BRNDY_BackToBasics 2016 Final

Specification (continued)
3. Use the tools available to you—ask the Grounding
“Take Off” Team for help if you are at the early planning
stages of a project. This is your chance to get in deep
with a design firm. When we supply CAD data to them for
inclusion in their CAD designs, we are more than just a
supplier. We then become a technical partner. Depending
on the available detail the designer can share at this time,
we can supply item-level detail and even 3D models if that
provides value to the engineering firm. If a project is at bid
state, this may be too late to volunteer that level of detail.
4. How do you get in the door? Engineers, in general, do
not want to see any salespeople of any type at any time.
Connectors are way down their list of issues and concerns.
They subscribe to the notion that “Connectors are all the
same, right?”
Here is when you may get the opportunity to kick that door
open:
• They have a problem. This is the time to work on a
specification. Solve the problem and get the specification
cleaned up to help them in the future.
This allows you to be the one that can say, “I’m just here
to help.”
• They have a unique project that may not fit only cross
reference and bidding. Identify the overall business
opportunity.
- Is there a possible new product/market behind this
custom need.
- How big is this company and can they hold a BURNDY
specification on projects?
- Can they build “no equal” projects? If so, the special
may be worth a FOCUS or an engineering project to
develop.
In the end, we are on the spec for connectors, not just the
special.
• Always remember training opportunities. Lunch and
learn, breakfast and learn, afternoon break and learn –
any time you can find an opportunity to inform people
about what BURNDY has to offer, take it.
Suggested training topics:
- Proper Crimp, Torque and Weld:
How to make connections correctly in the field.
- Ground Connector Selection – Grounding 101:
Why we bond and ground.
- Connector Principles & Overall Connector Theory:
What makes a good connector design versus a bad one
and where to use which technology.
- Certificates for CEU’s are available for the Grounding
101. (Based on the NEC requirements, most states are
accepting our certificate with the program outline for
the CEU’s. Larger firms have a person that schedules
the training. It may be a year before an open slot is
available. Get on the list. This may be the simplest way
in the door.)
• Ask contractors for names of who is NOT specifying
BURNDY and thermOweld ®
on jobs. This could be the
most important list of engineers. You may get the elusive
name of an individual at the firm you’ll need to get to for
approval status. You can reference a recent job where
extra work was created for everyone by not being preapproved.
We can supply formal submittal packages if
the elevator speech does not work. Don’t assume this
generation of engineers knows who BURNDY is.
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