PRIME business club

After 30 years in finance and leasing, 58-year-old Robert White has started a new trade as a domestic energy assessor.

West Bromwich man Bob spent 30 years in finance and leasing, as sales manager, business development manager, and managing director. With the recession the market declined, and Bob found himself made redundant three times in three years. ‘I didn’t want to rely on others for my employment, and I didn’t want to be made to retire while I was still fit for work’ explains Bob. ‘Self employment was a way to take control.’

Bob’s business IDEAL (Independent Domestic Energy Assessors for your Location) provides EPCs (Energy Performance Certificates) and HIPs (Home Information Packs) for the Greater West Midlands area. IDEAL serves local estate and letting agents, housing associations, local authorities, private landlords and solicitor and conveyancing agents, as well as assisting private individuals who wish to get certificates or advice before making home improvements.

Bob says ‘since the 1st October 2008 regulation has changed to state that all properties must have an EPC.’ The certificate grades the building’s efficiency from A-G, showing how this could be improved after recommended modifications. Bob’s services cost around £60 for an EPC, and £250 - £350 for a full HIP’s pack.

Starting up

Bob researched several business ideas including energy assessment, franchising a travel agency, and finding cost reductions for businesses. Bob chose energy assessment because start-up costs were cheaper, and because the training college in Reading, The Energy Assessor College promised immediate work after qualifications had been obtained. This promise never materialised, and Bob has learnt to be wary of small print.

In March 2008, Bob attended a PRIME self-employment workshop. The event included where to go for local support, the basics about starting up, and a networking session. Bob says:

‘It was good meeting like minded people - finding out where they went wrong, and where they went right. We heard one couple talk about their curtain business, and it was interesting hearing about how they did their marketing.’

Business Link provided useful advice about how to manage cashflow and business costs. They provided a cashflow template, and gave Bob some contacts to ring about setting up a website.

Training

In February 2008, Bob did a Diploma in Energy Assessment costing £4,000. Bob studied for about six months, and covered five modules. Exams were taken at the end of each module, and Bob had to talk a lot of friends and family into offering their house up for a practice survey.

After passing his Diploma, Bob became accredited with the National Home Energy Rating scheme (NHER). The accreditation proves that IDEAL meets quality control standards, and allows him to trade legally. Bob pays an annual subscription of £250 plus VAT to be a member of the NHER. Bob’s contact details, website, and services are listed on the NHER site, and can be searched for via postcode.

Marketing

Bob’s main marketing tool is his website. He stumbled upon printing.com while researching local printers. Bob found that the company friendly and keen, and took up the offer of an all-in-one service. Bob says ‘I wanted a professional website to give me a presence. I spent about £1000 and got the website, leaflets, letterheads, compliment slips, business cards, and logo included in the package.’

Bob decided against newspaper advertising after realising it was expensive, and not used by others in the industry. Instead Bob got the word around by knocking on doors and introducing himself:

‘I went to estate agents and letting agents and gave them a business card and flyer. Whether they were interested or not, they all asked for a price.’

Bob’s tip is:

‘Never quote a price. Say “Can I come and see you?” That way, you can understand what the client needs, explain how you will deliver it, and negotiate a good price.’

Age is no barrier

Bob claims that age does not need to hinder, but can instead, be used as a sales tool. Bob is convinced that he got his first deal with a letting agent by emphasising his years and experience, and assuring his client that he would be respectful and professional.

Expanding

A year after starting IDEAL, Bob is looking for ways to expand. One idea is to become a sales agent for renewable energy products, such as wind turbines and solar panels:

‘The changing climate means that these products are already being recommended by the government. It is only a matter of time before they are compulsory’.

Contact

Bob White
IDEAL
64 Europa Avenue
West Bromwich
West Midlands
B70 6TU
Tel: 01215531770
Mob: 07950 786282
Email: robert@idealenergyassessors.co.uk
Web: www.idealenergyassessors.co.uk