IT and mobile security specialists Cybermo were looking to diversify their business and explore a new revenue stream. The new division had already signed up 28 customers and has secured a healthy pipeline of energy business.
Through Fidelity Energy’s simple and easy to use portal Cybermo have been able to successfully offer energy solutions to their existing telecoms and IT customers, plus new businesses within the manufacturing sector, care homes and serviced offices. This new division of the business has so far made over £15k in profit and secured a pipeline of energy business of around £100k.
We’ve been trading for over 15 years as a fully independent mobile provider, specialist SME provider for IT security, Microsoft partner and partner of Fortinet security products distributor Exclusive Networks. Our aim is to secure businesses against constantly evolving threats easily and affordably. When Fidelity came and presented the proposition to us the attraction was clear. Energy provided us with another revenue stream, it was easy to administer and set-up and ultimately made the customers more ‘sticky’. Also, it was very easy to get going. We have a dedicated Fidelity Energy account manager who is superb, the Fidelity portal is very easy to use and we are now self-sufficient with processing quotes. We are slightly different and aim to be a solution type provider for energy so we monitor the raw material prices and produce reports each week. Ultimately we are more informed than the major suppliers, which is a key differentiator for us. In the main, customers have been receptive because of how we pitch it and Fidelity allow us to be fully independent with the suppliers which is a great benefit. Selling energy is a great opportunity; it’s a very transactional model, the customers ultimately sign with the supplier such as British Gas, so they still have the security of a big supplier but the customer care of a dedicated company with a face. Anyone with a customer base should speak to Fidelity.
As a privately owned, independent company, Leeds based telecoms broker JDnetworks prides itself on offering completely impartial advice and tailoring the best available package for its customer’s individual requirements.
The ‘trusted relationships’ it has built with customers means that adding Energy to its portfolio of services alongside Fidelity Energy was a ‘no brainer’ according to Associate Director James Sweaton.
When we read about Fidelity Energy in Comms Dealer, we made a call and within a couple of days we were signed up. It was attractive to us because they offered us an attractive commission structure and set up assistance and on-going support, which was perfect for JD Networks who have never tried the energy market.”
Within days the JD directors had set up a separate company JDenergy Ltd (www.jdenergy.uk) and their sales staff now have two discussion points with both old and new customers and Sweaton explained: “We have a good balance of both new and existing customers who we are offering this service to, we have a telesales team who push both telecoms and energy and on most occasions we try sell both products together.
“We certainly find energy easy to sell, especially to existing customers who we already have a relationship with. We find that the customer just wants a good saving and proactive account management. We find that the majority of customers are happy to change, Unlike telecoms there is only one type of gas and electricity so if they are happy with us then they will switch.
Since becoming a Fidelity Energy partner just under a year ago JDEnergy has provided quotes for around 150 businesses and in the past year alone has netted over 20 new customers.
But this is just the tip of the iceberg according to Sweaton.
“I think the opportunity is massive; it goes hand in hand with our telecoms model as JDnetworks is about reviewing billing and offering reducing costs. Most of the time we ask for energy bills as part of credit checks so offering reduced energy costs is a great way to increase revenue.”
Poor support from the major energy companies is providing a unique opportunity for mobile comms specialist ‘Uniq2u’.
The Staffordshire based reseller has strategic partnerships with key comms suppliers to deliver the solutions customers need with a service wrap which they claim is second to none. Now, alongside Fidelity Energy, the company has added energy to its portfolio and director Gareth Jenkins has been bowled over by the response to date.
“The Uniq2u customer offer is simple. SME businesses rely on their telecoms as much as corporate customers but are unable to get the same service direct from the networks. Our customers choose to work with us rather than one of the large networks directly and the same applies to the supply of energy. They are fed up with the service provided by the big energy customers and value the personal support we provide.
“As with most telecoms companies, time is a limited resource. The Fidelity Energy offering requires no additional overhead or operational impact. All my customers were already buying energy and the ability to manage their requirements and costs more effectively than they could themselves seemed like a win-win scenario. Weve already seen success in 2016 and are looking to grow the Energy offering at Uniq2u over the next year as we see this as a bolt on for current customers and the products we are already managing for them.”
Jenkins is impressed with how quickly he has been able to start offering energy services and values the support Fidelity Energy provides.
“Following an initial meeting, Fidelity Energy offered a full white labelled marketing suite along with sales support and inside industry tips. Fidelity Energy manage all operational and regulatory requirements so we can focus on our customers. Initially we worked with existing customers, but we have found that energy can be a great first product to sell to a new customer due to a short sales cycle and the instant benefits.
“For most customers once they are open to a review the process is very simple. For anything outside the norm Fidelity Energy are on hand to give full support the product offering to ensure the customer journey is a smooth one.”
The Uniq2u team have not yet come across any customers cautious about changing their energy supplier and Jenkins says he can now confidently address larger energy opportunities.
“Most of our customers had never reviewed their energy and they were glad when I could offer a review of over 20 suppliers in the market and give them a multiple forward procurement strategy with Fidelity Energy. We are working through the range of customers we currently have as well as focusing on large consumers of power and multi-sites as Fidelity Energy has some unique offerings in these areas.”
Fidelity Energy can help your business sell energy to your clients, call us on 08000 48 48 00 or email us at email@example.com. We would be delighted to hear from you.
The golf and poker day, held at Donnington Grove last month, was a great success. Thank you to all our partners who came along. Read more to find who the winners were on the day and also see a few photos. Please contact your IAM to register your interest in the next partner event.
Winner of longest drive: Darren – Midas Communications
Winner of nearest the pin: Vernon Reed – 360 Group
Winning team: Linton Neill, Ben Taylor & Paul Havell
First runner up team: Ryan Gilmour, James Benning, Raj Vaja & Neil Sen
We are pleased to welcome Jason Fernyhough to the Fidelity Energy team as our new field based Business Development Manager. With extensive experience in the Telecoms market place, B2B, distribution, and channel he has a wealth of experience and an understanding of what our partners need…
“I am thrilled to have joined the team. It is fantastic to have a fresh challenge in a new sector. The most important thing in my experience is to look after your customers and to make sure they have no reason to be looking elsewhere for services.
Every one of your customers uses gas and electricity and if you are not looking after that for them then someone else is! You need to be adding energy to your product portfolio. The best news is that there is money to be made and it is so simple to get started.
It is my role to help my partners engage with their clients and empower them to service their energy needs. Our simple and effective portal makes doing this very straightforward. The portal manages in life contracts, future business and your all-important commission schedules. I am backed by a brilliant team of internal account managers and our tenacious operations team, who all make sure we get your deals done and locked in.
I provide training and support out in the field and the internal team take care of your quotes and bespoke pricing, all you have to do is close the deals – something that is easier than ever with our new docusign e-Contract. If you would like to discuss how I can help you unlock a new and lucrative revenue stream from your existing customer base, with virtually no operational overhead then give me a call on 07988 99 88 99”
As with all sales inevitably you will get objections to the sale, these objections when handled correctly however can give the customer increased confidence and lead to you winning the deal.
There is a well-established way of handing objections, which consists of three key elements:
Go with the flow – when someone raises an objection don’t be upset, roll with the punches. A initial response like “sure no problem” will often help take the sting out of the initial exchange.
Normalise the objection – when someone raises an objection they feel uncomfortable and thus if not handled well it can lead to the customer becoming unhappy. Try to make them feel like the objection is one that is often raised and therefore not at all unusual for them to flag it. For example, if a client says “I am not comfortable with a 3 year contract as its too long”, the response would be “sure no problem, long term contracts are often a consideration for my customers”
It’s about attitude – don’t tell what you cant do, tell them what you would like to before presenting the problems / barriers. For example, “I would love to be able a fixed price in the market for the next three years without the need for a contract, however the energy company will effectively commit to buy the energy for the next three years, that’s how we can prevent the prices from moving.”
There are of course some common objections that raise their heads, so here they are along with some example responses:
Objection – “I am in contract for another 8 months and can’t move to another supplier”
Response – “Sure no problem, most of the people I talk to are in contract, it’s a good thing as it means you wont be paying high out of contract rates. While I would love to be able to move your supply tomorrow, that of course isn’t possible however what we can do is agree a price today for a contract the starts the day after your current contract expires, we can also manage the whole switch process for you and move you to the new supplier. You won’t need to look at this again and you will have the budget certainty that prices wont rise further on the new contract.
Objection – “I am happy with my current broker”
Response – “Sure no problem, 80% of UK businesses buy through a broker, however not all customers who use a broker are getting a good deal. Let me ask you, do you know what a good rate on electricity is today? How do you know that the rate you are being shown is the best one out there? If you send me across the bills, I can have a look for you and if you are getting a great deal from your broker I will let you know.
Objection – “What if prices go down when I have a fixed contract?”
Response – “Sure no problem, that is a question I am asked frequently by my customers. I would of course love to be able to give you lower prices if the market drops, however the way the market works is that we agree the price today for the next 3 years. This is of course protects you should the market rise. If the market does fall we could look to extend you contract and agree a new price from the supplier that starts when your current contract expires. That effectively gives you the best of both worlds.
It’s a good idea to hold a team meeting to ask the team for the common objections and practise how you respond to them. If you need further help feel free to email me.