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Business Opportunity Prospectus 2018 Min PDF
Business Opportunity Prospectus 2018 Min PDF
Business
Opportunity
Prospectus
Your Guide To Partnering With BEST
*Pictured - BEST Partners at the International Partner Conference, London 2017 business.bestenergysaving.com
A Personal Introduction 22
A Personal Introduction
From CEO Troy Wrigley, Dear Potential Partner,
“ If you succeed –
are invited to attend training in the near future, then I
First and foremost, we offer our partners distribution look forward to meeting you personally.
rights for a small portfolio of best-in-class energy
we succeed ”
efficiency products. As you’ll see in this document, Best wishes
these products are effective, cost-effective and very
attractive to businesses. They offer a ready-made way-
in to the burgeoning energy efficiency market.
Troy Wrigley
But more than that, we offer expert support, training CEO @ BEST (British Energy Saving Technology)
and resources. We offer you the chance to become an
expert in the field of energy monitoring, management
and efficiency - to arm yourself with the skills you need
to be a success in the industry.
business.bestenergysaving.com
Contents 33
Contents
We advise that you read this document thoroughly in the order it has been compiled. But we understand that Click me!
some elements will be more interesting that others, depending on whether you are a company or an individual, an
experienced energy consultant or new to the industry.
As such, you can navigate quickly to the section that’s most important to you by clicking the
section titles:
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Section 1 | Your Products & Services 4
Section 1
YOUR PRODUCTS & SERVICES
In use globally with clients including...
As Used By:
“ We specialise in
designing intelligence
into equipment
”
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Section 1 | Your Products & Services 6
Problem
Employee
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Section 1 | Your Products & Services 77
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Section 1 | Your Products & Services 88
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Section 1 | Your Products & Services 9
“The global motor control market is set to witness a significant growth due
to the growing demand for industrial automation in developed regions and
regulations promoting energy saving across major industries.”
Markets and markets
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Section 1 | Your Products & Services 10
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Section 1 | Your Products & Services 1111
A SMARRT Approach
Of course, the products are extremely important, but most clients also value less tangible factors like
quality of service, knowledge and a professional, consistent approach. Every partner with BEST needs to
not only know how to sell the products we offer, but how to differentiate themselves on the market.
To help introduce a consistent quality of approach to energy management across our global partner
network, we created SMARRT - an ISO 50 001 guided strategy for delivering the best possible quality of
service to clients everywhere:
quality of service
” ACCESS PRODUCT INFORMATION >
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Section 1 | Your Products & Services 12
Energy Management
Your Recurring Revenue “Recurring revenue makes small
If you were to ask any of our largest clients around the world - 7-Eleven, IBM, KFC, Walmart and so on - what they value businesses more appealing to
the most about what our partners provide them, it’s the service. buyers. There’s simply more interest
in businesses that can demonstrate
The products are crucial, of course, and they are passionate about the money and kWh they save, but they all reliable revenue streams. In some cases,
understand that saving meaningful energy is a process. Big Data is useless unless it’s in the hands of someone who recurring revenue can significantly
can analyse, interpret and act on it - they simply don’t have that expertise in-house.
increase the value and sale price of the
In this way, all of our most successful partners have absorbed the training we give, practiced on our demo accounts
business.”
and now offer that expertise to their clients on an ongoing basis. Bob House
President of BizBuySell
The Service
Of course, in reality our partners do not have to provide this alone. We have an expert team in house that can help
identify opportunities, build bespoke reports and generally support our partners wherever needed.
1. Sustainability. With a dependable income 2. Asset value. A businesses’ value is tied to who can analyse it
stream, you can sustainably grow your amount of consistent revenue it generates.
business. Even if you have a bad month on If you ever came to sell on your energy
new sales, you still have dependable revenue efficiency business, having a recurring revenue
coming in regardless. stream would greatly enhance its sale value.
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Section 2 | Your Profit Potential 13
Section 2
YOUR PROFIT POTENTIAL
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Section 2 | Your Profit Potential 14
14
In addition, saving energy is seen as one of the primary ways of combating Energy Efficiency Market Stats:
something we all face: Climate Change. Indeed, the consequences of Climate Change
are seen by many as the single biggest threat that civilisation has ever faced. $231bn Market Value (2017)
All of us want to make a positive contribution to addressing this global problem, but 9% Market Growth (2016-17)
at the same time climate change is presenting us with arguably the biggest business
opportunity of the Century. 58% Invested in Building Efficiency (2017)
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Section 2 | Your Profit Potential 15
15
Case Study 1
We could talk theoretically about your profit potential, but the best way to give you a credible idea is to present some “In 2015 we met IQ Energy Nordic and
real-world examples of what BEST partners achieved in recent years. were introduced to the Eniscope system.
It gave us the opportunity to monitor our
7-Eleven Choose Eniscope For Denmark Rollout energy consumption in a whole different
BEST Partner IQ Energy Nordic way. I’ve never seen a system like it, though
Project Value to Partner $1.2 million I’ve had a lot of meetings with a lot of
Number of Locations 120 providers. It’s been very easy, the platform
Energy Saved (So Far) 2.7 million kWh is very intuitive.
Brief Overview Building on that successful PoC, IQ Energy convinced “I would recommend the Eniscope system
BEST partner IQ Energy carved out a deal with 7-Eleven to roll out Eniscope across all their stores to other companies and I have already
international convenience store giant ‘7-Eleven’. in Denmark. What’s more, new PoC installations are recommended it internally to our seven
Beginning with a proof of concept installation on a underway in Sweden and Norway, and the client has countries.”
handful of stores, they impressed with the impact they recommended Eniscope internally to all seven countries
made, using a combination of our technology (Eniscope) in the area. Head of Estate Management,
and their own energy management expertise. Reitan Convenience (7-Eleven) Denmark
For our client, the project has so far been worth $1.2
million in recurring revenue and lump sum fees. That
number grows with every new installation and 7-Eleven,
via their license holder Reitan Group, pay them monthly
to manage the whole network.
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Section 2 | Your Profit Potential 16
16
Case Study 2
BEST Partner & IBM Collaborate To Manage Energy At Peru International “At one of the largest airports in South
Airport America, the operators needed to comply
BEST Partner EnergyCloud with ambitious energy reduction goals…
Project Value to Partner $2.4 million Eniscope was the chosen platform to
Number of Circuits Measured 1,417 provide the flexibility, cost and ease-of-
Project Cost to Client $0 (Yes, Really!) use to measure 1,417 circuits; identifying
energy leaks, electrical safety issues and
Brief Overview Following the SMARRT approach to energy providing automatic tenant billing and
BEST partner EnergyCloud offer a fantastic example management, EnergyCloud are now testing and rolling CO2 reporting.”
of what is possible with the Eniscope system and the out retrofit technologies - including Eluma and our new
thermal sensors and control modules. Roberto Flores
SMARRT approach to energy management. In this
Co-Founder at EnergyCloud
project, EnergyCloud are working hand-in-hand with IBM
to monitor and manage energy consumption at Lima And even better, EnergyCloud’s innovative payment
Airport, Peru - the country’s largest international airport. scheme meant no upfront costs to the client… at all.
Costs are all paid from savings, meaning an infinite
The Proof of Concept (PoC) in this case revolved around ROI for the client and no capital or budgetary impact. A
chiller systems. Having quickly and seamlessly delivered fantastic deal for the client and recurring revenue in the
22% savings in this area, EnergyCloud were granted millions of dollars for our partner. Win, win!
rights to a full energy management rollout and a ten year
contract for the facility. Working closely with the IBM
facilities management team, they now provide energy
management as a service.
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Section 2 | Your Profit Potential 17
17
Case Study 3
BEST Partner Unlocks HUGE $39m Deal With USA Schools District “The first objection when you sit down
with anyone is ‘I don’t have the money to
BEST Partner Minimise USA
pay for these installations’, so the key to
Project Value to Partner $39m (rising to $100m+)
our business model is to take the money
Number of Locations 270
decision out of the equation of selling. ”
Project Cost to Client $0
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Section 2 | Your Profit Potential 18
18
Margins
The profit you can expect from each product will Small Factory Large Factory Quick Service
vary depending on volume. However, as a guide, Restaurant with
you can expect the following profit margins; 250 sites
Eluma 35% Eluma Eluma Eniscope
Integra, ACES, CUES, Atmos 50% Units 50 Units 250 Units 250
Eniscope 65% Revenue $26,000 Revenue $130,000 Revenue $975,000
Profit $9,100 Profit $45,500 Profit $650,000
While Eluma has the smallest profit margin it will
typically secure a larger portion of the revenue. Integra Integra ACES
Units 5 Units 25 Units 1250
The following examples* are designed to illustrate the Revenue $6,500 Revenue $32,500 Revenue $243,750
potential profit you could enjoy with different types of client Profit $3,250 Profit $16,250 Profit $121,875
and are based on delivering a 2-year payback.
Eniscope Eniscope CUES
In all the examples you would be in a position Units 1 Units 5 Units 500
Revenue $3,900 Revenue $19,500 Revenue $84,500
to enjoy ongoing revenue from the energy
Profit $2,600 Profit $13,000 Profit $42,250
management service that Eniscope empowers
you to deliver. For a more detailed understanding Total Profit $14,950 Total Profit $74,750 Total Profit $814,125
of this revenue, please speak to your Business
Manager. One sale per week One sale per month One sale per quarter
= $627,900 per year profit = $897,000 per year profit = $3,256,500
*Important note: No one can or should predict your earning
potential for you. These examples are for illustrative
purposes only. Your actual earning potential will vary
depending on factors such as your territory, your clients,
what you elect to charge for your services and, significantly,
the amount of effort you put in.
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Section 3 | Training & Support 19
Section 3
TRAINING & SUPPORT
*Pictured - BEST Director Tim McMahon addresses partners at a training workshop business.bestenergysaving.com
Section 3 | Training & Support 20
20
Training
Your Route To Becoming An Energy Expert “As a rookie distributor with my first hard
core week of sales effort behind me, the
At BEST, we pride ourselves on our ability to take an individual or company, often with no previous experience in the
energy industry, from a standing start to profitable trading in the shortest possible time-frame.
following points are now blatantly clear:
BEST have tools, resources and training par
We have spent a decade honing our Partner Development Training programme, and if you want proof of its excellence… the rest is up to you. They have
effectiveness, just flip back through the case studies in the previous section. All three partners went through the forgotten things about energy saving that
same programme. we have yet to learn!”
Jimmy
About Partner Training South Africa
Partner training is held on a regular basis at locations around the world - including the UK, UAE, Singapore, USA,
Mexico and more. Locations, dates and agendas are available on request.
The training itself has been designed by the founding directors at BEST, who have almost 100 years of experience
in the energy industry between them. It has evolved greatly over the years, bringing in new wisdom from successful
partner projects and the latest techniques, strategies and tools available to energy efficiency businesses. A typical
agenda would include:
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Section 3 | Training & Support 21
21
Sales Academy
Ongoing Upskilling & Training “New to 2018, Sales Academy really is
You will learn a huge amount in the two days of partner training you attend face-to-face, but we understand that the culmination of over a decade of
it often takes a little longer to achieve the skill level you need to be truly successful. That’s why we created Sales doing business with our products and
Academy; a diligently created series of resources, events, webinars, video courses and more, designed to help our our evolving business model. It’s the
global partners be the very best they can be. understanding that there are a huge
number of lessons to be learned from our
Why?
partners everywhere and there’s no need
To briefly refer back to the introduction in this document; when you succeed, we succeed. It is in our best interests for any partner, new or old, to reinvent
to make new partners as effective as possible, as quickly as possible - because our income is directly proportional
the wheel!”
to yours! The better you do, the better we do. Which is why we’ve invested a lot in creating such a powerful,
comprehensive set of training resources. Ben Willcocks
Key Accounts Director @ BEST
How?
Sales Academy is all delivered online. So wherever you are in the world, you can benefit from tutorials and coaching
sessions delivered in a personal, interactive way. You can refer back to them any time and use them as the basis of
establishing a powerful, valuable skill set.
*Pictured - BEST Director Ben Willcocks presents the International Partner Conference, 2017 business.bestenergysaving.com
Section 3 | Training & Support 22
22
International Support
Marketing & Technical Assistance
Of all the areas of running an energy efficiency business, there are two that we find require the most direct support
from our UK-based team:
Marketing Technical
We understand that, particularly at the start of your Not all of our new partners are already operating
business or new department, generating ‘leads’ can be in the energy industry. Many come from a sales or
a difficult and daunting task. If your background is not management background, and that skillset is perhaps “Support in the field is often crucial for
in marketing, then the prospect of procuring databases, just as valuable, if not more, than technical knowledge -
new partners. It’s one thing learning the
setting up email campaigns, handling social media just ask Danny Badran (pg 17)!
theory with training programmes, but
and designing a brand and website will all be scarily
unfamiliar! If technical expertise is not your strong suit, then as well there’s nothing like being shown the
as our Partner Training Programme and Sales Academy, way first-hand - particularly if that
To assist, we have built an experienced marketing we can arrange for our engineers to visit you wherever helps you secure your first couple
department who are on hand to provide all of these you are in the world. of contracts!”
things and more. New partners can get a full brand,
including logo and colour palette, within days of starting We can even send them on site visits to clients with you, David Grinstead,
with BEST. Within weeks, they can have a market-leading to help you navigate the technical complexities of energy Head of Technical Services @ BEST
website up and running, complete with case studies, management until you’re familiar enough to take it on
product pages and enquiry forms ready to generate new yourself.
leads. And within a month, they can have advertising
and email outreach campaigns running for them, like
MARKETING PACKAGES OVERVIEW >
clockwork.
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Section 3 | Training & Support 23
23
ESA Accreditation
The Energy Saving Association “The ESA logo is a stamp of authority
Following your graduation from the training course, you will automatically qualify for 3 months free membership of the available to BEST partners from day 1.
Energy Saving Association. This is an international organisation which has been created to give independent business We are proud to endorse the work done
owners an immediate sense of credibility and belonging in the industry. by BEST around the world, and of the
substantial positive impact that work has.”
Of course, ESA membership is much more than just a logo you can use! Crucially, it is an indication to your customers
that you are a trained specialist in the field of Energy Management, backed by a global network of business Energy Saving Association
professionals, engineers and product developers with an incredibly diverse and extensive understanding of energy
conservation strategies.
This will give you the confidence to approach customers knowing you either have or can obtain the answers to their
most challenging questions. As an independent business owner, you want to be in business
FOR yourself, not BY yourself. ESA membership will give you the confidence to grow your business
in the company of experts from within the industry.
You can visit the ESA website on www.the-esa.org, but please be aware that some content is
only available to members.
Letterhead version
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Single colour versions
Section 4 | The License Costs 24
24
Section 4
THE LICENSE COSTS
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Section 4 | The License Costs 25
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Section 5 | The Guarantee 26
Section 5
THE GUARANTEE
*Pictured - BEST Director Ben Willcocks presents the International Partner Conference, 2017 business.bestenergysaving.com
Section 5 | The Guarantee 27
27
100% Guarantee
A Business Opportunity Without Risk “ We’re willing to
guarantee any
”
We’ve been helping new operators start in the energy industry for a long time. We know just how effective our
business model can be, how powerful the tools we provide are and how strong our training programme is. We see it in investment costs
the success of our partners from Peru to the UK, Canada to Malaysia.
We know that any potential partner who attends a training event will very quickly see the potential in what we offer and
we are so confident, we’re willing to guarantee over and above any investment costs.
If, at the end of the first day of training, you are not completely satisfied with the opportunity available and you do
not believe you can successfully do business with us, then you can cancel your application. We’ll refund any initial
investment you made to secure your application.
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Section 6 | Your Next Step 28
Section 6
YOUR NEXT STEP
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Section 6 | Your Next Step 29
With this information, we can make sure the right member of our business development team deals with you
and we can prioritise the partners who are the ‘best fit’ for what we look for.
Let’s Talk!
We’re here to support you, wherever you are in the world
Whether you’re ready to proceed with a package or you want to talk it through with us, you can
speak with our dedicated Business Development team on the details below:
partnerships@bestenergysaving.com
+44 (0) 1726 871 040