Educating Customers on EPM
Sell Your Customers on Preventions
Educate Customers on Electrical Preventative Maintenance (EPM) Programs
Almost any business owner should consider implementing electrical preventative maintenance (EPM) in their workplace. As you know, EPM provides safety and peace of mind to businesses and building owners by proactively testing systems and identifying potential trouble areas before they become a problem. You can’t put a price on that.
Need some help discussing this with your customers? Here’s how to explain the benefits of EPM to improve adoption rates.
Speak the Customer’s Language
When explaining EPM to customers, spare unnecessary technical details until they decide to implement. Ultimately, decision makers want to know how EPM is going to satisfy their need(s). They may want to know:
- How it will save them money or, on the flip side, what will it cost them?
- How long does it take to implement an EPM program?
- How much planning and assessment is needed on their end?
- What kinds of risks does it prevent or mitigate?
- Where should they start?
Be as transparent as possible when explaining EPMs to avoid any false expectations from customers.
Focus on EPM’s Value
Businesses are often concerned with how long it takes to implement EPM and what it will cost them, causing them to question if it’s worth installing in the first place. To counter this argument, talk about the benefits:
- Reduced or eliminated downtime. Because EPM requires regular equipment inspection, deficiencies can be spotted and replaced before they interrupt your business.
- Lower insurance rates. EPM requires that all equipment is inspected and meets regulations and codes, minimizing the risk of damage.
- Reduced repair costs and improved conservation of a business’s assets. Spot errors early before serious damage occurs.
- More accurate budget forecasting. Get a good idea of equipment lifespan to better anticipate costs.
- Enhanced workplace safety. Most importantly, EPM ensures that all equipment is inspected for adequate safety and working conditions.
- Increased productivity and efficiency. With less downtime and fewer interruptions, employee operations will work smoothly.
Be Prepared with Examples and Case Studies
To help your customers gain a better idea of what EPM is and the benefits it provides, consider developing examples, templates and case studies.
For example, customers may better understand how long implementation takes through a sample assessment sheet. An assessment sheet should look similar to a safety checklist, listing the different components your contracting team will be inspecting during preventative maintenance. Essentially, it should be a near replica of the paperwork you and your contractor team would normally use during an inspection.
When explaining monetary savings and costs, and overall EPM benefits, case studies are especially helpful, as customers can see EPM’s impact on a related business. When developing case studies, gather the following data to bolster your points:
An estimate of how much money EPM saved the business.
The number of business interruptions / downtime since implementing EPM compared to pre-installation.
Equipment repairs or costs from damages since implementing EPM compared to pre-installation.
As a contractor, you know EPM is a step in the right direction to keeping equipment up to date and error-free, and operations running smoothly. When selling to your customers, address their concerns upfront and speak directly to how EPM can help achieve their business goals.