Energy Saving Upgrades; Profitable or Not?

Once again it has been some time since my last blog. One reason is I was asked to do some consulting for a weatherization contractor in Florida. It was very interesting and posed my question today. This company works in the local utility low income weatherization program and wanted to expand into the; what I call B to C market. B to C? yes business to consumer. Working in the utility program they were getting their business from the utility which means they were working B to B or business to business.
Well needless to say the B to C transition was not going well. They had tons of leads from clients who did not qualify for the utility program. People were willing to sign up for audits but the company's closing ratio was; well lets just say less than 3 out 10 leads turned into a sale. So the owner was beginning to wonder if it was worth continuing not seeing much return on investment. Well it took me about 2 days of ride along with auditors and a day in the office to figure out the problem and get them on the right path. I cannot give you my secrets or what I look for but I can say that after a week with some training and changes their sales closing ratio went to better than 60% up from below 30%. I can say that they will improve from there even more once they start using the Tight Audit program coming out in June.
If your company needs help or just a fresh look from the other side of the fence then give us a call.