Lindab Thor Duct ® and Breffni Air Limited go way back. Breffni Air, a successful and well-established specialist ventilation manufacturer and contractor, was Lindab Thor Duct’s first licensee in Ireland and the United Kingdom. After 16 years of providing quality ductwork, Breffni Air saw the potential for Lindab Thor Duct’s EN standard ductwork to help them become more competitive, expand the types of projects they did and grow their business.
Marketing Manager Brenda O’Leary joined Breffni Air several months after they started with Lindab Thor Duct ® in 2015. She has seen the impact first hand that being able to provide superior fire-rated ducting has had on Breffni Air’s growth.
Being the first licensed manufacturer was a unique experience. Breffni Air paved the way for other companies to fuel their own growth by adding Lindab Thor Duct ® to their product offerings. Specialist ventilation is a very niche market, and being able to offer top of the range, fire-rated ductwork makes a company stand out, and can have a dramatic effect on the bottom line!
The Breffni Air Story
Based in Kilnaleck, County Cavan, Breffni Air Limited began business in February 1999. Founder and Managing Director
Patrick Sheanon saw a need for high quality ventilation systems that were also cost effective. Over the years, the company has expanded to offer DW144 galvanised and stainless steel ducting, data centre electrical containment services, contract cutting and modular process skids. Their clients are primarily pharmaceutical companies and data centres, although they work in other industries as well, such as food processing.
With a strong focus on safety, Breffni Air built a solid reputation on a series of successful projects throughout Ireland and the UK and grew to be one of the largest specialist contractors for ducting in the region. Becoming a Lindab Thor Duct ® Licensee was the next step.
Lindab Thor Duct ® was still a new product at that time, and Breffni Air had a learning curve ahead. This is one of the most extensively tested ductwork products available, and testing was still underway when Breffni Air became a licensee. Over time, as further testing was completed, the resources documenting why EN fire standards in general and Lindab Thor Duct ® specifically grew, and licensees now enjoy a wealth of technical training and support from Thor Duct ®. Licensees now have comprehensive resources to help them explain why Lindab Thor Duct ® is a superior choice.
The construction and ventilation industries needed education to understand the importance of the newer EN standards. Good, fire-rated ventilation ductwork is a fundamental part of building safety. In the event of a fire, ventilation ducting plays a critical role in safeguarding people in the building by extracting smoke. Lindab Thor Duct ® exceeded the British standards required for fire safety in ductwork, but not everyone saw the benefits at first. People needed to learn how and why the EN standards superseded the old BS standards.
Specifically, the European (EN) standard involves more tests and requires that ductwork must retain 90% of its integrity instead of the previous BS standard of 75%. It offers a significant improvement in smoke extraction. In an indoor fire, smoke inhalation is the primary cause of death, so this upgrade quite literally can save lives.
Breffni Air’s Early Days with Lindab Thor Duct ®
Initially, clients were a little hesitant to pay more for the extra safety provided by Lindab Thor Duct ® . Breffni Air’s sales team had to work hard to make the advantages clear and to convince clients that the increased safety was worth the small increment in price. As more testing was done by Lindab Thor Duct ® on the products and new documentation and standards were reached, the value of the EN standard and the exceptional quality of Lindab Thor Duct ® became increasingly clear. But Lindab Thor Duct ® licensees still need to be prepared to teach their potential clients about it. Having more documentation available now makes this process easier than it was for Breffni Air at first. Lindab Thor Duct has built a considerable secure online licensee area and this is updated frequently with documentation, and sales materials to help the process. Licensed manufacturers need to be aware though that it still involves some effort.
While the first two years were challenging, O’Leary says the effort had paid off. Breffni Air has secured important projects in Ireland, the UK and Sweden using Lindab Thor Duct ® products, and the company anticipates continued growth and success offering this EN fire rated ductwork.
Advice From Breffni Air
Becoming a Lindab Thor Duct ® licensed manufacturer is an effective way to expand your business and win new business in new markets. But success is down to good preparation. Like most things in life, what you get out of it depends on what you put in! Rushing in without good preparation will not create an immediate jump in sales. But if you take the time to learn about the product and relevant building regulations, by accessing the online licensee area, you’ll be far more competitive when tendering for projects, and ultimately more successful.
Knowledge of the local legislation and standards is crucial. And of course, these vary by place, so a company that operates in more than one country needs to understand the details of safety requirements everywhere they operate. It helps too to understand the local building standards overall, particularly around fire safety. This will empower your salespeople to explain the benefits of Lindab Thor Duct ® to their projects in detail that makes the appeal of EN fire rated ductwork clear to potential clients.
People are naturally resistant to selecting the more expensive option, so salespeople need to be able to explain why an EN fire safety rating is so critical. Time is needed for salespeople to first educate themselves about why Lindab Thor Duct® (R) is a superior product and then to share that knowledge with potential clients. But once the technical specifications are explained, the value of this life-saving option is clear.