Elmcroft Services – industrial construction, Herts
Elmcroft is a successful, family-run company, specialising in the design, construction and refurbishment of commercial and industrial property. Its turnover is currently £2.5m.
The owners freely agree that an essential component of their continuing success has been the decision to bring in a Sales Hunter from the Construction Sales Centre (CSC) to develop a continuing stream of new business leads.
The Sales Hunter from CSC has worked with Elmcroft over a period of eight years. Although he only works for them for one day a fortnight, it is calculated that over 70% of all their tenders and work comes as a result of his work.
He explains:
My work is very carefully targeted, focusing on ABI sale leads at planning stage for industrial/commercial buildings over London and northern Home Counties. As a result of the last year’s work alone Elmcroft have currently got two major contracts on site – a cold store at £1m and a warehouse at £600k.
The cost to Elmcroft of using a Sales Hunter has been £900 per month. The net margin on the jobs he has brought in over the past year is expected to be over £100k. That represents a return on investment of over 1000%. Over the past 12 months the Sales Hunter has secured over 30 highly targeted tenders, which works out at about 1.5 per day’s work. These have ranged from builders work packages at £8000 (which carry a 50% margin) to more major jobs up to £1.9m each.
Our Sales Hunter adds:
All these tenders are for good work in the areas Elmcroft want to work in. In addition, many are with clients, such as building surveyors, who offer the potential for a continuous stream of work. Currently we are nurturing productive relationships with four such clients.
