Creating solutions business
This presentation is the property of its rightful owner.
Sponsored Links
1 / 21

Creating Solutions Business PowerPoint PPT Presentation


  • 76 Views
  • Uploaded on
  • Presentation posted in: General

Creating Solutions Business. Creating Business Solutions are where we need to be. We separate ourselves from the market by adding value. We add value through our knowledge and synergy. Our synergy is in having equipment, controls, parts and service all “under one roof”.

Download Presentation

Creating Solutions Business

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -

Presentation Transcript


Creating solutions business

Creating Solutions Business


Creating business solutions are where we need to be

Creating BusinessSolutions are where we need to be

  • We separate ourselves from the market by adding value.

  • We add value through our knowledge and synergy.

  • Our synergy is in having equipment, controls, parts and service all “under one roof”.

  • Our knowledge is in how the entire system works together from both an equipment and control perspective. EarthWise Systems a prime example of our knowledge in action.


Creating solutions business

+$

–$

air handlers

+$

ductwork

controls

+$

–$

+$

piping, pumps

chillers

EarthWise™ System Summary

  • EWS is a design and “pain”

  • solving process:

  • Waterside & Airside

  • Low flow

  • Low temperature

  • High efficiency

  • Optimized Controls

  • Taking advantage of technology!

Operating Cost

First Cost


Existing buildings solution opportunities

Existing BuildingsSolutionOpportunities

  • Waterside: aging chiller plants

    • Hydraulic and energy opportunities

  • Controls…or lack there of!

  • Airside: problems and expansion

    • Acoustical problems?

    • Short of capacity?

  • Use existing infrastructure


Existing buildings financial opportunities

Existing BuildingsFinancial Opportunities

Annual Average Return

40%

30%

20%

10%

0%

Small Company

Stocks

Common Stocks

Long-term Corp Bonds

U.S. T-Bills

0%10%20%30%40%50%

Risk Index(year-to-year volatility)

Source: EPA/The Vanguard Group


Creating business existing office building

Creating BusinessExisting Office Building

  • Existing Situation:

    • Can not maintain comfort if OSA is over 90 degrees!

  • Owner knows one chiller has to go

  • Previous Proposals:

    • Short of airflow so...

    • Replace AHU’s, ductworks, chillers, tower, etc.

  • Is there a better solution? What would you do?


Creating business existing office building1

Creating BusinessExisting Office Building

  • Existing Situation:

    • Can not maintain comfort if OSA is over 90 degrees!

  • Low Flow Low Temp Solution:

    • Use existing AHU’s, ductwork, tower, etc.

    • Series Variable Flow with new chiller downstream and old chiller upstream!

    • Old chiller efficiency goes up (48 LWT versus 44 LWT)

  • Converting an inspection contract into a turnkey project!


Creating business what about smaller projects

Creating BusinessWhat about smaller projects?

pump

  • Old 40 ton chiller

  • High maintenance costs!

  • Problem: 7-10 year payback!

  • EFLH are not in our favor!

  • No opportunity here!

three-way valve

or bypass with

control valve

three-way valve

or bypass with

control valve


Creating business a system s approach

Creating BusinessA System’s Approach

  • Include pumping energy!

  • Run hours @ F.L. not EFLH

  • Use Variable Primary Flow!

  • Convert valves to 2 way.

  • Keep some existing 3 way.

  • Now 3-5 year payback!

Variable

Speed Pump

two-way valve

three-way valve

or bypass with

control valve


Creating business financial selling

Creating BusinessFinancial Selling

  • Why do customers say no?

    • No Money, No Budget, No Capital

    • Payback, Hurdle Rate


Creating business financial selling1

Creating BusinessFinancial Selling

  • How can we overcome this?

    • Lease Purchase & Pro Forma on all proposals

    • Show them the cost of saying no!

      • New Equipment paid for by future savings!

      • OR Capital expense in the future!

    • Replacement cost included in the future!

    • Leasing is the norm!


Existing buildings financial selling financial selling

Existing Buildings & Financial SellingFinancial Selling

  • Leasing & Pro forma are critical!

  • Any additional ideas to share?

  • We need to create some business

  • We need tools!


Creating solutions business

Discovery

U

F

C

U

F

C

Rapport/ Relating

Proposal

Support

Support

Decision

Pain

Money

Solutions Sales Process Overview

  • Only those in the top 25% should be in this process.

  • Action Items:

    • Solutions account qualifier

    • Set goals for account development

  • No smoke. Be very clear of your intentions and get buy-in from customer on the process.

  • Action Items:

    • Do Earthwise Opportunities checklist

    • Do annual customer audit form

    • Use intro preso

    • Get consent to process through Letter of Intent.

  • To provide a world class solution. We need to know their business as well as they do.

  • Action Items:

    • Detailed survey

    • HVAC equipment assessment

    • Meeting with Solutions Team to develop plan

  • Commitment is critical at this point. Know the pain and associated solutions. Will the customer commit?

  • Action Items:

    • Develop summary preso and deliver

    • Sign Letter of Commitment

  • Develop full proposal from all info. Answer all pain, decision and money questions.

  • Action Items:

    • Develop proposal

    • Close deal


Existing building relationship stage first you must qualify earthwise tools assessment annual audit

Existing BuildingRelationship Stage - First You Must Qualify,EarthWise Tools Assessment & Annual Audit


Existing building up front contract 1 preliminary presentation letter to proceed

Existing BuildingUp Front Contract #1 - Preliminary Presentation/Letter to proceed


Existing building discovery find the pain decision makers and money

Existing BuildingDiscovery - Find the Pain, Decision makers and Money.


Existing building up front contract 2 summary presentation letter of commitment

Existing BuildingUp Front Contract #2 - Summary Presentation/Letter of commitment


Existing building proposal advocate proposal

Existing Building -ProposalAdvocate - Proposal


Creating solutions business

Discovery

U

F

C

U

F

C

Rapport/ Relating

Proposal

Support

Support

Decision

Pain

Money

Solutions Sales Process Overview

  • Only those in the top 25% should be in this process.

  • Action Items:

    • Solutions account qualifier

    • Set goals for account development

  • No smoke. Be very clear of your intentions and get buy-in from customer on the process.

  • Action Items:

    • Do Earthwise Opportunities checklist

    • Do annual customer audit form

    • Use intro preso

    • Get consent to process through Letter of Intent.

  • To provide a world class solution. We need to know their business as well as they do.

  • Action Items:

    • Detailed survey

    • HVAC equipment assessment

    • Meeting with Solutions Team to develop plan

  • Commitment is critical at this point. Know the pain and associated solutions. Will the customer commit?

  • Action Items:

    • Develop summary preso and deliver

    • Sign Letter of Commitment

  • Develop full proposal from all info. Answer all pain, decision and money questions.

  • Action Items:

    • Develop proposal

    • Close deal


  • Login