A family in Prayagraj may never have heard of your company. They have heard of V-Guard and Tata. That recognition does some of your selling for you, but only if you put it to work. The support each brand offers changes from time to time and differs by region, so the steps below are about asking the right questions, not assuming the answers.
Ask each brand what they offer
Arrange a meeting with each brand's area or channel manager, and go with a written list:
- Training and certification for your installers and your sales person
- Leads the brand receives from your area, and how they are shared
- Marketing support: display material, site boards, brochures, shared advertising
- Schemes for distributors: targets, rewards, credit terms
- Warranty support: who handles claims, how long they take, what the customer must keep
Write down the answers, with the manager's name and the date. Ask again every six months, because programmes change.
Know the warranty process cold
A panel or inverter fault months after installation is a test of your company, even when the fault is the manufacturer's. Know the exact claim process for each brand before a customer needs it: which documents, which serial numbers, which form, who to call. Keep the invoice and serial numbers in each customer's folder from chapter 4.
Offer two options
Give every customer a choice between two well-built systems, a good one and a better one, rather than one take-it-or-leave-it quote. Two strong brands make this natural. Customers who compare your two options spend less time comparing you with other installers.
Show the names
Put brand-authorised material where customers see it: in the office, on quotations, on your vehicle, and on site boards during installation. A site board with a national brand's name next to yours tells the whole street who is doing the work.