deliver at the same level as their HVAC division.

"No matter what accomplishment you make, somebody helped you"

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The Challenge

A Medium sized HVAC company wanted to enter the electrical safety industry, they had been regularly approached by their customer base requesting electrical services but, being a proud company with a great brand had gently declined in the past, but now the business opportunities to extend their services into this market became overwhelming. They recognised they they didn't have the requisite knowledge or experience to successfully deliver at the same level as their HVAC division.

What to do?

"You have to learn the rules of the game and then you have to play better than anyone else"


What We Did

"The difference between try and triumph is just a little umph!"

We listened to their company history, the successes and failures and how they built their brand and why the are justifiably proud of it and together formulated a plan to realise their dreams and ambitions.

  • We set up the required pricing structure, contract and compliance structure and associated documentation (industry certification was ably arranged by the HVAC company)
  • We set up an electrical safety team, initially using partner companies until the right people had been recruited.
  • We ran all aspects of the electrical safety service and maintenance, installation and reactive callout delivery, which were initially via partner companies until newly recruited staff could be deployed.
  • We approached the company customer base of large Blue Chip Multisite and Single site companies, large medium and small companies to initially introduce our new service, display our knowledge and experience within the electrical safety industry (some were very happy to finally be able to use us after enjoying their ongoing HVAC delivery experience) offer framework pricing inline and in some cases better than they currently had in place and request to be evaluated with small projects and maintenance tasks to showcase our abilities.
  • We nurtured our relationships by giving honest advice and pricing for any works requested, some we won, some we didn't, eventually (though in a quite short space of time) we began to be invited price for and be involved in larger and larger projects by all customer sectors, even winning extra HAVC maintenance projects via cross selling and up selling.
"Managing objections head on is dead on"

What We Achieved

"Ninety percent of selling is conviction, and ten percent is persuasion"

  • We leveraged our relationships with the large Muti-site and single site customers to create a great brand name within the electrical safety industry, which allowed us to bid for larger projects as a "stand alone" offer or an additional service to the greatly successful and respected HVAC installation division. 
  • We won many University and Public School installation and service works re electrical safety.
  • We won many LED lighting replacement projects (including provision of industry recognised ROI calculations) within the large Blue Chip/FM companies and Public School client base.
  • Grew the Electrical Safety division from zero to over £500,000 is sales in the first year.
" Success in sales is the result of discipline, dedication and sacrifice"