We look at how strategic partnerships and a consultative approach can empower dealers to provide comprehensive project management from concept to completion – harnessing the high value sales potential of turnkey services
For dealers, offering a turnkey interior service presents a prime opportunity to cultivate strong relationships with commercial developers and office property owners. For organisations, a turnkey service can eliminate complications resulting from multi-sourced deliveries and bottlenecks in the fitout process caused by supplier delays. So, why aren’t more dealers capitalising on this golden opportunity?
A streamlined process
A significant advantage of a turnkey service for customers is the ability to plan costs effectively, providing one point of contact for project cost estimates and design planning through to delivery and installation. This makes the process a long-term project between the dealer and the organisation. The advantage of this to dealers is that it allows them to build a deeper understanding of the company’s goals and growth ambitions.
What may deter some dealers is the extensive expertise and skills needed to provide a comprehensive turnkey package. While some dealer businesses possess an intricate knowledge of technology installations and other workplace interior requirements, such as flooring, doors and windows, smaller businesses might lack the resources or manpower to offer these services.
Working in partnership
This is where strategic partnerships can be highly valuable. By collaborating with trusted partners, dealers can offer additional services they may not currently provide. By serving as a single point of contact, dealers can offer a more streamlined service, eliminating the need for clients to manage multiple providers.
From a sustainability perspective, dealers can highlight the benefits of turnkey services in helping organisations to reduce carbon output during the setup process by collaborating with trusted local suppliers to minimise multiple deliveries. Establishing long-term relationships with suppliers and subcontractors also allows dealers to negotiate better deals and access cost-effective resources.
Furthermore, by working with customers on a comprehensive project basis, dealers can ensure that design plans align with company objectives for energy efficiency and space optimisation. This approach eliminates the need to gather disparate information from multiple sources. Implementing a robust data reporting system is essential, and dealers might consider partnering with a third party to provide detailed environmental information and analysis. For instance, comparing the projected annual costs and energy savings of different lighting systems can enable customers to make well-informed decisions prior to installation.
The consultative approach
Another benefit of a turnkey service is that it allows dealers to provide continuity for businesses with multiple locations or those looking to relocate to new premises. This approach simplifies the process for customers and offers dealers increased sales opportunities as the business expands. A key aspect of providing an excellent turnkey service is making the process consultative. Dealers should collaborate with customers to conceptualise their vision for the workspace while offering feedback on practicalities and potential obstacles based on their product and service expertise.
As dealers continue to adapt and expand their service offerings, the turnkey approach stands out as a strategic path to success in the evolving marketplace. By embracing the turnkey service model, dealers can position themselves as indispensable partners in their clients’ growth journeys. This not only enhances customer satisfaction through streamlined, efficient project management but also opens doors to new business opportunities and stronger, long-lasting relationships.
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