Trend Controls

This is a case study by CMG members 'Results Global'.

Company Overview

Trend is one of Europe's leading manufacturers of building management systems to global HVAC markets.

Relevant Target Sectors

Commercial Office, Public Sector, Developers, Property & Facility Management, Other

Our Remit

Results has represented Trend Controls for a short period of time however the relationship has generated tremendous success throughout the pilot scheme. Trend wanted to take a new service to market and the first part of this service was an energy audit, on the back of which, modifications and upgrades were made to make systems more efficient and give clients numerous value add benefits such as greater energy efficiency, improved system performance and reduced energy bills.

Trend knew that they had a good installed base of building management systems throughout the UK, however due to the fact that they do not sell direct and instead rely on a sales channel, they did not know what clients and what buildings had Trend systems installed. It was decided that our initial target area would be London and we worked closely with Trend to try and establish which building types would be most likely to 1/ have a Trend system installed and 2/ meet the right criteria to increase the opportunity of a positive outcome.

Results built a database of relevant organisations from within the public and private sector throughout London and began to make contact with senior facilities or energy related personnel depending on the organisational structure. Our role was to identify existing Trend users and sites and to set well qualified meetings for sales managers to sell the overall concept. Results worked with two sales managers and therefore the quality of meetings was of paramount importance, high levels of qualification were provided to ensure that the time of this valuable resource was maximised in the most effective areas.

Target Sector & Sample of Opportunities Created:

Commercial Office
Clyde & Co, Goldman Sachs Ltd, Bloomsbury Publishing PLC, Australian High Commission, EDF Energy, EMI Group PLC, AXA Equity & Law, Canada Life, Bupa Group Property Ltd, Abn Amro Bank NV, Association of British Insurers, Gissings Ltd, Cancer Research Ltd, Gerling UK Ltd, Associated Newspapers Property Ltd, Barlow Lyle & Gilbert
Public Sector
City University London, Birbeck College London, English Tourism Council, London Fire & Emergency Planning Authority, Department for Culture Media & Sport, Archbishops Council for CoE
Property/Facility Management
CB Richard Ellis, Savills, Planned Maintenance Engineering (PME), Emcor, Drivers Jonas, Mitie, EFM, Covian Limited, Ashcroft Estates Management
Other
Buckingham Palace, Brent Cross Shopping Centre, Carlton Tower, Clarins, Courtauld Institute of Art, Commonwealth Club,
Developers
British Land Company PLC, St. Martin Property Corporation

Do you want to find out how CMG members can help you?

Get in touch by filling in the quick enquiry form below.

Enquiry form Name*: Postcode: Email*: Company: Telephone*: Your Project Details*: Select a region*: East Anglia East Midlands London North East North West Scotland South East South West Wales West Midlands * required field