Interview With Top Staff From Quotatis

I always feel that it is a good things for the general to get to know the people behind the bigger companies in our industry. So, following that principle, I sent a series of questions to Peter Jervis – Managing Director, Teresa Gizzi – Sales Director and Carol Whipps – Lead Quality Manager, to see what they thought of the industry right now, where it is going in the future and a bit about their business. Enjoy!

Peter Jervis

1. How are you finding business this year? The last few years have been tough for the industry, but I feel that things have been picking up in 2012. What do you think?

I think the bottom of the market was reached last year and many consumers put off large purchases like replacement windows in favour of reducing their debts. Windows are replaced through need and therefore at some point they will replace them. This should create more demand in the market. I do not think this will be in 2012 as the euro crisis is still rumbling on. I think we will get a slow steady growth once the consumer hears some better news and not before.

2. What is the best part of your job?

We have a great team in the UK and the best part of my job is seeing them achieving their goals.

3. What is the worst part of your job?

Parking! I can never get a parking space near to the office as most staff get in before me so the car park fills up.

4. How does the UK market compare with the other European countries you work in?

Our European markets are performing broadly similar. The good thing is that we are still growing strongly in all countries through developing new products and due to customers migrating online – so luckily our markets are still growing.

5. How big a role does lead generation companies like yourselves play in the overall market and how do you adapt to changing conditions?

Lead generation companies form part of the overall marketing mix. Companies should use all traditional sources promoting their own brands and also third part companies to get to the “consumers their brands cannot reach”. Also, our model only charges companies when we have a valid lead (unlike advertising which is paid 0 and you cross your fingers for a response) and so is a very good way to control your spend and get extra volume to keep the sales people busy. Online search marketing changes continually and our marketing team need to consistently think different and change how we market to capture the consumer searching online.

6. What has made you move into online advertising?

I was working in business development for a major UK company and had negotiated to buy a third party lead generator. It was a great business to buy but we did not get shareholder approval – so I found some investors and purchased it myself. So, I did no consciously plan to move into lead generation – but once I realised what a great business it was I was hooked.

Tereas Gizzi

1. As a Sales Director, what is a typical day for you?

My days vary dramatically from one to another, I am responsible for a number of different department covering the qualification department, sales and customer services so making sure that each area is performing effectively is usually top of the list. When you have 5 direct reports responsible for around 20 staff there is always a HR problem or two to deal with! The other side if my job which I enjoy the most is partnerships and exploring new opportunities.

2. Do you think the traditional means of print marketing is a dying trade and do you think online advertising is going to over take this?

Yes completely. I don’t know any other form of marketing that gives you this much control with very little risk. When I first joined Quotatis many of our customers were spending £1000’s of pounds on Yellow Pages and Thompson advertising and many had no idea actually what return they were achieving. I personally believe that online has already taken over print.

3. Is the solar sector performing well in this industry? (an area I know you cover)

Solar has been amazing and a very fast growing product. When we initially received instructions from France that we should start to consider solar I remember Peter saying there is no solar in the UK, well that changed very very quickly and due to the heads up we were definitely ahead in the game. Its had some really high points and some very uncertain low points but we hope it will settle and become a sustainable industry much like the double glazing market but unfortunately as with anything that has some connection to the government anything can happen! We have seen many double glazing companies diversify and move into the renewable industry with great success.

4. What are the advantages of the ‘Pay As You Go’ method of payment?

There is minimal risk for a company when using services like ours as we are taking the risk of paying for the advertising, unlike many conventional methods where you pay upfront and hope someone calls. You get customers in the areas you want them so you are definitely getting more for your pound. It also helps companies to actually understand what it costs them to get a new customer as they are working much more closely with the money they are spending. Of course this depending greatly on the company and more importantly the salesman sitting the leads!

5. What do you think the industry could do more to help improve it’s overall image?

I think the customer just wants good honest guys turning up with good products. The days of drop closing and calling your manager for the lowest offer are old news. We speak to consumers on a daily basis and they all as please don’t put me in touch with a company who isn’t going to leave my house for hours and hours.

Carol Whipps

1. How do you make sure that leads you pass on are a good quality?

We have a number of different levels of verification that are applied depending on the source that we have received the enquiry from. We monitor all sources very carefully to make sure that we only work with the best, it is our aim to ensure that the leads are distributed as quickly as possible to contractors as we all know how quickly they can go cold.

2. Has there been an increase in solar leads?

Solar has been rather like a roller coaster in terms of volumes. There has been some months where the volumes have been massive and others where it has reduced considerably, we are still receiving a sufficient volume of enquiries still in excess of those for double glazing.

3. Which leads do you get the most success on, double glazing or solar leads?

Both products are extremely successful in terms of pulling in leads and also in terms of sales for the companies buying them. The real success comes from the company working them and if they have what it takes to get the customers who’s walking on the line to buy.

4. Do you think the reductions in the Feed In Tariffs will damage the solar industry?

I don’t think it is the reduction in the Feed In Tariff that will damage the solar industry, it is the uncertainty of lack of correct information available that does the most damage. This pushed us towards our decision to have our advice provision endorsed by the Energy Savings Trust so that we could supply up to date and correct information about the changes in the tariff.

5. How do the quality of leads here in the UK compare to the ones overseas?

Lead quality is consistent around Europe however consumers’ attitude when making an initial enquiry can be quite different from country to country. Germany for example have very little fall out in qualification as seemingly the Germans enquire after they have made a decision were as we find many more UK consumers who enquire are still at fact finding stage meaning the fall out can be much higher.

If you think that Quotatis is right for your business, please contact them on twitter @Quotatis or visit their site: http://www.quotatispro.co.uk/?spn=46