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Battery monitoring systems (BMS) had initially been viewed as a threat to the core business of Emergency Power Services, because it meant they didn’t have as much ongoing contact with their customers and the associated need to provide continual service. But as the industry evolved, they realised the potential of a BMS in gaining a greater geographic reach and increasing their customer base across the U.S.
Launched in 1975 and initially based in Denver, Colorado, Emergency Power Services’ customers range from data centers to 911 call centers. They had considered BMSs to be not only a threat, but making their service delivery cumbersome. This changed when owner Mike Smith accidentally stumbled onto PowerShield at a customer site, and was impressed with the value it delivered.
This is the start of the journey Emergency Power Services embarked on to become a PowerShield reseller. The story is outlined in a new case study that illustrates how they were able to use PowerShield BMSs to increase their customer base coast-to-coast, with satellite offices across the U.S.
Emergency Power Services realized that they could actually increase their revenue stream – instead of it being threatened - by selling equipment and reducing the overall cost for the customer, but increasing the number of those customers.
“The technology itself is really a selling point. I think the design is the best in the marketplace,” says Mike. “It's the best solution for measuring impedances and providing data for the customer. And it means we can provide the service coast-to-coast - expand our marketplace, gain customers nationwide.”
As a result of becoming a PowerShield reseller and providing a more complete customer experience, Emergency Power Services have also realized a previously overlooked competitive advantage. Differentiating themselves from the competition wasn’t a priority at the time, but the more they used the PowerShield BMS, the more they began to trust it over a technician on site with a hand-held device. And that set them apart from other providers who were still taking the manual approach.
