nClarity: Making the Invisible, Visible Securing a Jeopardized Renewal While Driving $350,000 In RTU Replacements
About The Client:
This contractor is a leader in driving building performance for businesses in the industrial, technology, institutional, and office markets across the southeast United States. They provide individualized service plans tailored specifically to their client’s goals and needs, and they stay on the cutting edge of HVAC technology and industry trends through their affiliation with a large service network.
Service Contract Type:
Standard Preventative Maintenance Agreement
Asset Class:
Manufacturing
Business Value Created With nClarity:
~$400,000
THE OPPORTUNITY Win Over New Facility Management Team & Secure A Long-Term Renewal
With a change in ownership and a new management team scrutinizing costs, our Mechanical Contracting partner knew retaining their PM agreement would be a challenge.
They had done an excellent job of extending the life of aging equipment and preventing failures in a critical manufacturing environment. But, for that exact reason, they knew they were at risk of becoming a victim of their own success.
There had not been a failure in recent memory, and hence no concrete way to prove the value they were bringing to the table. Their success had effectively rendered their service “invisible” to the client.
THE SOLUTION Identify New Energy Savings Opportunities & Prove Value of Service With Real-Time Monitoring Technology
This customer fit the target profile for nClarity’s platform, so the sales team decided to present the benefits of integrating Predictive Maintenance technology into their existing PM agreement.
The management team was intrigued by the benefits of the predictive model, access to real-time performance data, and its potential to drive continuous uptime, which was critical to them as a large manufacturing facility.
Within weeks of installing the nClarity Predictive Maintenance Platform, the Service Operations team used real-time RTU performance data to proactively identify anomalies in two units and observe contrasting performance between older and newer units.
THE RESULTS The Previously Invisible, Made Visible
On two separate occasions, nClarity’s Virtual Services alerted technicians to faults that could have led to system failures and disruption to production lines. Arriving on site with the customer unaware of the potential problems, they were able to proactively address the issues while reinforcing the differentiated service model of Predictive Maintenance.
The Facility Management team began to shift their perception of the contractor.
A Performance Baseline established using nClarity’s 1 minute interval data showed 36% of units performing poorly.
In just 6 months, there was a 33% increase in excellent performers. With final commissioning we expect further, significant improvements.
As machine data was compiled, the Account Management team worked closely with nClarity to package it up for the client executive management. Graphic-based summary reporting painted a sobering picture of the aging equipment and its inherent operational risk. More detailed data was supplied to the FM team to substantiate the more easily-digested executive reporting.
These reports convinced the new management to replace 5 RTUs that the Account Management team had been trying to replace for years.
nClarity has helped our client accomplish three objectives with this customer:
- Build credibility with a new management team with a novel approach and prove the value they bring to the table.
- Use precise remote diagnosis to prevent problems before the customer is aware, making the technicians heroes in the eyes of the client.
- Clearly document the risks of continuing with aging equipment and, finally, preparing a financially justified proposal for replacing the units.
In the end, the contract was renewed and in less than six months, 5 RTUs were replaced at almost $350,000.
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