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  1. #66
    Join Date
    Feb 2005
    Posts
    50
    What amazes me,we had a new owner take over a large medical facility recently,and called my "controls" co to come take a look at it.Come to find out the original pneumatics,though somewhat neglected,was still in place and operational.First the co sends three office types to look at what they know nothing about,of course it includes lunch.The owner states he wants some options,so the next day no less than 8 people show up from our office to do a partial {ballpark}takeoff.Days later they end up quoting the poor guy just under a mill to rip out all his stuff and go ddc.They didnt get the bid,but youve got to ask how in the world mgt can not listen to a customer,not use the option of pneumatics they sell,paintbrush a bid then take the loss on maybe 100 or more hours of shop time by the sales and eng staff.Sound familiar?

  2. #67
    Join Date
    May 2002
    Posts
    9,564
    Well, how about spending inordinate amounts of time going through pneumatics "putting it back" to original, or getting hung up replacing alot of components because of lack of care when at that time it may have been more beneficial to go DDC.

    Works both ways. Just a matter of doing your job and using some discernment. Easy to get either the modernization bug on DDC or overly nostalgic about pneumatics. A wrong decision is simply wrong.

  3. #68
    Join Date
    Feb 2005
    Posts
    50
    But the field people in these branches support the office staff and thier dicisions.I think the function of a good salesman is to present all the options,then let the customer decide.These so called"specialists" and sales reps have little system knowledge compared to the experienced service fitter,but they will be the first to tell you that doesnt matter,money does.

  4. #69
    Join Date
    May 2002
    Posts
    9,564
    They are right about the money. The property owner sees it like this:

    Is my money better in the bank or for repairs/replace?
    Am I better off (cash flow/payback/accounting advantage/energy) to replace or fix? (note replace may be more expensive than fix but it doesn't matter overall)
    Make decision. Decision may be do nothing, fix, or replace.

    ....and it's different every time.

    Anyway, what I'm saying is your sales staff may not be technically competant... but they may understand money really well. It's about the money.

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