The Context
The power of digital gives innovative companies the chance to provide a transformative experience for customers. Any industry can be massively disrupted by disintermediation – Airbnb and Uber have revolutionised the travel and taxi sectors by dealing directly with the public – and our client BOXT saw huge potential in bringing that model to domestic heating.
Big industry players have always used salespeople to sell boilers. They visit customers' homes to prescribe a boiler, flue, fixtures and fittings, 'upselling' and pocketing commission. In this model, buying a new boiler takes two weeks – allowing for a phone call, home visit, salesperson's...