After the sale.
WHY IT MATTERS
Systems degrade, and the sector's reputation problem is largely an after-sales problem.
WHAT MAINTENANCE INVOLVES
Cleaning panels Checking connections for corrosion and tightness Checking battery condition and connections Verifying output against the baseline Checking protection devices Reviewing monitoring data, where available
WHY CLEANING MATTERS HERE
Dust and harmattan deposits reduce output substantially, and it is entirely reversible.
HOW OFTEN
Depending on conditions, more frequently in dusty periods.
WHAT TO ESTABLISH
A maintenance schedule, agreed with the customer.
WHAT TO OFFER
A maintenance agreement.
WHY IT MATTERS COMMERCIALLY
It provides recurring revenue and it keeps you in contact with the customer.
WHAT TO INCLUDE
Scheduled visits Response to faults Reporting on performance
WHAT TO ESTABLISH ABOUT RESPONSE
How quickly, and what is included.
WHAT TO TRACK PER SYSTEM
Installation date and components Maintenance performed Faults and their causes Battery replacement dates
WHY
It enables proactive contact before failure.
WHAT TO CONTACT CUSTOMERS ABOUT
Approaching battery replacement Maintenance due Performance declining
WHY PROACTIVE CONTACT
It produces revenue and it prevents the failure being a surprise.
WHAT TO ESTABLISH
Whether you can actually support the systems you install.
WHY
Selling systems you cannot service produces the sector's reputation problem.
