Why would installers of electronic equipment become involved in HVAC?
Katrien Van Overwalle: “Fossil fuel prices are skyrocketing, and Flanders has adopted new regulations in the area of ventilation. This is presenting fresh opportunities in the HVAC sector, specifically in terms of renewable energy systems such as heat pumps and solar energy systems. This is especially true for electronic equipment installers, who all too often still assume that the HVAC market involves only installers of plumbing equipment.”
What is Cebeo’s brand strategy in terms of HVAC?
K.V.O.: “As Product Manager, my job is to search out new, very high-quality products. Within the division, we are approaching this very seriously: we conduct an in-depth study of each brand or product before deciding whether or not to take it on. We are also making a strategic commitment to select high-quality brands. Although these brands may not be the cheapest, installers and end customers feel confident about them. In addition, we have opted to offer global solutions and to distribute accessories for the systems, such as equipment for installing air conditioning systems, thermostats and heating controls, as well as conduits for ventilation systems.”
What investments is Cebeo making in HVAC?
Katrien Biltris: “We are investing in people and resources in an effort to create a technical and sales management team. Michel Reynaerts recently joined our staff as Business Development Manager. His extensive experience and know-how will be of great benefit to us. We are also expanding our national Sales Support department to provide technical assistance at the know-how and sales level. Technical support is a key area of concern, especially for a first-time installation.”
K.V.O.: “Installation then goes quite smoothly, certainly for electronic equipment installers who have received training, and experience shows that those who opt for HVAC see a hike in their revenues.”
K.B.: “Growth in other European countries, many of which are far ahead of us in the field of HVAC, also attests to this.”
Training and information are also essential.
K.B.: “We are continuing to organize training programs for both installers and our internal associates. Customers also have access to a rich source of information: Cebeo e-shop, which features an extensive database, and publication in the fall of a catalogue of all HVAC products distributed by Cebeo.”
K.V.O.: “The 2007 Technology trade show will be home to a veritable “HVAC village”, with Cebeo’s HVAC stand as its focal point. Our stand will include an Installers Club lounge where we will present detailed information on the latest innovations and developments in the sector. This will give installers an opportunity to provide feedback on their experiences in the area of HVAC.”
