Carbon Energy Savings case study: domestic solar leads at about £2,100 per fitted install

Word for word from the video, with filler words such as “um” left out.

hi everyone. So my name is Con, I'm one of the owners here at TNW and today I have Scott from Carbon Energy Savings. So Scott, could you care to introduce yourself? Hi there. My name's Scott. I'm one of the operations directors at Carbon Energy and we are doing extremely well.

I've just built this really fantastic relationship with TNW. Absolutely. Beautiful. And where are you guys based right now? We are based in Scotland sitting in sunny Glasgow just now. But we have got experience all over the UK so we are venturing down south of the border very soon. Okay, perfect.

And obviously based on our recent conversations, what's the sort of growth vision for the company right now and how big are you are looking to get? We were working under the banner of another company. We were writing about 70% of their business. And so from Companies House point of view, it looks like we went from zero to hero in a very short space of time.

And I suppose it's true 'cause the turnover projection we've got now from a standing start really of April is about 10 million pounds. So yeah, it's we're hope to double that in the next 12 months. Obviously going into that domestic model, then obviously the first test we did together, how many leads did you guys start with? A hundred? Was it a hundred? So it was 50 the first. I think we're going into a hundred now. Oh, we're gonna a hundred.

We're gonna a hundred. Yeah. What kind of revenue did that initial test bring in? What was your cost per acquisition on that? So we work in a couple of different metrics and we do cost per sale. And then cost per solid. So a solid sale is different from a sold sale because in the home improvement industry.

There's quite a lot of cancellations, so you can have your good KPIs and your good reps are converting at a one in three or one in four sales rate conversion wise. But actually it's less than that. We do cost per solid sale as in cost per fit. So the cost per fit came down to about 2,100 pounds, which is fantastic for us.

Perfect. Perfect. And has our sort of service delivery matched your expectations so far? Exceeded. Exceeded. Absolutely. It's it's been a pleasure. All the guys that are as forward thinking as you guys are you're open with what you're doing as well, so we don't feel like we're in the dark in terms of how you're generating those leads because it's important for us to know, because we're obviously got a different mix of inputs and we need to make sure there are not lots of overlaps and then effectively lots of duplicates because.

Through our experience, we actually like buying raw leads effectively. It just means that our contact center still has a degree of control and we know what's going into the guys' diaries. Whereas if we buy booked appointments doesn't tend to work. Even though it's an easier process. Yeah. We're not in control of that.

So even the, like using one of your competitors to book. Appointments. We still don't end up with a good conversion rate in terms of solid sales, only because it doesn't go through the rigorous, first call with us, then a quality assurance call, then a QC check, and then a nod on. So it goes through all those processes with us.

So there's many opportunities for us to ramp up the solidity of that sale. So when the rep actually gets there, it should be an easier, should be an easier haul. Yeah. And then it goes to solid seal quicker. Of course. Yeah. I think your sales process is quite in depth, so obviously when you take on a sort of site survey basis, that changes tho drastically compared to what you're normally used to.

But with that being said, how do you see us going in the future? I know we spoke with David the other day on the possible plans, but how do you guys see it? I think I think you have the ability to become our main partner. And that's a big opportunity for us.

It's almost a big opportunity for you guys. In terms of putting things into scale, I was talking to somebody at a very well known window company over the weekend actually. They were astounded by how much we actually spend in a week for leads. Yeah. It's a lot of money. And for a company your size and a company our size it's seven figures a year.

So we value leads like doing our own children and we've gotta treat them like that, so our relationship that we've got with you guys, open flexible you guys listen to what we want and you're delivering. So I think we've got a solid base for the future. Wicked. No, I appreciate that. And finally, would you recommend us to working with anyone else in the industry?

Hundred percent. Absolutely. A hundred percent. I feel recommend you. Thank you so much, Scott. I really appreciate your time for today, mate. No. What?