NEWS installer INSIGHTS


Consultants should go the road less travelled, says Tim Boxall, technical sales support manager, Gree UK.


W


e are all busy people, so I do not blame anyone for trying to make their lives


easier, until those efforts mean they are not serving their customers. Over the decades I have dealt with many air conditioning consultants and specifiers and had very good relationships, so I know the way they work.


They are employed for what they know and they tend to stick to what they know, rather than spend time they haven’t got trying to find out other information that may or may not be useful.


They know what duty equipment will heat/cool a given area, they know what type of units are required and they know that their customers will ask far fewer questions if the brand that is recommended is one that is known to their customer. Therefore, what is the point of putting in the extra hours to find out about other brands?


Firstly, the so-called ‘other’ brands are usually just as good as, or even better than, the well-known manufacturers. Because they are less expensive they are often thought of as being ‘cheaper’ in every way – a belief that robustly perpetuates, despite the fact that it is provably untrue. For example, Gree is considered one of the ‘other’ brands because it is Chinese and not well- known in the UK, yet it is one of the bestselling brands in the world and has been specified for numerous international sporting events, including the Olympics.


However, many consultants are unlikely to have all the necessary information on these ‘other’ brands


18 September 2017


in their database, let alone their brains, so they are far less likely to be specified.


An example of this recently, was a specifier who, to his credit, did come to us for information on Gree, saying he knew that Daikin had to be installed one way, Mitsubishi another and he confidently expected that Gree would have to be installed in yet another way. He was hugely surprised to learn that we were virtually the same as Daikin in this respect.


All this demonstrates the lack of knowledge among consultants and specifiers beyond the core of well- known brands, even though this could help reduce their customers’ costs enormously, without reducing quality, reliability or performance. As well as the ease of going down the well-trodden path of the familiar, the other barrier to getting ‘other’ brands into the regular mix of a consultant’s consideration for specifying, is the lack of faith that the ‘other’ manufacturers will be able to supply them with the information they require. Over the years, the mainstream manufacturers have developed sophisticated ways of providing specifiers with exactly the information they require, in a way that they can best handle it. Whenever we have been asked to provide information by the more enlightened consultants, we have invariably been met with surprise that our performance in this respect is on a par with anyone. Knowledge is power, so come on consultants, get yourselves some more power.


Big changes at Titan Engineering


D 2017.


Mr Belcher joined Titan in 1986 and was appointed managing director in 2011. Mr Wright has been with Titan for 15 years.


Mr Wright said: “I am looking forward to managing Titan Engineering and know we will


Don Belcher.


continue to satisfy a widely differing range of refrigeration applications.” Another change at the company is that of Adam Mould, who has joined as sales administrator.


“I’ve seen many changes in the industry since I first joined it with Holima Refrigeration in 1975,” said Mr Belcher, “but perhaps one of the biggest is the push to use more natural, environmentally friendly refrigerants like ammonia, and CO2


, with which Titan has much experience because of the products and systems we supply using these refrigerants.”


Other companies which Mr Belcher worked in before joining Titan, were Stuart Turner, Holima Refrigeration/Howden Refrigeration – part of the Howden Group and a short period with Grenco Refrigeration.


A member of the Institute of Refrigeration for more than 30 years, he served on its technical committee and is also a long standing member of the British Refrigeration Association.


Cool result for hospital after charity match


O


n 05 August, employees from Norfolk-based businesses Foster Refrigerator and Williams Refrigeration took part in the match and £1,500 has so far been raised for Rudham Ward at The Queen Elizabeth Hospital, King’s Lynn. Teresa Coe, lead nurse of paediatrics at The Queen Elizabeth Hospital said: “We are very grateful that Foster Refrigerator and Williams Refrigeration decided to come together to raise money for Rudham Ward. The money donated is really appreciated and will go to great use on the ward.” Martin Laws, marketing


manager at Williams Refrigeration commented: “We’re so pleased with the effort and commitment our team gave and well played to the Foster squad. Even more importantly, we’re


over the moon about how much money we’ve raised. Donations have come in thick and fast, and being able to collect so much for a cause close to our hearts is a fantastic achievement – thank you everyone who got involved.”


Nick Bamber, head of marketing at Foster Refrigerator added: “Despite the traditional English summer weather the crowds came out in force! This just goes to show how important the hospital is to our local community. We want to thank everyone who came along to cheer on the teams, as well as with everyone who has donated to this fantastic cause. And of course, Williams, for a great match.” In spite of the weather, crowds gathered to support the two local companies and saw Foster going on to win the match 6-1.


on Belcher, managing director of Titan Engineering has retired and his position has been taken by Ed Wright as of 01 September


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