More installations and capability.
WHAT CONSTRAINS GROWTH
Working capital for equipment Competent installation teams Design capability After-sales capacity
WHY WORKING CAPITAL BINDS
Equipment is purchased before payment and it is expensive.
WHAT TO NEGOTIATE
Supplier terms, once you have a record.
WHY
It is the cheapest funding available.
WHAT TO ESTABLISH
Deposits sufficient to fund equipment.
WHY AFTER-SALES CAPACITY MATTERS FOR GROWTH
Each installation adds a permanent support obligation.
WHAT THAT MEANS
Installing faster than you can support produces accumulating complaints.
WHAT TO ESTABLISH
How many systems you can genuinely support.
WHAT TO BUILD
Maintenance as a revenue stream rather than a cost.
WHAT TO DOCUMENT BEFORE GROWING
Design methodology Installation standards Commissioning procedure Handover materials
WHY
They are what allow teams to work to a consistent standard.
WHAT TO MEASURE
Callbacks per installation Margin per project Estimate against actual cost Referral rate
WHAT RISING CALLBACKS INDICATE
Quality declining as volume rises.
WHAT TO PROTECT
Design quality and installation standards.
WHY
They are what produce the referrals the business depends on.
WHAT TO CONSIDER
Specialising: a customer segment, a system type, or maintenance of others' systems.
WHY MAINTENANCE OF OTHERS' SYSTEMS
There are many poorly supported installations.
