How is Energy Management Like Shoe Shopping?
When you need to purchase a good pair of shoes, you usually go to a reputable shoe store.
Why? Well, first the salesperson asks you many questions. What are the shoes for, sports, walking, dancing, business, …? Did you want leather shoes, nylon, canvas, …? Are they going to be hard-soled, or soft? These types of questions narrow the range for the salesperson, so they can make targeted suggestions.
Next, they measure your feet to ensure the proper size. Most shoe stores use a Brannock foot measurer because of its accuracy and ease of use. Once this is complete the salesperson brings you their suggestions, in your size, to be tried on. You get to “test drive” each recommendation by walking around the store. This test affords you the opportunity to learn about each pair of shoes features and benefits.
At this stage, you may exchange questions and answers with the salesperson to help narrow down your final choice. You want to ensure you get value for your investment. Once you have made your decision, you make your purchase.
How does energy management fit in? Well, building owners and property managers know they need to get better efficiencies from their investments (buildings). The ever-increasing cost of energy is making it imperative, as it affects the bottom-line. Like it, or not, they must go shopping.
To make the best choice for their company, owners/managers need to be educated about their options. Invite them to your “store” (seminar) with the idea of discussing their options. Once you have them seated, bring out a Brannock device (energy management measurement tool) to see what size they require. You may even have to discuss the differences between these energy management measuring tools to ensure the proper kind of measurement (lighting, HVAC, etc…). Once choices have been narrowed only then should specific brands be mentioned.
I know this is a simplified version of the actual buying cycle. However, perhaps our industry is over-complicating things. Let’s invite the CEOs, CTOs, CFOs, and whoever else, to our “store”, where we have many products to choose from. There, we can discuss their options and how those options will affect their bottom-line. Any thoughts or comments?
Why? Well, first the salesperson asks you many questions. What are the shoes for, sports, walking, dancing, business, …? Did you want leather shoes, nylon, canvas, …? Are they going to be hard-soled, or soft? These types of questions narrow the range for the salesperson, so they can make targeted suggestions.
Next, they measure your feet to ensure the proper size. Most shoe stores use a Brannock foot measurer because of its accuracy and ease of use. Once this is complete the salesperson brings you their suggestions, in your size, to be tried on. You get to “test drive” each recommendation by walking around the store. This test affords you the opportunity to learn about each pair of shoes features and benefits.
At this stage, you may exchange questions and answers with the salesperson to help narrow down your final choice. You want to ensure you get value for your investment. Once you have made your decision, you make your purchase.
How does energy management fit in? Well, building owners and property managers know they need to get better efficiencies from their investments (buildings). The ever-increasing cost of energy is making it imperative, as it affects the bottom-line. Like it, or not, they must go shopping.
To make the best choice for their company, owners/managers need to be educated about their options. Invite them to your “store” (seminar) with the idea of discussing their options. Once you have them seated, bring out a Brannock device (energy management measurement tool) to see what size they require. You may even have to discuss the differences between these energy management measuring tools to ensure the proper kind of measurement (lighting, HVAC, etc…). Once choices have been narrowed only then should specific brands be mentioned.
I know this is a simplified version of the actual buying cycle. However, perhaps our industry is over-complicating things. Let’s invite the CEOs, CTOs, CFOs, and whoever else, to our “store”, where we have many products to choose from. There, we can discuss their options and how those options will affect their bottom-line. Any thoughts or comments?
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