right amount of cleaner air, and what the building engineering sector can do to help them achieve that effi ciently and cost-eff ectively. The subject of technical and professional


competence and the need to comply will be another theme running throughout the packed day. The Conference will examine the defi nition of competence, particularly important as the Building Safety Act calls for defi nitions to be regularly refreshed as part of its new competence framework. Speakers will also consider the challenge of


improving methods for capturing and sharing operational data in line with the ‘Golden Thread’ of information seen as critical to the delivery of improvements under the Act. “One of the biggest challenges in the post-


Grenfell environment is how we can demonstrate compliance by considering buildings and their engineering services as a complete system rather than a jumble of components,” said Frise. “The challenge for our industry is to demonstrate how it is improving collaboration and integration to keep people healthy and safe. That kind of collaboration is often hard to replicate in a virtual setting, so we are delighted to be welcoming speakers and delegates back in person. “The Conference will demonstrate why it is so important to be ‘in the room’ to have that chance conversation that could change everything,” he added. BESA’s National Awards will also take place at the same venue after the Conference. This gala dinner hosted by comedian Zoe Lyons will celebrate and reward young engineers as well as recognising companies and individuals who have made a positive impact on the UK built environment. To celebrate the return of the in-person format,


BESA launched several new award categories open to both members and non-members including Net Zero Initiative, Product Innovation, Diversity and Inclusion, Competence and Compliance, and Women in Building Services. The Awards, which were free to enter, celebrate individuals, teams, and companies responsible for delivering projects, products, innovations, and initiatives that demonstrate excellence in building services engineering. All the entries were scrutinised by an expert panel of judges drawn from across the sector. More information and attendance details visit https://info.thebesa.com/besa-national- conference-2022#the-awards


ViewPoint A


Olivia Powell-Maycock, head of marketing NIBE


s an installer, being able to clearly communicate what you have to off er to those thinking of engaging your expertise is crucial


to remaining in the trade. With good persuasion, new business can be


acquired, and your skills and expertise can be demonstrated. To put it simply, you must advertise what you are off ering, and great advertising is about great storytelling. The most eff ective way to win potential new customers is through case studies to explain what you do as a business. The case study is a powerful tool to illustrate what a heat pump is, what they can do and the benefi ts and comforts they can add to a home. Whether you are new to installing heat pumps or have been installing them for many years, installation


case studies are a great way to demonstrate your previous projects to your new customers. The energy crisis means that more and more people are researching ways to reduce energy costs and


having real-life examples available on your website can really help someone decide to make the switch. With easy access to cameras and video making tools today, case studies can be as simple as a few


photographs or videos uploaded from your phone to your website and social media pages. We love to see our heat pumps being installed and so do homeowners. Stick to the basics and remember to keep them simple. Most homeowners won’t be interested in the


fi ner technical details. They are likely to be more interested in the cost, the savings, and the installation process. Let’s look at some of the common questions potential customers may have which would help you form your installation case studies.


What is a heat pump and how will it work in my home? Addressing this question with a couple of lines or a 30 second video clip is more than enough to explain how a heat pump works for most people. Customers are not used seeing their boiler or cylinder as they tend to be kept in cupboards, so it is an excellent idea to provide images or include a video of the heat pump in the home.


We fi nd providing details on all the technologies installed really helps engage customers and highlights how the heat pump integrates with controls and PV for example.


What did it cost? A clear explanation of running costs is important to show the diff erence in current and future fuel bills. Testimonials from customers really add weight to the modelled savings and can be a great addition to a case study.


It is also worth mentioning that installation costs diff er from installation to installation and accurate


costs can be provided following a site survey. If the case study benefi ted from the Boiler Upgrade Scheme, it would be a good idea to provide a brief explanation of the eligibility and where to fi nd more information.


Is my property suitable? When customers review case studies, they will be looking for an installation that matches closely to their own property. It is worth creating a few case studies showcasing diff erent property types including new builds, 1950’s semi-detached, Victorian terraces, commercial buildings, etc. In a nutshell, if this is the fi rst time you have carried out an installation a type of property – then it is worth your time creating a case study.


Visit NIBE’s website to see some examples of what a great case study looks like. We are proud that some of ours have recently appeared in the national press! And while you are there, if you have recently installed a NIBE product, get in touch with us so we can highlight the great work you are doing. https://www.nibe.eu/en-gb/help-me-choose/case-studies


Showcasing your heat pump installations with a case study – the power of story telling


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October 2022


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