“Econetique is not a renewable energy shop. Our clients don’t walk in and buy a photovoltaic system from a regular salesperson as though they were buying pots and pans,” Charles explains in no uncertain terms. “The entire business is built on engineering expertise. We offer design-focused engineering at every touchpoint – from sales, to planning, to installation and maintenance.”

Charles Borg first joined Econetique 10 years ago as a project engineer, and was later appointed Managing Director of the company in 2019. He makes it clear that, in his position of leadership, hitting new sales targets is not his main focus as client satisfaction always comes first. In his own words: “We’re not here to sell products. We’re here to understand our clients’ needs and provide the solution that will suit those needs best.”

As it turns out, it is this level of service that differentiates Econetique from competitors in the market. Indeed, it is precisely what has led the company to stand strong while so many others have closed their doors. “Every client that walks through our door has a unique set of requirements. It’s our job to identify any potential issues and consider all measurements on site before moving ahead with an order.” 

This way of working has actually cost them sales in the past. Charles gives a common example, where a client will ask for, say, 15 photovoltaic panels without realising that five of them will be shaded for most of the day. “We’d explain to that client that it would be better to opt for 10 panels instead, guiding them to make the best decision for their circumstances. The loss of revenue is a small price to pay for client satisfaction,” he insists. 

Photovoltaic systems are just one of the products offered by the company. Econetique is also known for its thermal and sound insulation systems, solar water heaters and domestic heat pumps. As sole agents of Sinclair Air Conditioners, Econetique supplies both residential and commercial applications by the renowned brand based in the Czech Republic. Electric and hydronic underfloor heating systems, indoor pool heating and dehumidification round off the firm’s impressive portfolio.

When asked about the nature of his role in the company, Charles smiles. “Being a Managing Director encompasses everything from assisting and guiding every employee on your team to managing the day to day operations.” With some of the island’s largest renewable energy projects running under his supervision, this sounds like quite the responsibility. Yet you’d never know this by watching him at his desk – he remains calm and collected throughout the interview.

What’s his secret? “I work on the principle that we should not strive to be the cheapest or to sell the highest volume of work, but that we offer a product and service that we can be sure of. This lets me sleep soundly at night, knowing that we have given our clients the best possible solution” he maintains. “If there’s ever an issue, as these do of course crop up from time to time, I know that I have the backing of my suppliers abroad. We are always covered by warranties that will continue to give the client a positive experience, whatever happens.”

Sure enough, Charles cites seeing successful results for both the team and the client as the one aspect he enjoys most about his work. “Our biggest satisfaction is accomplishing a project that has gone according to plan and receiving great feedback from the client, not only about the product, but about the team they worked with and the overall experience.”

On the flip side, when asked about the challenges faced on a daily basis, Charles looks disappointed. “Nowadays, more than ever, our biggest challenge is that some people, although small in number,  don’t fully understand the nature of our work. They demand immediate action, not understanding completely that there is a time-consuming process required for every project”, he explains. “From design work to communication with suppliers, delivery and installation, it is clear that some clients don’t appreciate the time required to do a good job. Rather, they expect projects to be designed and prepared within just a few days.” I believe that this is not in our line of work only, but generally in all different work scenarios.

Econetique was one of the companies that had to close its doors as a result of the pandemic, as renewable energy suppliers were deemed as ‘non-essential business’. Work was restricted for long periods of time, but it turns out that they have more than made up for it in recent months.

“The fact that the entire industry was paused during 2020 meant that everyone was waiting to knock on our doors once we were open again. We are lucky to have a strong team - both in-house and subcontracted - that could keep up with the very busy year we have had” he acknowledges with gratitude.

Yet 2021 has brought about its own set of unique challenges, namely the sharp increase in the cost of shipping and raw materials. “We are now starting to feel the effects of the pandemic in full force. We are trying to keep our prices as stable as possible for as long as we can, but this is proving to be harder than we hoped. Some changes in pricing will be inevitable” he explains, clearly disappointed. “Just last week we received news of the sixth price hike of the year. To put this into perspective, we are used to only having one cost increase per year. What’s more, indications show that this is set to continue until well into the second quarter of 2022. It’s a very serious situation” he laments.

Nevertheless, Charles is determined to maintain the level of service that Econetique has always prided itself on regardless of the global situation affecting the industry. When asked about his goals for the coming year, he doesn’t hesitate for a moment. “We will continue to strive for client satisfaction above all else. Our reputation precedes us through word of mouth, and that is the best promotion we could hope for.”