I am a Retired Sales Professional, who worked for Elliott-Lewis Corporation, a Commercial and Industrial Mechanical Contractor for 25 years, and a member of IFMA since 2007.
IFMA positively impacted my Sales Career in so many ways. Our members taught me so much about the industry, and how to gain their trust and friendship I volunteered for many years, first as Communication Committee Chairperson and then Co-Chaired on the Membership Committee. I gained loyal customers as the years progressed and all without pushing my services, just volunteering, and making friends.
It’s been a terrific ride. Thanks so much to all those who trusted me and helped me along the way.
How did you interact with Facility Managers?
As I did not join Elliott-Lewis until I was 50 years old, and had little experience in the Facility Industry, calling on Facility Managers was quite a challenge, along with learning the business at the same time. These were not Maintenance Men, as we used to call them. These were educated, extremely busy professionals who in some cases reported directly to the President of CEO of their companies. Building a strong and trusted relationship was critical to gaining their business. Not only did we work to create a Contract that would satisfy his or her needs, but it was crucial that once signed, I would act as liaison between ELCO’s Service and Project departments, and the Facility Manager, to assure successful outcomes.
Tell us about a favorite project related to working with a Facility Manager.
One of my favorite accounts, Sysco Food Service, cooled their refrigeration and Air Conditioning with Ammonia Chillers. Elliott-Lewis was one of two Contractors in the Delaware Valley that had the ability to work on them. Most Ammonia Systems were found in Food Processing Plants and the like. I had the honor of being awarded the Maintenance Contract, and working with their Facility Manager maintaining their ammonia plant for many years. As you can imagine if there was an ammonia leak it could risk the lives of employees and possibly shut down the Walt Whitman Bridge which was close to their facility. Over the years we were able to provide them with two excellent HVAC Chiller Mechanics who would take calls at home (bypassing our normal procedures) in an emergency to respond quickly to provide the service required due to ammonia leaks, which were very rare, and mechanical problems that would shut down their operation. Our team meshed well with their personnel and understood the significance of the account. It turned out to be one of my best experiences because of how well we all worked together.
What is your greatest success story related to working with Facility Managers?
One of my most treasured memories, was finally landing an account with Tasty Baking Company at their original plant on Hunting Park Avenue in Philadelphia. I was new with Elliott-Lewis and very motivated to bring in new business. I had worked with Tasty Baking in the past and started calling on their Chief Engineer again. It took me 2 years to finally convince Richard that we would be his best choice after doing small jobs off and on for him during that time. I was anxious to show him how well we could work with his staff in getting the jobs done on time, and at a reasonable price, as well as working with me, a woman, in a very male industry. It might have been the home-made Apple Pie and the Corn Bread, and Sausage Stuffing I made for him and his staff on Thanksgiving, the second year of our ongoing relationship, that helped gain his trust about how serious we were. We were awarded a Full Maintenance Agreement covering all their HVAC equipment plant wide, and in their corporate offices. We were delighted to finally land this account and continued our Contract with them for many years until they moved into their new Plant at the Navy Yard.
I am a Retired Sales Professional, who worked for Elliott-Lewis Corporation, a Commercial and Industrial Mechanical Contractor for 25 years, and a member of IFMA since 2007.
IFMA positively impacted my Sales Career in so many ways. Our members taught me so much about the industry, and how to gain their trust and friendship I volunteered for many years, first as Communication Committee Chairperson and then Co-Chaired on the Membership Committee. I gained loyal customers as the years progressed and all without pushing my services, just volunteering, and making friends.
It’s been a terrific ride. Thanks so much to all those who trusted me and helped me along the way.
How did you interact with Facility Managers?
As I did not join Elliott-Lewis until I was 50 years old, and had little experience in the Facility Industry, calling on Facility Managers was quite a challenge, along with learning the business at the same time. These were not Maintenance Men, as we used to call them. These were educated, extremely busy professionals who in some cases reported directly to the President of CEO of their companies. Building a strong and trusted relationship was critical to gaining their business. Not only did we work to create a Contract that would satisfy his or her needs, but it was crucial that once signed, I would act as liaison between ELCO’s Service and Project departments, and the Facility Manager, to assure successful outcomes.
Tell us about a favorite project related to working with a Facility Manager.
One of my favorite accounts, Sysco Food Service, cooled their refrigeration and Air Conditioning with Ammonia Chillers. Elliott-Lewis was one of two Contractors in the Delaware Valley that had the ability to work on them. Most Ammonia Systems were found in Food Processing Plants and the like. I had the honor of being awarded the Maintenance Contract, and working with their Facility Manager maintaining their ammonia plant for many years. As you can imagine if there was an ammonia leak it could risk the lives of employees and possibly shut down the Walt Whitman Bridge which was close to their facility. Over the years we were able to provide them with two excellent HVAC Chiller Mechanics who would take calls at home (bypassing our normal procedures) in an emergency to respond quickly to provide the service required due to ammonia leaks, which were very rare, and mechanical problems that would shut down their operation. Our team meshed well with their personnel and understood the significance of the account. It turned out to be one of my best experiences because of how well we all worked together.
What is your greatest success story related to working with Facility Managers?
One of my most treasured memories, was finally landing an account with Tasty Baking Company at their original plant on Hunting Park Avenue in Philadelphia. I was new with Elliott-Lewis and very motivated to bring in new business. I had worked with Tasty Baking in the past and started calling on their Chief Engineer again. It took me 2 years to finally convince Richard that we would be his best choice after doing small jobs off and on for him during that time. I was anxious to show him how well we could work with his staff in getting the jobs done on time, and at a reasonable price, as well as working with me, a woman, in a very male industry. It might have been the home-made Apple Pie and the Corn Bread, and Sausage Stuffing I made for him and his staff on Thanksgiving, the second year of our ongoing relationship, that helped gain his trust about how serious we were. We were awarded a Full Maintenance Agreement covering all their HVAC equipment plant wide, and in their corporate offices. We were delighted to finally land this account and continued our Contract with them for many years until they moved into their new Plant at the Navy Yard.
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