In other words, the HVAC system may not be all that great, but it is not bad enough to do something about. Decision makers also fail to act because of both time constraints and ignorance about solutions. In other words, they are ripe for a persuasive sales call. Given that there are solutions to problems commercial decision makers complain about, we asked about a host of products and services. Not surprisingly, very few decision makers have been offered many of the industry s products and services.
Buildings are ripe with sales opportunities that have yet to be fully explored by contractors.
Regardless of the actual percentage, a significant number of decision makers showed strong interest in purchasing solutions that have never been presented to them. The commercial market is fertile for contractors that can promote and sell. In almost all cases, decision makers with responsibility for five or more buildings were more than twice as likely as those responsible for less than five buildings to be offered and to buy one of the products or services evaluated. While everyone s fishing for whales, there are a lot of tuna being ignored, just waiting to be hooked. They tend to be slightly more proactive than reactive.