Value Proposition: The Price of Tested Product Solutions

What follows is the kind of conversation we have on a regular basis with prospects...

Customer: Unfortunately, we are not goi­ng to use you because your fire batt is too expensive.

Quelfire: We appreciate the unit prices of some products may be higher than other options available, but we do have an extensive library of tested details, including many unique details, that other manufacturers don’t have. This means that you can often firestop the same scenario using less materials, in turn making the solution more cost-effective.

Customer: What unique details do you have?

Quelfire: You mentioned fire batt. We have many direct-to-wall seals using just an annulus of sealant around the service, as opposed to having to use pattress fit fire batt in addition to the sealant or closure device. Therefore, you are using far less, or perhaps no fire batt at all, which then reduces the overall material cost for the job. We also offer extensive technical support alongside our tested details to ensure compliant installations.

Customer: I really appreciate your time, but on this occasion, we cannot justify your prices so we will not be using you.

[Two months later, the same customer contacts Quelfire again...]

Customer: Do you have batt, sealant and wrap in stock? We are using Quelfire on our next project.

Quelfire: Yes. We have huge levels of stock. We look forward to working with you, but what made you change your mind. We were not the cheapest option…

Customer: No, that’s true. You are not the cheapest on certain products, but overall, considering all the products that are required to make up the overall system, your prices are reasonable. More importantly, you have the actual specific tested details that we need for our project, alongside many value-added services. No other manufacturers could provide this.

Test evidence

Much like other manufacturers, we have these types of conversations where the focus is on the price of an individual product. We completely understand. You want the job done right and you don’t want to spend a shedload of money doing it. When all’s said and done, our pricing is not just based on the product alone, but also what’s behind it.

It’s not just about the product, but the test evidence that supports it along with the applications for which it’s applicable and the compatibility it has with other products, as well as the extensive technical support that’s offered.

We’re here to help you find the best systems for your project by providing firestopping solutions for real-life scenarios. Solutions based on your feedback and trends in the market. This ensures that there’s a tested solution for the most used – and even some of the less common – service penetrations, in turn contributing towards safer high-rise or multi-occupancy buildings.

We invest a significant proportion of capital into our R&D and, at present, aim to complete at least one fire test procedure each month. Fire testing is important. It saves lives. In order to save lives, you need more than just product data sheets. There shouldn’t be any guesswork or uncertainty involved in relation to whether a product will work as well in practice as it does in theory.

That last point is particularly important to us. It’s also precisely why we’ve worked long hours to realise one of the most extensive libraries of firestopping tested solutions in the industry.

Most important element

As we often say, a building needs to be constructed around the test evidence that’s available. Test evidence must be considered before the purchase of the product. In our opinion, the most important element of a product is the tested detail. That being so, the tested details will always determine the product needed for the application.

In terms of Best Practice in this area, always seek the tested details before the product itself. Only when you have the appropriate test evidence can you then begin to consider and weigh up the cost involved.

As stated at the outset, our product pricing is not just based on the product alone, but also what’s behind it.

For the details of what is built into our product prices, read our full value proposition.

Craig Wells is Sales Director at Quelfire (www.quelfire.co.uk)