RSM415H1 Lecture Notes - Lecture 1: Waste Heat, Condensing Boiler
Document Summary
Founded in 1984 by mechanical engineers, recover waste heat from industrial gases. Abundant potential customers, savings and benefits easily calculated, many investors. New president, ceo john gocek: operations and finance experience, face sales issues. Customer: building owners, institutions, industrial facilities, commercial establishments. Demographic: industrial customers (b2b) in north america using central heating systems. Capacity: starting at 1 mw (150 room hotel), lasting 30 years or more. Willingness to pay: ,000 to . 5 million cdn, many reluctant to pay (challenge) Size: large industrial customers, conservatively at least billion market: contract/promote. Territory manufacturers" representatives (reps) at trade shows, presentations, stay informed. Local plant manager contacted, direct-to-owner and through reps, meet regularly (challenge) Reps sell variety of products: custom engineered sofame sale requires twice the effort for potentially. If expresses interest, proposal drafted up chain of command, but costly (challenge) Sales cycle: 6-24+ months, too long (challenge) three times earnings (challenge: benefit/present.
