Enigin Sales

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
  

At Enigin UK who is our Enemy?

Here at Enigin UK we try to keep ahead of the latest views on sales tecniques - we feel it is vital for us and our Enigin Distributors worldwide.

Now we realise that our Enigin Distributors are based within very different regions to where we are here at Enigin UK - but often strategies can be adapted fro your own country and culture.

So, in this post, and the following ones, let us consider our view of competitors.

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Making an Exhibiton of Sales

IT was interesting to be working on the Enigin PLC stand at the recent SustainabilityLive! exhibition in the UK.

The purpose of the exhibition is to fly the flag for your business and display some, if not all, of the services, products and solutions you have to offer - boiling it down, sales in one form or another.
Not that many sales are likely to be made at the show, but the distribution of and gathering of contact information is the ‘name of the game” that will hopefully lead to a long term business relationship through sales.

As an exhibitor Enigin had paid out quite a bit of money for the space and other amenities at the venue and then for the dressing of the stand and the presentation materials.

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That’s not how we do things down South!

Who said that? Rob an Enigin Distributor said it to me on a recent trip to the US. He lives in one of the southern states where I found out that some things are done differently.

Rob has been an Enigin Distributor for some time now and is beginning to see his hard work pay off. I travelled to see him to provide some ‘on the ground’ support for him and his team along with Ken the Enigin US Technical Manager.

So what was he talking about when he said that’s not how we do things down south?…Shirts and ties. Yes that’s right, apparently they don’t do shirts and ties down South, even in business meetings, instead the standard business attire is slacks and a polo shirt.  Now that might not seem a big deal to you but I was brought up in the ‘stiff upper lip’ UK where you wear shirts and ties to play tennis! Needless to say this took a bit of getting used to for me.

I decided to put my reservations aside and apply the ‘when in Rome’ principle. The first day I ventured out without my normal uniform it actually felt quite strange, and I was wondering how I would cope without my normal protection when visiting some of Rob’s existing and prospective customers during the week as we planned.

One of the meetings Rob had arranged was with the engineer at a large college where Rob had recently installed Eniscope. On the way we where not exactly sure what the outcome of the visit would be, and I was still slightly unsure of myself without my standard apparel. The meeting was however a triumph! We met a very happy Engineer called Allison who told us that Eniscope had already helped him achieve 43% energy savings! Buoyed by this result we decided with Allison’s help to talk to the College VP who was equally very impressed by what the Enigin solution had done for the college in a short space of time. Rob took the opportunity to discuss the many other areas where the Enigin technology could help throughout the campus and they are now in the process of looking at a more detailed proposal. They kindly allowed us to use the college as a reference site and we are now putting the video interview and case study together.

Wow! You could say that we got more than we bargained for on this occasion, and all this without a tie and shirt. I’m converted!