You're hesitant about new technology in industrial processes. How can you ease your clients' doubts?

A comprehensive evaluation of clients' requirements was conducted prior to the introduction of new technology. Current processes were analyzed, pain points were identified, and areas for significant impact were recognized. It became evident that the technology proposed was not being pushed arbitrarily but tailored specifically to address the clients' challenges. Trust in the expertise provided grew as clients realized the commitment to their operational continuity and productivity enhancement.

Entender las necesidades del cliente: Antes de presentar una nueva tecnología, es importante entender las necesidades y desafíos específicos del cliente. Esto te permitirá presentar la tecnología de una manera que se alinee directamente con sus necesidades. Demostrar el valor: Muestra a los clientes cómo la nueva tecnología puede resolver sus problemas y agregar valor a sus operaciones. Esto podría incluir demostraciones en vivo, estudios de caso o testimonios de otros clientes. Ofrecer pruebas gratuitas o pilotos: Permitir a los clientes probar la nueva tecnología en un entorno controlado puede ayudarles a entender su valor y cómo funciona.

This is an excellent point about the importance of understanding clients' specific needs before introducing new technology. For example, at Tahaş, we once worked with a client who was hesitant to upgrade their compressor systems. By conducting a detailed analysis of their existing setup, we identified inefficiencies that the new Ingersoll Rand technology could resolve. We demonstrated how the new system would reduce their energy costs and increase uptime. This tailored approach not only eased their doubts but also built a stronger, trust-based relationship, showcasing our commitment to their operational success.

Most new technologies that involve new application tools (i.e. CAD, CAM, CAE) come with some excellent training tools. On first review, you may think "how am I going to learn all this?" However, once you break the challenge into smaller pieces, you will be surprised at your progress. I spent most of my Engineering life running AUTOCAD 2D drawing package. Several years ago, I knew I had to learn 3D solids. Today, I am proficient with SOLIDWORKS. Using the available YOUTUBE training videos, I was able to become productive in no time. No matter what the challenge, you can do it and take advantage of the new capabilities that are out there.

Highlight the practical benefits: show how the technology can streamline operations by automating repetitive tasks, reducing manual errors, and increasing efficiency. Provide examples of how it improves safety, such as by minimizing human exposure to hazardous conditions or by incorporating advanced monitoring systems that prevent accidents. Discuss profitability by outlining cost savings through reduced downtime, lower maintenance expenses, and improved productivity. Use case studies and real-world examples to demonstrate these benefits. Offer hands-on workshops or demonstrations to let clients see the technology in action and understand its impact firsthand. Ensure ongoing support help them become comfortable with the technology.

New technology can be explained by showing advantage to the clients followed by mapping current process,cost,time,safety and ergonomics and Future advance process and reduced manufacturing cost. Further to that there is always capital cost for new technology and that need to be calculated as cost against ROI.

Absolutely, educating clients in straightforward terms is crucial. For instance, when we introduced a new compressed air technology with advanced monitoring capabilities, we avoided technical jargon. Instead, we highlighted how the real-time data would enable proactive maintenance, reducing downtime and saving costs. We used a simple analogy, comparing the technology to a "health tracker" for their machines. This practical explanation helped our clients see the tangible benefits, such as increased efficiency and safety, making them more receptive to adopting the new technology. Education, delivered in relatable terms, truly makes a difference.

There are 2 type of customer situations. One is the complete usage of the technology and the second is to impress their client. My point is that customer may buy the product if it looks appealing and impressive even when ROI is meeting the targets

When we introduce an energy-efficient Ingersoll Rand compressor to a manufacturing client, we highlight the upfront cost savings and long-term benefits. We provide case studies from similar companies that saw a 20% reduction in energy bills within the first year and improved overall productivity. By illustrating these tangible financial gains, we shift the client's perspective from the initial investment to the substantial value and savings the technology would deliver over time. This approach not only eases their financial concerns but also reinforced the strategic advantage of adopting the new technology.

Este es la carta más fuerte para justificar la inversión, de hecho nos permitirá evaluar si tiene sentido o no hacer la inversión ya que depende de que tanto "jugo" se la sacara al activo que se estaría adquiriendo y si realmente lo vamos estar usando o nos va a generar más gasto el tenerlo parado y depereciando.

I think starting with a pilot program is a smart strategy. It allows you to test the new technology in a controlled environment, address any issues that arise, and gather concrete evidence of its benefits. This approach reduces risk and builds confidence among stakeholders, making it easier to secure buy-in for a broader implementation later on. It also provides valuable insights that can be used to refine the technology and the deployment plan before a full-scale launch.

Para ello debería apoyarse en el uso de un pizarrón de validaciones con supuestos a contrastar en los clientes potenciales para refinar el prediseño de la nueva tecnología y en su caso rediseñar o ajustar a mercado

Esto es sumamente útil ya que nos permite minimizar los riesgos y costos asociados, además de aprender durante la implementacion posibles modos de falla y errores no contemplados con anterioridad.

When we implement a new Ingersoll Rand compressed air system, we assure our clients of continuous support and training. We organize regular on-site visits to ensure they are comfortable using the new technology. We also set up a dedicated helpline for immediate assistance. By emphasizing that they have a reliable partner to troubleshoot and optimize the system, we significantly ease their concerns.

Incorporate fail-safe and fail-secure methods into new technology implementations, do comprehensive risk assessments, deploy redundancy and backup systems, and design systems to automatically default to safe and secure states. Consistent surveillance, examination, and simulations are essential, in addition to upholding thorough documentation and training for addressing malfunctions. The CrowdStrike event serves as a valuable lesson on the need of having strong incident response plans. Their data breach showed that inadequate fail-secure measures can result in substantial harm, underscoring the value of remaining constantly vigilant and adhering to industry standards to successfully reduce risks.