Energy consulting as a competitive advantage: tips for manufacturers

+++ Blog series energy consulting (part 7) +++ Imagine you are the manufacturer of an innovative system that significantly reduces energy consumption. A potential customer is interested but hesitant – the acquisition costs are high. Fortunately, you know that there are attractive funding programmes that can facilitate the purchase and you have an energy consultant at hand. However, your customer is completely unaware of the funding options.

This situation is not an isolated case. Many companies shy away from large investments because they are unaware of the funding opportunities or find the application process too time-consuming. This is precisely where manufacturers of energy-efficient machines can help: not only by providing first-class products, but also by enlisting the help of an energy efficiency expert or funding consultant to gain a decisive competitive advantage.

Subsidies as a door-opener for investments

There are numerous German funding programmes for energy-efficient technologies and resource-saving production processes. Among the most important are the federal funding for energy and resource efficiency in industry ('Bundesförderung für Energie- und Ressourceneffizienz in der Wirtschaft', EEW) with many modules and the federal funding for efficient buildings ('Bundesförderung für effiziente Gebäude', BEG), through which BAFA grants or KfW loans are available. However, the funding landscape is complex and many companies are not sufficiently informed.

Manufacturers can provide targeted support here by informing their customers about suitable funding at an early stage and helping them to take advantage of it. Establishing funding advice as part of the sales process lowers the hurdle for investments and significantly increases the attractiveness of the offering. As a rule, manufacturers cannot provide this themselves, but they can refer to experts such as EurA AG. Let us illustrate the procedure with a concrete example from our day-to-day consulting work:

A practical example: how funding made a CNC machine affordable

A medium-sized company in the drive technology sector wanted to replace its ageing machine tools. The new CNC machine should not only be more precise, but also significantly more energy efficient. However, the investment volume for the preferred system was high. The company was on the verge of deciding on a cheaper, but not quite as modern machine tool.

However, the machine manufacturer suggested that they consider applying for funding. A funding analysis showed that the BAFA Module 4 was suitable for this exact case: since the new machine reduced energy consumption by 30%, the company was able to apply for a grant. The financial advantage convinced the management – and the decision to purchase was made.

For the plant manufacturer, this meant not only a successful sale, but also strengthened customer loyalty. Thanks to the subsidy advice, the customer was more satisfied and recommended the company to others.

How to integrate subsidies into your sales strategy

As a manufacturer of energy-efficient systems, you can use the topic of funding advice as a targeted sales tool. Make it as easy as possible for your customers. Every hurdle you remove increases the likelihood of a successful business transaction. It is therefore much more effective to offer specific support than simply to mention that funding is available. Here are some proven approaches:

1. Actively informing customers: Mention funding opportunities early on in the sales negotiations and offer initial guidance.
2. Cooperating with energy consultants: Work with energy efficiency experts who can review projects and guide your customers through the application process.
3. Using sample calculations: Show potential savings through funding and lower operating costs as examples.

Selling more than just a machine

Whether it's a pellet heating system, air conditioning unit, machine tool or CNC system: manufacturers who see themselves as partners to their customers and think beyond just selling products are one step ahead. Those who not only offer an energy-efficient system but also show ways to finance it stand out in the market.

Use our expertise in energy consulting to better support your customers and increase your market opportunities. Let us work together to make sustainable technologies economically attractive – for you and your customers.

Text: Birgit Miriam Hering