FG Eurofred targets VRF in direct-sales operation

Published:  07 July, 2008

Targeting direct sales of Fujitsu VRF air conditioning as the key to growth, Tony Gittings, sales director of FG Eurofred UK.

FG Eurofred, a joint venture between Eurofred of Spain and air-conditioning manufacturer Fujitsu General, is targeting the UK air-conditioning market with a new image, a new structure and a unique selling proposition.

The launching of a new logo marks the end of the re-organisation and integration process following the merging of the distribution network organisation of Fujitsu General UK and the direct-selling operation of Eurofred UK.

Tony Gittings is the new sales director of FG Eurofred. He explains, ‘No major air-conditioning brand can operate successfully in the UK without a direct-sales operation. Leading consultants and larger end users with branches all over the country want to deal directly with a manufacturer.’

FG Eurofred aims to increase direct sales by growing the business overall — particularly through VRF and larger projects.

Tony Gittings says, ‘The UK is the third largest air-conditioning market in Europe, behind Spain and Italy, and VRF is the highest growth area. Currently, sales through our distributors are almost exclusively splits. By increasing our direct VRF sales through consultants and larger end users, we will hit our sales targets without damaging our distributors.’

To ensure customers of the direct-sales team get the best help and support available, the company is investing in a high level of staff training, technical support, product information and design assistance.

Installers who are customers of both sides of the business will be able to make use of FG Eurofred’s comprehensively equipped training facilities, where engineers can be trained and work on the full range of available Fujitsu units.

At present, over 80% of the company’s sales go through distributors. Tony Gittings says, ‘Our aim is to ensure that they will grow along with us, to which end we are developing a support programme. They are all individual companies with particular need, so, as well as general incentive programmes, we will be agreeing individual support packages for each.’

For more information on this story, click here: July, 08 61

comments powered by Disqus

Search

Welcome

Welcome to Modern Building Services Online, the web edition of Modern Building Services (MBS) journal and the UK's most popular Building Services engineering site. Modern Building Services covers the entire Building Services Engineering industry. This site contains archived content from the journal, plus web-specific content.

When you go to our digital edition, you can also access the archive of digital editions.
February 2018: DIGITAL EDITION

ARCHIVE OF DIGITAL EDITIONS

Modern Building services has a group
on Linkedin - join us!

Jobs

  • Intermediate / Senior Mechanical Engineer

    The Mechanical team undertake the design and specification of a range of Mechanical building services in a lead or supporting role, depending on project complexity and scale. You should demonstrate a flexible approach to design and team working and wil......

  • Senior Urban Designer

     Applicants will be Master’s Degree qualified Architects / Urban Designers, with a strong portfolio of work highlighting a variety of projects at a range of scales and types, with strong focus on regeneration, infrastructure-led projects and major develo......

  • Principal Structural Engineer

    We are currently recruiting on behalf of a global client, with a diverse range of award winning projects to their name. Their experience spans a host of market sectors, including transport, infrastructure, defence, scientific, education, high-tech and ......

more jobs »

Poll

"Is the Building Services industry lagging behind in the implementation of BIM?"