Changing Target Markets.

[LBwIReman2]

Hi guys. First time poster, long time lurker (my uncle is lbwireman). Our target market for the past 9 years has been service/upgrade work for older resi and commercial in our local area. It's dry to the bone now, but we saw it coming. Problem is, breaking into other areas.
We're a small shop with 3 guys, but we have a Fluke PQA, Megger, and a FLIR Infracam, and we know how to use them (Certified Thermographers and Journeyman). Been looking hard at commercial preventative maintenance pdm. Any ideas? :-?

PS: My uncle's backround is new commercial work in AZ.

 

[charlie]

It seems like a lot of work has dried up. I don't know what direction to go but get really good in whatever direction you go (word of mouth will get you more business). :smile:

 

[Rewire]

Our work has been in the service side of the market it has gained us a large customer base which has led to repeat business as well as referals.The down side is it is hard to plan ahead as the work we get today will be done within two.

 

[LBwIReman2]

Thats true. Word of mouth (repeat and referral) business has been a cornerstone of the company so far. If it wasn't for that, we wouldn't have made it to this year. The thought of energy audits has sprung to mind as well, which would also make use of our high tech high dollar dust catchers.

What I'm looking for, is a good way to get into the Preventive or Predictive Maintenance/ IR niche. Perhaps there's a good place to advertize? Specific people or companies to talk to? Big contractors in the area? Plant managers? Only thing is, being in a big city environment, it's hard to tell where to start; can't just go knocking door to door. I would really appreciate any mentoring you guys might be willing to offer. I've gotten lots of great stuff from this forum already like organization tips, management styles to how to deal with customers. Thanks everyone

 

[bradleyelectric]

Seems like plant managers might be a good play to the direction your thinking. Identify what plants may need these services. figure 7 contacts 3 different ways in 3 months. Maybe a phone call should be first. Write a script for this phone call. You will want to ask something along the lines of who is responsible for preventive maintenance of the electrical system? Can I speak with him? Can I have his direct line incase we are disconnected? You will also want to know the name of who answered the phone when you called. Very Important Person. Maybe the next contact is you drop in and leave behind information as to what they need that you offer and what the benefit to them using you to get it. Possibly email to see if they looked over the drop off and see if they have any questions. Call back to see if they are ready for your services... It's in the marketing. Coca Cola doesn't leave it to word of mouth, and you've already heard about them.

 

[nolabama]

energy audits of existing homes - use the flir to tell em where they are loosing heat from the home - this would work better if you partner with an hvac guy ... just a thought

 

[LBwIReman2]

We knew about the escaping heat/cooling energy from class, but the idea of partnering with an HVAC guy to help legitamize the service is a really good one. Theres a couple local outfits i can think of already . We'll try that tack shortly.

 

[nolabama]

partnering with an HVAC guy seems to be the only way to generate service work in this city - people dont understand that they need a new 200 amp service but they do know its hot inside and they dont like it ( or cold )

 

[Greg Swartz]

Seems like plant managers might be a good play to the direction your thinking. Identify what plants may need these services. figure 7 contacts 3 different ways in 3 months. Maybe a phone call should be first. Write a script for this phone call. You will want to ask something along the lines of who is responsible for preventive maintenance of the electrical system? Can I speak with him? Can I have his direct line incase we are disconnected? You will also want to know the name of who answered the phone when you called. Very Important Person. Maybe the next contact is you drop in and leave behind information as to what they need that you offer and what the benefit to them using you to get it. Possibly email to see if they looked over the drop off and see if they have any questions. Call back to see if they are ready for your services... It's in the marketing. Coca Cola doesn't leave it to word of mouth, and you've already heard about them.

Bradley has several good ideas:
7 contacts / 3 ways / 3 months... get your name out there... and keep it in front of their face. Otherwise, they will forget about you.
Scripting phone calls: We are in this process right now! Keeps every conversation to the point, and each time, gets the same information. Get familiar with the script.
Get names and numbers...
Call them back...
Coca Cola... we just did a job for them today... they have a company "Mahalo" that does all their maintenance... we have a contract with them for Colorado Springs. Call Mahalo up and see what / where you can penetrate the market... and yes, they do NOT leave it to word of mouth.

 

[cmanningjr]

We do a project with the Power Company here inspecting pad mount transformers and looking for "Hot Spots". It's part of their maintenance program. We just started doing switchgear as well. Good money for not much cost involved.


Just a thought.

 

[charlietuna]

Large buildings are beginning to understand the advantage of accepting their insurance company's credit towards having their buildings IR scanned yearly. The two things Building Managers and/or Building Chief Engineers understand is "COST" and quality of the scan??? This being something they really don't see, nor understand most of the time! You have the equipment -- you just need the buildings to sell your labor. Design a easy to understand professional IR report and present them a copy of a past report along with your business card with a cover letter explaining your qualifications and background. There is a thing of "TRUST" involved with infrared scanning and this is what your trying to win over.. Having their buildings scanned is becoming an automatic service -- it's breaking into that service schedual that gets your foot in the door. My own experience found i could properly scan buildings and make a normal profit for about 60 percent of the insurance company's credit------ for the building owner it was a "no brainer" ! Not knowing a building the first time around--how many problems you will find?--how easily things are accessed?--if they are correcting past problems?--etc.. may require adjusting your pricing--but you need to get your foot into that "YEARLY SCHEDUAL" ! Most large building owners have more than one building in an area so making them feel comfortable with your service will gain your more work. Engineers are another avenue to expand your services. Our power quality and quantity meters were kept busy for many weeks on expansions to hospitals, schools and airports by engineering firms confirming load situations in the field--it is expensive for them to properly evaluate exisiting installations because many changes are no longer recorded in building records and major errors pop up ! Just price out renting this equipment for a week and you will understand how expensive this work can be !!