Anesa’s Employee Memorandum — October 2022
As we look back at the progress we made in the first three quarters of 2022, I want to thank our entire team for your Execution — the first “E” of our SERVICE value acronym. As you may recall, SERVICE stands for Success, Execution, Results, Voice, Integrity, Collaboration and Exceed. Those seven qualities define our key values as an organization.
Execution is the drive to meet or exceed our goals and objectives as quickly as possible, while staying focused on results and leveraging available resources to get the job done. It is important for us to be strategic, but without execution, strategy is nothing more than ideas. On that note, we want to highlight some of our execution wins so far this year and we will start this month with Sales.
Execution Success in Sales: Recent wins in sales at CoolSys have been all about building relationships and creating value for existing and potential clients, says Kerry Bolle, vice president, sales. “We really stretched our sales team, and they stepped up.”
- Improved the margin of our service business — Leveraging our strong client relationships, we implemented price increases that average eight percent across the company — more than double of last year’s increases — even among some clients whose contracts had prohibited price increases. Our BDMs (sales team) also secured rate increases of 10 to 15 percent on summer rates across the country, while our close ratio remained above last year’s average. In addition, we added a fuel surcharge that helped to bring in more than $600,000 in revenue.
- Redefined installation sales — Year-to-date bid margins have averaged 200-basis points higher than last year, and our win rate has increased from 24 percent to 26 percent. We also instituted weekly collaboration calls with sales and operations.
- Improved the margin profile for all of our operating companies — We developed tailored marketing campaigns and increased the sales footprint with specific operating companies. Special thanks to Chris Grover and our BDMs for working with our operating companies to increase our good customer book of business.
- Drove customer diversification across the book of business — This activity results in less demanding and more profitable customers. Special thanks to James Dooley, Ken Lind and Mike Polson, who drove the industrial vertical, and Laura Ellery, who handled the biotech/biopharma vertical.
- Drove customer rationalization across the book of business — Chris Grover, Igor Tischenko and our operations team are continuously working to refine the profile of a good customer in each of our regions, based on pricing, location, tech skillset and scope of work/terms.
These are just a few examples of the ways our collective team of leaders throughout CoolSys are creatively and strategically moving our company forward through Execution of our goals and objectives. Ultimately, our success as an organization comes down to all of us — no matter our location or job title — working together as One Team to provide world-class service to our customers. Thank you for all you do, every day!