Vectia Case: Halton

Finding new business out of thin air

Starting point
The importance of indoor air is understood better, and as a result the demand for innovative indoor environment solutions is growing. With signals from the market and the first tentative steps into service business, Halton wanted to see if it could turn its experience and knowledge from product sales into a new prosperous service business.

Objective of the co-operation
To be efficient and credible in service business, Halton needed to create a common language and common principles to build the service business on. Also, the scope and earnings logic of the service business and the structure of selling and delivering the services had to be defined. Halton’s outside unit Indoorium was recognised as a good platform upon which to build the service business. Indoorium now provides indoor environment services under the name of Halton Solutions, and operates under the Halton umbrella.
 
Results and business impacts
One of the quick wins of the project was the common understanding and language on service business, which enabled communicating the goals and actions beyond the project group. Since its establishment the indoor environment management business has grown by 100% and Halton has received more assignments than anticipated. Also, the company has acquired new customers from outside its product-oriented customer base. The service concept is going to be further refined in Finland, and after that it will be implemented in other markets. By the year 2015, Halton expects the service business to be its biggest business area.

Based on case article published in Vectia Explore magazine Spring 2008

Halton is a specialist in indoor climate solutions.