2007-04-10 - Tomorrow's successful electrical contractors will be those that take the most entrepreneurial approach to their business today and take full advantage of recent developments affecting electrical installations. This was the opinion voiced by James Haigh, General Manager, ABB low voltage products, in an address to the Electrical Distributors Association’s Annual Dinner at the Intercontinental Hotel, London on 8th March.
Tomorrow's successful electrical contractors will be those that take the most entrepreneurial approach to their business today and take full advantage of recent developments affecting electrical installations. This was the opinion voiced by James Haigh, General Manager, ABB low voltage products, in an address to the Electrical Distributors Association’s Annual Dinner at the Intercontinental Hotel, London on 8th March.
In his speech, Haigh highlighted how recent developments, in particular Part P, have effectively transformed the status of electricians, with homeowners and businesses alike obliged to engage their services for electrical works in order to fully comply with the law. Haigh believes that contractors can use this new status to their advantage by effectively using it as an opportunity to upsell their products and services.
“I see entrepreneurial electrical contractors as a new breed who can spot an opportunity and take advantage of a situation”, says Haigh. “There is a clear need for electrical contractors to be even more business-minded than ever before, so that they can start commanding the type of fees more commonly associated with traditional service providers such as lawyers and accountants.”
To help them, Haigh believes that manufacturers and wholesalers alike have a duty to support contractors by providing them with the educational materials they need to fully carry out their jobs and ensure they offer the best blend of products and services to customers. As the front end point of contact, he sees wholesalers as being best placed to carry this material and ensure it is available to contractors so they know what’s available and how they can sell it to their customers.
“The best entrepreneurs actively look around for the best ideas and find ways to translate them into their own businesses”, claims Haigh. “The most successful will be the ones who use these ideas to communicate more effectively with their customers and make them understand exactly what’s on offer. By stocking not only products but advice too, wholesalers can serve as a great source of such inspiration for contractors.”
Greater co-operation between manufacturers and wholesalers could also open up new possibilities for contractors. For example, with many houses built in the 1970s now approaching 40 years old, there is a massive potential business opportunity for electrical contractors to renew aged electrical equipment and fittings. By working more closely together to make and stock the products that are needed to capitalise on this opportunity, manufacturers and wholesalers can help to provide the tools that the UK’s 30,000 self-employed contractors need to better sell their services - a situation that Haigh believes offers win-win situation for all parties.
Says Haigh: “The contractor can rely on the wholesaler to sell the best products whilst the manufacturer can count on a ready outlet for its products. Equally, there are benefits for customers who can count on getting the best products and services for their money and an electrical installation that meets legal safety requirements.”
With so many contractors all competing for the same market, Haigh concluded his speech by stressing the need for them to better promote themselves, particularly when it comes to their ability to offer premium levels of service and support.
“Service is a massive differentiator for any business”, stresses Haigh. “Just about the biggest business opportunity that ABB has is within its service activity. It is one area that today really differentiates it from the competition. What really makes a difference to a premium brand is customer satisfaction and more importantly customer loyalty. You want customers to come back time and time again. You want them to feel good about you, your products and your service. Offer them the best levels of service and you’ll get their loyalty.”