My Price Is High? But I want Lobster Salad Sandwich for the price of a McLobster.

You are receiving this communication in an effort to provide clarification to issue’s you may have presented regarding pricing.   As evidenced by this being formulated as a document  may reflect the frequency we encounter price as being an objection.  I am pleased to enumerate the differences which culminate in the resultant observation and this will be completely addressed subject to your willingness to endure reading this document in its entirety.

Induction technology is not new to the market place and EverLast has achieved a leadership position in this space for quantifiably measurable reasons.  Without me taking liberties of self promotion, reasonable due diligence on behalf of a client will reveal the host of limitations in the induction marketplace being exploited by the low cost providers.

While our country is visibly in economic turmoil many choose to complain about this on a macro-level and ignore personal and corporate culpability to this demise.  Yes, I am taking a political position in stating that American Dollar’s being transacted for foreign product (and specifically China) is a significant contributing factor to our declining industrial base. 

The creative exploitation of companies which are strictly brokering a Chinese product and placing American Flags on product and masking verbiage to connote some attachment to mainland USA is reprehensible.  Certainly as a purchaser you can live under the illusion that whatever is printed on the internet is truthful and valid.  Yet, any reasonable person with an awareness that the porn industry has brought the internet to where it is today can discern that truth is in the eye of the beholder. 

Purveyors of induction solutions, pop-up on the internet at the rate of 3 per week (conservatively).  Each one makes creative claims about manufacturing, patented technologies, warranty, operational characteristics regarding the technology.  Some are as creative to capture screen images of other manufacturing facilities and photoshop logos onto a building.  I can speak first hand of atleast 5 companies which have screen captured some of EverLast installations promoting them as their own customers.  But I digress, as a certain audience is willing to accept this level of misinformation with the objective if realizing lowest cost.

Back to the more critical issues which embody a technically viable solution.  I regress to the days of Benjamin Franklin and a gross recreation of the value pyramid.  (Fast, Good, Cheap).  I will accept that the majority of the recipients of this email understand this conceptually.  As EverLast is not cheap, we are Fast and more than Good for a host of reasons.  If you are not interested in the Good nor Fast I can still be responsive to your cheap requirements.  That just requires me removing value from our existing offer.  The first thing would be to substitute a known domestically produced solution with something which is drastically inferior.

How is it inferior?  That will only be realized when you receive the product, the product is installed, and is in operation for 6-9 months.  But who really cares in this scenario, all bills have been paid and you are moving on to the next job.   If in the event you are concerned about the solution for the client, then  maybe a bit more exploration is in order.

As products which are sourced directly from China, the rules of commerce are such that you get what you “pre-paid” for.  Oh, and just a little hidden piece is that purchasers have no recourse after the transaction has been made.

Thus, the brokers which are sourcing products from China must purchase according to the terms as dictated by the Chinese provider.   Without an investment of someone to verify things before they leave a manufacturer or the port, you will get what they ship you.  Since it’s all about the Rimindi, the purchaser will receive whatever the Chinese ship without regard to the quality of the product.  Really, what does that mean to you? 

Have you ever opened an induction fixture box and noticed…

                Very poor powder coating on the fixture.

                Lamps not installed properly (high bay laps 20 degrees off).

                Missing fasteners.

                Wrong lamp or ballast.

                Significant quantity of DOA.

                Welds on fixtures look like dog poop.

                Lenses are crooked.

These are just a few of the visibly noticeable items to a client.  What is more egregious is the issues regarding the implementation of the technology.  It is commonly known that induction technology has certain challenges when deployed in applications where other electronic devices are operating through the same circuit breaker panel as an induction lighting solution.

What is this?  Really?  Yes, many of the manufacturers, and certainly those named by you in an email have had significant product failure directly liked to this particular issue.   Your response, but they say they have a 10 year 100,000hr warranty. 

This is where I need to be a bit more bold and say give me a break.  As a seasoned professional how far have you peered under the hood to verify this warranty proposal?  Have you investigated to see if the company has been in business as long as they are making representations to a warranty?  Or, maybe you are confident in your legal representation to take over and seek a settlement on that said warranty claim. 

I am willing to pledge my retirement account that not a single recipient of this email (if you made it this far) has investigated current and outstanding litigation against a particular vendor.  Guessing it was a safe bet.

Well, I briefly touched on the quality issue and am very willing to write a separate document with references to clients, distributors, and contractors which can bring personal testimony to the discussion. 

Now let’s take a look at the Fast part of the equation.  I am willing again to stick my neck out and anticipate that regarding induction solutions that there is a certain level of time sensitivity.  Meaning, that projects requiring an induction alternative mostly fall into the realm of short-term 2-3months start to finish.

The majority of the induction suppliers have very creative marketing to complement their low cost pricing strategy.  Many have structured sample/evaluation units at no cost to assist in evaluation and expedite the decision making.  This has wound up being a great asset for us in that a large percentage of users when viewing the free samples look for a quality solution and will not even install the sample product.  For those with some emotional tug of obligation based the free offer which move forward.  Hmm, what happens next.  I have chosen to take a term from international terrorists and invoke the word hostage taking. 

Yea, I know that if you are at this point you are calling me some form of expletive.  But let me see if I can challenge your intellect for a moment.  If you had received information that you would be able to meet your clients needs within 2-3 weeks.  Sure as a proactive sales professional you would build in a weeks worth of protection and anticipate that your negotiation skills can mitigate your week extension and even possibly capture a week getting that coveted 2 week turn around. 

Regardless of your extension or credit, or woe your prepayment requirement that 2 weeks slips right by like a greased pig.  Rant rave, threaten contractor back charges the 2 becomes 3, 4, 5, 6, 7 and yes I am ticking off weeks.  But wait, a boat takes a couple of weeks to come from China, then make it through customs, 8,9,10.  Yes these are still weeks.  Now your Induction Manufacture needs to do their expediting.  11,12,13,14 uh huh, still weeks.  I can only imagine the phone activity on your side, the contractor screaming the customer livid.  Don’t forget you got the right price and it is all worth it.  

Oops, now we enter the domain of the Induction Manufacture not to do their “manufacturing”  cellulose packing peanuts from Texas (yea America), cardboard boxes from Louisiana (wishful thinking, China again).  But they need to install that coveted label.  And reship it to you, Mr. Patient Customer at week 15-16. 

For many, this illustration is an almost verbatim of a practical experience for others then numbers may not have been as long but I would put my retirement on the line again that the majority are 6 weeks plus. 

But here is where the insanity threshold has definitely been crossed.  Many get the cheap price, wait for an unreasonable period of time all to receive an inferior product?  What defies my understanding is what is the value proposition people are putting forward?  What does this story tell?

Trust me, I will save you energy (for a little bit before you need to get into the warranty fight).  Wait, I need to dove tail, if you sold on ROI/IRR and you experience product problems which need to be funded with labor do you re-look at the ROI or worse do you have an ROI?  Sorry, back to my point.  You saved initial energy, were taken “hostage” (my terrorist analogy) by the supplier relative to delivery.  The product is sub-standard in that it looks like crap, the contractor had to spend more money to install and your call backs are unmanageable. 

So, since you have made it to the end I will conclude with this parting pompus comment.  Yep, my price was higher than my Chinese counterparts and I will not lower my price based upon your competitive feedback.  But the real kick in the pants is we either can work together or not.  If price is your objective you have chosen the latter.  I will be rescinding my quote and revising my pricing validity for 10 days.  Upon which the quote will expire.

Fast-Cheap-Good the Internet Obfuscation

 

The internet, while a useful tool provides a safe haven for narrowly focused pseudo-entrepreneur’s to exploit consumer ignorance.  In an industry which pretty much enjoys the spoils or remaining like the “Wild West” it is a fantastic training ground for the get’em while you got’em type of strategy.

This may sound like a bold statement, yet the current economic climate is a breeding ground for exploitation, mis-representation and multilevel marketing style of salesmanship.  The infamous pyramid of Fast/Good/Cheap has really faded into obscurity where clients emotionally desire the convergence of all three, yet intellectually swallow a pill for a structural collapse.

There was a time where Total Cost of Ownership driving to improving shareholder/stakeholder value were noble endeavors, this has been rapidly outpaced with “First Cost” objectives.  I recently uttered in a public forum, why would a building owner condone “Value Engineered” solutions which would impact their longterm maintenance expenses when 80% of their maintenance financial exposure would occur after occupying a space.  Intuitively this is a contrary decision, but in the multiple layers of corporate bureaucratic accountability, no single department, entity, budget will have complete financial exposure.  Yet, a fiscally focused organization would acknowledge these limitations and redirect the “Value Engineered” approach.

This is completely evident with the rapid deployment of solar projects.  The primary objective  many organizations is to deploy facilities at such a rapid pace that quality of deployment is not even third on their list.  The objective as in a distressed housing market would be to cosmetically repair and flip the facility.  Putty and Paint make a carpenter what he ain’t.

Taking a moment to do some self adoration, I have invested in my career with education, training, networking and associating with professionals which are the top in their profession.  Not necessarily from an economic position but from a market, peer and client relationship perspective.  My accreditation as a CPMR has me standing alone in the marketplace as my competitive peers are absent from this category.

Taking this down to brass tacks I challenge my clients to do a modest amount of due dilligence.  My profile and relationships are completely open for investigation as I maintain numerous public profiles and participate in a host or groups and organizations.

Just take a moment to see if you can do a little prequalification through the internet in finding out…

• Does a company offer a warranty which is longer than the amount of time they have been in business.
• Make a public representation which is accurate, viable based upon what google maps can verify.
• Deliver tangible results in deliverables which are credible, accurate, consistent, and true

If you made it this far, you were driven to this site through a Microsoft Tag.  It is important to communicate that this particular tool is just one of many in the realm of cloud computing.  Being a Technology Evangelist (TechnoEvanGuy@gmail.com) I am a huge proponent of utilizing many internet tools to assist my clients in improving efficiency.

Being a CPMR and having  transitioned several companies I am also uniquely qualified to speak in to a “Total Value” representation.   If you are interested to explore how to improve both your sales success, and improve profitability particularly in the domain of energy efficient lighting, I may not be your first choice.  But I certainly should be your preferred one.

 

PC Holiday Wishes

Greetings, please accept with no obligation, implied or implicit my best
wishes for an environmentally conscious, socially responsible, low stress,
non- addictive, gender neutral, celebration of the winter solstice holiday,
practiced within the most enjoyable traditions of the religious persuasion
of your choice, or secular practices of your choice, with respect for the
religious/secular persuasions and/or traditions of others, or their choice
not to practice religious or secular traditions at all.

And a fiscally successful, personally fulfilling, and medically
uncomplicated recognition of the onset of the generally accepted calendar
year 2011, but not without due respect for the calendars of choice of other
cultures whose contributions to society have helped make America great, (not
to imply that America is necessarily greater than any other country or is
the only "AMERICA" in the western hemisphere), and without regard to the
race, creed, color, age, physical ability, religious faith, or sexual
preference of the wishee.

(By accepting this greeting, you are accepting these terms. This greeting is
subject to clarification or withdrawal. It is freely transferable with no
alteration to the original greeting. It implies no promise by the wisher to
actually implement any of the wishes for her/himself or others, and is void
where prohibited by law, and is revocable at the sole discretion of the
wisher. This wish is warranted to perform as expected within the usual
application of good tidings for a period of one year, or until the issuance
of a subsequent holiday greeting, whichever comes first, and warranty is
limited to replacement of this wish or issuance of a new wish at the sole
discretion of the wisher.)

Induction Lighting (real or unreal)

We greatly appreciate the interest building in clients considering a proven technology in Induction Lighting. Induction continues to lead the charge with delivering significant energy savings and dramatically reallocating maintenance expenses to other operating needs.

It may sound counter intuitive, but we are grateful for the overwhelming buzz around LED lighting. Regardless of being a proponent or advocate one thing still needs to be considered…which comes first (ROI or Warranty).

In the case of induction, we wok with each client to determine which is more important. Our Induction solutions focus on the former and allow our 10year warranty stand alone.

As a strategic partner and regional representative we have been forced to take a very focused approach to both the volume of inquiries and the breadth of client needs. It is important to our mutual success that we formulate our solutions based upon our client’s specific needs.

As we do not choose to assume a particular clients objectives, we desire to streamline the process through an informal discovery session. Your time constraints may not afford this communication thus utilizing such tools as email or skype may stream line our ability to respond to your project or opportunity.

It is important to note that regardless of your particular project/opportunities size and scope that a certain amount of engineering and analysis is required on our part to make the most valuable presentation. Thus, we desire to formulate our response based upon the ultimate objective.

While we recognize that numerous criteria may lead to the influence and evaluation tied to a particular decision, we have found that decisions fit into 2 discrete categories.

Category 1 (First Cost)
This is where a client is looking for the most cost effective solution from a material purchase tied to certain performance criteria. This is typically represented by projects requiring Value Engineering. If this is the objective our approach is to respond directly to the need and remove value to affect the least expensive option.

Category 2 (Total Cost of Ownership)
Not to detract from those who have a singular focus on first cost, we have found that the maximum initial and long term financial value is realized with a TCO approach. It has been our experience that when we partner with our contractor partners in conjunction with the end user, the Total Cost of Ownership has orders of magnitude of financial benefit over a First Cost evaluation.

The challenge before us is the amount of information and time to create the presentation to demonstrate the financial savings in a TCO analysis. Certainly we can provide you a price on a fixture and you can be left to evaluate the viability on your own. Unless you are skilled at an energy analysis I would equate this to going to have your vehicle brakes installed by the local seemstress. It is our recommendation that you utilize our skills to perform this analysis or hire the services of an Energy Services Company (ESCO) to make a presentation.

As Induction Lighting has repeatedly demonstrated energy reduction and maintenance savings, analysis is generally evaluated through Return on Investment tied to a break-even with long term savings. When we look at each project and design an induction solution we are focused on meeting industry standards for lumen output tied to energy efficiency. We do not represent that we can deliver a specific ROI as every project is unique, yet we carefully focus each proposal tied to our clients goals and financial position.

Stay Tuned as we elaborate on how our process is benefiting our partners.

Outdoor Movie Night – In a box.

The drive-in theater may be a fond memory of a bygone era; however, the mystique of outdoor movies is still alive and well. MeritOpus announces a whole new way to enjoy the thrills and fun of movies under the stars with its Home backyard theater system.

Our solutions come equipped with everything needed for a backyard movie night including a variety of movie screen options for your particular environment,  projector, powerful outdoor speakers, audio mixer, cables, and more. Our approach is perfect for “staycations” where families stay close to home and spend time together rather than suffering from high travel-related expenses.

MeritOpus rips the roof off the home theater and takes it outside. Our screens are easier to set up than a pup tent and when disassembled, the  movie screen fits into is storage container on wheels, which you can take anywhere. Virtually any venue can become a theater. Everyone can enjoy their favorite movies by the pool, in your backyard, or at a BBQ on the beach.

MeritOpus provides its screens from the industry pioneers to maintain the highest of standards and ensure quality, durability and ease of use. Set up is a snap.

For the most simplest of installations we have a ready made infllatable screen.  Simply use the air blower to inflate the screen, make the necessary connections, pop in a movie and you’re all set for big-screen, backyard movie-under-the-stars action!

We make it easy for our customers.  An all in one package, personally delivered to your door with individual instructions and live demonstration on how to enjoy right away.

Get going today.

The 9′ x 5′ MeritOpus Home backyard theater kit includes the following:

• Light weight, yet durable 9′ x 5′ inflatable movie screen. Widescreen 16:9 aspect ratio.
• 123″ Diagonal Projection Surface. Matt white, wrinkle resistant, smooth ripstop nylon
• Black-backed projection surface blocks lights from behind, improves contrast ratio
• Air Blower
• Twist in yard stakes, clip-on easy-cinch straps to secure your inflatable screen
• 2300 Lumen DLP projector.
• (2) 8″ Powerful outdoor speakers
• DVD player
• User-friendly audio mixer, (includes DVD, MP3, Microphone compatibility)
• Complete set of audio/visual cables and adapters
• Light (for easy operation in the dark)
• Heavy-duty carrying cases

Order in time for the summer weather.

MSRP: $3,500.00

Send us an email:

TechnoEvanGuy@gmail.com or call 610-656-2208 to evaluate how to take entertainment outdoors.

Service Area for free set-up (60 mile radius of Philadelphia, PA)

Projection Screen Sizes

We offer a variety of projection screen options.  If you are looking to compress your budget we will assist you in how to create the experience with existing materials in your home.  While this option may not be the most flexible (subject to your materials) it is a cost containment option at your disposal.  For the temporary, rapid installation of the outdoor movie experience we have found the following (2) screens to be of great value.  this is merely one of our recommendations, and each installation has a host of viable alternatives.

Large Screen 16:9*

Grab some popcorn! Movies, video games, sports events and presentations will be larger than life in your own back yard with our large  outdoor movie screen.  A screen viewing area that measures over 10 feet wide by 6 feet high will provide your audience with an unforgettable theater experience.  Setup and assembly only takes a few minutes!

Viewing Area: 10’6″ W x 6′ H

Total Product Area 12’W x 6’D x9’H

Assembly Area Required 18′ x 18′

Product Weight 93 lbs

Extra Large Screen*

Transform your backyard into an outdoor theater.  Be the first in your area to offer a “Dive-In” movie around your swimming pool.  Bring a host of inner tubes for kids and do a “Flick-n-Float” special.  Movies, video games and sporting events outdoors are fantastic for all ages.  Our Extra Large Screen has over 13′ x 9′ of viewing area to dazzle your audience. 

Viewing Area 13’6″W x 9’H

Total Product Area 15’W x 8’D x12’H

Assembly Area Required 24′ x 24”

Product Weight 148 lbs

*Note: We have anticipated that you would want to protect your screen for years to come.  We are including a protective storage container on wheels to ensure your screen is easily moved, and protected.

Flik-n-Float home Dive-In Theater

The season has hit upon us and pool companies are in full swing bringing the wonderful cement ponds back to life.  Come explore how we can lengthen both your enjoyment of your pool, and also create the haven of fun in your neighborhood.  We arrive at your home and explore the natural landscape to create an outdoor viewing and listening experience which is beyond description.

Our process first explores your environment to determine the best approach.  But of greater importance is a design which is capable of being installed and disassembled rapidly.  Our experience has found that Mother Nature is unpredictable and we anticipate these anomalies by creating the ability to rapidly stow sensitive components, and eliminate risk.

As a side note, I personally have hosted small, medium and large outdoor viewing events.  Years ago with the rage behind Xbox Halo video game, my wife pushed us out of the house forcing a creative outlet for our gaming entertainment.  Creating multiple screens outside accomodating upto 16 active gamers with numerous spectators continues to be popular during the summer months.

I transitioned this experience to outdoor home movie nights in our neighborhood, and setting up a similar experience for friends and family.

Here are a couple of projects which have delighted many.

For Friends – Quick Links

i received several requests to post a quick list to my more thought provoking posts.  So, use this wisely.

• Outside Perspective
• Social Computing
• Leadership (Ship Analogy)
• Communication is key
• Networking
• Tweeting Basics
• Social Media (Part of the conversation?)
• HTSA (Rebranding)
• Complacency vs Change
• Value Engineering
• You can’t handle the truth.

Taking off the gloves.

This morning I was listening to NPR where the topic was regarding the financial meltdown attributed to Credit Defalt Swaps, and other financial manipulations.  The commentator was placing blame in a host of people and organizations laps, to which I wanted to call in and offer my opinion.  I decided to not pollute the air waves with my personal diatribe but level it in my blog.

The reality is that people don’t want the “Truth”.  Regardless of any particular individuals role personally or professionally, the truth has been completely replaced with Pragmatism, and Moral Relativism.   Any decision or transaction which has any monetary value is impacted by these two drivers.  Stock brokers recommend the stocks that give them the best return, Insurance brokers recommend the policy which nets them the best payout, Retaillers promote the product with the best back-end spiff.  But this is pervasive through the entire human race.  It is a self-fulfilling perpetual machine.  Where science was once based upon creating a hypothesis and observing, the observation is myopic to gather data only specifically which supports the hypothesis. Big pharma adheres to double blind studies, but has the ability to through out the results of studies which don’t meet their desired outcome.

I was having a conversation with a collegue about his challenges in penetrating corporations with his (product/service).  In corporate america the preponderance of organizations feel that regardless of the business which they are involved, that they know your business better than you.  Taking an example of airlines, they are effective in moving people from point A to point B relatively without harm.  Yet, in the airline price wars, and associated baggage fees they totally stink at managing the relationships of their customers.

Auto manufacturers are great in producing vehicles, and implementing reverse auction procedures for their supply partners.  But looking at the working environment, housekeeping, and overall morale makes one wonder.

I am going to take off the gloves and call a spade a spade.  The Elephant in the room is EGO.  We all have to be careful to not offend ones sensibilities, and to not challenge the fragile ego.  The “Truth” is, you might be bright, you might have experience, and you might have had serial success.  But, you do not Know everything their is to be known.

The problem occurs in submission.  Truly effective leaders, organizations, and family dynamics understand  that submission is part of our required experience.  Our language has gotten so off track that we don’t even understand the impact of our words.

Your thinking I am full of it.  Sure, Think of the simple statement “I’m sorry.”  For the egocentric being this is probably not part of their vocabulary.  But this statement means Jack Squat!  When the statement is uttered, the recipient is now holding the burden, and you have shifted any responsibility off of yourself.  Imaging the difference in saying “Will you forgive me.”  You have placed the power in the hands of the one you transgressed, where it should vest to begin with.

End result, the financial meltdown is just deserts for our wretched existence.  We are a self indulgent, self centered, entitled lot who can’t stand infront of the mirror and acknowledge who we are.  And oh by the way, I am guilty as well.  It is amazing to what lengths we will rationalize and remain in denial all in an effort to not offend.

My quote returns: “Define who you are, lest you risk being defined by others and deserving the title of Sell Out.”

The Nexus of Innovation.

One box does it all?  Not really, but a single solutions which incorporates the boxes you have.  If you don’t have them, depending on your objectives a single box can be provided.  The limitations of a single box is directly tied to performance quality.  But as I even say this, products emerge everyday which challenge that statement.  So, through a dialogue we can determine the best approach for your environment.

The following was an older post I had published on another blog.  Based upon elevated communication in several domains I have moved it to MeritOpus and tweaked the content.

My audience of this blog may not be aware of my diverse business experience which forms my foundation of credibility for many of my comments and observations.  Thus, I will be adding a post in the near future which will help shed some light on who I am and the various journeys which I have embarked. 

One of my key drivers is to continue invest in education through reading, research and open dialogue with everyone.  As a by product of this activity I have (again) identified a significant opportunity which is not being addressed particularly in the environment of home entertainment. 

As I know that my competition likes to peek in every once and awhile I will just say I’ve got IT. And what is IT. THE solution for the numerous difficulties and challenges in dealing with multiple AV sources, various video output formats, HDCP encryption, numerous archives in different locations, connectivity portability, 1080p archival capabilities, 1080p playback capabilities, control, access, and the list continues to be built. 

In previous posts I have claimed the ability to deliver “What you want, when you want it, wherever you are.” This is a reality and I am currently demonstrating the capabilities to my clients. I wanted to attach an image for those with visual processing. I have left out the connectivity and the signal path flow on purpose.

In the following picture I attempted to collect images which could be construed as generic (speakers, receiver, flat panel, etc.)  However, in order to accomplish the goal, not all makes and models can accomplish the objective.  As an audio/videophile I do have my preferences, yet am very open to discussions on the diverse product options and alert clients to the performance (risk, benefit, price) analysis.

Preparing the way for my next professional step, I will share how we can collaborate for your personal needs.

Enjoy: