Enigin Sales

The Enigin Eniscope

In the current social and economic climate, excess energy consumption is a crucial area that businesses must focus on, both for the impact on the environment and the fiscal costs involved. The Enigin Eniscope is a Real-time Energy Management System that can help businesses to decrease energy costs by providing specific analysis and feedback, as one UK company discovered recently.

As a data centre analysing betting odds, the company could not afford to lose power for even a minute, as the repercussions would be severe and mean a huge financial loss. They were aware that it wouldn’t be long before they reached the limit of the power available to them, and needed an alternative solution to changing their supply to get more power, as the cost of this was estimated to be in the region of £250,000.

After working closely with the client to identify their specific needs and concerns, Enigin was able to provide a targeted solution to the problem. The Eniscope’s capability to monitor power usage throughout the company, along with the ability to report over historical data, would allow the client to closely examine any problems and high demand areas of energy usage. They would also be able to use the historical data to consider in more detail the difficult areas of the business with regard to energy consumption, and put plans into place to avoid issues going forward.

Not only has the client been able to strategically manage their energy consumption, and avoid drastic measures being taken to solve their problem, but the added bonus of energy cost savings has meant that the Eniscope system will have paid for itself in less than two years!

Awesome Potential - Enigin PLC’s Eniscope

I have the privileged position here at Enigin Sales to get to hear about the success of our Distributors, and it just wouldn’t be kind to keep it to myself now would it! In our blog here you have often heard me tell you about sales techniques and the do’s and don’ts of sales, but nothing is better than learning from experience and example, so listen into a recent call I received from my friend and Enigin Distributor Luis, as a little background information Calsonic Kansei is a Japanese company that produce dashboards and similar for the likes of Nissan and Impul, every day vehicles and race teams!

Luis states, “I have to tell you about, Calsonic. They have three plants in Mexico. They are a provider or vendor of Nissan. Nissan in the town of Aguascalientes where Calsonic is, is 4 hours driving from my town and actually I need to go there maybe tomorrow or Monday. At the same, we are installing but we’re still learning. And my target is to make good planning before we install to sort everything but, you know, it is part of the learning curve, I’m facing some things and I’ve made questions with the KnowledgeBase and I’ve been receiving a very good answers. So, Calsonic I can say we initiate the sale cycle 1-1 ½ month ago but they didn’t have communication to the transformers’ room, this made it hard for them to measure energy usage without Eniscope and this is a big company too. They pay like $200,000 per month in energy. So I’m helping them and I will be helping them in the next 2 weeks to see the potential of the Eniscope system. In that company, they do have a gentleman I’m working with right now, he’s in-charge of the energy management and he’s summarizing the monthly bill and they have some other meters and they go and they got the readings and write them down. But his indicators about energy are global and with this tool, they will be able to measure efficiency in energy and electricity per piece, etc. So I’m hoping I can sell to this company 10-20 Eniscopes in this year so it’s exciting. Right now I’m focusing on completing Project 25, (This is where new distributors sell there first 25 Eniscopes)

Then I got the following email,

“Friday I had an interesting reunion with Calsonic Kansei. Apparently Calsonic is very please with the first HUB and Meter. We spoke about the installation of other Eniscope meters. With the necessary care this can be a very important client for us, we aree doing a great effort in the planning of installations (IT-Electrical) with this customer, and this effort will continue with the support of Enigin.”

The story doesn’t end there… Awesome Potential!

On the back of this there is another company that is now enquiring about Eniscope for their 50 stores in the area, with the potential to roll out globally,  you can be sure we will keep you posted on its developments. Really for this Distributor this is just the beginning. For those using Enigin and its products it is indeed an exciting time with huge potential for those willing to grasp the opportunity available now to invest in the energy saving industry.

My sincere thanks to our Distributors who have taken the time to get in contact with us here at Enigin Sales Blog, we are always hungry for your feedback and to hear how Enigin PLC’s Eniscope is helping business all over the globe save energy and improve profits. Maybe this has raised in your mind the question, what could Enigin do for me? Feel free to contact us here or better still talk to the friendly folk at Enigin, see enigin.com.

Super Cool Success - Chilled Unit Energy Saver Sale

Hello fellow blog readers, I just had to share with you this report that landed on my desk this week, it makes for some very exciting reading! Just goes to show that our Chilled Unit Energy Saver products can work wonders and at the same time make a great sale. In the interests of honesty I have copied in the report below as written ‘warts and all’, enjoy!

FRUTAS ESCANDELL, S.A. in Barcelona (Spain) is a third generation business in the food sector. They are dealing with fruit for more than 30 years, purchasing from farmers and selling to distributors and/or final customers.

Needless to say that fruit is a very sensitive product to store, as it has be chilled enough to avoid early maturation as well as taking care of not to freeze it, what might cause irreparable damage to the goods.

Chilled Unit Energy Saver

When we explained to the owner, Mr Vicente Escandell, how Chilled Unit Energy Saver could help him to save energy, he immediately agreed to run a free trial in one of his 4 walk in Chiller rooms. This Chiller was set up with a two compressor DWM COPELAND D3DS - 1.500

First of all we installed an Eniscope to analyze for one week the consumptions of the installation. As a result of this monitoring, we found out that one of the compressors wasn’t working properly. The Real-Time display showed us that the Power demand didn’t reach the required level, so they have to call to the maintenance company to sort this out: there was a gas leak in one of the compressors and the security system had stopped the engine for nobody knew how long.

Once repaired, we also discovered a 3 kWh latent consumption every time the refrigeration cycle stopped. That was caused because the fans of the evaporator where running in manual, so we put them in automatic to avoid this energy leak:

So, once we were sure that the installation was running properly we fitted the Chilled Unit Energy Saver unit into the temperature sensor, increasing in 1º C the paramater of temperature. During the first hours we also took temperatures of the stored fruit (strawberries) to make the customer feel confident that nothing was going to happen to the merchandise.

By simply having a look to the graphs, we can notice that the amount of energy saved is amazing. Considering that Chilled Unit Energy Saver was installed on 11^th january, we can conclude that:

• Average kWh before having the installation repaired: 300 kWh/working day – 200 kWh/wknd

• Average kWh with the installation running properly: 230 kWh/working day – 120 kWh/wknd (24%-40% savings due to maintenance operation)

• Average kWh with Chilled Unit Energy Saver: 170 kWh/working day – 70 kWh/wknd (26%-40% savings)

  

  Analytics

  In terms of ROI, we are talking about 12 months for the Eniscope and 3 months for CUES.

  The customer is now happy with both the Eniscope and the Chilled Unit Energy Saver solution and is going to set up the other three Chillers with it.

  End.

  Now thats what I call a super cool success, more to come here at Enigin Sales Blog
  

Enigin - Is The Customer Always Right?

Surely the saying in the headline is correct, it’s used everywhere.

In reality the saying is a service message - the customer can’t always be right but you don’t tell him so in so many words.

The customer is right in the sense that his welfare is put first and we do not tell him he is wrong we just point him in the right direction.

As an example, lets use a retail situation, a man turns up in the TV shop and wants to buy a telly.

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Enigin - A “Person Like Me” Sales

We may not think of sales as “social.” In reality we probably never do, but dealing with many customers, particularly new ones, salesperson and sales organisations are discovering  are rethinking how they sell their products and services.

It is a stark fact that salesmen are not the most trusted of individuals, we are all wary when we know the purpose of contact from someone is to sell us something, even if it is something we need or want.
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Virtues of Selling

By Steve Hill

Here the second part of the superb duo of articles by Geoffrey James for BNET - which have proved to be a great reminder for all of us connected to Enigin, staff and all of Enigin’s Distributors - in the first article he wrote about The 7 Deadly Sins of Selling - he has followed it up with The 7 Virtues of Selling - enjoy:

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Sins of Selling

Practically every business has to be concerned with selling - here is a fascinating article that benefits us here at Enigin and all our Enigin Distributors when we think what not to do while selling.

It is the first part of a superb duo of articles by Geoffrey James for BNET - he titles it The 7 Deadly Sins of Selling: - enjoy:

Everyone has heard of the traditional seven deadly sins (lust, greed, etc.).  Did you know that there are also seven sins of selling?  And they’re deadly sins,  because if you indulge in them, you’ll find your sales efforts dead in the water.  Here they are:

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The Power Of Dynamic Presentations

IF you are in sales you have no doubt read and tried lots of different techniques - they can all work in their own right, to a degree but I am not going to discuss the pros and cons of each tactic, as one man’s meat is another man’s poison.

What I would like to share with you is the power of a dynamic presentation.

At Enigin we see how powerful demonstrations can be as we show clients what our products can do - most notably our IMEC range of motor controllers.

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How to Blow an Initial Sales Call IX

IT is very hard int he current financial climate for a sales professional to get an appointment with a prospect.

At Enigin plc we train Enigin Distributors to work the numbers to get plenty of appointments, but meaningful ones - so you do not want to “blow” them when you do get them.

Hence, when you do have that initial meeting with a customer, you need to be certain that you don’t blow it.

Here is the last of the 9 dumb, but very common, errors that will blow an initial customer meetings — but also advice on how to avoid them.

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How to Blow an Initial Sales Call VIII

IT is very hard int he current financial climate for a sales professional to get an appointment with a prospect.

At Enigin plc we train Enigin Distributors to work the numbers to get plenty of appointments, but meaningful ones - so you do not want to “blow” them when you do get them.

Hence, when you do have that initial meeting with a customer, you need to be certain that you don’t blow it.

Here is the eight of the 9 dumb, but very common, errors that will blow an initial customer meetings — but also advice on how to avoid them.

More