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Targeting Customers
Once you are up to speed on the technical side of things, it is time to find your customers. The first thing
to realize, is that not all customers are created equal when it comes to Smartcool technology. Although the
ECO³™ and ESM™ can achieve energy savings on virtually any system, they can achieve these savings more
economically on some systems than on others. Certain industries are better candidates for Smartcool technology, simply due to their inherent cooling requirements. Certain customer sites are better than others due
to their operating requirements.
Knowing which industries, sites and equipment offer the greatest chance of meeting energy reduction targets and the client’s return on investment needs, is a key step to completing the sales process. By following
the steps outlined below, you can focus your efforts on customers where you are significantly more likely to
meet with success.
1. Review your existing customer base
Depending on what your existing business involves, you may already have a strong customer base with
which you can begin to work. As we progress through the different considerations for targeting customers,
make sure you take a critical look at your existing customers to determine if they would be a good fit with
Smartcool technology.
Key Industries for Smartcool
2. Target specific industries
Smartcool’s extensive experience in the energy efficiency field,
has revealed certain industries where our products are an excellent fit. Any industry where there is an above average level
of energy consumption by cooling systems, is a great target for
Smartcool technology. They are generally aware that their air
conditioning or refrigeration systems cost them a huge amount
of money annually, and are open to suggestions on reducing
their operating costs. The ‘Key Industries’ box highlights the
main industries on which Smartcool has focused.
Less Ideal Industries
for Smartcool:
• Residential
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Supermarkets
Telecommunications
Data centers
Cold storage
Food processing
Convenience stores
Commercial real estate
Hospitality
Institutions
Although the vast majority of industries would benefit from Smartcool
technology, some have operating conditions which make proving savings
levels quite problematic. For example, in the ‘Less Ideal’ box here, we have
identified the residential market as being a difficult industry for Smartcool
technology.
In some areas with high ambient temperatures or high electricity rates, we have certainly been able to provide considerable savings in the residential sector. However in more temperate climates or in areas with
very low electricity rates, the cooling systems and even heat pumps in homes do not consume enough energy to make Smartcool technology financially appealing to the customer.
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