Northamptonshire-based Elite Business Systems (EBS) is a market leader within the telecommunications sector. It was established in 1985 and supplies a broad spectrum of products and services including mobile phones, data solutions, mobile Wi-Fi devices, hosted phone systems, SIP trunks, landlines, Internet connectivity, telephone systems, voice and data Sim cards and mobile phone accessories.
EBS recognises the importance of building long-term strategic partnerships with all of its customers. Mark Jennings, Commercial Director, explains how this played a part in attracting the company to the energy opportunity in partnership with Fidelity Energy: “Energy is a logical progression and an ideal product to offer our customers,” he said. “We get a lot of business through recommendations or existing relationships. We recently got a deal from an existing customer that I first supplied a mobile phone to over 30 years ago.
“We also look after a lot of local businesses and helping them with their energy has built our relationships with them. They trust us and have come back to us when their energy is up for renewal. We are the first port of call when their business expands and they need energy as well as telecoms in their new premises.”
Fidelity Energy has a whole suite of marketing materials and support, with regular market reports and webinars which cover the vital elements of the energy market. This enables EBS to overcome any objections from customers, which has been especially helpful with the current increase in costs for energy.
“Many people are aware costs are high at the moment, but not many understand all the elements that have impacted this increase,” added Mark. “All the team are helpful and we have a great working relationship with many of them. Our Business Development Manager, Clare Stratford, has always been incredibly supportive and regularly visits our offices to provide training and onsite support. All the support and information offered means we now have a better understanding of how the business energy market works and are confident when handling any initial objections from customers, which only helps to build their trust in us.”
The key to any business is to generate a recurring revenue stream, which is what energy has added alongside enabling EBS to drive more profit and build a pipeline. “We now have an energy page on our website and energy is part of the initial conversations with customer rather than a later addition,” said Mark. “We send regular mailers out as well as having energy footers on all of our billing runs. We are seeing our customers consistently renewing with us when they could go elsewhere.”
Delivering an unrivalled and sustainable level of customer service at all times has always been a core EBS philosophy. “We are a small, family size business and this stance has allowed EBS to foster ongoing loyalty from both our customers and suppliers alike,” commented Mark. “We are able to react quickly and be on hand for when any of our customers need us.
“Energy has gone hand in hand with our other utilities. With telecoms, we have regular contact with our customers if they need extra mobile or lines go down etc. This high level of customer service we provide means customers trust us, so when it comes to switching their energy they are happy to use us as a single point of contact for both their energy and telecoms needs.”
Energy is a logical progression and an ideal product to offer our customers.