Put Yourself in Your Customers’ Shoes

Michael Molinari

By
On August 17th In IP Tech Tips, Power, System Sales Tips & Marketing Concepts
Tags: , , , , , , , , , ,


Customers hire you not only to get a job done but also for your technical expertise and experience. The relationship is no different from that of a doctor and patient, or a pilot and their passengers. They place their confidence in you to do the job the way it should be done, to deliver quality and value, and to make the right suggestions to ensure they get the best possible results from their investment.

Anytime you are installing essential systems, stop and think about the installation from your customer’s point of view. Their trust in you goes beyond the choice of products and quality of installation to include both service after the sale and the continuing optimal functioning of the systems you’ve installed. This is where your knowledge and expertise can really shine – by showing your customers that you care enough about them to make sure their costly new systems are properly protected against power surges.

Unless they are located in a region where there are frequent lightning storms, your customers may not be aware of the dangers posed by power surges and spikes. These can originate from many different sources in addition to lightning strikes; for example, when a large motor or pump switches on there is a disruptive effect on electrical circuits inside the facility. Faulty wiring or a sudden change in electrical current can cause a surge – and power spikes can enter data or telecom lines as well. They can even jump from one cable to another, affecting multiple systems in one area.

Because there may not be a high awareness of these dangers and their costly consequences, educating your customers on the value of surge protection is always a good practice. This is where your consultative expertise comes into play – to give them the information they need to recognize why you are making this recommendation. Understanding the realities of risks from power surges, and your commitment to their protection will only deepen their trust in you and your company.

The safety of your customers’ devices and systems is in your hands, and they trust you to provide them with what they need. Maintain that confidence over time by making sure they don’t suffer a damaging power event that disables or even destroys critical systems – especially if you installed those systems. Surge protection is one of those small investments that will yield big returns.

Be a highly valued partner by putting yourself in your customers’ shoes – and you will have loyal customers for life.

Easy Trick for Separating and Untwisted UTP Pairs

Michael Accetta

By
On August 1st In Tools, Wire and Cable
Tags: , , , , , , , , ,


For the longest time, the common method for preparing a Cat5e/6 cable for termination has been to separate about two inches of the end of the outside jacket to expose the UTP pairs and begin untwisting the four individual pairs by hand. The piece of the jacket that was removed is typically discarded. What if […]

Guiding your Customer Through an Access Control Upgrade

Kelly Mascia

By
On July 20th In Access
Tags: , , , , , , , , , , ,


Whether it was your charming sales pitch, your catchy marketing campaign, or your outstanding price point, you have a customer that is ready to take the leap and upgrade their Access Control System but now what? The customer may have an electronic access control system that needs an upgrade or may still be working with […]

How Proactive Surge Protection Keeps Your Business Running

Michael Molinari

By
On June 20th In Power
Tags: , , , , , , , , , ,


Preventative measures help people protect themselves from future harm in many ways. Doctors can provide vaccinations against future illness, for example, and auto mechanics can perform regular maintenance to ensure that your car does not suffer a major breakdown. We recognize that spending a modest amount of time and money to perform preventative procedures can […]

Don’t Miss ADI at InfoComm 2018

ADI Global Distribution

By
On June 7th In Events, Pro AV, Smart Home & Control
Tags: , , , , , , , , , ,


If you are at the InfoComm Show this week in Las Vegas, then don’t miss everything there is to see at the ADI Booth, (C3122). Learn how you can grow your business by expanding into new markets with the newest Smart Home, Pro A/V, and Video Surveillance products on the market. Our helpful and knowledgeable staff can’t […]

Don’t Miss ADI at ESX 2018

ADI Global Distribution

By
On May 23rd In ADI Corporate Messages, Events, Intrusion, IP Solutions, IP Surveillance Video, Smart Home & Control
Tags: , , , , , , , ,


ADI’s goal is to provide our customers with the products and services that will help them grow their businesses. Each year, the Electronic Security Expo, (ESX) combines a forum exclusively for electronic security and life safety professionals with an intimate setting that allows vendors and attendees the time for quality conversations and exposure to the […]

Answer Our Poll: ADI Expo – Seattle

ADI Global Distribution

By
On May 11th In Events
Tags: , , , , , , , , , , ,


We have redesigned our Expo Educational Program to give you more flexibility to customize your educational experience. Here is your chance to tell us which seminars you are looking forward to the most at the ADI – Expo Seattle. Keep in mind, these are only three of fifteen seminars to attend in Seattle. For more […]

Using a Zonal Approach to Boost Cell Signal in Large Spaces

Todd Fariss

By
On May 4th In Audio/Video, Communications
Tags: , , , , , , , , , , ,


Some 95 percent of Americans own a cell phone, and no matter where they are — from their own home to a huge sports arena — they expect to be connected. Still, managers and tenants of the largest spaces are reluctant to invest in solutions to improve poor cell signal, largely based on cost. If […]

How Surge Protection Keeps Businesses Running

Michael Molinari

By
On April 25th In Power
Tags: , , , , , , , , , ,


No matter the industry, electrical and electronic equipment plays a major role in the everyday ins and outs of maintaining business operations. Without power, security systems, refrigeration equipment, access control, point of sale, lighting systems, and other systems, simply can’t function. Expensive and essential equipment across every vertical market, from healthcare, to warehousing and sports […]

Don’t Miss ADI at ISC West 2018

John Sullivan

By
On April 2nd In A/V, Access, ADI Corporate Messages, Audio/Video, Enterprise Connectivity, Events, Fire, Intrusion, IP Surveillance Video, Pro AV, Video Surveillance
Tags: , , , , , , , , , , , , , , , , , , , ,


If you are going to be at the 2018 ISC West show in Las Vegas, you won’t want to miss everything there is to see at the ADI booth #12031. Our newly redesigned booth will feature some of the latest technologies in IP Video Surveillance, Intrusion, Smart Home, Fire, Access Control, Residential and Pro A/V, […]