SUPPORTING FACTS & FIGURES
What Makes a Good National Account Customer? What to Listen For: Listen for any of these key phrases during conversations, as this may indicate the customer could be a great fit for APi NSG. A single point of contact for multiple sites
• Consolidation of vendors or wanting to “go national” • An increase in the self-performance across their facilities
• Standardizing pricing across their facilities • Utilizing discounts based on national spend
Recommended Qualities: • Large Facilities • Large Number of Facilities • Strong customer relationship
• Multiple Scopes and/or Systems Involved • Facilities Reach Multiple APi Branch Offices • Customer is Responsible for Fire and Life Safety
To talk about national account leads, email: salesteam@api-nsg.us
Case Study • USAFP
In 2013, United States Alliance Fire Protection (USAFP) was informed by their local customer, Iron Mountain, that they were planning to move to a national fire and life safety program. USAFP brought APi NSG into the conversation, and after going through the RFP process, APi NSG was awarded a contract for inspections and service at nearly 80% of Iron Mountain’s U.S. locations. Not only was this a huge win for all APi branch offices who now perform work at Iron Mountain facilities, but it was also a huge win for USAFP locally. They now perform work at more facilities than before we held the national contract, which has resulted in increased revenue for their branch. The numbers below demonstrate how USAFP’s decision to share their local customer with APi NSG has impacted their revenue.
USAFP Revenue w/ Iron Mountain • 2010-2017
USA Fire Protection Revenue w/ IronMountain | 2010-2017
$140,000.00
$120,000.00
Contract Awarded October 2013
$100,000.00
$80,000.00
$60,000.00
$40,000.00
$20,000.00
$-
2010
2011
2012
2013
2014
2015
2016
2017
Inspections Service
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