The electrical safety company had a great brand and a loyal trusting customer base but NO experience in selling, operating and delivering HVAC, they did however see a massive opportunity in investing in this industry to run hand in hand with their existing business.

They had canvassed their clients to derive a business case to proceed but as in all new business ventures they discovered the five basic sales obsticles, no need, no money, no hurry, no desire, no trust in delivering HVAC 

They needed an experienced professional with a name in the marketplace, the best sales questions have expertise wrapped into them.

After listening to their goals and requirements we formulated a plan of action together with agreed "milestones" and evaluation meetings to progress towards the desired business addition.

• We set up the required pricing structure, contract and compliance structure and associated documents (industry certification was ably arranged by the electrical safety company).
• We set up an HVAC team, initially using partner companies until the right people had been recruited.
• We ran all aspects of the HVAC 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 Facilities Management companies, International 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 HVAC industry (some were aware of us already so an easy sale) 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 (although in a quiet short space of time) we began to be invited to price for and be involved in larger and larger projects, especially by large Blue Chip Facilities Management Companies, where multi-discipline trades people are a great part of their customer delivery.

• We leveraged our strong relationships with the large Blue Chip Facilities management companies to create a great brand name within the HVAC industry, which allowed us to bid for much larger PLC and MOD contracts, where they were already successful in delivering electrical safety.
• We won the HVAC and boiler replacement tender for a very large public houses chain across the UK, worth £6Million over three years
• The HVAC division worked "hand in glove" with the vast electrical safety customers so well that the company became attractive enough to enjoy a corporate acquisition by a very large Blue Chip organisation wishing to "buy into" the M & E market. A great result for the owners and employees, we are proud to have been involved.