UK sales managers in the ventilation sector believe good service and product knowledge are helping them win the battle over cheap imports and tight budgets, according to a survey released today by HVAC recruitment specialists Thornhvac.
The study shows that price is a key influencing factor in 87 per cent of sales with product efficiency being important in less than a third of deals.
Sales professionals working for UK manufacturers revealed they were winning business by offering greater product knowledge and better service than competitors selling imported products.
Although demand for energy-efficient products was high in the new build sector, many of those questioned said more needed to be done to raise awareness within the building services sector of the long-term benefits of product innovation.
The report also highlights a need for sales people in the ventilation sector to understand their products and how they operate with 81 per cent believing technical understanding was an essential quality for anyone selling ventilation.
The Thornhvac survey into the state of the current ventilation market looked at the impact of recession in the construction industry, legislation and energy efficiency policies on sales of British products, the issues facing those working in ventilation sales and the priorities of their customers.