Outstanding product quality has helped secure a £14,000 upsell while at the same time holding off a lower-priced competitor.
Cale Cross House is an 18-storey prominent former office building next to the Tyne Bridge in Newcastle-Upon-Tyne and is being converted into student apartments.
This was originally a Lecico specification for the M&E contractor H Malone & Sons and had a budget of £130,000k.
Non-Residential Specification Manager Natalie Buckingham initially priced the project with 248 i.life A semi countertop basins with Ceraline basin mixers in Silk Black, Concept WCs with concealed cistern, Connect 2 pivot shower doors in Silk Black and Ceratherm T25 shower mixer valve and rail kit in Silk Black. The total originally came out at £139,000.
Natalie said: “However, during a meeting between the client, contractor and myself, it was discussed that they wished to have a shower kit with fixed head alongside the rail kit.
“It was made clear that the price of the project would increase but after I delivered a sample of the Ceratherm T25 shower system kit with a fixed rainshower, the client was impressed with our quality compared to those delivered from Lecico as a side by side comparison.”
She added: “With the change of the shower systems, I was able to increase the quote from £139,000 to £153,000 by upselling the shower kit, which was above their project budget whilst fighting against one of our cheapest competitors, whose quote remained lower than ours throughout the pricing exercises.
“This project is evidence that the quality of our products speaks for itself when the client is able to see them and compare them against our competition. Quality does override price in some cases.”