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CTN 322 Note from Eric:
On this Episode of ControlTalk NOW, Ken and I talk about the amazing demonstration of what is possible in Smart Buildings today and in the future. There has been a lot of discussion about what can be accomplished when a committed smart buildings team maximizes the integration of HVAC, IoT, Lighting, Access and Security, Tenant services, and Business Systems, and yet, until we attended the Distech’s “Unified Project of the Year” award presented to the District Center in Washington D.C. this past Friday, Ken and I have never witnessed a fully functional Smart Building — that seamlessly integrated all of these systems.
As you will hear on the show, it was inspiring. Congratulations to Jones, Lang, and LaSalle; Acuity Brands; Distech Controls; SMART Building Technologies; and all the other team members who made this “Unified Project of the Year” award happen.
ControlTalk NOW First Guest, Steve Shaw, VP Marketing, Sierra Monitor
Steve Shaw, VP, Marketing
First 10 readers/listeners to email SShaw@sierramonitor.com and say that Ken and Eric sent you — win a unique Oil Field Cameo Baseball Cap!
Our first guest interview is with Sierra Monitor’s VP Marketing, Steve Shaw. Steve brings us up to speed with Sierra Monitor product portfolio that includes: Flame and Gas Detectors, Field Service Devices, and SMC’s SaaS Cloud-based Service. Steve also tells us good things about SMC’s recent strategic acquisition by Pittsburgh-based MSA and what the future holds.
ControlTalk NOW Second Guest, Ken Sinclair, Owner/Editor of Automated Buildings
Ken Sinclair: “We need to recalibrate while preparing for the next decade 2020, when we said the world would change, it will but we need to make it happen now.”
Recently returned from the 2019 Realcomm|IBcon, Ken Sinclair helps us to digest the amazing array of technology and the importance of the building platform. Are the next Dot.com days upon us? Read more!
Never Go To Bed Angry… Stay Up and Fight
This was the title of an email I received from one of my copywriting coaches Ben Settle. It got me thinking. Not about staying up and fighting with my wife, but about persistence. About not giving up. About the HVAC and Smart Building Controls Business. About Success and failure. About sales. Read more!
EasyIO — It’s All in the Touch! Color, Touchscreen Room Sensors
Now in two flavors, EIO-55 and EIO-75, touchscreen temperature sensors. They come default in Fahrenheit for display and variable output (EIO-50 and EIO-70 is default Celcius). The 55 has optional humidity sensing and the 75 has optional humidity and CO2 sensing. Both models include 24VAC/DC power supply. Read more!
Upcoming NICE Webinar: How Talent Management Systems Help You Manage Your Cybersecurity Human Capital
Registration space is limited. Learn more and RSVP at nist.gov/nice/webinars
Talent Management Systems, which are commonly referred to as TMS by HR professionals, are a set of software applications that helps qualify candidates, manage talent, and retain human capital within an organization.
Jim Young Wraps up 2019 Realcomm|IBcon with ControlTrends — The Most Successful Conference Ever!
im Young is the Founder of Realcomm Conference Group that produces Realcomm, IBcon and CoRE Tech, the world’s leading conferences on technology, automated business solutions, intelligent buildings and energy efficiency for the commercial and corporate real estate industry.
Only 1 Week to Register for the 2019 Better Buildings, Better Plants Summit in Arlington, Virginia!
In less than two weeks, professionals from all over the energy efficiency space will convene at the 2019 Better Buildings, Better Plants Summit in Arlington, Virginia. Are you signed up? Online registration closes July 3. Register now so you don’t miss the chance to connect with your fellow industry peers.
ADVANCE NOTICE: Updated Niagara Asset Manager and the Enterprise SMA Initiative
The Niagara Asset Manager simplifies every aspect of making sure that devices running Niagara are covered by Software Maintenance Agreements (SMA). It provides a centralized, brand-agnostic view of key Niagara license details. Read more!
Ken Sinclair’s Automated Buildings’ July, 2019 Editorial Theme “Recalibrate for 2020 Vision!” — Prepare NOW for the Next Decade!
Recently returned from the 2019 Realcomm|IBcon, Ken Sinclair stresses that the “20-20” of our industry vision — could use some serious recalibration as the year 2020, and the next decade approach. Are the next Dot.com days upon us? Read more!
Be sure not to miss any future events or ControlTrends news by subscribing to this podcast and by visiting our controltrends.com website daily. And by all means, subscribe to the ControlTrends Smart Buildings You Tube Channel
In case you missed it...
Interviews with RLE Technologies' Michael Hadt, RLE is on the Move! FLOWROX's Tim Vogel Looks back at BAS and forward to the Industrial IoT.
Contemporary Control News: ISO Certification, New Building Supervisor and More
Contemporary Controls designs and manufactures the system building blocks for networking, integrating and controlling automation processes where performance and reliability are important. Read June Newsletter!
Belimo Release: NEW BALL VALVE ASSEMBLIES OFFERING ADVANCED TECHNOLOGY
Danbury, CT, June 18, 2019 –Belimo Americas released new ball valve assemblies with fail-safe and non-fail-safe actuators (PKR and PR series). These technologically advanced assemblies offer energy efficiency, easy installation, application flexibility, longevity, and reliability for aggressive applications. More!
CASEY WITKOWICZ, Founder, President and CEO of RYCOM Corporation shares his passion for innovation.
Live Footage of the Smart Buildings Integrator Summit at IBcon 2019
With over four hours of great dialogue from the smartest minds in Smart Building Controls, we were hard pressed to cover the Master Systems Integrator Summit at the 2019 IBcon Event. We did live stream a couple of the sessions. Unedited. Raw.
ioTum +Thoughtwire Webinar: Streamline Ops and Security Across Asset Portfolio
Real CyberSecurity Solutions — Intelligent Buildings’ Tom Shircliff at Realcomm|IBcon 2019
In case you missed it...
Transcript of Episode 321
ric Stromquist 0:01
The following is a presentation of the ControlTrends podcasting network.
Hi, welcome to ControlTalk Now, you’re smart buildings video cast and podcast for the week ending June 23rd 2019. This is Eric Stromquist and you are listening or watching to Episode 321 of ControlTalk Now k as we talk about all things HVAC and Smart Building Controls, all things Pittsburgh, Steeler football and whatever else. You’re close to mind, the man, the myth, the legend, the one, the only Kenny smilers wants to talk about Kenny, welcome to the
show. What do you want to talk about this week?
Ken Smyers 0:38
Well, I’m going to have our game tonight someone talking about the pirates real quick now the you know what the Steelers are already on the field. So the years go by so fast. I think that we’re already through June. It’s next week will be in July. So it’s incredible. But our industry is moving at a lightning pace to and you know, we we had a fabulous week on by I mean, we were down to Nashville, Tennessee. And so some of the smartest epileptic intelligently gifted systems. Hang on is a collective knock at galactic. I said I said, eclectic. Okay, very
Eric Stromquist 1:13
good. Very good. I must have misheard you. I don’t have good headphones on I mama hit? Well, you told me on vacation. So we’re up in the mountains in North Georgia. So you
Ken Smyers 1:21
taught me how to do that. Even if they said it wrong. And the other person says it right? You always say that’s what I said. And then it makes me look
Eric Stromquist 1:28
good. He says everything’s very accurate. We saw some very collected, like, Jim, those collected people. But go ahead and Danny. And then I want to say about my daughter’s experience here at the lake real quick. But let’s talk to more about Nashville.
Ken Smyers 1:42
No, it just it was a lot of fun. Again, the the collaboration that took place, the dissemination of new technology, the innovation that was apparent, and some of the strong, you know, critical trends, cyber security, data analytics frameworks, but more importantly was the technology is here. It’s just the you know, the acceptance rate of adoption is mysterious to a lot of people because we look out on the floor. We’re seeing this deep technology ready and able to go in and solve a lot of problems. But there’s just seems to be some sort of bridging issue, where marrying up, you know, the ability to provide the solutions and actually take them on board all the different buildings throughout North America and the world. There’s just it just doesn’t seem to be as California between the two parts. But it’s going to be worked out because the technology is impressive. And it’s here. And it’s scalable, and it’s affordable. So we got to see that firsthand. And it was really exciting.
Eric Stromquist 2:35
Right, I think it’s getting to be more scalable. And you know, again, hats off to the team at tritium, Teresa and Ed Merlin and those guys. They’re major players there. I was kind of blown away by how many people from Microsoft and Intel were there, specifically Microsoft, the zoo, or, you know, Kenny and I shot I think we’ve got 40 or 50 gigs of video footage, we actually shot we live stream as much as we could. So if you’re subscribe on the ControlTrends, YouTube, I know, you got to see some of the live streams. But we’ll be posting those videos. But Microsoft just had a not only a prolific, I’m sorry, not only an epileptic, but a prolific group of people that Microsoft was ur as Is there a galactic?
front talk about
that, Kenny, how do you see as your point into it? And do you see that you see them? Some of the people that we deal with going to absorb? Do you see like, you know, going from the controller to tritium to us or something like that.
Ken Smyers 3:30
I think the is very impressive. And like you said, we had some great interviews there. And the one that really impressed me the most was the German fellow that came out of the company in Texas. So I think in a minute, but also jcvi Johnson Controls and the relationship they have with Microsoft Azure was amazing, because the collaboration, again, we talked about, in other words, the ability to you know, do data in the cloud is a certain expertise that you don’t want to try to do yourself internally tonight how big your company is, you know. And so we’re seeing that, in this Microsoft product, is it scalable to down down to the single person down to a very small business all the way up into the $90 billion companies that we saw, you’re working with them. So we’re at the present in 32, Microsoft is your partners are there. And every one of them had an incredible story, the equipment manufacturer, the office components Steelcase, it was just amazing. Because everybody needs to know where everything’s at now and it can be there. The problem is, you know, who’s going to manage it? And do you want to throw that into the cloud to somebody that’s very capable, very competent, right? very secure, like Microsoft, or you want to try to do that on board. So you have a lot of people that believe that they still want to do it locally. They want to have was a great comment by john Patsy about, you know, the actual hybrid is what we need to start talking about high reading solutions where it’s not all or nothing or
Eric Stromquist 4:55
nothing at all the edge or the enterprise. Right. Yeah. So
I mean, we got to see it even in between. So yeah, the middleware, but I tell you what, our industry has something to be very, very, very proud of Kenny and I don’t think you’ve thought about this yet. But I think it bodes well for the type of people in our industries and the way we row as an industry. So Microsoft is there, Google’s there, Facebook’s there, who is afraid to Intel’s there who’s afraid to show up in our industry because he knows or bad as is like Kim Meyers, Jeff Bebo’s, Amazon is not there, I say is because he’s looking around going, man, I cannot compete with these guys, because I just can’t drop the price because these guys know what they’re doing. So hats off to our industry there. And Kenny we’ve we’ve we’re going to talk some more about it. We got two great guests this week. We’ve got our sponsor this week is dg Lux, and we’ve got a link on the website, man. They do great stuff to men and black. They’ve been sponsoring the show here for the last month. If you want to be a sponsor on the show, there’s a link you just reach out to me at HPC control pro at gmail. com or CT marketing at gmail. com and we can get you the specs on them. But Kenny, I’m on vacation this week, so I’m in a bit of a silly mode but you know I’ve got my six year old Evelyn grace. my four year old axle be we’re up here at the lake man their plan. This is where my parents like house where I grew up there playing on the same little beach I played. It’s bringing back memories, man, it’s making me feel young. It’s making me feel happy. It’s make you feel silly. But one of the greatest event a dad can have his watch as my daughter Evelyn grace, my six year old caught her first fish need and talking about women and she’s down there right now they’re fishing and she just can’t get enough with the fishing and she’s named all the fish and because you know, we’re fishing were bred off the dock. So you see all the fish and she’s got all granddad no Grandma, the little baby minnows and and he talked him says big times, but we’re having a good time here. But listen, dude, I digress, you
Ken Smyers 6:59
get thrown back kiss was wrong back with you.
Eric Stromquist 7:02
for x, Axl tries to kiss him and then we throw him back. But I think
Ken Smyers 7:07
there’s some folks I know that they’d love catching the fresh fish fish. And then they have that they cook them right then and there. But them. You know, I just want to mention one more thing about Microsoft, we’re trying to talk about the mighty, you know, companies that are you mentioned AWS, or Amazon. And we saw some companies that were going to be talking about later on, near future where they have the biggest, you know, they have AWS, they have Microsoft, and they have Google and they’re in the cloud and in certain companies have the ability to work with all three of those major cloud players. But I really got a sensational kick out of the Microsoft is your platform and easy IO or two products nominated for the same category for new technology. I thought was that that’s that’s Samson and Goliath there, because it was amazing how I should
Eric Stromquist 7:54
have regulations adulation to easy IO for being in that category, Gina Elliot, Mike Marston I
Ken Smyers 8:00
so so that’s, that’s just fabulous, you know, just to be in that same kind of, you know, grouping, but it’s just it was about technology, not necessarily volume, or who has the biggest sales It was about, you know, innovation in the particular market you’re in and the impact it made in the real world. So
Eric Stromquist 8:16
so I just said it’s a trick is my question for you is and I guess my question for most of our community is when you got a David and Goliath situation, who do you usually root for?
Ken Smyers 8:23
I thought you were gonna correctly because I said Samson and Goliath and you didn’t let me go on that witness. And I already know you know, I’m trying
to be two o’clock, six o’clock city. I collected x electrical,
Eric Stromquist 8:36
electrical. But I tell you what, that’s going to go into Wikipedia after this episode, I’m sure but, but I think most people for that pull for the underdog. I know I do. I mean, everybody was, I think, with the exception of this statistic, I saw Kenny, with the exception of nobody in California. Everybody else was pulling for Toronto to win the game.
Ken Smyers 8:55
Yeah, yeah, for sure. I think the David and Goliath thing is, is for real. People love underdogs. And they love to see spirit in innovation, fight and ingenuity. And, again, that was what that was, the show was just an amazing display of what’s available. And whether it’s data analytics, or whether it’s the things that intelligent buildings were doing with the post we have will be talking about that real quick. But you know, monitoring stuff 24 seven, using machine to machine I mean, so that you take the human element out of it. You leave people have serious burdens, and it’s all being done through some incredible, you know, program and then just genius. You know, I
Eric Stromquist 9:33
think it’s ingenious, and speaking that Kenny, what a great segue. We didn’t even rehearse this. But I think you know, our first guest is teed up when you talk about monitoring and stuff like that new technology. Let’s bring him on. Actually, it’s not too new technologies, new technology to us. So how about introducing our first guest?
Ken Smyers 9:47
love to have Michael had the Midwest account manager for our LTE technologies. Welcome to the show, Mike. Mike.
Unknown Speaker 9:55
Hey, yeah, thanks, guys. Appreciate the opportunity. definitely excited to get introduced inside of the community and be working with you as well. Yeah, well, you’re no
Eric Stromquist 10:04
stranger to communities, but quite a few years in the industry. So tell us a bit about your background building automation controls, and then we want to find out what are le technologies doing and how they fit into the past?
Michael Hadt 10:14
Absolutely. Thank you. So yeah, I’ve been in been in the business in the industry, a little over 1210 years actually started with a small proprietary controls group. And then I guess you can say, graduated into building automation distribution, for the last eight years or so. So really got got exposed into a lot of the different technology and how it works and integrates, and really how it’s got to be implemented as well. Some of the challenges that that go with that as well, you know,
Eric Stromquist 10:43
right? Well, sort of with that background, speak a bit from that perspective is most of our communities involved in market building controls and similar types capacity, but speak about our LP technology, sort of, from the perspective of a guy who’s been in the industry for a while, what’s your
Michael Hadt 11:00
guys do? Sure thing. So r le technologies. It’s actually our 35 year anniversary this year. So we’re not new to the business, we’ve developed a lot of cool technology, and implemented all around the world. We have headquarters currently in Fort Collins, Colorado. And, you know, the core of the business is really around environment monitoring, leak detection, as well as raised floors. So you know, the goal of what we’re trying to accomplish is really to prevent disasters, preserve and protect your assets, while also providing peace of mind.
Ken Smyers 11:38
Well, it’s pretty awesome. I yeah. I do remember r L. E technologies on a gas detection job while back and yeah, so you guys have been around. I think, I think though that you’re coming to the forefront. I think your initiative and your efforts are you are led into a more focused areas of the building automation, so that you guys probably did a lot of you’ve already made things for other people, they relabelled and you put them out into the into the industry, unbeknownst to people, but so what’s going on right now? Why is our le making a move? Now? what’s what’s so what’s what’s, why is this timing, so critical now that you’re making your move?
Michael Hadt 12:15
Now, I appreciate you asking, you know, we’ve been in the business for a long time, we’ve, we’ve had a lot of DNA really developed and maintained. And we’re really well known inside of the data center industry, and some of those other critical spaces. But over the last year and a half or so we’ve started to develop some other new products as well as make the old ones better, right. So you know, integrating these data points into a larger enterprise scheme is, is really where the future of the business is going, right? There’s so many ways to do it, there’s so many ways to connect the data. You know, it’s really to solve the problem. And that’s what’s fascinating to me is just the convergence of how all this technology comes together to drive a drive an outcome to solve a problem. You know, so we’re we’re going now and really pushing inside of the automation space is really making sure that folks know we have some pretty cool products that are simple to install are very reliable transmissions have great battery lives, and really solve some of the niche problems inside of those buildings that, you know, maybe you’re kind of overlooking. Well, not
Eric Stromquist 13:18
only that you got a cool name for those integration products, that you got a bunch of different products. But the one that sort of I tuned into immediately was the Raptor, including the RFID wing, and some of those other products speak about that portfolio products and like our community is going to really be excited about that.
Michael Hadt 13:36
Yeah, yeah. Well, I appreciate you asking. It’s a pretty fierce group of birds that we’re we’re working with there. So the the FMS and the wing are really, I think the two platforms, I think the automation community can can appreciate the most, you know, on the FMS side, it’s really geared around environment monitoring, if I can take a quick plug here and hate to do it, but you know, this is this is an F 200 little devices got eight digital inputs, it’s got leaked, and it’s got a relay output a user interface. So its net workable, could be standalone or integrated mode bus, you know, has a lot of the robust little device that has a lot of can do with temperature monitoring, as well, one wire monitoring, the other SMS product that we’ve really designed to help implementation and, you know, create some of those efficiencies was with our winning wireless, this is one of the temps sensors, simple as that pop the battery in it auto discovers into the gateway, give it a name, set it up on the network, and you’re basically done. I mean, I hate to make anything sound so simple, but that’s really the way it works. So yeah, bring it to the marketplace and give those those integrators something easy to integrate, not make it more difficult than they already got to deal with
Eric Stromquist 14:46
your 12 year battery life on that. Right, right, Mike?
Michael Hadt 14:49
Yeah, yep. So there’s a 10 to 12 year battery life on the sensor, sensors and transmitters, there, they transmit every 10 to 20 seconds back to the gateway out of the wing manager IP based so it’ll it’ll talk back that my bus and as an MP, the Raptor line you mentioned earlier, we’ve we’ve created a kind of a scaled down version to integrate back that MSP and my boss, are you out of that guy. You know, so so just adding data to the infrastructure, ultimately giving some of these controls vendors, more data to either do analytics, do cool, crazy graphics, or even just make the building operate better. And, you know, some of those areas you’re trying to pull data, or get data, I should say, was really the goal and the intent of what we’re building and delivering to the market.
Ken Smyers 15:34
Oh, my God, it’s it’s great opportunities out there. And there’s a lot of challenges to as we spoke offline there a minute ago, the some of the big challenges are the technologies here. And you just mentioned several versions of great technology simplified a lot of things for the building management integration, you know, you have with gives you the website later on here. But we have a problem with shortage of people that know how to do things and do them well. And they need all the help they can get. So if I understood you correctly, you’re probably talking about one more simplified installation startup, most commissioning and getting off the job. Let’s go to a little bit slower. So So a typical contractor first involvement might be how and what could they expect to that user interface?
Michael Hadt 16:16
Sure, yeah. Well, I appreciate you bringing that up. Because that’s definitely one of the biggest challenges that I think I’ve seen, as well as the community as well, as you know, the the software licensing the technical know how to even operate and turn on the software is always a challenge. So you know, one of the things we’ve been able to accomplish, and really hats off to Donna, Don Raymond, in the engineering team, was to streamline and simplify that process. So, you know, this guy does have a user interface built into it. And it’s very intuitive, simple to set up. I mean, if, which is what we were getting at a moment ago, with, you know, the skilled labor that’s out there, we’ve now created an opportunity for a larger percentage of the workforce to actually be able to go and take this and deliver this out to the marketplace.
Eric Stromquist 17:07
That’s amazing. Absolutely amazing. So do you guys have like a case studies? Now? Did you see how much percentage wise how much time it reduces installation costs, or if you don’t do sort of a best case, best case, guesstimate.
Michael Hadt 17:22
Obviously, based on every scenario is different, right? You know, with with the F 200. It’s couldn’t really give you a percentage, but I can tell you from a guy like me setting it up and being able to get 90% of it done without much much assistance, I’ll tell you that’s, that’s a pretty big, pretty big swing. And then especially on the wireless side, you know, being able to pop a tab out of here, pop a battery, and give it a name and put it on a network, obviously, reducing all your wiring costs. And all of that could be pretty significant. Obviously, based on based on the job and what you’re really trying to accomplish.
Ken Smyers 17:58
Well, I’m impressed, I had a chance to go over your website and see some of the products and I again, I’ve seen your products before, but I don’t think you guys took it to the forefront now. So now you’re emerging as a building automation company, that that’s insane, because it’s a great kind of a stepping out announcement. But the reality is, and we just come recently, from the real calm, I become 2019. And we’ve heard again, that there’s 5 million buildings out there, the market is immense. 80% of the buildings don’t have anything more than a thermostat. Some of them don’t even have night setback or 24. You know, you’re scheduling your thermostat, so it’s terrible. So what we’re trying to do is we’re trying to induce our our community and other communities to get involved, learn whatever you need to get to, so that we can deal with this, we have the technology. So what are some of the other challenges? So we talked about labor skill force, and what else do you think could be the headwinds that prevent this technology from just just take it off?
Michael Hadt 18:58
As Sure, sure. So, you know, tradition, I think there’s a lot of open systems out there, right. And open systems really are open protocols being able to talk together, where, you know, but you still need a proprietary software to operate it. where, you know, again, we’re already kind of took the stance was to create an open framework device, that that can be standalone or integrated. You know, so being able to deploy your technical staff to go and solve the problems or even, you know, I like to, I like to think of it a lot of times as, as another step forward to help a customer solve a problem, it doesn’t always have to be the big grandiose, you know, proposal, if if all they’re trying to do is monitor, you know, a couple dozen points inside of a building, we got a couple ways, different ways to do it, that are affordable and easy to deploy, you know, so even since they are integrated, you know, pushing it up to an analytic and then letting a energy analyst, you know, kind of use the data to kind of reconnect mission, our systems operating as a very doable option as well. So it doesn’t always have to be a standard, you know, stay in place, it could be moved mobile, and move around to help kind of create some of that visibility and some of the different spaces you don’t normally see.
Ken Smyers 20:16
Nice. Well, the thing I think, too, is that you talk scalability there. So we’re talking about real basic monitoring a couple points getting into the analytic mode, where can do some benefit and make some strategies from it. But you also actually serve your markets include data centers, airplay, I mean, you guys go from from a very small application to a very large tell us about summit scalability.
Michael Hadt 20:37
Yeah. So that’s, that’s kind of the fun part about being here with RFID is, you know, the core business was historically always in data centers, you had to have a reliable product that gave you visibility and and work. You know, there’s, you know, you can’t have any delay in any kind of an alarm, if you know, a cabinet gets too hot, or their waters entered into a space. Now, even with our triad raise floor line, how much money is spent producing cold air for that space, the last thing it hits is the raised floor tiles that are pushing your up, we have a fin on the bottom of our triad brand, slotted in Sanford panels that even push air more efficiently to the datacenter cabinets as well. So kind of a holistic view of all the different parts and pieces and how everything comes together to really drive the outcome.
Eric Stromquist 21:26
That’s very, very cool. And you know, one of the things in your website, you talk about facility monitoring the critical facility monitoring solutions. And you know, I don’t think a lot about leak detection. But when you’re talking about leaks, I mean, especially with data centers, water is a killer. What are some other things you guys are able to monitor for Leak Detection?
Unknown Speaker 21:47
Michael Hadt 21:49
sorry, I mentioned the data centers. But you know, the the big push that we’re also inside of is a lot of healthcare. Critical spaces, I actually just did a job, where they were re retrofitting a basement where they were putting a $4 million machine. And ironically, they were drain pipes right above the machine. So why not throw a couple grand worth of Leak Detection in place to protect that $4 million investment that’s there, you know, and obviously, some of the other attempts and building pressures inside of those spaces, would be an easy deployment as well. We’re inside of schools and universities, though to a lot of those as Can you mention our older buildings and trying to get data to and in and out of those buildings. And even some of those older systems is pretty challenging. You know, the airports you mentioned as well. They’re big spaces. There’s a lot of different opportunity inside of those, especially when you start thinking about the food vending and, you know, health and safety factors, as well as the the leak detection and waters well. Some of the cool jobs I’ve also seen us put some stuff into is stadiums and museums, we just got an order in for one of the largest museums in the in the country, which I probably learned a little bit more about here, we get some case studies written as well about that stuff. But you know, some of the other storage facilities, even refrigerated storage. So you know that the spectrum of what we can cover is really pretty, pretty nice and robust in that in that sense that we can do it reliably.
Eric Stromquist 23:15
Right? And it looks like you guys also offer startup and commissioning speak about that, if you would,
Michael Hadt 23:20
yeah. So that’s a that’s a service that, again, knowing the shortage of manpower that’s out there, and some of the, you know, critical nature of those facilities, we wanted to make sure that we were offering some services out to the marketplace to, to do some startup and conditioning, even come out and do some training for the, you know, the technicians that would be outside doing the implementations. We do provide a certification class as well. That’s in Fort Collins currently, but we’re going to start traveling out to some of the sites as well, maybe you’ll see us at Strom quest one day, you know, so, you know, we’re delivering some of those, some of those man, man hours needed in that marketplace where we know there’s a shortage.
Ken Smyers 24:02
Well, you don’t like the, again, just for the benefit of the ControlTrends community ControlTrends community, but I didn’t realize how large you guys, were you actually a global company. So but you’re you’re headquartered in Colorado. Tell us a little bit about your the extensive, you know, delivery that you have, well, where are you busy, we’re
Michael Hadt 24:21
busy everywhere, which is a good thing. So yeah, headquartered again, in Colorado, all of our distribution stems from Fort Collins. The other nice thing though, I do want to make sure to mention is the majority of our products are made here in the United States. So, you know, we control the manufacturing, we control the quality of everything. Actually, since I brought that up, there’s a pretty proud of a stat that was a DPM defective parts per million we just had last last year was only 12. So it was it was it was impressive. The quality of the products that are built, but from a distribution arm. Yeah, I mean, we’re in the UK, we’re in Australia, we’re in Singapore, we got guys all over the world selling, selling our equipment and delivering it to their marketplace. Very cool.
Eric Stromquist 25:11
I think I’ve had to some of you guys up, just based on what I’m doing. We’re just meeting for the first time, Mike, which is awesome. So thank you for coming on the show. And Mike, you know, found us. You know, if you’re interested in a guest on control talk now, there’s a little box up there on the website, ControlTrends. com, fill it out. And that’s how Mike found us. So, but Mike, If I had to describe you guys, I would say you play well with others, because it kind of doesn’t matter whose system you want to integrate to as long as I do my bus back now to one of the other open protocols. You guys can rock and roll. And if I’m understanding correctly, even with your, your transmitters for your sensors, they’ll play well with other sensors as well. Right? So you don’t have to use your sensors. We probably should but but you know, we got a particular brand he likes to use. true statement, you guys can integrate with other people’s centers as well.
Michael Hadt 25:59
Yeah, absolutely. I appreciate you saying that one of my favorite devices we sell is the brother to this guy, this is the wing di but the brother to it is the wing analog. So being sensor agnostic, we can literally connect any sensor outputs zero to five volts, zero to 10 volt zero to 20 milliamps as the output to this guy to transmit wireless back to the gateway. So being center agnostic, obviously, that’s, that’s a big deal, because I don’t care who censored is I just want the output to make the deliverable more effective. Right, right. And then let the the sorry, with the other line of the 10th humidity sensors, we have a differential airflow, we actually have wireless leak detection, there’s a third Mr. We’re actually coming out here with an air velocity sensor as well. So you know, the the bench of being able to deliver the data to the community or the enterprise, BMS is certainly available out there. And, and and done reliably with 900 megahertz today.
Eric Stromquist 27:02
Very, very cool.
Ken Smyers 27:03
What is what is the biggest
Eric Stromquist 27:04
misconception or mistakes that owners or customers make regarding wireless, that you experience,
Michael Hadt 27:15
I just think there’s so much of it out there. And not that any of its bad, I’m not saying anything negative about any of them. But when you start putting them in dense environments, Bluetooth, and ocean z, and you know, some of the lower versions of 418 megahertz, things like that, they just don’t penetrate well and have the range that that’s needed. And then you know, there’s typically always some kind of a gateway to aggregate all that and then pass it out. So, you know, some of the challenges a lot of times is, is just placement of where you’re going to put it and not taking the time to really look at the space and what’s all around the space. Whereas, you know, the deployment on the wing manager, it’s got all of the radio frequencies and noise available right there. So as you’re deploying them, you can see, do I need to move it three feet to the right, or, you know, move it up or down, or, you know, maybe I need to add another range extender. You know, and, and those are extremely powerful. So we’ve gone couple floors up couple floors down with just a single range extender and covering, you know, up to an additional thousand feet. So, you know, I think for us, it’s the range of the radio frequency. But, you know, as I talked about that, I guess I’ll jump to it. You know, one of the things that we’re also coming out with here and finalizing some development and beta testing on is the Wi Fi sensor line that we’re going to end up incorporating into the wing manager as well. So it’ll you know, you took
Ken Smyers 28:45
my that was my next question, because I knew that our le had some future developments in Wi Fi, you know, we talked about the different wireless, you know, deployments and you know, the benefits. And we recently wrote something about an ocean here coming up with how, you know, it doesn’t seem like any particular wireless other than Wi Fi is bubbling up to be the the choice they’d be had its run for a while and a couple of leading manufacturers featured Ziggy products. And once the Niagara framework, put the antennas on there, and we saw, you know, just a surge in wireless product, because now all of a sudden, and I thought it was genius, whoever came up with the ability to take it in ocean point or a wireless point on a committed back that points but what’s going on with wireless? So you guys, are you promoting Wi Fi is you do wildfire with the 802
Michael Hadt 29:35
G, and the way it’s developed in the way it’s maintained and fixed all the time to be the number one wireless. You know, it’s hard to say because there’s there’s a lot of environments that don’t have good wireless out there or don’t have a good infrastructure currently. So the the 900 megahertz for us really does penetrate walls well and has great range have been inactive. And like I said number of buildings. And you know that the other challenge is not just the battery life, but obviously the range. And it’s the transmission rates if you’re taking a data capture every 15 minutes, and then passing that that point. And then what if you miss one? Well, now you’re 30 minutes out before you get the next one, hopefully, right? These guys are talking every 10 to 20 seconds back to the gateway. So you know the reliability of the data as well as the transmission, something I think we were real good at, and love to show it to you love it love.
Ken Smyers 30:33
What would like to what you have to keep doing it says at the end, make sure you submit those products. We have a couple of word shows coming up here. But one in particular the ControlTrends Awards, we’re looking for new innovation. And wireless is a huge category because you’re right. And I keep I know that’s our LED technology has been somebody else’s box because I remember now everything you’re saying about 900 megahertz, you guys private label for for people over the years, because I see the product and I just can’t remember where but I know that’s a very good number. No,
Michael Hadt 31:03
I appreciate that. Yeah, we’ve only in the product to a few folks and again, deliver it globally. So I wouldn’t be surprised if you saw it somewhere. I don’t I don’t know exactly where everything.
Eric Stromquist 31:18
No, this is this is great stuff. And we’d love to have you on I’m wondering for our ControlTrends community if you wanted to reach out and comments and let us know. I’m kind of wondering if we could do like a webinar with you where people could you know, we could just we do that with some people and our ControlTrends communities interested? We’d love to set that up. Maybe have you come into Atlanta? Yeah, we could set up a live stream training and people could participate. So if that’s of interest to you, please let us know and comments, both on the YouTube channel and at ControlTrends. com. But let’s talk about how you guys go to market, you have a p3 program, speak about that and speak about how people would, you know, engage and work with you guys?
Michael Hadt 31:56
Sure. So we have, as mentioned before, we have a very robust network of partners and end user customers all around the world, the p3 programs really designed to work with some of our, you know, distribution partners that are really pushing the product, right, that really want to focus on solving a problem and delivering good technology to their partners as well. So the three p3 partnership is really again, designed to preserve, protect, and provide peace of mind to the marketplace as a whole the three P’s right. And then, you know, as far as engaging with us, we have a nice robust network of partners, that’s all available online to look at as well, a lot of the p3 partners. But if you do have any questions or just want to engage in who might be in your local area to contact us, feel free to send an email anytime to sales, at r l e, t ch.com. Sales at r le tech.com. We’ve be happy to point you in the right direction. If you’d like even in the subject, just put ControlTrends so we know you came from here and be able to make sure we take care of you and all the right ways.
Eric Stromquist 33:10
That’d be great. And you know, like Kenny and I are fond to saying that if you don’t know who to buy from as long as the product works, Kenny and I will sell it DMS controls calm and Strom quest calm. So hey, you know, don’t be a stranger man. We’ve been so well Mike, anything else you want to touch on? This has been fascinating. Anything else before we hop off here.
Michael Hadt 33:31
You know, just excited to kind of get introduced into this, this particular marketplace. Like I said, we’ve been around for a long time and really focused on a couple of the vertical markets. But you know, here we are having an opportunity to jump into, you know, something like this with you guys and, and really grow our recognition throughout the marketplace as well. So you know, sincerely appreciate that opportunity. And definitely look forward to plugging into some of this stuff with you guys some time and showing you how it all works. And staying staying staying engaged, keeping the balls moving forward. Listen, we love that. And again, reach out and comments and let us know because I think we could definitely set up a live stream webinar. And that might be the best way to hit the most amount of people because we do that and people from all over the globe tune into those and we’re able to record them and archive them. So please let us know and comments. Michael can’t tell you how much we appreciate you taking the time. Welcome. I wish Kenya had a casserole to give him.
Unknown Speaker 34:22
I’ll expect that when I make it out to Atlanta.
Eric Stromquist 34:24
Yeah, for sure. And then Orlando, like Kenny says the control trends awards, you can have an issue with HR and I think you guys should go probably definitely have some products on the ballot when we go through the nomination process which be coming up here soon. For our community out there. Please remember Michael hat. And if you look behind him, he’s got hats there. And he says Russo earlier. But that’s not that’s not suitable for RPG audience here. So Michael, thanks so much, buddy.
Michael Hadt 34:51
Hey, no, thank you guys. Have a great day.
Eric Stromquist 34:54
All right, man, Kenny. Wow, what did you think of the stuff my cat?
Ken Smyers 34:59
Well, you don’t have I’ve known them before, but I didn’t realize how incredibly wide their portfolio or your was and how big they are their global company. They’ve been around, you know, several times 35 years anniversary, congratulations. But I was very impressed with technology. I’m very impressed with anybody that’s trying to put the issues that we have in front of us and and solve them. And one of the big things is making things a little bit easier for ordinary service folks to get out there and put something in that they know how to work, it can make it work and give the end users in the building owners in the facility managers, which we’re working with very closely, more options to get things done quicker. So for us, it’s another opportunity to sell a solution. And for the end user, it’s another scalable, affordable solution set. So you’re well done, and I think we’ll see more of them.
Eric Stromquist 35:49
Well, listen, we had some really good post on the site this week, but Kenny let’s just pick one out and talk about it. I think we should probably talk about our friend Tom Shurtleff, what do you think
Ken Smyers 35:58
well that’s that’s incredible too but I thought that you know which again every chose has new news please go to the website see it’s really good stuff but I so certifications believe one has an upcoming advanced technology webinar registered the link on the site but there was two really good ones there and then I already am also has a webinar coming up and so on the website please use the link and register but the two cool things were the running robots and robots running Smart Buildings that right calm post I thought that was really incredible and of course you know in the live footage of the smart building integrator summit I mean we saw some you know when they talked about the people that collect the people that really understand what’s going on I’ve never seen such a major you know kind of like sharing I mean this used to be secrets people never would never share
Eric Stromquist 36:46
of an amazing property proper a property of people
Ken Smyers 36:51
staying away for anything begins with poop I’m staying away from it
Eric Stromquist 36:55
axle would not like you at all but go ahead
Ken Smyers 36:58
anyhow the stage and just you know one set came on one sec came off a very intelligent people the breakout sessions were enormous from that one o’clock to six o’clock afternoon was a whole was worth the trip by itself the attendance zero calm every session was was filled with very interested and people that had a stake in it. So the stakeholders were there they were getting this information the exchange afterwards the question and answer was very, very good. Which on the stage we saw, you know, the one with the Microsoft guy the PhD guy, john Patsy, Mark p talk and exchange going on right there from the different you know, perspectives of people about the same subject was so interesting because it brought in you know, everybody had a great idea about the same thing so it’s just different language telling the same story.
Eric Stromquist 37:44
No, no, I beg to differ there was there was a lot of that going on, but to me it was like a heavyweight fight okay. And and and, you know, fighting over the frame of how we should look at data analytics, and so on and so forth. He had different people and I’m bringing this point guard, I want to say how proud I was of john Hattie because it’s Microsoft guy was brilliant. Fascinating gotta listen to is trying to control the frame in a way that makes Microsoft look like the best solution. And our boy john Patsy man, he took him down a couple pegs I didn’t know you realize it. But john Patsy stood up for the common people, the David against the Goliath. So john petty is our David and but it was fascinating stuff. And to Kenny’s point. I mean, you need to be at these conferences if you can. And we’ve got a bunch of videos we’re going to be posting we’re going to the ones Kenny’s referred to, we’re actually live streams that we just actually put up on the website. But But to your point, Kenny is like, it is like a jostling before rugby match, right? I mean, the balls down there, everybody’s doing the Scrum and everybody’s pushing and trying to get position. And you know, whoever controls the story, controls the narrative is going to get the lion’s share the business was very, very important for all the people in our industry as these is these intruders come in from outside our industry and try to try to change the narrative and change the story to their advantage is very important that we, that we stick to our story we need to upgrade, but we need to stay relevant in this whole sort of transition of business.
Ken Smyers 39:19
Well, I think the point about john Petze,, intelligent man, and it was a very high level conversation agreed that there was some framing there. But I think what it was was the understanding of what edge and the middle were and the cloud and how every building has its own needs. And you must maintain scalability. But But some of the idea that automatically going to the cloud just as a default, you know, everything’s going to go to cloud. JOHN quick. Petze made it very clear, through examples why that doesn’t make sense all the time.
Eric Stromquist 39:52
Right. He did not take the oversimplification, the self serving statement about we’re just going to take you to the Hazara cloud, as fact, stood up to Goliath. So when you see john petty, be sure to pat him on the back back and thank him because he was he was our champion in this doggy dog battle. I mean, we’re looking at this, Kenny, we’ve been talking about it, I mean, it is changing. And you know, it’s like the Trojan horse, right? It’s like, you got to be careful with this. And I’m not saying that. They’re bad people as businesses business. But you know what we have to tell our story, or we’re going to get run over, in my humble opinion.
Ken Smyers 40:31
I agree with you wholeheartedly. And that’s that’s I think it began with a master systems integrator initiative that began four or five years ago. And now it’s already developed into some you know, that they want to get rid of master systems. The whole thing about master systems integrator has been overused and overtaxed almost like it did and everything else. Because everybody’s saying Me too. And I am also a master systems integrator. Well, the the another very important thing to happen at the SP is because the other guy up there was Jason help me he was saying how the criteria that there’s there’s a new, new way to establish whether or not you’re a master systems integrator, and that’s your certifications. And that’s, that’s your ability to answer certain questions. Have you ever done this before and done that, which was also a very interesting aspect that the the division 25 now it’s coming out to the end users to building owners and managers and these national portfolios and Microsoft was one of them, is they’re not going to be fooled again, you had that nice post up there. So we won’t be fooled again, a reference to the who, and and yet, the Microsoft individual gave us an example how recently they got stung again by somebody out there providing a single source, proprietary system in a Microsoft campus. And they were furious about it, but the way the paperwork went and the way the you check boxes off the back, that’s an open protocol, but it’s not necessarily an open system, or belongs to an open system and how the tools can be factory. That was pretty clever, how their now coming to a ability to register the 10 commandments of building automation and integration, you cannot do this, you cannot do this, you must do this, you cannot do that. And so we’re going to see that ultimately become part of a specification.
Eric Stromquist 42:15
Well, we could for sure, but let’s let’s talk about some happier subjects. Let’s talk about our friend Tom Shurtleff and intelligent buildings and what they’re up to, because that was another interview we got to do. And Tom, Tom and intelligent buildings, you talk about a group of really clever people that are really creating value in the marketplace. today. Oh, absolutely.
Ken Smyers 42:34
Well, I like you said it. Tom’s a very eloquent guy, he’s smart. He really understands the business well, and he understands the business of buildings. And see that’s where this show for him. They’re taking their solutions, and they’re providing it for the team that owns the building, whether it’s an office facility manager, a building owner, and then user, and, and they talking about the big jobs, the National footprints, the enterprise level stuff, and, and he broke down cyber security in this interview so well, because I mean, we have a post where we go into their site, Introduction to cyber security and building systems, that’s also a video on the post. But Tom, just really, truly he has a passion to explain things. Well, because he really means what he says and knows what he says. And that is that once upon a time, it was critical that people woke up, did a cyber security assessment, where’s our organization, to they worked with a legitimate company that could provide solutions and give them checklist and give them your basic operating instructions. And how get everybody committed because it’s a it’s a whole organizational effort. It’s not just the manufacturer is not just this person effort. Everybody needs to participate in the cyber security program. But then the third part, which was the missing part was the monitoring and how intelligent buildings has the ability now to monitor both at the enterprise level, the network level, but also at the controller, the one that was really extraordinary.
Eric Stromquist 43:54
No, it really is some exciting stuff those guys are coming out with and we’ll be keeping track on the Be sure to watch that interview, give you a flavor for it. And they got some great stuff. They’re coming out with the Hey, you know, Kenny, we our next guest is teed up and ready to go. So I’ve got a little bit of a rant to go on here. But for most of us was the thermostat, we get our hands on the first thermostat. Next thing you know is communicating. Next thing you know, we’re in the light commercial system, then we’re full board hooked into data analytics man, once you get sucked into this industry, man, it is hard to get out. It’s hard to walk away. But our next guest Kenny is somebody who was able, through sheer willpower to walk away from the lure of data analytics and Smart Buildings and HPC controls. How about introducing this guy who’s gone beyond the 12 step controls program?
Ken Smyers 44:49
With you haven’t lost you for a second, but I’m talking about Tim Vogel, Tim Vogel’s a big friend of ControlTrends. He has been with us in the MC world. He was one of the early guys that adopted social media very effectively, and led camps to campaign for many years was very successful. Tim has transitioned he’s gone from the marketing to the sales side. So Tim, welcome to the show. And it’s good to see you again and tell us about your new environments.
Eric Stromquist 45:15
Yeah. Welcome, Tim.
Tim Vogel 45:16
How you doing, guys? Thank you so much for having me. It’s fantastic to be with you again. I’ve missed you.
Eric Stromquist 45:22
Good, good. It’s great. You’re smiling. You don’t look like Keith Richards anymore, man, you know, and again, I’m kind of using the analogy because once people get in our industry, they don’t get out. Yeah, you’ve gone you’ve gone to a parallel industry. You got into the commercial side and your mom industrial side. So I Kenny says, tell us who you’re with now, and and what new things are you playing with?
Tim Vogel 45:42
Absolutely. So there’s quite a few differences. But there’s also a lot of similarities. So my new company that I’m with is called flow rocks, FL, O w, ar x. And we are in the industrial pump and valve and filtration side of the business. So we work a lot with my name, we work a lot with pulp and paper, a lot of wastewater. And we’ve been in business for about 40 years now we’re a Finnish company. So you know, we have a lot of kind of very global diversity on our team, a lot of very smart people, a lot of masters out of PhDs. And that’s carried over into the US team as well.
Eric Stromquist 46:20
Well, hang on for first question, I gotta ask because you know, I’ve heard part of doing an interview with a Finnish company, is you have to be hard as nails. And what they basically do is they make you go into the saunas within, if you can survive the saunas, then you get to go back for a second interview any truth to that rumor.
Tim Vogel 46:38
So I got I got hired in. And when I got hired in, then I went through the interview process, which was a trip to Finland, where you spend some time in a 240 degree sauna. And then you go jump into a frozen lake, do some, do some naked snow angels jump back in, and then go in for singing and some fantastic dinner. So they said, If I lived, I would continue to be a part of the team. And if I died, then they’d have to look for someone else,
Eric Stromquist 47:05
in our condolences to the people that they offered the job to before Tim,
Ken Smyers 47:10
or else if you didn’t think you’re going into the Navy SEALs first. If you pass out,
Tim Vogel 47:14
yeah, it was, it was painful, but it was also very relaxing. And after the fact,
Ken Smyers 47:20
well, you know, the, some of the obvious things that we can talk about the similarities that you had, in your previous position, and some of the expertise that you had there and how it applies. Now, to the same, you know, core level with people, you know, Pete’s all that’s telling the story, it’s all about the stratification of interest, people, summer engineering centric summer operations. And so you have to make your, you have to pay dues to each one of those sea level players or operational level players. So tell us a little bit about the similarities first.
Tim Vogel 47:47
So similarities, I mean, from a perspective of technology, so when I was at MC controls, we had KMC commander, which is an awesome smart building, IoT platform that can go in, you know, it’s easy, smart, secure, all those things. But then when you go, and then over here, flow rocks, I represent our IoT platform, which is called Malibu, and then the whole flow rock smart solutions suite of products. When you go in, you talk about technology, whether it’s in the building sector, the industrial sector, you got to know your audience, like you said, so if you go in, you’re talking to engineers, you’re gonna, you’re talking high level are gonna be talking technical, how’s it going? What are the parts and pieces? When you go into an end user, and you’re talking to, you know, let’s say, a manager, or like you said, sea level, VP level, you know, they’re thinking strategy. So how does the IoT strategy that we want to implement that’s where digital transformation comes in, you know, where does that play in with the solutions that we can provide. So that’s when we’re talking about KPI, dashboards and analytics to help them make their decisions. That’s when we could talk about kind of future technology like blockchain or artificial intelligence, that’s where that would come in. And then you have the guys that are on the front lines, working the individual pieces of equipment, or on the building side, you know, they’re, they’re running the controls, they’re maintaining the boiler, the fans, whatever it is, and you know, you want to talk to them about the benefits there, here’s how I can give you better alarming, here’s how I can better help you triage what your issues are, where the maintenance issues are, as opposed to just going around and doing maintenance, because it’s been six months, maybe you want to do maintenance for eight to nine months. But this one needs to be done right now. How can we help you do that so that your life is easier, you’re not running around putting out fires all the time. And, you know, so talk to your audit audiences differently, and then using the technology in a way that makes sense for them. So that’s a marketing thing. That’s a sales thing. And that’s one of the things we’ve been able to carry over.
Eric Stromquist 49:38
But listen, you, you you were just like the baddest ass valve company on the planet. I mean, you know, the value handle? I mean, so how does that apply? I mean, are people use the you guys, you guys, you have smart pounds? Are you able to get that data analytics up to people? And how are they using?
Tim Vogel 49:52
Absolutely. So we have very high quality valves, I would say the highest quality in the industry. Same thing with our pumps, and the we have, you know, excellent parts and service when it comes to industrial filtration. So we can connect all of those pieces of equipment. And we can provide the data analytics and you know, people want it people need it, you know, it’s something running efficiently, and then again, triage and maintenance issues. But the other cool thing about our product is that we can connect to any type of equipment that’s out in the industrial environment, we can connect to not only our pumps and valves, but competitor pumps and valves, it would be foolish of us to think that when we went into a particular end customer, that they would have everything flow rocks, you don’t see that anywhere, would you ever go into a building and expect to see all the same type of valve for all the same type of company? And you
Eric Stromquist 50:40
were when you were the marketing manager? k MC, you expected that?
Unknown Speaker 50:43
Unless, of course, yes.
Tim Vogel 50:47
You know, that’s the whole thing. So when we first set out at flow rocks to start developing our smart solutions and our platform, it was originally to how can we connect our pumps and vows, but anyone that has a singular focus on a single piece of or branded piece of equipment, that short sighted, you’re not gonna be able to see the long term value of IoT. And, and that’s why you’re starting to see so many platforms come out that say they can connect to so many other things. So, you know, we’re able to connect not only to our stuff, but third party stuff, and it’s stuff that we don’t even necessarily have direct play into, you know, it doesn’t have to have a valve or a pump connected to it for us to be able to monitor it, you know, tank levels, vibrations on bearings, motors, energy consumption, meters, whatever it is, we’re able to connect that and, you know, visualize it and give you all those analytics.
Eric Stromquist 51:38
So what are the protocols that you see on the industrial side? Primarily, I mean, I know, my advice is big one, we see a lot, but what else
Unknown Speaker 51:44
on the net, twin cat,
Tim Vogel 51:48
you know, and then all of those run on multiple different variations, depending on what the infrastructure is, you know, if it’s Ethernet, you know, there’s variations on Ethernet, if it’s, what’s the fiber optic, if it’s fiber optic, that’s something different. And then wireless solutions, you know, that that kind of runs the gamut, whatever, you need to bear in the industrial environment, usually having huge amounts of electricity coming in lots of metal. So wireless isn’t quite there yet, similar to buildings. But you know, I think mesh has some some future potential, how we
Eric Stromquist 52:18
would think that preventive or predictive analytics will be more critical. I know the boiler controls we sell, that have that built in because again, if a line goes down, or valve fails, in the middle of a production runs, I mean, you could be talking a ton of money. So is that part of what you guys are able to do to like, monitor cycle rates, and predict when Hey, we’re gonna need to change the seals here, or the actuator at this particular time?
Tim Vogel 52:45
Absolutely. So one of the things that I’ve had more and more conversations, or more conversations with people than almost anything else, is vibration monitoring. So many companies in the industrial world now imagine, you know, commercial building world as well. They have a routine that they do once a month, they take a 45 second reading and vibration, and then they compare it to last month and see if there’s an issue. Well, our team’s been able to document burying, failing, with vibration monitoring, real time consistent vibration monitoring, over the course of just six hours. So if you’re doing it at once every 30 days versus six hours. That’s a big difference. Yeah. And so just little things like that we’re able to see, you know, is something going to go down. And the more failures we document, the more our platform is going to be able to recognize it. And we could send alarms earlier and sooner based on the type of equipment that we have. Same thing with temperatures, same thing with pressure, all of that. Are you starting
Eric Stromquist 53:39
to see artificial intelligence or predictive algorithms come into play in your product?
Tim Vogel 53:45
Yes, absolutely. So I mentioned that we are finished company, finish companies and the feminine government. If you’re a high enough clock caliber and been around for long enough, you can get very tight relationship. So we have a very close relationship, government, we’ve received grants from them to start developing our AI. And we’re expected to receive even more this year. So we are running a current beta test of artificial intelligence right now. And hopefully, we could run that or release that full time out into the marketplace in the next 12 months, hopefully.
Ken Smyers 54:19
Okay, my very impressive I did go on the internet and have checked it out. And one thing I could say about this is that the some of the differences, because we’re gonna transition, we’re through the similarities, but the differences are that now you’re in a major investment, you’re not talking, we always were in scalability, these are things to get the foot the door, and then move from there, get them to the network, get into the backbone, and perhaps you include different, you know, sub structures within the building, so that you can put them all in one one platform single face. But what you’re doing is you’re working in a very engineering centric, very high dollar, very expensive. How, what’s a typical installation, I mean, when you’re, when you’re working out there, and you’re, you’re looking at projects, I mean, we talked, you know, less than 30,000 50,000, hundred thousand, whatever you’re working and stuff, that’s you’re in the millions right off the bat almost most of the time, aren’t you.
Tim Vogel 55:13
So if we talk about systems overall, in terms of hardware, that’s out in a production environment, you know, of course, that is millions of dollars that we are monitoring, if it’s a failure, it goes down the pump, you know, we’re talking 10,000 15,000 $20,000 cost, just to fix it, plus all the downtime and decrease the capacity, whatever it is, for our solution. I am excited about it, because of how affordable it is, you guys know the IoT adage of plan big, start small scale fast, we’re able to do that and to do it in a way that’s affordable. I’ve seen some pricing from some of the big guys that are out there pitching smart and industry. And we’re talking high six figures into the seven figures a year, just to have your money monitoring, and we talked about is anything from let’s say $2,000 a year, upward, depending on how many points you’re pulling in, if you want to talk about initial installation. You know, I have several quotes out there right now. And I think the smallest one I’m running with is a very simple project, that’s 15,000, that gives you the hardware to monitor the integration and the cloud platform. And then you know, there’s another one that’s upwards to 100,000. So maybe there’s a huge range. But all of those are starting small, because then we can grow out from that. And that’s where you know that scale fast and you know, see the benefits IoT, the ROI really starts to come out. But it’s affordable. You know, operate its operating expenses, not necessarily capital expense, unless you’re doing a big, broad entire facility.
Ken Smyers 56:49
Amazing. And that’s cool. Plan Big Start small scale fast. That’s like that one. How much does remote monitoring fit in? You know, we’re talking about artificial intelligence. But how much about the wearable technologies? Do y’all get into the remote support? Because you can’t be all places all times. But you could have problems everywhere? Do you? Have you guys ever made that kind of technology where you’re using wearable technology, and maybe
Unknown Speaker 57:13
artificial or not artificial augmented reality? Something like that?
Ken Smyers 57:16
Well, yeah, all the above me, because we saw a couple presentations with the art of the wearable technology where they’re out in the fields. And the guys in the you know, he’s in your home base in Finland, but he’s working on a very special project. And they need the number one product manager and engineer to be assisting. So the guys wearing wearable technology,
Eric Stromquist 57:35
something like that.
Ken Smyers 57:36
Yeah. And then, because it seems like some of the applications you have that fit your movement in that direction,
Tim Vogel 57:42
I think it would be a huge fit. That’s not our wheelhouse. But what we could do is because we have an open platform that’s cloud based and internet based, we have an open API, we would certainly integrate with something like that, they go out, they map to third, 3d environment, they match it to what the glasses are seeing. And then they could see the real time data coming from our platform. So that’s the type of thing that is really important with IoT is you got to be able to collaborate. And if you’re trying to provide everything to everyone, you know, you’re not going to be the you’re not be the right solution.
Ken Smyers 58:13
You know, the, I just wanna ask one more question regarding that, because we just came from the buildings world and digital twins, the new hot one of the hot buttons, there were Oh, sure. Yep. Do you guys have an equivalent or version of digital twin like so that you’re actually monitoring computer basically, you know, it mirrors what’s out there, physically installed or deployed?
Tim Vogel 58:33
Sure. So digital twin is kind of a loaded a loaded term, I think there’s multiple ways to look at it, the eventual hope. So on one side of the spectrum, the eventual hope of digital twin is that you would be able to plop in a new piece of machinery digitally, and see how it operates within the process, that is going to involve a lot of machine to machine learning a lot of artificial intelligence, and a lot of data sources that are being collected. So that’s the future hope of digital twin, we are not doing that. What we are doing is we develop our entire platform is based on 3d imagery. So we go in for each end user, we create a 3d image of what’s in the environment for two reasons. One, if someone logs in, they immediately get an intuitive understanding of what’s going on, when they see real time data, and what’s going on with a particular piece of machinery that’s in that 3d model. They can then also click on that and see, where’s my data sheet, where’s my installation guide, where’s my troubleshooting guide, and here’s a video on how to change the hose and the pump, that sort of thing. You know, being able to see all of that, again, it makes it intuitive. But in terms of the true digital twin, you know, if I change this set point, what’s it going to do? You know, three things down four things down in the process? What’s the end result of my final product going to be? not quite there yet. But we do have the analytics capabilities. And again, we’re working on the artificial intelligence to get there.
Eric Stromquist 59:55
Very, very cool. We’ll listen as we wind down Tim, a couple things I I want you to have your Ernest Hemingway moment here. I want to, to sort of do like a Farewell to Arms sort of your farewell to building automation controls as you knew it. So in all seriousness, now, you sort of out of the industry and started to try to get get you to answer this early on in the interview, and we got sidetracked. But know what what are some things now that you’ve stepped away? That, that you’ve sort of wish you had thought about or new? Or maybe what you see the future being? Or maybe what you see the roadblocks, man, it’s kind of an open frame. In other words, if you were to tell him now talking to the Tim, that was back working at AMC controls, what would you have told him?
Tim Vogel 1:00:42
So I would say that, you know, IoT is changing a lot of industries, because you’re getting a lot of new players coming in that weren’t there before. So we’re seeing in the building space with companies like Dell and Intel coming in, while the Mainstays in the group are continuing to rise and change their product. But they’re not coming in with kind of, you know, hard hitting industry changing thing. While these outside companies try and do the same thing. On the industrial side, it’s the same thing, you have new companies trying to come in a lot of startups, and then you have a lot of the existing automation guys that are coming in and trying to come up with their own stuff. So my recommendation would be continued to press in with those innovative technologies. And don’t be scared of the big guys, because they’re going to be bringing in a whole bunch of baggage with them. They’ll be talking a lot of new language, but they’re not going to be presenting a lot of new things. The other thing too, is on the building side, there’s a huge concern around energy usage and comfort. In the industrial environment, that’s less of a concern. Obviously, you want to steward your resources well, but if you need to run a pump, you’re going to push as much electricity as necessary and to run the pump. Otherwise, you want the pump to run efficiently to make sure you’re getting your output. The other thing that the industry side, and industry is not as concerned about comfort, just put on a hard hat and you’re good to go. But then the industry, industry is also extremely interested in is throughput and safety and downtime. So all that could be important also to buildings, I would say because of the revenue generated from the processes themselves. That’s where industry comes in. However, my recommendation to the building side would be how can you tag your product not only from a comfort and energy saving side, but how can you use it to help drive revenue and how to buildings make revenue by keeping their tenants if they’re renting the space out? or making sure that the it’s not just comfort, but making sure that the employees working in a space if it’s an own building, have everything they need in the technology, they need to make sure that they’re doing their jobs, well said.
Eric Stromquist 1:02:45
Well said, Well, listen, how do people get ahold of? You know what? Give them the website? Because, you know, I tell you what, if I want a big badass fab, I’m calling you man. Not I’m not gonna call fish. I’m not gonna call Fox but I’m not gonna call the Zurich. I’m calling you how they get perfect.
Tim Vogel 1:02:58
Yeah, so our website is flow rocks calm. That’s FL o w. Our Oh x.com if you want to get a hold of me, Eric, you have my phone number. I do but you can email me at Tim dot Vogel at flow rocks calm. Okay, it’s always a pleasure, you guys. Oh, I know our community misses you.
Eric Stromquist 1:03:18
You did such a great job and or no communication. I gotta ask you one more favor. I keep saying that gone over your right channel. You You hit that one time before we sign off?
Unknown Speaker 1:03:28
Oh sure. Yeah. hooked in here. Let me
Eric Stromquist 1:03:30
I will bid you adieu now.
I love that kind of stuff. Kenny. That’s great.
Hey, man. Yeah,
you know that Yeah, we can hear it Tim and maybe it’s the microphone dude. Probably the microphone optic. You gotta get a bigger Gong man. But that’s just I’m just saying I worked it worked a man. Thanks so much Tim. Appreciate your brother. You take care. Thanks, guys have a look Kenny. I don’t know about you man. I always like Tim Bogle really bright guys so much fun to get up with him
Ken Smyers 1:04:01
Yeah, I mean he’s just loves his job again and so he’s young guy with a lot of brains and lot of smarts and a lot of a lot of initiative and he’s always been really a good friends ControlTrends communities because he shared information with us all the time. He always said you guys see this one I love this you know the plan Big Start small scale fast I love hearing that new good dialogue that makes sense because we all ultimately like you say tell the story and these are good bits to tell a story you know throughput safety downtime how he was able to you know segregate you know the big differences of to industrial versus building automation in commercial buildings but I want to say something before I forget and that was that your the Marvel Comics impact everybody and whatever, but your caricatures that you put up for the the post for real cyber security solutions that technique you did there made us all Marvel characters
Eric Stromquist 1:04:53
Ken Smyers 1:04:54
knock Avengers that’s it I felt I felt like that was you know who’s your favorite Avenger?
Depends Iron Man for a while and the Hulk then also like Thor you know and i like i like the women the women are every one of them was worth worth attention.
Eric Stromquist 1:05:14
Now they are well my son actually they just got into it my son Hank so he loves Hawk now he’ll he’ll take his stuff his toys and dominating GM Hong Kong Hong Kong he loves Hong Kong Captain America but but me I’m a Thor guy. I you know that whole mythology is is really intriguing to me the word Loki and Odin and all those guys so well cool. Yeah, it was it was it was great. So we know we’re trying to keep things entertaining. We’re trying to keep things fresh. Our sponsor this week has been dg Lux Be sure to click the link get a free free tutorial on that with our friends Arthur and Eugene mazo and the rest of the team there if you’re interested me an advertiser on ControlTrends reach out to us we are selling advertising spots now because can are getting older and we need to get paid. But and Microsoft is kicking our ass so we’re afraid to Jeff be both and Bill Gates. I mean they we dream about them and night wake up and cold sweats man, because that’s probably more too conspiratorial, I guess, right?
Ken Smyers 1:06:18
No, no, it’s just that we saw common. You know, we’ve written about it. We’ve heard Ken St. Clair get up on the highest mountain and say it’s coming. It’s coming. And and and when it comes, it’s like still a surprise. But then again, what Tim Vogel said to you know about the you know, it’s a new story. They’re talking a new language, but it’s the same thing. And it’s the same building, it’s the same energy of the building and control of equipment so you can’t get scared, become afraid of somebody or intimidated by something that they literally have no control over. They still got they have to have that service. Like the idea
Eric Stromquist 1:06:51
i got i gotta tell you something I am really convinced down I’ve been doing some deep dives into marketing and stuff like that we get some people just really good marketing our industry Tim Bogle is a really good marketer. But I’m, I’m convinced now that how you say something is equally or if not more important than what you’re saying? Right? I mean, because we all are kind of doing the same sort of technologies, but the people that can frame it in a certain way and the people that can say it in a way that resonates are the people that are going to win I’m a big big believer that marketing is a huge differentiator now and sales is a huge differentiator. So we’re going to talk more about that but Kenny before I forget Hey, did Mark p talk just do an awesome job filling in for us last week when you were in jail was that amazing or what? Well I was not in jail You were so let’s just get this get this story straight before it gets any any control the frame here but but in all seriousness Mark p talk filled in for Kenny me at the habit contra did a marvelous job so if you haven’t seen that episode, check it out. It’s a shorter episode but did Mark just do a great job or what
Ken Smyers 1:07:57
he sure did. He’s He’s a natural he’s a pro and and the folks that were with him, the guests he had also did just marvelous job paying and the you know, both of the other ones, just marvelous, the guy from an external and SSG
Eric Stromquist 1:08:13
Kendall was great too.
Ken Smyers 1:08:14
Well, she just again they’re all they’re made for the jobs and they were there all vice presidents or above so I mean, this is this is big stuff. You know. So the really know their business and they enjoyed it. And it was great to see them all sitting on the same couch with Mark. Right doing a great job. Yeah.
Eric Stromquist 1:08:30
Cool. Well listen, and quite a crowd we had watching them. But listen, before we hop off is anything else you want to?
Ken Smyers 1:08:37
Well, I wasn’t sure if you want dimension or not. But don’t you and I have some travel plans for this upcoming Friday?
Eric Stromquist 1:08:42
We do but let’s let that be a surprise. You’ll tune into next week’s show and you’ll hear where Ken and Kenny are going on a mission and undercover top secret mission. And if you want to know you’re gonna have to tune in next week. But with that Kenny smilers was today A special thanks to our guests, Michael hat. From our r le technologies and Tim Vogel. What’s up? It’s got a cool company sounding name again, what’s your fellow rock slow rock solid rocks? Yeah. So thanks to those two guys. And thank you for tuning in. Remember, be bold, stay in control, stay relevant indeed.
Transcribed by https://otter.ai
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Transcript by our really bad AI transcriber... we apologize in advance for how bad this is ( we are doing it for SEO ranking) sorry
Announcer: The following is a presentation and the ControlTrends Podcasting Network.
Eric Stromquist: W One, two three. Hi, this Eric Stromquist Welcome to ControlTalk Now. The HVAC and Smart Buildings video Cast and Podcast for the week ending June 9, 2019 this is episode 319 when we talked about all things smart building controls and what would a smart building controls conversation be, but the day your coast in mind, the man, the myth, the legend, the one, the only Kenny Smyres to control man from that’s per Pennsylvania Kenny welcome to the show!. Am I getting better at that? I’ll keep working at it. Yeah. Is it getting any better?
Ken Smyers: It is. I had to start smiling because it’s like, um, you know, rocket man, uh, Elton John Movie. Did you see that? Did you sit movie yet?
Eric Stromquist: John? I want to, I want us to have, we just, we just got into an Avengers so man would make my make or so the vendors, it’s awesome. But, but I want real quick, I’m practicing because we’re kinda thinking about the control trend towards us coming up. It’s the same day as the Superbowl and Orlando and it’s going to be the biggest Superbowl party and the history of Hvhc controls. And we’ll throw the control trends of wars to boot. But we’ll, we’re thinking about doing is, you know, having the cheerleaders and everything and you know, it’s going to be more casual this year, but we’re thinking about doing is like if you’re a platinum sponsor and easy ios already signed on as one, so we’ll, we’ll use him as an example. So imagine everybody else’s seed it and then you get an announcer voice and I don’t know whether I’ll do it. We might have to hire a professional announcer, gone and now please welcome to the welcome to the field. The team from ECI, oh, the purveyors of the beast from the east led by Captain Mike Marston and yellow.
Ken Smyers: MMM shocker. Rod and the tutors going, we got the music point and they come, you know, going into their table and so on and so forth. So less. I’ll comment too if you think that’s a good idea. Well, you know, like the, I think it’s going to be, again, it’s good to be the biggest Superbowl party in Orlando. There’s going to be 350 people there and they’re going to be in their football moods. But first we’re gonna take him through the 2019 capital trends awards. Uh, our heroes are superstars of our industry and transition right into a super party because, uh, we have the facility lined up and we’ve already worked with the staff down there and they could put the television, there’s 21 television throughout the facility, but they’re going to put two one stage apparently. And uh, they’re going to be giant screens. And so there’s not gonna be a better place to watch the football game. What is and who it’s going to be like. Uh, I mean the controlled trends wars or kind of be like the pregame show, right? So write your own personal pregame show. So imagine, and God, I’m just thinking, I’m thinking out loud can, how much fun this could be. So imagine if we had a two, two imitators, I can Howard Cosell imitator or whatever. And then in between when people are walking up to receive their awards instead of playing music, it’s like, wow, I didn’t see that one coming. Did you? Kenny will know. But you know, you got to know that this guy has been doing so and so on. Someone or maybe a Jon Gruden imitator or something like on, it’s going to be memorable. So, uh, I’m looking for what, you know, what’s happening and as we talked to more and more sponsors and we’re getting support at this, always a good feeling to know that, uh, you know, we’re on the right track. People, people think it’s a great idea because a, they get to do something and nobody wants to miss the Superbowl. So to give them a place that a, they’re going to have a nice fixed from place where they can take their customers, enjoy the, you know, joy, the audience of the controlled transporters, and then have a Superbowl party and you know, this is the BB King’s clubs. So we’re going to have the music, they’re going to have the food and all the beverages and refreshments that uh, you know, you could get anywhere else. You’re going to have them there. And the sort of saved a lot of traveling. I mean it’s just going to be super compact by staying because it’s going to be near the convention center, uh, for HR. So yeah, it’s about a half a mile, half about an international. Uh, was it international road or boulevard?
Eric Stromquist: International. International Boulevard. But it is kind of rock and roll. But Dude, uh, we’re getting ready to, I talk about it on the road. Again, you and I are getting ready to go up to Nashville, but before we do that, this show is brought to you by two sponsors this week. And we mentioned on the last show that Kenny and I are opening up a controlled transfer or sponsorships, specifically the smart road needs video casts in podcast show. So if you’re interested in that to reach out to me or Kenny CT for control trends, marketing firstname.lastname@example.org. We’ll get you the details, but Kenny, tell us who our sponsors are for this week’s episode.
Ken Smyers: I’d love to. This episode of ControlTalk Now is brought to you by DG Lux and DG Lux is really excited about their PROJECT ASSIST, uh, the robust graphical applications to monitor and analyze building data. Dg Lux five. We see a whole new surge from DGLux. I mean, these guys have been around a long time and are the professionals in presentation and visual data and now they’ve got the, they’ve really brought more technology to bear and it’s even better. So please check that out. We have a link on the site and also Egio. Uh, we came back from the world conference. Uh, it was, uh, an amazing event. Got to see all the, the uh, the hierarchy of Egio from all over the world. Malaysia, Mike Marston was in there and the moon shot, uh, was there. Uh, and then the European contingent with Johan and his team guild. Uh, what’s his name? The your, your favorite guy? The handball player. Guido. Oh,
Eric Stromquist: well great, Quito is great. And of course, Gina Elliot, who’s running the North American operations for mouse. So, uh, absolutely appreciate easy, I’ll support, uh, they’ve, we sort of had been with them since day one and vice versa. I mean Mike and limb, uh, I’m more, I think the first people to sign up as controlled tend towards the sponsors as soon as we got started. And they did that. And another one that signed up every year was a Eugene Mazda on the team from DG locks, him and Arthur, we call him the men in black. So these are good folks. They take good care of people, they’ve got great products, they’re very innovative and like you say, it’s great to see, uh, the men in black TG back. And uh, so definitely check them out. I will put a link in the show notes for both of these companies and what that Kenny Smyres, you and I are getting ready to go on the road. Willie Nelson’s Tao again next week. So tell her out is where we’re going to be going. Oh, we’re going down to Nashville, Tennessee, a music city hall, and we’re going to attend the con real calm 2019 conference. And again, this is a, I mean, you talk about smart, connected, high-performance intelligent buildings and what is entailed there. This is, this is going to be a mecca of, of technology innovation. Uh, I’ve talked to hundreds of people now, uh, through throughout the United States, uh, that are going to this. And uh, and we just had the, uh, Roger even act in his team’s coming down from a Indianapolis, uh, because, uh, they realize the value of being there. I mean, it’s, got it all, it’s got the, uh, the networking. I mean, the case studies that they have in the buildings of smart, connected buildings are probably the most outstanding grouping of, you know, you know, Missouri style show me, uh, you know, case studies where you can go in and talk to folks that helped install it, helped pick out the solutions and own the buildings and they can provide testament of what you could do. The first steps. I think the biggest thing that Jim young and Howard Berger always, you know, they’ve got this great solution, a presentation, but the, it seems to be that it’s always that first step. And the way I understand it is there’s probably a large percentage of people that after they come here, they are very, very confident in taking that first step, going back to hometown USA and going back to their, their buildings or their businesses and saying, you know what, the next time we do something, we’re going to do it this way. We’re going to start to begin our, our, our smart connected building intelligibility, make our buildings smarter, and we’re going to do with the next installment. And next time we make choice and payment. We saw a great article come out of Europe, uh, like Dolly. Um, you’re supposed to kill Dolly Welt with Dali lighting.
Ken Smyers: There you go. He put a great article out on a three 3,300, 3000 metric. So the Jones Lang Lasalle has an enlarged that the concept of their metric on how much energy costs you per square foot, how much overhead and how much, uh, you know, occupancy, uh, you know, productivity. Well, now, uh, there’s another metric add to that the $3,000 that if you have a smart, intelligent, total room automation style facility, you’re likely to really produce incredible dividends and, and, and really get a spectacular performance. Uh, metrics are now, you know, what everybody’s looking for. So everything that we, you always said you have to have the basics, you have to have quality, you have to have a good app, you have to have, you have to have that just to be in the conversation. But now how do you get to the end user? How do you get to the facility manager to this show? I become real calm is how you doing?
Eric Stromquist: Well, listen, I gotta tell you that I put a post up this week about, uh, you know, this is the year you want to go. And to be candid with it’s probably too late. You might be able to get in. We’ve got a link there cause we had a control trends, a special, you could get a disk and it might be too late. So, but two things, uh, watch this video, uh, uh, that we, we posted read the post, cause I, I think Jim Young is basically saying in the video highlights we put up that Microsoft is coming out with supplements just going to, he says is gonna rock the industry to its core and, and Mike, Anything else when somebody is disruptive, uh, is, is either an opportunity or it’s a nail in your coffin and that sort of depends on you. So we kind of realize that you’re not going to probably be able to get there if you’re not already going. So Kenny, I can do everything we can to bring the conference to you. We’re going to live stream as much as we can. So if you haven’t already subscribed to the youtube channel is that we’d be using youtube live stream as much as we can. So it’s not as good as being there, but it’s close as good. Closest to good to be in there. And, uh, you know, again, the analogy we use and to listen to Jim Talking, we’ve known Jim for a while county. Um, and I’ve never heard him this definitive about something he thinks is going to really, really change everything. And it kind of reminded me of what it must have been like back in the early days. And I think it was 1975 when um, Microsoft got founded. I mean we put a picture of a Paul Allen and Bill Gates and they must have thought those guys had three heads. They kind of look like they do, they have so much hair back then that, uh, but you know, you sort of wonder what would you have done. I mean if he could be transported back in time, you know, your, your business, your, all your priorities and so on and so forth. I mean, would you have given them the time of day? I don’t think I would have. I think I would’ve just said, I’m too busy. This doesn’t make sense. I’ll catch it on the flip side. But, but if you had been one of those that said, I want to take the time to try to understand this, your life could be completely different. And my question is, if gems to be believed, which I think he is, I mean, he’s one of the brightest guys around and he’s, this is not his first Rodeo. Is this gonna be one of those definitive moments that if you’re paying attention, you can capitalize on it?
Ken Smyers: Well, um, to your point, uh, and he, and Jim says that in the video, but you know, we, we called them a profit because of some of the predictions he’s made. Now we’re actually living through them and living within them. Uh, you know, as far as how it affected the industry. I mean, I remember, uh, once he said something about, you know, this real calm, I be con networking event people buy businesses and whatever. And we’ve seen several acquisitions in several mergers that have occurred to it. It’s almost like a, you know, it’s unbelievable now. Uh, so he believes that this, uh, presentation, especially with Microsoft is going to change the way people look at the building business itself and, and the partnerships that are being formed within it. In other words, you used to have our own HPAC industry and they had their facility management industry and you know, there was intelligent buildings, you know, that we’re just doing the real estate people or the convergence. It’s all happening at these events. And what’s Ha would I think is going to happen is there’s going to be partnerships introduced there that are going to be so compelling that they’re going to look for new channels. They’re gonna establish channels of how these things are going to get done. So, you know, they’ve got this potential, this cloud solution. We’ve got these, you know, he said there’s a pavilion of 32 corporations and you know, ABB, Honeywell, Eg, the Microsoft pavilion just into Microsoft pavilions. So, I mean that shows you from eight to 32 something substantial has happened and something a very, uh, you know, uh, magnitude and importance is, is, is, is alive and going to be present at this show. And it’s almost like being a senior. Great. Contracept I mean, if you, if you, if you can get there and see it in person, you’ll have a impact a certain way. If you can’t, then please, you know, check with control trends a and they do our best to convey that information. But yeah, it’s exciting because, you know, I mean that’s 2019 now. And uh, you know, I just, I just had my car inspected and I got a sticker on my car. It says 2020. I’m thinking 20 though. I mean, I mean it’s just a strange date. You know, it’s like something out of a movie or something, you know, but we’re just going through times. Yes. Hey man, the decade of the 20’s is going to be our decade, baby. We’re going to rock and roll. We’re going to make it happen, man. We’re not getting older. We’re getting younger. We’re not getting, well we are probably getting uglier, but we like to think we’re getting better looking. But you know, speaking of that man know you talk about this show Kenny, it’s the only show I know that you can learn about the latest technologies, right? And is kind of unfiltered because there’s not like a manufacturer. It’s not like a particular manufacturer’s conference is all about um, uh, you know, the best technology available. But then the customers were there as the huge, huge thing. And I got, I got to asked you, remember it was San Antonio. We’re sitting there at a cybersecurity breakout session, right? And there’s this guy sitting in front of us. We didn’t notice the guy first I got to confess, he had this really beautiful assistant, you know, all dressed up business like beautiful hair and all that. She’s taking notes. And so we’re looking at her and we kind of look well, who she said wasn’t, is this guy’s got the slicked back hair. He’s got the braces on and all that stuff. And so of course, you know, when the break comes up, we’re curious about when the break comes up, Kenny and I go and talk to the guy because we really want to just find out what’s the story on the girl is right. And, uh, this guy is, he owns real estate, commercial real estate. And we got to talk about one of the jobs in Atlanta. We’d done, what’s a huge bank building? And he sort of said, well, you know, what are some jobs you’ve done in Atlanta? I’ve got some properties in Atlanta. Tell him. He goes, yeah, I own that building. They wear out. You’re going to find something like that. Right? Well, yeah. So the, uh, the networking opportunities are incredible. And uh, you know, I’ve seen people change jobs. I’ve seen, I don’t know if that’s good or bad for an employee to here, but now it’s just, it’s a goto place is the Mecca of intelligent buildings and, uh, it’s growing in magnitude. In other words, I think that, uh, yeah, we remembered if we met Dave Lorenzini, we saw the first Google glasses. So we started the technology. So the drone presentation on the stage, that was incredible because, I mean, I’d never seen a drone up close and then it invented Google glasses and Kenny and I are hanging out with him. And you’ve got to do, it was called, I mean, but you know, it was at the real car might be gone. So Jim was saying that there’s some incredible stuff. Yeah, I’m looking at the real calm edge book. This, this book by itself is worth its weight in gold because the new buzzwords and their technology is being captured inside of a very condensed book. Uh, it makes anybody that reads this thing more intelligent about the industry, you know, and about the success stories. And again, going back to all these things that are here, and that impressed me the most, the case studies are, are what’s really probably the smart building best practices showcase. This is where you’d go down and they didn’t have Ford land. Energy pushes the envelope enabling energy efficient, smart campuses, Sas smart campus in another thing. I mean it’s, it’s, it’s loaded with so that whether you’re in a high school, uh, facilities management or you’re in college, you know, university campus management and you know, also now the, the, the new things or cyber security, I mean, there’s going to be some solutions down there. There’s a vendors, uh, area, uh, you know, uh, we saw who’s those people aware last year and he went from that show a astronomically. We had them on the launchpad, remember? And it was because of us, well is Jane is a, there’s own own right. And he solved the problem that was affecting his family. His kids were a subject, all these allergies and a, the VOC. So they’re in the air and he created a sensor that, uh, you know, gives you a, you know, an accurate measurement of what your, your voc level is and, and you know, and then you can take action, fresh air or better filters or whatever you’re gonna do to react to it. But he got a, I think, I think he gets started there. I mean, cause now he’s an net. It’s in every magazine. It’s everywhere. I look engineered systems everywhere and uh, one time I think he was looking at distribution as a channel, but he probably went direct because that sensor, that sensor didn’t require a whole lot of uh, you know, support and, and you know, things that you have to create a, you know, maybe a two step proposition.
Eric Stromquist: He just sold directly to the market and I think he’s kicking butt. Well, I think he is too dude. And, and uh, but again, I think it gets back to something we’ve talked about on the show a lot as you can have the greatest product in the world. But if people don’t understand what it is or don’t know about it, it’s not gonna do you any good. That’s where Kenny and I go, what are the game show host? Who the industry man where the king makers you want us to get your product on? Man, we’re rocking. Won’t speaking to that, Kenny, we got on awesome guests teed up. He’s ready to rock and Roosevelt had to introduce me. I’d love to Eric, this is a real industry veteran of substantial experience. I mean, he’s got 38 years in the industry. Uh, and he’s young and energetic. Still. Doug Miller, a lead AP vice president of sales for KMC Controls is welcome to the show. Doug. Welcome. Doug
Doug Miller KMC: Thank you gentlemen. It’s a pleasure to be here. I, I couldn’t tell you how thrilled I was with Eric called me and asked me to join the show. And you guys are iconic in our industry wanting to do what you’ve been doing and the control turns world. I mean guys really elevate us to the status of superstardom as areas Eric puts all the time. So I’m absolutely tickled pink.
Eric Stromquist: Oh, right. Well Doug, thank you so much. We’re so glad to have you here. Who’s had over your right answers that pitcher you back when you played football at Michigan State
Doug Miller KMC: Mortal Desmond Howard when he ran against Ohio state in November of 1991 it was Heisman pose right in front of the Ohio state. Oh yeah. We all did that. Uh, everybody can practice doing it. Highs when that was a fad for about two years. Every time somebody did something, they did the Heisman. Yup. Yup. And there’s the, he’s the man who started at all. Yeah. Well what deck, let me ask you a question, sort of set the frame for our, our community here because you’ve been around the industry first quite some time, you know, like Kenny and I have a as well, so walker community a little bit through your career and sort of how you got in controls in which you’ve been doing. Sure, absolutely. You know, um, well back in the days, Eric, when you and I both in care and I started, um, actually put myself through college working for an Hvc and the gap around service and installs. Um, I joined Honeywell in the very early eighties, and I spent 11 years with Honeywell, Honeywell and spent seven with Siemens, uh, subsequently three with Johnson controls and more with the train corporation all. And I became, see now for 13 years. So if you’re doing the math, that’s 38 years. And I’ve had a lot of titles over those 38 years. I’ve been a tech field, a private project manager and the applications engineer, an operations manager, service manager, branch manager, pick titles. So I’ve seen the industry from a number of different perspectives.
Ken Smyers: Wow. Well that’s pretty, pretty special in that old, well you don’t, but you know what Kenny and I tried to tell people, we recruited him to the industry. As you know, controls guys don’t get old. We just get better looking as we get older.
Doug Miller KMC: Oh, you’re not, they say they don’t put marble tops on shoe firms.
Eric Stromquist: There you go brother. There you go. I love it. Well, so listen, you kind of uniquely qualified to talk about Kmc. Given the background you’ve had resolved some of the major players. What is it about KMC that not only attracted you but this kept you for 13 years? Well, that’s a great question and you know, I mean, there’s never been a better time to be at KFC. We’re celebrating our fifth year anniversary this year. And Nice. It’s nice. I mean, we’ve had some, we’ve had exponential growth over the past few years and that’s been a good problem to have. We’ve got some really great new system integrator art, or if we’ve got some excellent new OEM relationships, uh, that are coming up. We’ve got some new OEM contracts that we’re developing right now. Actually the company got started, well people don’t know that. It’s still probably 35% of our roads and um, it’s been a great business for us. We’ve got some new sales team members, but more importantly I think the thing I really love about it is, you know, we’re an American owned American reading company. The products are made right in Indiana, in the bread basket point. American workers and Eric, I think you’ve been to our factory. It’s just an extremely impressive place. It really is. We bring folks there and they’re always amazed at what we can do in the middle of a corn field, in the tech, the technology we have. It’s just great.
Doug Miller KMC: No, it is quite impressive to me more than anything else is sort of the family values. Right. You got Eric Kreuter who is what the grandson of the founder, correct. Uh, of, of, of KMC controls and you know, far our older guys, if you remember, like the velocity reset controllers and a lot of the pneumatics, I mean, that was cruder that made those, those are still out there. And, and the fact that they’re out there and they never break, uh, you know, it’s kind of a testament to the quality, but to speak about the values, if you will, because that’s really the technologies. Impressment we’re going to talk a lot about that. The products have impressed me a lot, but what impresses me more than anything is, you know, I shared the values. Yeah, no, absolutely. And that’s one of the things about the organization as, as it is a family run business and you know, you’ll walk on the production floor, the orders know everybody out there. Most of them they know by first name. They’ve been employees of our company for a very long period of time. We have very little turnover. People start working at KMC and they typically retire from KMC. I couldn’t be more proud of those folks there. And they’re all dedicated and passionate about what they do. They genuinely care about the crack at their building and shipping out the door and those gallery show in the fact that we have such a small percentage of returns, we make a great product. Well I think you guys do in the fact that it’s American made and I don’t want to get political on this show. And Kenny, I’m gonna let you ask a question for this cause I’m just dug in are like old friends mantle work catching up. But uh, but, but I think you guys have already been very, very price competitive, but how about fill in that gap might widen a little bit just because you guys are making the viewers products are made in the u s and some of some of the impending tariffs on some of the others. Uh, it seems like not only you guys are going to have quality, but you’re gonna have a pricing advantage as well. Yeah. You know, I think that’s a very good possibility. Um, we’ve certainly been approached more salt than ever by some folks that simply can’t get product through the normal channels that they need to get them in. And they’ve come to us and say, Hey, can you help us get this? Cause we have an order for x number of these we’ve got to fill in, we can’t do it. So there’s some advantages there. Well, sure is in fact a this uh, what is it? The tariff a section two, three, two tariff is going to change a lot of people’s business models because it’s going to be a substantial impact. The thing that I’ve always enjoyed about the KMC and I’ve, I’ve, I remember being a mildly surprised sometimes when I found out that camps he was making this product for this manufacturer. We label labeling this of fact according to hold the pneumatics, uh, one of the, the uh, not really a surprise, but it was a testament to the quality and I think you put it the first five year warranty, all your products are warrantied for five years, right? Yeah. But, um, I think in this day and age right now, manufacturers have a problem. So the district was trying to solve solution selling versus product song. Back in the old days things were easy because your song products, the product you go through the future feature benefit list and it was pretty self explanatory in easy. Now we’re selling solutions. I think we’re KMC has really moved their needle in a different direction. Was that you guys would be very good at selling solutions. Tell us about some of your favorite solutions that came. See. Okay. Well thanks Ken. I, I do appreciate that we have um, some things that we address the marketplace, you know, it’s real easy to to push your product out there and say, hey look, we need this fancy new widget or the real value add comes in. How do you take that and incorporate into meeting the need of a customer? Um, we recently had a situation with a school district down in Florida and they were their production of food production area where they make lunches for the students and that type of thing. They were using a lot of energy but they weren’t quite sure how to separate out how much energy they were really used. So we went in and overlaid the can we enter solution on top of that wearable, actually monitor and track your energy usage of a fucked up to production facilities. And so what that allowed the district to do with that setup or billing network that can actually fill that part of within district or the energy they were using. So that’s really cool. Yeah, like I said, I’ve keep tracking like, um, I’m on your website right now. It’s a great website too and you have a lot of really lot of good information for people that need information about controls and whatever. One of my favorite little reference books is a this little KMC commander book I got, I got this at this show one time and I still use it when I’m trying to write something and I want to make sure I get the terminology right. The Kate Green building and controls glossary. Yeah. I think another thing that came see did early on was took the initiative of, of the concept of collaboration. You’ve got involved with the two very serious, uh, industry players, Dell and Intel that are obviously really good at what they do. And you incorporated incorporated that into the KMC, uh, world. Tell us about that, that story. Yeah, it’s a really unique story. It’s kind of cool. We were at a real calm, I become conference a few years back and um, you know, they had a panel discussion up front. They had Dell and Intel and all the big it players there and Richard Newbury, our CEO was in the audience at the time and he was listening to what they were talking about, you know, something clicked in his head right then the wheels started turning. We need to be a part of that. I need to get involved in that. He had literally just come back to the organization after a little bit of a hiatus, getting that business cards. So he grabbed somebody else’s business card, wrote his name on your back, gave it to some people. So I really want to talk to them about this. And, and, uh, that’s kind of where it went. And you know, he kept following up and following up and trying to get ahold of the right people and you know, the standard gatekeeper run around type scenario. And then one day out of the blue call came into the switchboard and then somebody from Intel call us and say, Hey, there was a guy that showed up and had dark glasses and he was at our meeting. We really don’t remember what his name was. We want to talk to him about this. And of course we meet soon as they said the dark glasses. Right. We all knew that was Richard. So they put him on hold, they kind of ran down the hall into Richard’s Office. Um, I guess somebody from mid tail on the phone, I think they want to talk to you. So that’s really kinda how it all started just through Richards.
Ken Smyers: Well, and I think there’s a lot to be said for that. And, you know, Doug, you and nine Kenny all came up through the sales ranks. And you know, there’s, there’s really something to say for being persistent and for following up. I mean, I’m amazed at how many people get discouraged early on and don’t accomplish great things. But I think it’s a testament to the values of KMC that, you know, you’ve got the CEO who is, uh, you know, work and work and work and following up, following up, following up, not getting anywhere, not getting everybody doesn’t give up. And, uh, so I, I kind of bring that up as a framework because my experience and we’re distributed KMC and we, we loved the product. My experience with working with you guys is that a, you get that same kind of persistence and follow up, uh, when you’re a customer KMC. Wow.
Speaker 6: Yeah. Well thank you. I mean, you know, our mantra is integrated intuitive solutions for responsive and supportive people. And that’s not just a buzz phrase for us. We really do live that our people are responsive. We are supportive. You know, we, we are, we’re not the biggest name in the industry. We realized that we make up for that buyer responsiveness.
Eric Stromquist: Well Dude, I want to talk to you cause you got two great videos that I want to make sure that our community sort of tapped into. And I’m going to set, set one up and, and then I ask you to respond on that later. But uh, the first one is, uh, on your website you got Richard Newbury. It’s a cool black and white video, uh, and it, and it talks about, uh, you know, Dell and Intel and KMC in that partnership. And I’m a big fan of black and white. Have you out of control? Trans ain’t time. I shoot something in black and white. I do. So kudos for the video. It was great. But Richard talks about the fact that their 5 million buildings, I think it was 5 million that don’t have a proper energy solutions and they’re wasting a ton of energy was in the millions or billions, I forget. But he talks about in the short little video and a, a sort of setting the framework up with this collaboration with Dell and entail in KMC. You guys, as he says, you’re providing an affordable solution that anybody can afford. So I want you to respond to that. The second one, you don’t have to respond to it other than to go of course. That’s why we did that. The second one is we’ll talk about in a minute, which is I think it was shot at HR. It was kind of going through the conquest product line and there’s a B roll footage because you’re talking about how you can do the near field. Uh, uh, okay. Yeah. Near field communications and there’s somebody who’s there with a smartphone and I’m, I got that shirt, looks real familiar in the name tag, looks familiar. So I want to know who took my shirt and my name tag for that video.
Doug Miller KMC: Well okay, in reverse order. That was probably Tim Vogel at the time would be my guess for sure. No, I think it was me just didn’t see the face cause you know Tim Tim note I have much more buffed body than Tim did so I’m sure he wanted to, I was like a body double. I can add that to my resume now. You’ve confirmed that for me, but go ahead. All right. No, that’s fine. Um, yeah, the, the video that um, uh, that was great. I mean we get a lot of hits on that because it is a fact and that’s one of the driving factors to the incredible work and acceptance with that of commander. There are a lot of buildings out there, right? These specific that don’t have any type of automation, Rachel and simply because there isn’t an affordable solution for that space. And our goal with commander was the design something that was Margaret Ready, easily deployable, you know that you could deploy it by somebody who doesn’t have HPAC or bass computer skills. They can go in and get this thing set up, get up and talk and pushed out data to the cloud and on someone’s mobile device. In a matter of a day, the industry is going, the world is going towards, everything is mobile. Everybody wants everything on their phone. I bought a window, air conditioner for my house recently. There was a mobile app for that. Now I can control my mobile phone. So it’s just an example of of how everything is moving. And of course when you get into those scenarios now security is always the question, right and everything, you know, the whole, unfortunately all thing that happened with target a few years ago kind of thrust us and controls industry into a spotlight. We really didn’t want to be it, but we’re there now and it was inevitable that the social security is obviously a very important issue. We’ve built in several layers of that and the commander, we’ve written white papers on it and when we find ourselves a lot of times now, and I’m sure it’s not unique to us, anybody that operates in the iot space, finding ourselves inside of CIO or I it offices explaining what we’re putting on our network, where it’s going to do and has been a functional cause, it’s a concern. Sure. Well and I think again, having that concern and, and engineering your product to meet those concerns. But the, again, the, the whole concept of Iot, I think you guys came, see, had the understanding of where things were going. In fact, the, I just wanted to review the history a little bit. Uh, last year you all were recognized by Crn, the brand of the channel company. The named KMC is one of the top 50 companies, corporations in the United States that really get the Internet of things. You made it to that list of the top 50 in the Internet of things list, which recognizes companies whose innovative offerings help connect objects, computing devices, infrastructure, data storage. So the, where do you see this all going to a dog? I mean we’ve got, again, we talked about pneumatics, the, the uh, the c a c 2000, what was that? The receiving alerts, 30 11 thing. I can still remember it. We sort of just hundreds of them now. We’ll talk about it. Yeah, the stop sign. Exactly. And, and now we’re talking about Iot, but now we’re talking about young inclusions, Dell and Intel, where we are. And then there’s 5 billion buildings out there and KMC has a full portfolio of solutions that are modular, scalable, and ready to go. Where, where do you see us all going to be? It’s 2019 how is this in 40 we can make progress? Are we going to get there and see the, the Iot really get fully deployed or what’s your thoughts on that? Oh yeah. I don’t think it’s, it’s a matter of if, it’s just a matter of how fast it gets here, truthfully know, depending on the numbers you believe in here, but there’s going to be billions of devices that are going to be Internet connected connectivities and it happens on, I just talked about my window air conditioner. That happens all the time. And with each of those layers receiving the intelligence being pushed further out to the edge all the time, um, you know, our controllers, we have scheduling trending alarming right at the edge, right at the final year, and those layers are going to continue to grow. We’re going to see that deployed even further out. Um, I don’t think, again, it’s not a matter of volume. It’s going to be your, it’s a matter of how fast it comes. We saw that early on. We’re definitely becoming a part of that. Um, there’s just so many ways to versify itself. Uh, is it incorporates other systems because for a long time we’ve always incorporated our worlds, right? The H Vac. Well, it’s so easy now to integrate things like lighting and landscape. You’re Asian and solar and wind and all these other things. I’ve been a part of rebuilding and street. Let’s tie those all together into a smart bill.
Ken Smyers: Awesome. Very cool. Well, and you know, we’ve covered several of your conferences, which I encourage our community and if you ever get to go to a KMC conference, they’re fantastic. You guys always have great speakers. It’s insightful. And you know, one of the things that I think is a huge expense for all of us is getting the product sold. And here was something that I heard the Dell guys say and uh, it might’ve been intel as well, but you know, those guys are out selling iot solutions. I mean, you know, they, they see that what a huge market it is. So one of the cool benefits I think of being a KMZ partner is those guys are out there and they’re going to bring the building controls in. That’s going to be a referral. Uh, flow for, for Campuses partners. Is that, did I get that right?
Doug Miller KMC: No, that’s absolutely right. That is how it works. Here can be Intel and Dell for that matter. They have literally thousands of salespeople out there and they get into spaces that we don’t get into. It’s just nature of the beast. And again, it’s a nice thing for them because this is another arrow in their quiver that they could bring a full service solution to their partners and it’s a piece of the arsenal that comes out to be a referral for us. Ran this thing and you can go in there and you’ve got an opportunity to build the survey, maybe install some additional here. So it’s easy way to pick the low hanging. Interestingly enough, and I can’t pull the curtain back too far and shit because I’m still not fully baked, but we’re about to enter into a partnership with a major player in the it space right here. All this fervor that for us.
Ken Smyers: Wow. Wow. Well that’s great. Well listen, just real quick came, we ask the next question for our friends at Intel that are out there selling and for our Michael Dell, I know Mike listens to the show. Listen, when you get those, uh, those illusions, we need to bring a building automation specialist and there are only two words you need to remember, which is Trump with.com cause Doug will tell you were one of his favorite partners. I’m not his favorite. Dug in and say that, but that’s fine.
Doug Miller KMC: You guys going to Punky at the end and say, you know, let’s say Scott Cochran.
Ken Smyers: Yes. Oh well Scott Scott’s a good third choice. I mean there’s acid Kenny and then there Scott. So yeah,
Ken Smyers: I just remember you got punked in a video. Somebody did that to the science lab.
Eric Stromquist: Yes sir. That’s good. I’m glad you, I’m glad you’re following our stuffed. I guess what I love about you buddy, you’re falling our stuff you’ve been around and how you remember the deputy 7,600 days when you were in Honeywell. So, uh, I actually installed the program me to believe it or not. So, uh, but anyway, but you know, your product sort of hearkens back to us, but I want to get, go back to the commander just for a minute. It hearkens back to that a little bit because the cool thing about the WCAV 600 was it was geared for the light commercial space. It was easy to program, it was flexible, it wasn’t overly complicated, although there’s is pretty expensive relatively speaking. But with the commander, getting back to your light for lack of better term, right? Commercial solution is really for that 5 million buildings. It’s, it’s, it’s, it’s, it’s inexpensive, it’s powerful. It’s very easy to use to work with. And to the point that I have heard, and I want confirmation from you on this, that there are several service contractors out there that actually will, if you signed a service agreement, don’t actually put one of those in for free because it allows them to offer better service, uh, and, and give all kinds of additional features to the building owners. So, uh, I’ve heard several people are doing that.
Doug Miller KMC: Yeah, that is actually a fact. Um, we do have several of our system integrators, particularly the ones that are more service industry focused that do that. One of the branch managers in the organization actually made it a mandate, uh, to all of this service. Salespeople that are service contracts they sell will have a commander as part of the install and it really makes good business sense for them because I’m going to go in and do a full service maintenance contract. I’m responsible for compressors, fans, all the other mechanical gear. If I can have an early I early eyes on it system what, what’s going on before there’s failure and it makes my life much simpler. I can control my costs and my value add to the customers very easy. And that station game, because I’m fixing things and solving problems. He as before he knew me. I, I want, I want to just, I want to hit a couple more points on this because we have a huge amount of user group of the people that listened to us or Hva service techs in Hvc service companies. Now, what I want to get at is, you know, from what I know about the service business is very predictable. You’ve got a service contract. Every service contracts you have, you know you’re going to get x amount of dollars in upgrades, x amount of dollars in equipment replacements and stuff like that. So they guard those service contracts like you know, with their lives because it really is the bane of not the Bain, but it is, it’s what makes your business go round and round. And in the past when I’ve talked to service contractors about, you know, putting in automation controls the age you want to do it because they didn’t want to risk losing that business because the system didn’t work. And what I would say now, and I’d like to get your opinion on this and yours to Kenny, is it’s almost like if you don’t at least offer that now to your service contractors, you’re in jeopardy of losing was more risky not to offer that I met Maurya not to offer than it is to actually offer. And the reason I say that is because it drives your costs to serve down. They are expecting things cause you get so much information from things like their smartphones and stuff like that. And also, uh, you know, it allows you to be more predictive. Like you say you can and if you don’t do it, somebody else who’s going to offer it. So I think it’s more risky, knocked off or something like the commander. Agree or disagree?
Ken Smyers: Well you know I was going to get to that in see I, I think uh, and Doug I kind of Said Jeff Cause I was trying to transition into that managed services that y’all had began to open up our minds. One of the important things that came seed meetings do is they’re concerned about their partners being aware of where the trends are coming, what’s coming down the pike and what are you better start moving some chips over on the side and learn a little bit more about it, get some exposure in certain areas. But there was a term where a yet one of your partners that came there was selling us about the, he was in growth facilities and he started out, he wasn’t even in Hac or building automation. He was coming in as the managed service provider for the it stuff, the printers, the computers and networks and whatever. Then he stumbled into some of the issues that we were having to building automation, how we were being resistant, temperamental about learning new new technologies. And we’ve realized what this was probably what four years ago was in Chicago. I think meeting, I’m talking about these Alvarez wasn’t it? Yes it was. And never since then it stuck in my mind because now, uh, you know, the, the things we’re talking about are all, you know, solutions selling, you know, cross selling, collaboration, selling, building solutions. You know, and, and really you guys were early on that conversation, but that is the future. I asked you what you thought and you led us right to the, uh, what we do for living with contracts and distributes new for living is provide solutions. Now we don’t provide just products. And you have to really truly work at that and learn it. But it’s, it’s really good when you have a product portfolio that lets you do it at different levels. I think a, we use the triangle thing where everybody fights over the top one 10th of the market for these big integrated buildings and smart connected goes and they’re important too for the, I think for the big players.
Doug Miller KMC: But the real market, the real untapped market is that 5 million buildings that we need to get products to these building owners or facility managers that really solve their prompts. The lowest level I think with the KMC does, is provide that portfolio that gets you in the door, maybe a commander, but then from there you can build, once you put that commander in or you can integrate anything imaginable, it’s all doubt on a network. And so the, the opportunities I think that are there for contractors and distributors is to learn the game better. Get started maybe and make it, I wouldn’t, I don’t know. But given the services or the commander way, I, um, I don’t know how you make money when you do that unless you make better service work than me, but we make a living by selling solutions and, and uh, but I think KFC is doing a great job. You guys are showing leadership in the market. And the question I think I’m bearing down on is what do you have next? What’s next up? Is it just going to be refinement on some of your product platforms that you have some knockout punch that you’re going to release soon? Fireflies.
Eric Stromquist: Well, you know, there’s um, there’s always enhancements to commander. I think. Um, one of the more recent ones is, is a product called node red. If you ever heard of node red. And so a very common language in the it space, uh, it is, uh, the next phase of commander that we’re moving to. So that’s, that’s coming out. There’s always products that are in development. Those kind of things never stopped. Um, we’ve had a very vulnerable product for us to over the years called flex I, the flex debt has been sold or an OEM space is that sold over the counter. We have a number of those national accounts, very large drugstore chain and we’ll name literally has thousands of those things installed. We’re going to be coming up with a new version of the flex stack. Could be a nice color touchscreen display. We have some neat features. It’s Ip based as well as MSTP based and we’re going to be showing that at the Ahr show in Orlando.
Ken Smyers: Wow. That sounds great. Bodes well. It looks like I came, she’s really done their homework. I applaud you guys. Uh, we, we um, we can’t help but recognize the success you’ve made and the gross, you know, it’s, it’s always good to see a group of successful people, engineers at heart taking the solution side of the market. And Sharon and Sharon, it looks, cause I, I think I, every time I’ve gone to one of your meetings, I’ve been benefited by it as a, as a business owner. And the next time I have to get in front of people and try to sell them and get them started. It’s always good to have these good reference points. Oh, thank you.
Speaker 1: What is, and of course the ControlTrends community has recognized, uh, you guys, um, over the years of the control trends, awards, you know, numerous rewards. Everything from Richard Newbury being uh, uh, you know, executive of the year day Bowman and your tech support guys. One, I think you’ve even won a couple of [inaudible] Doug, I’m not one yet.
Doug Miller KMC: I’m looking forward to that day. Well there you go. Well, you know, you and I are probably be competing for best looking bald guy, the in the industry. But none of you, you know, you should definitely be on that list. Uh, you guys have been great about supporting the controlled trends awards too, so thank you so much for that. But a sort of getting along the lines, you know, Kenny had the scalability of the product. I mean, if you go from commander, you go up to conquest and uh, you know, Walker Committee a little bit through conquest because that really does allow you to go from, you know, the, the, the 5 million buildings up to compete with that 1% of the triangle like Kenny’s talking about, right? The conquest is, is a hardware product line. And um, when we, we’ve brought conquest out a few years back now we go with conquest was to simplify as design and selection. One of the things that was always a challenge and brought somebody was, you know, there’s all these different part numbers and I’m a new guy and I’m trying to figure out the engineer. My first job, Oh man, I got this many of your handlers and these many Vav boxes and all these other ancillary devices and what do I pick and what do I put on work? And so we, so we simplified it and you said you’ve got a unitary control or a Vav and we narrowed it down to three devices. We’ve simplified it from my perspective, all of our devices are advanced application controllers, which means that they’ll come from the factory with preprogrammed algorithms in them, but if you decide you want to change them add a side loop that controls the exhaust fan or interlocks radiation or something like that, it’s simplistically do that. Probably one of the bigger things that we did that though on this kind of alludes back to your infamous photo with the name tag in the background, but if your our viewers are familiar with RFI or near field communications, we’ve invented an RFID chip in all of our control products and what that allows you to do is take an app from your smartphone and you can lay your phone on top of the box while it’s still in the factory packaging and unpowered and be able to configure that device. For instance, the smartphone, and this was for the first time I saw that was kind of spooky it how’s that? How does that work? That was cool. That was cool. Yes. Entering your pop on your phone powers the RFID chip and you know again where it’s really been a value add for customers, it costs x amount of dollars to make the product right. I mean it costs x amount of dollars to populate a circuit board and enclosure loaded up with software. There’s only so much we can do on that out of that from a cost reduction perspective we can really bring value to our partners is by cutting the amount of field installation time. Cause that’s always their biggest variable in putting the project together is how long is it gonna take to actually do this. So as an example, you don’t see, you’ve got a 20 Vav box job will. The way we always did that we asked was, you know a technician would take 20 controllers, are the box and put them on a table and where are the communication for wall and tolerate them all up and they plug in his laptop and he’d helped work program and all those devices. If the tech was really good, he could probably pull up a 20 box job in four to six hours. Now we can do in 40 minutes. So it’s a tremendous labor savings and we’ve incorporated all of those features in the product. So we made it easier to pick, easier to set up and program easier. Commission easier. Yeah,
Ken Smyers: no, no, you’re right. It makes it more predictable because like I said, the installation is done predictability part of it. And most of your stuff connects with cat five as well now. Yeah, we offer MSTP, which is the way we’ve always done it, you know, the industry as a whole as always done it for years. And then ether net connectivity back. That’s been an interesting transition for us. You know, we, we offered Ip controllers started about three years and we kind of thought, okay, well we’ll see what the acceptance rate is in the marketplace. And A, from a manufacturing perspective get ramped up a lot faster than we thought it was going on. Which tells us kind of tie in our conversation together of Iot, the age of connectivity, intelligence at the edge. That’s moving a lot faster pace. And I think we realize it is, no, no, no, no, no. Agreed. And other thing too. I just want to get back as a simplistic thing about, uh, no simplistic but powerful about conquest because again, you know, you’ve got the near field communication for your Vav controllers. You got your unitary controller year, uh, and then your, um, uh, what I would call a plant controller. I think you use a different term for it is kind of cool as ADM potato outputs, but it’s expandable up to 40, and correct me if I’m wrong, but it’s kind of cool because all those things come with pre factory program algorithms. If you want to use them, you don’t have to, again, you can use the dues line or block programming with any of those, but for that expansion, I mean you’ve got little cards that you just put in the slots, right? So, you know, particular application preprogrammed, put the little cards in and you’re good to go. So that’s kind of really knocked down installation time down and the potential for, uh, an installer to make an error down a bunch, I would think. Oh yeah, absolutely. I mean, the Hoa cards are great. They use quite frequently. Um, owners love them. Just from a perspective of, you know, if a guy’s got a damper that’s not opening right, he can, he can put that card in and deliver it to manual and you know, turn the pot. It’s the damper Romans and he knows he’s got a software problem. It’s a damper, doesn’t open then he knows I’ve got a mechanical issue there. Right. They’re are great on construction jobs because a lot of times the Arab Palliser wants to get started before the jobs maybe be ready to go or we haven’t written the controls jet for the air handler. You can plug that card in, he can dial, we have for you to do whatever he wants them to be at and start as their balance. Very cool.
Ken Smyers: Okay. Doug, I just wanted to say something of Eric and I had just recently returned from overseas a trade show and we were listening to the European version of our vas and how it was evolving. They called it it based, uh, Controls no more, uh, of the, uh, you know, they, they were making fun of the telephone wires, MSD wired. And, and you know, it was of a revelation that, you know, we hear a different perspective on how other people in different parts we currently are common currencies, buildings and we’re all pushing air and water to buildings. Uh, uh, you know, but the different styles. But to hear what you just said there is very consistent with what we heard over in Europe. And that is the, it, the Ip based controllers are going to have a, uh, you know, almost a advancement. It’s going to be exponential, the growth in the years to come because as we become more and more familiar with the networks and less and less intimidated by it, we’re going to take advantage of that bandwidth and all those other increased, uh, features. One question I had when we’re talking about Ip and, uh, is, is the security how, what’s your thoughts about when we use more and more IP controllers, we taken greater risks? Are we actually putting those controllers on a network that’s really truly secure because the IT professionals have full access to it and they’re going to make sure that if it’s on their network is secure. Yeah. And I think that’s a very good statement. That’s again, something that we see that we kind of came across in the command, the early days we started dealing with it departments in there. Again, very concerned with security and as we transition from the MSTP it based controllers, we are getting involved with it departments and by the very nature of what they do, they’re much more stringent insecurity and that rolls down to us as well. Um, so I think the fact that we’re underneath the it umbrella in that arena I think is definitely helping to secure the networks. And it’s like nothing else. It makes them feel good. Sure. Yeah. Well I agree. And then you’re not a, there’s no duplicity and there’s no, I thought you were doing it or whatever, whatever. I mean, in other words to me that over over the, especially on an enterprise level or larger, maybe the mush market people, university schools and hospitals, you know, they’ve got a department, you know, having them. So what I mean is it, I think we’re going to see more collaboration between our, our technicians, our building automation specialists, our masters systems integrators, and our distributors are going to become more, more this conversation we’re having now. Next year will sound almost antiquated because by then we’ll all have it experience. Uh, and you know, we’re going to grow. And one last thing I wanted to say before is that you guys also have a tremendous product portfolio with valves, actuators and all the goods that we’ve, we focused but 95% of this onto your high level solutions. But you guys make some Dang good products. Tell us about your, what else do you have? Do you have to sensors? I mean, you’d have it all you have a, to z came see is actually, uh, the manufacturers that literally can provide this smallest center to the most, uh, you know, complicated controls and building automation system. Yeah. And you know, we, we, we talked to people about this allowed, I mean, we’re in the midst right now of we’re doing a major push with consulting engineers. Our sales force is getting out there and we’re getting in front of consultants, we’re doing about 16 of those a month right now. So we’re really making focused in your market. And I think one of the things we talk about in that is the fact that we really do offer a can that’s offered. We’re the only American us based that our offers you. Everything from basic controllers, pneumatics, we still make a ton of pneumatics. Okay. Talked about earlier, all the way down to sensors, valves, uh, relays, any type of accessory device, ancillary device. If you might want to get actuators. Um, we just kind of cover everybody soup to nuts. We can even show you an enclosure to put the system in if you need.
Speaker 1: Here we go. All right. Well, Doug, listen, I know we’re to have a lot of people in our community and they’re gonna want to know more about KMC and how to get involved. Uh, what’s the, what’s their next step? So I’m, I’m a service contractor or I’m a systems integrator or under distributor. What, what’s her next step to get more involved with you?
Doug Miller KMC: Um, I have the simplest way to do it as you can either you can either to reach out to us the old fashioned way and call us or you can go to our website. Um, and there there’s a page in there that you can sell out if you want more information, I guess electronically submitted those come to me. I’ll folk who goes out and myself or someone from your organization, depending on the nature of your question, we’ll reach out to.
Eric Stromquist: Cool. Excellent. I can’t tell how much I appreciate you taking the time to talk with his KMC, man. Great products, great people and a good times if you go to one of their events. So yeah.
Doug Miller KMC: Thank you so much again. Now you guys are really, I sent it before but your iconic in our industry back as you a allow me this time to spend with you. I can’t tell you how much I pretty sharp. Pleasure. Well listen, I’m hoping to get you to come back on. You’ve been a great guest. So what do you say we try to get, get every six months or so? You come back on the show, tell us what’s going on. I’ll be more than happy to do that. My brother, man, I appreciate it. Doug Miller, KMC controls. I met Kenny. Great stuff from Doug Mintz. Super Good Guy, man. I tell you what, I’ve, I’ve worked with him over the years. He’s a class act. So a glass company, man. We’ve got some other posts to get to you before you and I get busy.
Speaker 3: What’s the look what’s next? Well, I always take a pause. I’ll pause while I want to make these statements about, you know, how we talked about some incredible solutions and products in the market and 5 million buildings, you know, but, uh, one thing I remember from my earliest days and then controls was Penn products. Uh, Penn regulator valves, you know, a nineteens. All this pen products were, so I remember just the quality of them then, you know, and now we’ve got a pen still, they had your hundredth anniversary. And uh, it’s, it’s, it’s very exciting to see how they’re making another marketing thrust and keeping themselves fresh in everybody’s mind. But they make the most reliable, simple products, electro mechanical controls, temperature controls, electronic temperature controls, modular digital controls and water valves. And again, uh, you know, W I’ve sold these things in my entire career in the industry and, and never thought twice. They always had high quality, you know, just they work and they’re very simple and they’re getting last another hundred years.
Eric Stromquist: That’s great stuff. And we were actually at that party, Kenny, remember at the aquarium, Georgia aquarium, we covered it for control generally get footage up there, but uh, what they’re doing to Kenny as they’re making those now where they can communicate, you know, Johnson controls to get the viruses, which is a light commercial system that now can talk to those are, it makes it easy to get that data and information out and pretty much many of that. You got a bunch of places you can buy it, but why wouldn’t you just buy it from either dms controls.com or a [inaudible] dot com thank. Yeah, well that’s part of the post is that there’s available at your local distributor. These are the bread and butter things that you go to and a local to everybody on the planet. We want to be a, what’s a ubiquitous word everywhere. All the time. Yeah. We can be everywhere all the time. All right, thanks to the magic of the Internet Bill Gates. Yup. Well the, you know, I did like that post by the way. And uh, you know, you said something about, would I jumped on that if I heard that?
Ken Smyers: Heck No. I had my head, I didn’t know where my head was at, but 1974 I graduated, but check this out. I actually went to the first computer class at our high school and they were making a big fuss about it. And I walked up and I listened to about half our, I actually volunteered the whatever I signed up to go and see the first computer at our high school was plugged in and it was like all the, the brainiacs and nerds were there and they are just all excited about what was going on. You know, the fact that they were talking to somebody else somewhere else. And I’m like, Nah, I got things to do. I got to get out of here. And you know, the needs. Well, I had, I had, I had influenced maybe, maybe if you were to, you say, Hey, we’ve got to get into this.
Eric Stromquist: Yeah, I wouldn’t have said that. Oh man, baller foosball or something like that. That’s what I’m talking about. So, yeah. Yeah. But here we are now, so many years later and uh, probably a little bit wiser, you know, but, um, we wish we woulda, Coulda, Shoulda, but, uh, yeah, so that, but taking this thing, uh, in some sort of a stretch, we’re going to, we’re going to jump the national cybersecurity and the national cybersecurity center of excellence and they’re having a workshop and it’s on June 13th, 2019. Now, the reason why this was an important post that I thought is because it’s all about IPV six enabled enterprise workshop. Now we know that IPV four Ivp for looked like it could never be exhausted, but the most incredible statistic here is how many Internet connections or are in the world and how we need to, um, we need to get a whole bunch more. We actually are, we’re, we’re hitting the ceiling of, of how many, uh, Ip addresses are available. So, uh, the public input of this, it’s pretty interesting, but I thought maybe something like Fred Gordy or somebody might, might have interest in this to see what’s going on, but they have the, uh, you register on our website. We have a short form to registered June. Uh, you know, you have to register by June 11th. It’s June 13th. And then if you go to the bottom of that post, you’ll see that there’s an improving mobile authentication from public safety and first responders. So of all the places you wouldn’t think cybersecurity might make a, you know, we’re, we’re, you wouldn’t think people would mess around with it or whatever. Uh, this is a very interesting, uh, video about making these, uh, communication, uh, capabilities more secure. So it’s a very interesting post. Very cool. Take a look at it. Yeah, for sure. And then did our man, Brent burrows, young gun, Bren burrows, who is it within tech, he’s one of the young control techs, rising superstars and HVC and smart running controls put together awesome video on how to reset adjacent 8,000 controller. Uh, and we included a bunch of commonly asked questions regarding the j. So hopefully it’s kind of a definitive piece that you can use a speaking of Brent Kenny, his wife I think went into Labor yesterday. They’re expecting their first child, baby boy burrows. And I’ve suggested that a great name for the baby boy would be, uh, Eric Kenneth.
Ken Smyers: Oh, he’s a good guy. And you know, to do that under this, uh, domestic, uh, pressures, we wish him all the best. And that’s exciting as can be. Brandon, I’m a neighbor and he’d go to the hot vote, just a minute, honey. That one was done literally, you know, hey, here’s, here’s what’s cool about that. And I wrote, I tried to give him a good, uh, uh, you know, Kudu on, on linkedin because here’s why. We probably get that question asked like you say once a week, whatever, once. And we normally send an attachment and it normally works and then somebody will read it and then they ended up having a bad day and they didn’t. You’re really still want somebody to help them if you watch this video and you just stop it and do what he says to do it. We walk, she’s through as well as ever. I’ve been of any presentation I’ve seen so far that is a heck of a good quality, um, you know, tech demo tape that we can refer people to. So I mean it’s a, it’s a great ad library added to the Technical Library of Control Trans. But thank you Brent. That’s a good host.
Eric Stromquist: Awesome. Awesome, awesome. And then you know, our last post of the week, Kenny was a no brand is joined forces with Aaron Gorka. There’s a podcast have we promote called next generation innovation, which is, you know, kind of the HVHC smart building controls from a younger person’s perspective. And they kind of screwed this episode up cause they interviewed an older guy, but I think he held his own pretty good. But uh, actually I, they’re just separate control con was kind of cool cause we got busted with security and wonder what the hell we were doing. And so you get to see sort of a little bit a day in the life of a podcast or, but it was, it was a great episode. And what do we really focused on, Kenny? We focused on social media and what became really apparent to me is that a, um, most people, and so a couple things, so I’m, as you know, I’ve been paying a bunch of boxes to study with copywriting, with a company called a Gore of financial, which is the top copywriting company on the planet. They make billions of dollars for people. And I’m a firm believer, we’ve talked about this a lot on this show that a correct theory plus effort equals profound results, right? You can have all the effort in the world, but if you don’t have the correct theory, then you’re not going to be successful. I’m pretty much convinced that, uh, our industry for the most part, okay, for the most part, we’re putting a lot of effort in, in terms of marketing, but we’re not getting the correct theory. So it’s kind of a personal mission of mine to understand the correct theory. And, uh, and I think some of the younger people intuitively understand that better. So I think this is a really interesting episode to listen to, if nothing else from the perspective of how younger people in our industry view and use social media pop. And you know, and I love that about him. They asked me, they said, you know, should we, because we’re producing the podcast for them and they said, you know, should, what should we, does it just be yourself man? It’s fresh. It’s interesting, as fresh, as fun as they are completely different than us. But, but they’re finding their own voice, which is cool. And you know, in this part of what we are, we’re offering, because Kenny, I need to get paid, man. We’ve been working at this for decades now. So we’re making no bones about it. We want to create value for the community. So one of those potential options is a will help produce your podcast and promoted for you. We’ve got the control trends podcast network. We’re all set up, ready to go. So this is a podcast. We produce them with Brent and Aaron and we can produce yours too. But uh, it’s interesting Kenny. So one basic thing. So I’m reading this, uh, article from a pretty big magazine Industry magazine is back, you know how to use social media and saying stuff like, well, you know, here’s some ideas for posts. You could post pictures like you’re the employee here, pointed the month, post pictures a year and talk about your company mission, your company values, focus, uh, focus, uh, post pictures, cute pictures of your employee’s kids and stuff. I don’t go going, that’s the worst frigging advice you could possibly have and nobody cares about that. Okay? So what I will tell you right away, there’s only one radio station. If you’re marketing or selling or talking to anybody. So only one radio station you need to listen to, which is called W FM. What’s in it for me because we all so inundated with information that if you’re going to be successful in marketing or sales or whatever, you need to cut straight to the chase. What’s in it for them? Nobody cares how cute your kid is. I mean they might want, but if that’s what you’ve got on your Facebook page or your answer Graham account, stuff like that, people are not going to pay attention. You have to be solving a problem that they have. And so again, this is kind of like, you know, remember in the early days we learned about, you know, the features, benefits. So much of what I’m seeing comes out all the features of this stuff. But the benefits, some people talk about the best of us. Doug talked about, you know, the benefits on, on uh, the interview we just had dug motor from KMC. But just how can you even, you’ve got to start with that. You really have to start with what problem is it solving? And here’s the other thing that most people were making a mistake at. You start with one problem because just fund their biggest problem. And that’s what you’re, you know, everything else is a bonus. And I’m going on and on. We’re going to be writing more about this and bringing more the, uh, about this out. We were actually doing an email newsletter for about marketing. We’re going to start, you can sign up on the control trends website for that, but I could go on for hours about this county. But it is a really interesting, the theories that the successful people are using, uh, in marketing toward, of across the board. So well enough to say anything dumb or benign like the music changing, you know, from generation to generation and each generation having some sort of a, you know, criticism or, or lack of, uh, you know, appreciation for the newer generation’s music, you know, but this isn’t like that this is, this is more important. This is dialogue of, of an industry and we’re seeing the importance of social media is there’s learning involved. Almost like the, uh, we’re talking about, uh, uh, how to reset a JC using, you know, that, that’s basic to me. That’s social media to me, that that video he made, putting that up on Youtube and putting it on control trends and whatever, that to me is engaging since social social media and it’s so effective, so much more effective than sending a piece of paper and reading it off of a pdf. Yeah, no, totally, totally dead. But what Brent did does is really interesting because a lot of people put videos out or just technical videos and those are fine too, but, and that, you know, if you can only do one thing, have it be technical, right? It’s gotta be useful. It’s got to be something they can use. But what bread does so well is he’s also engaging somebody section to listen to. There’s a guy on a youtube, a k, h a c I think is the gas, so it’s got like 40,000 followers. He’s the guy who gets it because he’s, he’s, he brings his personality into it, but at the same time he’s creating value and listen, part of what Kenny and I are her gearing up to offer here too, is we want to be your go to source for if you need help on social media, you know how to do things. You know, we’re going to be in a position to help you with that if you’re interested in that. But I think the one thing we can say for sure as social media is not going away. Uh, you know, you’re going to, I don’t know anybody that’s not using it. I don’t know too many people, including my company, stronger this, there’s not using this using of, well, I mean I’m looking at what I’m learning and again, I’m spending a lot of money to learn this stuff and I’m studying with some of the best people on the planet to learn how to do this. And I look at our stuff is tromp us, we’re, we’re like everybody else. We’re a, me too. We’re not doing anything. There’s going to be overly engaging or is going to attract people in and that’s what you gotta do. You gotta rise above the noise because there’s so much out there and as one of the sayings is what stands out gets in. So with that, we know we’ll talk more about this as we go on. If you’re interested, we’ll be putting the marketing newsletter app so you can sign up for that control can stack kind of, well that Kenny spires man, I think, I think we got to call it a week your man. Cause what’s in it for me radio, right?
Ken Smyers: Well yeah, but I want to do real two quick ones. One is I wanted to ask or just make a statement. I saw something that came through Thursday last week and it says any quotations including this email are material only and does not address any material surcharges relevant to sec two, three, two, all tariff charges will be built at the time of order not to exceed 25% of the total value of material. And I just wanted to buy control trans community. If that main Kenny, I’m telling you, something’s up, something’s going on. So we’ve got a quote from somebody and then I quoted somebody and, and I, I thought I better put that same warning on the bottom of my quote because what’s happened is it controlled transworld that their community tell us if you have any, uh, any experiences on it so we can keep on track. But I’ve heard different things. Eric. I’ve heard the, the different, the tariffs are coming in now. They’re finally starting to show a post. I know we paid some a tariff, uh, surcharges and there’s considerable one, one was like 13%, almost like 22%. So I’m just wondering, you know, how’s that going to impact everything? And the last thing I want to do was a cone out there from, uh, the, uh, our European. Yeah. Just from Labor for visuals. Cohen and Bo have a little short, a teaser video from the Eio, um, conference from Amsterdam. And we’re going to be posting that, uh, real soon here. So Nice. Nice thank you. Call. And they’re going to have a full vote. And as he said, we’ve got a full verse, the video coming out. But uh, it just kind of neat because I mean there was a heck of a two and a half, three day event and it was a beautiful place actually. It was just remarkable European and yet, and it was so condensed as far as the technical and networking things. So it was a great, great event. We’re already looking for forward to the next one or is that going to be here? Wait, uh, I’m not sure where that’s going to be, but I think you gave me a great segue into, we’d like to thank our sponsors this week for this show. Easy Io, cio.com. They call it easy for a reason. And Dg locks, I mean, you know, you know, you know this, some of my girlfriends, she used to say he can’t be good, at least sound good to be camp. Sound good, at least look good. And I thank that a DG Lux does all three of those, so be sure to check them out. We’ll have links in the website for you guys. Actually there’s a banner ad on the side of control trends for both EASY IO and four DGLux. Right. And did lux is offering a 30 day trial of a, of the x five and, and I think if, if you give that a whirl, taking it, take a spin and see what happens to see if you like it.
Speaker 1: Yeah, no, absolutely. For sure. So, well that’s cool. Kenny smarter. So with that buddy, should we do our outro? Yeah. So here you, I’m gonna I’m gonna get my announcer’s voice. I could some practice for the control Tanja awards. And there you go. Ladies and gentlemen, that’s another week on control talk. Now you’re smart building is video pass and podcasts for the week ending June 9th, 2019 he is Ken Smyers, the man, the myth, the legend. I am his sidekick. Eric Strom cause we appreciate you tuning in. Remember be bold, stay in control. Be sure to listen to w I m radio. What’s in it for me? Radio when you talk to your customers this week. So be bold, stand control and stay relevant
Speaker 3: either. Well done, Kenny. Smarter. So it’s like a filter to, now we’re talking about the Superbowl. Yeah.
Speaker 2: Whoever did this. We slammed the door. He had to come over to flip it. [inaudible] that’s what I was just going to go to computer class. [inaudible].
Featuring our ControlTalk NOW interview with Automated Buildings' Owner/Editor Ken Sinclair
New Optergy Enterprise & Proton v 2.4.6 Released: Critical Update-OE & Proton 2.4.6
NIAGARA FORUM LONDON 2019 to be held June 9-11 at Park Plaza West Minister
The Niagara Forum 2019 will be the place to learn what truly open systems can achieve and how to make the most of the opportunities offered by the IoT. The Niagara Framework has the power to connect diverse devices and systems in ways that have never been imagined before.
Ken Sinclair’s Automated Buildings’ June, 2019 Editorial Theme: “You Do Not Know What You Do Not Know”
Recently returned from the 2019 Haystack Connect, Ken Sinclair shares more insight into our digital journey, a journey with transformational potential… “in the time-warped age of information that we now live in, when a new URL or a new APP, or You Tube can create a new direction with new prospects, while teaching us something we do not know. ” Click here for more.
Eight Women in HVAC and Smart Building Controls You Need to Know (Source: http://www.automatedbuildings.com/Skip Freeman, Senior Partner & Technical Recruiter,BASI Solutions, Inc.)
So, what’s it like to be a woman in Building Automation and HVAC Controls in 2019, and what can be done both short term and practically to attract more women?
Dannah Hagerty has been in HVAC and HVAC Controls for 18-years, all with ENTEK. Dannah, along with the seven other women in this article, is part of a small but elite group of professionals, i.e., the 1.4% that are the “women of HVAC.” 2
Dannah’s been on the roof and in the mechanical room. She’s gotten her hands dirty. “That’s what it takes to be successful whether you are a man or woman in HVAC,” she states. Today she is the VP of Sales for ENTEK.
As the mechanical/controls contractor for many interesting and exciting projects in and around Atlanta, ENTEK has a reputation for excellence. From her experience, she believes women have a knack for Building Automation. With the emphasis on energy savings, smart buildings, smart cities, and climate change, there are many opportunities for women on both the OEM and Contractor side.
Casey Crown, a Project Engineer with Sunbelt Controls in the Pac NW, sees more women becoming building owners and also coming into facilities management. Any mechanical/controls contracting firm who has a woman on the team who can connect with this group of decision-makers will have a leg up on their competition.
Casey’s own experience, coupled with her observations, suggests that mentorship is a powerful way to not only encourage women already in the controls industry but to move more women into choosing HVAC/HVAC Controls as a profession.
Casey has been in controls since 2006. Every day she can make a system run better, she knows she is making a positive change on the carbon footprint created by that facility.
“Trinity Automated Solutions is a systems integration company formed in 2014 and born out of the desire to serve customers to the highest level of performance possible,” shares Dianne Fretz, the General Manager and a Vice President. Dianne joined the firm in 2018 because she wanted to get back to a small firm where teamwork is a top priority.
Dianne’s journey into building automation began in 2002 when the consulting firm she was working for had an assignment with a controls company, Logical Automation. “They had a sense of teamwork I had not experienced anywhere up to that point in my career.” As Dianne’s consulting assignment drew to a close, the President of Logical Automation approached her about joining the company which she did.
Dianne stayed with Logical Automation through a buyout, and in 2012 became the General Manager of their Pittsburgh office. Soon after, she was promoted and became responsible for all of Pennsylvania.
It was Logical Automation’s culture of teamwork that enabled Dianne, who had a business background, to learn the technical competencies necessary to be successful in Building Automation. It’s that same culture of teamwork that is critical to attracting younger workers today, which includes women.
Irma Kemp has seen the dual benefit both a company and its customers receive by having men and women on the team. Given the differences in how men and women think, if there is mutual respect between team members, the work is done faster and with higher customer satisfaction.
Irma is in a position to observe this firsthand since she is a Project Manager for Sunbelt Controls out of their Headquarter’s office. Hence, she is involved with numerous projects.
Before entering Building Automation, she was in Industrial Automation. Irma’s perspective is that Building Automation is a good industry for women for many reasons, one of which is less pay disparity between men and women. People get paid for the skills they bring to the job.
Both Irma and Casey, totally independent of each other, discussed with me how the Sunbelt leadership team values and encourages diversity. Additionally, there is a work/life balance at Sunbelt, which is attractive to all young people, independent of gender.
Rhonda Statham, Business Development Manager, and dedicated Trane Account Manager at Lynxspring, doesn’t believe there are any glass ceilings in Building Automation for anybody. It’s a world of endless possibilities. “We just need to get the word out there,” enthusiastically comments Rhonda.
Having been a Law Enforcement Officer earlier in her career and understanding human psychology, Rhonda knows first hand that men and women have different thought processes. Rhonda’s comments in this area resonate with Irma’s above (i.e., the differences in how men and women think.)
Thus, success in bringing more women into controls is dependent, in part, on all of us understanding this reality. It reminds me of one of Steven Covey’s 7-Habits of Successful People, “Seek first to understand then to be understood.”
Erin DeFrieze grew up with her Dad being in the trades. She has been in Building Automation and HVAC Controls for over 20-years. Her career began with a mechanical contractor as a mechanical service salesperson. A couple of years later, her focus shifted to controls with the Y2K issue. She has done everything from system troubleshooting to controls programming, system engineering, and customer training.
A year ago, Erin took a new position with Lynxspring as an Application Engineer in their Professional Services Group. Erin is passionate about what she does and is happy to speak with any young person and/or woman interested in our profession.
In my conversation with Erin, she brought up a fascinating point. “Controls are invisible,” she commented. Being in the industry, we think about them all of the time. But for everyone else, they assume the room will be cooled or heated to the right temperature; the lights will come on, the windows won’t fog up, and more. They aren’t aware of this entire “behind the scenes industry,” making all of this happen. It’s up to us to be missionaries for our industry at our kid’s school, at college job fairs, and career days.
Gina started her BAS career in Smart Building design with a consulting engineering firm. Today, Gina Elliott is Vice President, Americas, at EasyIO. Gina is passionate about BAS and shared with me that if she had the chance to do her career over, she would want to do everything she has done, plus add the opportunity to start at the technical level in the field because “that is where the action is.”
Gina, like Erin, commented that we are an invisible industry. Building automation is like the old BASF commercial, “We don’t make the products you buy. We make the products you buy better.” If we want to attract young people, whether male or female, they must know we are here.
Gina is an advocate of the idea that if we want more women in the industry, “we as women need to recruit women.” She is involved in Campus Outreach, Social Media, helping companies develop internships and more as an advocate for our industry.
Shellie Perreault, when asked, “How can we recruit more women into Building Automation and HVAC Controls?” responded with a very unique answer. She stated, “I don’t want more women in controls,” to which I inquired, “I know there has to be a method to your madness in that answer?” She effectively replied, “I want to see more amazing talent in controls.”
Shellie, a Foreman & BAS Commissioning Technician with Southwest Electrical Contracting Services, was the third professional of the eight to state, “No one knows our industry is out here. HVAC, much less controls, is out of sight, out of mind. You don’t even think about it.”
“BAS is a cool career. You are not going to become a building automation engineer simply because you get a degree. This is an industry where you can start at the bottom without saddling yourself with years of debt, earn a great living and, if you apply yourself, become almost anything you want to become in this industry. You can do installation, engineering, programming, and sales. You can do it all.”
In conclusion, I want to speak on some topics where the professionals interviewed are “off the record.” Yes, there is some awkwardness and sexual misbehavior. But it has been minimal. However, even one instance is one too many.
While the majority of the women interviewed feel they have been treated fairly by the companies they work for, it’s the customers that often “test” them. Customers will challenge them concerning knowledge, capability, and durability. But, if one stands their ground, takes things with a sense of humor but draws the line when things are inappropriate, and is willing to go above and beyond, the relationships forged are stronger than ever.
These eight women interviewed are inspirational, innovational, and indispensable. They are pioneers to the young women who want to enter this industry.
Many thanks to:
Dannah Hagerty (https://www.linkedin.com/in/dannah-hagerty-7069b76), Vice President of Sales, ENTEK; Buford, GA (www.entek-inc.com)
Rhonda Statham (https://www.linkedin.com/in/rhonda-statham-58a61730), Business Development Manager, Lynxspring; Lee’s Summit, MO (www.lynxspring.com)
Erin DeFrieze (https://www.linkedin.com/in/erin-defrieze-20044255), Application Engineer, Lynxspring; Lee’s Summit, MO (www.lynxspring.com)
Other Articles We Loved From the June Issue:
Introducing Autonomous AI to HVAC:
The Future of Building Automation
By Jean-Simon Venne
Chief Technology Officer & Co-Founder
AI for HVAC
“HVAC structures are still designed as fixed systems, or programmed for a fairly static environment, even though the weather and seasons are fluid and dynamic. This static organisation is costly, both for business – since inefficient systems can contribute to higher energy bills and maintenance costs – and the environment. In fact, HVAC systems account for 51% of the total energy usage in commercial buildings. Inefficient and poorly managed systems are also responsible for occupant discomfort and a major contributor to rising levels of greenhouse gases.
As the first ever start-up to enable building automation control with artificial intelligence, BrainBox AI offers an autonomous AI technology for HVAC, placing it at the forefront of the autonomous building movement.
BrainBox AI uses deep learning, cloud-based computing, algorithms and a proprietary process to support a 24/7 self-operating building that requires no human intervention and enables maximum energy efficiency. Pre-commercialization tests have demonstrated that BrainBox AI enables a 25-35% reduction in total energy costs in less than three months, with low to no CAPEX needed from property owners. It also improves occupant comfort by 60% and decreases the carbon footprint of a building by 20-40%.”
System Integrators Sales Challenges and Opportunities
“Exploring the effect of BAS industry change on System Integrator sales & marketing.
By Kevin McCaughey
Smart Building Controls System Integrators Opportunities
- “Up to 3X likelihood of high-value deal. According to Gartner in their CSO Update The New B2B Buying Journey and its Implications for Sales, “providing customers with information specifically designed to help them advance their purchase has the single biggest impact on driving deal quality that we’ve ever documented in all of our research.” Gartner’s research says there is a 3X change in the likelihood of a high-value, low regret deal when they receive quality information that helps them advance.
- Differentiate with a Vision of Improvement for the Client’s Business. Also from Gartner, “What Sales Should Know About Modern B2B Buyers”, B2B customers want a unique perspective on their business and a vision of improvement. This is an opportunity to have a bigger conversation with building owners about the potential of their BAS investments.
- Gain Visibility in the Digital Realm. Clients are evaluating you via digital channels throughout their buying process. An SI’s ability to win is a matter of both in-person and digital presence with the client team.
- Meet IT on Their Terms. IT expects a potential provider to prove their claims through technology demonstrations and documentation. Meeting the needs of this essential stakeholder can elevate a System Integrator above the pack.
- Attract new clients and talent with a digital presence and modern brand. Perhaps most important of all is the battle for talent. Just like your clients, the IT savvy talent you need in your business is evaluating you online. The opportunity for System Integrators is to enhance their digital presence and brand to win new business and attract the best talent.”
Click here to read the entire article.
Haystack 4.0 A Recap by John Petze and Marc Petock
“The big buzz at Haystack Connect was the introduction of Haystack 4.0, a game-changing update to the Haystack standard. This new version adds data-modelling features that support the implementation of both taxonomy and the resulting ontologies that define the relationship of things and between things. This means that if a project is specified with a common data schema that can represent all the critical aspects of the building—the people, places, and assets, and the relationships between them—then the sharing of data between domains becomes straightforward and enables data from one system to be used to enhance the functionality of others. Haystack 4.0 is the culmination of over a year’s worth of work resulting in new vocabulary, taxonomy, ontology, and inference that can better describe the real world through tagging and data modeling.
This year’s conference featured something new called Pitchfest. Think Shark Tank for Project Haystack. Each presenter had 10 minutes to pitch their company’s product offering and use of tagging and data modeling.”
Click here to Read the complete article.
In case You Missed it
Before You Leave add these links:
ric Stromquist: The following is a presentation in the ControlTrends Podcasting network. I Eric Stromquist welcome Episode of ControlTalk. Now you’re HVAC and smart buildings controls podcast and video cast for the week ending June 2nd, 2019. This is episode 318 when we talk about how things like smart building controls and HVAC controls pretty much what ever else we want to. But what would the show be without your coast in mind? The man, the myth, the legend, the one, the only glow driving Russian, Uber driving control man from Pittsburgh, Pennsylvania. The one and only Kenny Smyers. Kenny, welcome home and welcome to the show.
Ken Smyers: Well thank you very much. You’re, you’re right. We did some globe trotting, but you, you were there as well. Maybe not the Russian, uh, Uber Art. It was really neat guy. I get to see the Russian numbers that the joke was that the Russian tank was the rest of Uber, but they actually had Russian Uber cars that were immensely, uh, pretty hard. Maybe Mercedes, but they were painted yellow and at Uber, big black bold letters. Uber. And, uh, so when you said Russia, Uber, I have a photo that maybe also, sure. The big tank. That was the joke I saw Kenny say taking a Russian Uber and there’s a big tank that goes by the Uber and, well, there it is. That’s the tag. Yeah, it was in a really interesting thing. They were practicing the May 9th, uh, ceremony that they were having and they had unannounced a military convoy that came into the Red Square. And we were just leaving. And it was an amazing experience,
Eric Stromquist: but, well, yeah, and listen khe I tell you what, we’re, we got a lot to talk about guy, fabulous guests coming on. But this is a very special episode, episode 318 June, second 2019 market down because this is the first episode where we’ve had people ask us, can we sponsor this show? Can we be part of this show and sponsor it? And we’ve always just sort of said no, but we’ve changed that up and we have our first sponsor for our first show. And how about telling our community about our first month? I’d love to, uh, DG Lux now offered by lucid, uh, these guys are the masters of graphic design and data visualization for buildings. Uh, we knew them back when they put down a visualization in front of everybody on center stage, how important it was and they did it as well as anybody in the business. But the, so DG Lux is a leader in visualization for buildings. They solve unique building needs in a single unified interface with custom visuals in a single unified, uh, presentation. Um, what we’re offering here is if you sign up for 33 day trial, 30 day trial of the user friendly drag and drop editor project assist by clicking on the URL that will have on the show notes. It’s DG Lux dotcom slash control trends. Actually there’s a banner ad on the side of the control trends site. You Click there and it’ll take you right there. And again, I am so excited because you didn’t fall controlled trends for awhile. These are old friends, innovative friends. We finally used to call him the men in black back in the day, Eugene Mazo and Arthur Avenue. And the rest of the team. These guys have been around for a long time. Uh, I am so pumped up about the new stuff that they’re coming out with. They sort of, uh, have sort of retooled, read, geared up. They’ve been working all along and doing incredible stuff. And a man, if you get a chance to check their graphics, have to take the 30 day trial, you have nothing to lose. Uh, these guys are innovative, they understand our industry, they’ve been in our industry. So I’d encourage you to check them out. Well, and we’ve said that the data is the new book, the gold, new crude oil in our industry. But what they give you is the leverage all your data sources in a single unified development environment, meaning that the different c level players must have this information. Dg Lux is the best way to get it there.
Eric Stromquist: And I don’t care what people say, Kenny and I might be being politically incorrect when I say this, but looks matter and they had the most beautiful graphics I’ve ever seen. So would that check those guys out? AndK , let’s get all with this show. Big Dogs. So talking about it. But man, we just got back from Amsterdam and Rome. We were at the easy out global conference. So first things first, congratulations to Johan, and his team to Gina Elliot to Mike Marsh and the rest of our friends at vizio for another fabulous, fabulous conference. So what were your takes on the conference?
Ken Smyers: Well, again, uh, every year or every world conference we’ve seen the same boost up and, and technology. I remember the first time you saw the FG 32 than the FT 32 plus. Then we had the fs 32 and now we’re seeing more innovation with the FW series. They took lead in the wireless technology and the integration and they came out with a wireless FW eight, which freight inputs, outputs, and then FW, uh, 1414 inputs and outputs. And then we saw the Vav. So we got a chance to sit there in front of, uh, the European players, the people from all over the world. Actually, I say European, but they were from Australia, South Africa, Malaysia, uh, just places. I can’t even remember because it’s just, it’s such a global event. But the know they did a good job because a, it was held in a very interesting, unique place, a historic place, Amsterdam.
Eric Stromquist: There was just tons of fun in that regard. You know, just the beautiful buildings that the canals, just, just an extraordinary European city. But then he got down to business, like you said, Johan and Mike came out, they did a presentation. You could see just the pride of ownership, uh, exude from both of these guys. They showed their growth a pie chart or not pie chart on the sending chart. And it just seemed to double almost every year. But what they have projected for 2020, uh, is, is spectacular growth. And the, and they did some of the case studies and presentations of why that growth is so evident. And that one was Battersea, which was a remarkable, uh, project where they had the, the, the man in charge of that project as the, one of the keynote speakers. And he went down to a granular level explaining how they’ve now come up with a selection a tree.
Eric Stromquist: Uh, and how the cost experience and everything is so important. But once you get over a certain standard and technologies evidence and regardless of the length of time, that partnership and whatever, if it’s meets their SPEC and it’s the lowest installed cost, it’s going to be selected because the technology is changing. And we heard a new term, perhaps it’s new, I might have said before, but the CIO has had a IP controllers since day one and maybe one of the first ones to implement it. I think, uh, I heard an interesting, uh, presentation where, uh, the old first Jace was a Ip control back in 2000 whatever, but the it based industry IT-based automation, I IT-based building automation was remarkable that they showed their presentation where these io controllers were going right up into the network. There were no intermediates, no structural steps into a field level controller to supervise your controller to a front end, the front end to front end front end to the cloud, back and, and so forth. It’s going directly into the IP world, the network and, and uh, how they’re taking every measure that have a very secure controller, the communication and working with it. Then we thought we a have a plea coming out and work in America. Get Smart. Scott Cochran said, get to the it world, be friends, understand and talk the talk and be friendly to it while over in Europe, uh, the it people, uh, in, in, in the case of what we use a master systems integration for where they spearhead the car, uh, make sure that there’s no individual silos and that everything’s going to come on to network and they have that job to do that and make sure that everybody within prepared to put into that building, it must be communicated. It must be integrated. It must be smart. Well, they use the it department to run that, to be supervising that, that ultimate result. And I thought that was kind of fascinating and another morning flag thrown on the field. Hey guys, it is not something to ignore. Like cybersecurity is real. If you go into it with a positive attitude and you’re willing to invest in it, it’s going to provide handsome vivids. No, very much so. Very much so. And talk about being able to see it. We actually recorded virtually every one of those sessions is on the Control Trends Youtube Channel, so be sure to subscribe. Did, that’d be having already, we’ve got some, we’ll get some of these up on the control trends site. I like we’ve been saying the context coming out of so quickly, especially the visual stuff that youtube is the quickest way for us to get it to you. So again, there’s a link can subscribe to the Youtube Channel and we’ll also get as much of this as we can to you on control trends. But you know, Kenny, I tell you what, Europe was a fantastic trip. You know, Kenny, I went down to Rome after that. We drew some correlations to uh, like we always do to Caesar and Brutus and it and OT and huh. How our world is. But you know, you think about, you just sorted the correlation between that civilization and how long it went on and how many changes they went through. And you think about the relative, we just, let’s talk about the controls industry, how small that is by comparison. So if history teaches us nothing else, it teaches us that there nothing changes but the changes and we can learn that from history that you have to adapt or Brutus comes instead of Jr. So, uh, as an example, but then we tried to make it entertaining. We got some really cool footage of everything from the form to the Trevi Fountain to Kenny Gelato. Really good stuff. Well, yeah, and you know, the Brutus, the analogy there is that the technology could be your friend or it can be a nemesis, but I just want to go over that real quick. Uh, the faculty members that attended yourself, so to speak. Uh, the gentleman I was referring to, the phase two, a director who was a Adrian for j Easy Battersea Power Station development phase two director it Todd Randall had a buildings for a optimization services. Vern Virchow global great presentation, uh, several reason, the mood, uh, she’s a student competitive wonder eco sponsor a, uh, you know, the young gun type of event that wasn’t the term they use, but they were recognizing a young engineer who was doing research work for sustainability and a 17 one and she did her presentation very interesting was that it was phenomenal. And then they took a building, uh, the top floor of a building and they had a hyper, hyper, hyper hyper tonic growth and it was based on water and it was based on growing things that produced oxygen for the building occupants and CO2 for the plants.
Speaker 2: It was an incredible exchange of natural forces and uh, just remarkably intuitive. Uh, Limu Chart, a CTO, CIO, again, the, the, uh, Egio is, has, has just always set the new standard on technology. Uh, they’re now getting into Mtq t, uh, protocol and it’s being used by several other customers in Europe. And we got to see how that now comes in. And there’s the MPQ t driver by Tridium so that the world’s coming up with a, another presentation of information shorter, faster, quicker, and Tommy hygienists, managing director energy controls Asmr. Tommy’s a young gun from, uh, from way back, but he had a very distinguished gray there. They’re handsome guy, George cloney a lot, but a very brilliant in many regards, but he’s totally iot and anything that gets in the way that like water, it’s not gonna work. So any of these, a builtin proprietary stuff or whatever, he believes that the natural forces will find a way around it very quickly. You get to where it belongs. Richard Reed, uh, we finally got Richard Reed is controlled trends trophy from 2017 where he was, he won most advanced consultant, uh, in, in, in, in our controlled trends, awards, voting. And um, we were able to give him that in person. It would a remarkable guy. He was what we should thoughts about Richard?
Eric Stromquist: Uh, it was very impressed. He definitely deserved the trophy. A very articulate and a w again, we had his presentation video, did some of the youtube channel. It’s definitely worth checking. I think we might’ve posted that on control trends. We should definitely post that one on.
Ken Smyers: Yeah, but, and then we had a guest speaker, a Dwayne don a clock or not and he talked, he did a very interesting presentation about bureaucracy and it was about safety on roofs from his, from his condominium where he lived up on a mid 20th floor of a building. He was able to look down over a certain part of the city and he was curious because he saw the installation, a trip wire safety wire, but it actually served as well as a trip wire to if you weren’t paying attention, but it was to be safer and then to get up on the roof, they put in these enclosures around the ladder so he couldn’t fall off the ladder. And so he’s watching this and this incredible investment and money and whatever and how after they get it, nobody uses it because he was a pain in the butt. If by the time they were already up there on the roof for 10 minutes and it took him 20 minutes to put all the safety gear I wanted to go for 10 minutes. So they just ignored it. But he was remarkable. Jerry Steinfeld to put it in. He took care of you in a while, a little bit to warm up to him and he eventually got to be funny, but it took him a while to get there. But he has some really good points. But Dutch Jerry Seinfeld, he about six, nine. Yeah. Anyway, he was, he was, he was, he was a pretty good, again, I’ll come after. And so he was a cool dude. But uh, well just cathedral theme, he was doing how he showed all this cathedrals. His hobby is his passion. His, he’s visited all the cathedrals, uh, certain types of cathedrals in western Europe. One day two, they had great technicals training. Uh, and you know, that was good too. So Kenny, all in all, it was a great trip. Congratulations again to the team at easy audio. Uh, he can’t, if you want to know more about those guys, but we have links to the website. But we also have a training series on the control trends website. There’s an easy out of easy io logo on the right hand side of the page. You Click on it, it’ll take you to a six or seven training videos. And I mean, you go through those things and you’re good to go, you’re ready to start. You know, there’s be some updates and stuff like that. But I think you get an idea for the power of that controller has simplicity of it and, uh, these guys are innovative and, you know, part of their strategy, Kenny is saying, well, let’s not a vet anything. We don’t have to. So instead of like, for example, uh, uh, you know, build into controller and then putting a route or on it, they’ll buy a router and put a controller into it. So it’s a little different philosophy. But lem is who chopped who we mentioned before, the chief designer of these products is very practical. He’s brilliant. And, uh, yeah, it shows up in their products. Well sure it doesn’t. And we have a, a, a controlled talk to interview with the, you did a remarkable interview with the shot where he talks about how he grew up, uh, in, in what he was exposed to a technology they built around televisions. Uh, you know, just out of absolute necessity. He’s worked his way through all the universities and, uh, actually has a couple of patents to his credit and worked for a long while with Tridium and a so accomplished on mind. Uh, you know, in a forest in the, in our building automation industry. And so there’s no, no surprise he’s coming up with these great controllers, but they’re really proud of the FTO for, and this is a new iot device that doesn’t have a control work, putting automation connotation. This is an iot device. You can use it for whatever you want to control. Two inputs into outputs. And it’s remarkable. When are you gonna do shade control? What? It’s up to your own device. But the cost and the implementation is remarkably simple. And that’s where two that go with the Mq. Uh, yeah. So less expensive, less expensive than taking, taking your best friend to coffee and Starbucks. So it’s good stuff. But Hey Kay, talk about good stuff and talking about markable individuals. Uh, let’s bring our guests on. How about introducing him? Eric, I’d love to, uh, we have one of the most formidable voices in the industry, uh, over 50 years of experience. Uh, and yet every, every time Ken puts out a new article or new edition, it brings new insight into our industry and it’s really moved us all along. So we moved the needle as far as bringing it on into the forefront of our industry. We’d like to welcome the other editor of automated buildings. Dot. Kahn, Mr Ken Saint Claire, welcome to the show can. Okay.
Ken Sinclair: Thank you very much guys. Always a pleasure to be on your shelf.
Eric Stromquist: Well, we love having you, my friend. And, uh, did you an issues that we’re going to get to that in a little bit later. But, uh, listen, I, I kind of have you been traveling a lot? We’ve been traveling a lot. There’s been, you know, I kind of think of it as a spring season of conferences as you will, if you will. We know we, we talked last time about controls con, but since then we’ve been to haystack connect and Kenny not been too easy. Io, so I’d like to get your thoughts on haystack. Yep. If you’re having a week or two to ponder.
Ken Sinclair: Yes. A great event, a great venue. Um, actually took my daughter and granddaughter down with us to enjoy the joy, the great resort. Well, that was at the convention, uh, very close, uh, intense, uh, haystack. Uh, the community is, is stronger and uh, what some of the folks are doing with haystack is amazing. Uh, I was also very impressed with the, uh, the keynote speaker who, uh, who did the, uh, you know what you know, and you, but you don’t, and you know what you don’t know, but you don’t know what you don’t know. And uh, we kind of ponder that. I think that’s a pretty good description of are moving forward, uh, in our industry right now is there’s just all this stuff we don’t know. We don’t know because we’re moving into, uh, the iot space and, uh, stuff that is known to them is not known to us. So, uh, uh, I think it was a really good theme and I thought he did a great job of pulling that, the haystack. The other one was, cause you said two things. I want to spend a little more time on, two really profound points and then remember this third one you were going to make. The first one was you mentioned you saw some super impressive things at a haystack. Could you give us an example of one or two of those? I know there were a lot of them cause there were a lot in there for me too. Uh, the pitch fest were amazing. Uh, I found them extremely entertaining and uh, uh, I actually as as a format for, uh, uh, presenting information rapidly, I, I have to applaud the, uh, John and mark. That was a great idea. And, uh, the, the pitch fests that stuck in my mind was a, our, our contributing editor, uh, uh, Zack, uh, telling us about how he’s taken his little raspberry, a controller, uh, to the next level, and it is now, hey, stackable and a is basically, uh, speaking the protocol. That was kind of an interesting concept. Another one that caught me was, uh, Intel, uh, the fact that Intel has actually supporting a haystack. I found that incredibly, uh, uh, enlightening. Uh, and of course, uh, the semen folks were all there with their purchase of a j two and comfy, uh, are, are also, uh, incredibly strong supporters of Haystack. So all of that gave me a real warm feeling of the tremendous success haystack has actually achieved in the last, uh, eight years.
Speaker 1: What are they really had caddied for our community wasn’t there? The pitch fest was kind of along the lines. I haven’t seen it, but I think there’s a show called shark tank where basically people have a limited amount of time to present their concept and their ideas. So everybody was on the clock when they had to do their, uh, their, their pitch if you will. And it was really phenomenal. The stuff that they were coming up with. And you know, a couple of things that impressed me was a Johnson has with their FX had just introduced their automatic tagging convention where they could add haystack tags automatically. That was really impressive. Uh, tritium, uh, one of the guys that talk from Trillium was talking about how they use the tagging and how easy it was to do. So to your point, I think the community has really come a long way and when you talk about a concept, you talk about communities of practice and the co competition cause you’ve got different competitors there that are contributing to a greater cause. And you know, I really, there were sort of that esprit de Corps that was almost palatable there that, you know, in the past it was kind of like, you know, maybe we can make this work. But to me there seems to be like a, there was a sort of a level who certainty like, okay this has happened is going to go forward to, did you feel that too? Very much so uh, I’m glad you brought that up cause that was probably my month. One of my next comments is where we used to go to and talk about how, you know, talk about why you should use haystack. It was, it had gone way beyond that. They were all there showing how they were using a stack and how it is going to be part of the next products. The other thing that flashed in my mind as I was listening to some of those pitch fests and seeing this brick bought down to a chip level and to a raspberry level, uh, the idea of OEM equipment becoming coming to the site, Hey, tat haystack tagged, uh, it’s just like, oh my God, that’s the way this is going to happen is somebody who’s going to buy one of these new controllers because it’s cheap and it’s incredibly powerful and it’s incredibly connected. They don’t even have to know what this is. Just like they don’t have to know what backnet is. They just have to know that it’s haystack enabled. And so now I’ve got my chiller, I slide it across the floor. It, uh, wirelessly wakes up and has its haystack tags and joins in the fray because of that. So, uh, uh, yeah, that’s, that’s tremendous success in each years.
Eric Stromquist: Yeah. I want to bring Kenny in real quick because Karina, as you were kind of worth the very first haystack and Chattanooga, which was, it was just groundbreaking, but Kenny, you had a couple of your key, I’d writers, some of the brightest guys. I know that we’re actually at that event, uh, sort of following up. Uh, what do you see in actually in the field with some of the guys like that you deal with that were at that first meeting? Is it something that they’ve adopted, are using, is it become prevalent yet, sort of on a granular level, or we’re still waiting for it to happen? Well, I think what happened initially it was you had to, you know, just like any, any change, uh, you know, the evolution or the development of technology, you’ll have your early leaders and the people that jump on board right away.
Ken Smyers: And these are the folks I think that followed. Uh, John Petsy, Brian Frank was sky found the obvious opportunity there that it was kind of at a higher level. And, and the guys that I knew that were really invested in it, uh, have been handsomely rewarded. In other words, analytics, uh, evolved from, I think case that if you put it in order of presentation, at first it was haystack and the concept of templating and semantics and how all these different languages and alphabets and everything are just, they’re not good for anybody, let alone the industry. And if you organize this, there’s a payoff. And then the pay off was that sky found. He started to take, take roots in it, developed into a global thing. We were over at several European events and I was shocked at the sky foundry had developed concurrently over in a different, in a global market other than North America. We always think, you know, everything happens here and this is the origin of this where it happens with over there they took the data rolling, you know, important too and then an improved and you started seeing the, the Colescott’s collaboration. And I think Ken, you had a lot to do with it. I think the things that you did at HR brought the mechanisms into place. People got to understand that tragic haystack even more and even more, certainly didn’t hurt to have the uh, the, the, the corporation they had found a one c, uh, and it was a nonprofit corporations or people could put money into this thing and then you had some really serious champion efforts, a medical, not whiny from Richard. You had a Alberto or old smells Mesler from a Ba SSD. These guys would conk contributing really some serious thought power into this. And of course, Brian Frank continued to steer this thing in a very positive direction. Now you have all the big corporations behind, you have Siemens, you know, with Jay to innovation, that fence deck, you know, and they’ve put all their chips on haystack. They think that that’s the only true open protocol that exists is haystack. And you also have Tridium with an eye of your driver. And then, uh, you as is probably the most formidable framework in the industry, uh, you know, putting it into place so it becomes a no brainer that haystack and tagging is going to evolve so much quicker and faster because the major players are behind it and it’s kind of come down in cost, come down and experience, you know, the Tridion puts 10, 25 free analytic points onto your, every single adjacent they sell to support and, and ferment that have developed an analytics. So a lot of people believe, like you usually say that data’s the next oil. So the next, cool. Well, I, I, you know, I think you’re right. Catty. And one of the things that did happen, um, was Brian Frank spoke on haystack for, there’s the fourth versions out and can you, you can’t, it’s inquiry. You can chat on that on this. But you know, one of the big takeaways there is now it’s not just necessarily taggy now, it could be more descriptors. You’re adding a lot more metadata to, uh, to that packet. So even more is going to be available. But you’ve got Brian Franks presentation on the Haystack for was amazing. Again, actually the, and I was glad they, uh, they originally, it didn’t have it in the, in the original keynote opening session and they, they wedged it in and I’m glad they did because as, as the excitement to see that haystack is real and being used. And then to have him roll out is, okay, here’s the next version and this is what it does. And of course, the, the, the short story there was, is basically haystack forward includes tagging for tagging. And once one gets one smile around that, that’s pretty amazing. When he started showing us what we could do if we started tagging the tags and how we could, uh, pull information out and, uh, and sort stuff by, uh, in, in haystack for it. Uh, I was, I was very, very impressed. It was, it was one of them. We actually have that video of Brian’s talk up on our youtube channel so we can go prep a link there on the show notes so that everybody can see that the volume was a little soft on it, but you can hear him. I wasn’t our best audio, but it was, it’s definitely worth the listen there. And I think, you know, do our community out there at the end of the day, we’re really talking about is we’re talking about, uh, it’s not that we couldn’t connect buildings and get data points out before because we’ve always been able to do that, but it was just a cost to it that was usually prohibitive. And what we’re talking about now as haystack just allows a very inexpensive, affordable way to connect everything. And, uh, it’s almost the cost you more not to now than it does to, that was the common message from almost everyone is that, uh, on these larger jobs, she’s like, how are you doing it? You know, like, you can’t, you can’t do it without a stack. You have to sort, you know, sort of all this information out anyway. So, yeah, really, really good. And lots of participation, lots of new vendors, uh, that are supporting it to the hilt. It’s interesting, we’re seeing, we’re seeing vendors arrive that basically their whole offering is, is based on a sack. They wouldn’t, they wouldn’t have a product if there was no haystack.
Ken Sinclair: Interesting. Why would it is and, and, um, yeah. And, but I think that’s just a shit when, you know, you made the statement about the guy saying you don’t know what you don’t know. Uh, I think there’s, you know, you talk about that in, I think there’s a thing of your article, but if you think about it, uh, knowing is probably your, has you be a more risk at risk than anything else? Because there’s so much that’s coming into our industry. I mean, you definitely have to understand what, you know, you have to understand how to apply, but you better be open to the fact that there’s more, you don’t know now than there is that you do if you’re going to be able to compete in this brave new world. Yeah. The interesting coming into our industry, I’m kind of looking at it the other way, which I kind of always look at everything the other way somehow. But, uh, uh, I’m kind of seeing what’s happening is we’re becoming a, the automated, uh, intelligence part of Iot. I think the transformation is so real that we are no longer, uh, who, who we were. We basically have come across the floor and people will seek out our services as those specialized iot people that work in the building automation, building, uh, intelligence space. So I see our industry transforming in the final analysis, the work you guys do and the work the systems integrators do, the master system integrators is only going to get tougher and they’re going to have more and more of it because that’s sort of our secret sauce is that we know how hard it is to actually reach out and grab those physical devices and make them, uh, you know, make them come into this data world. When we touch the data, people, they know how to make this data do anything we wanted to. But uh, we know is that, is that data real only we can confirm that. Yeah. Those, those sensors are correct or not correct. Well, so the analogy I would use is like, you know, we’re all great writers, right? Cause we’ve been riding forever so we understand the content. But you know, again, and I guess when I say you don’t know what you don’t know, if you’re trying to convince somebody to use a typewriter because you don’t know computers exist, you might not know the right words, but you’re gonna lose tremendous credibility if you’re pushing typewriters versus computers as an analogy. Well, you know, when you said that you don’t know what you don’t know. Uh, it was interesting because I have recently attended a class or training where the progress being made here and we’re talking what, nine years since the inception of a project case deck. But now a whole industry now is jumping on board with queries, databases, learning. But the, the interesting thing about you don’t know what you don’t know is that AI now are automated intelligence is now going to be doing this come in continuous commissioning thing. In other words, you could just almost like go to sleep after you put five or six queries together and say, okay, Joe, tell me how many vowels I have that haven’t, uh, modulated in the last 24 hours. And then once that’s successful, you can go back six months. Basically you could determine now all the things that you didn’t know because now you can ask questions to where the data queries to get you information. And then once you understand where your biggest pain points are, where you’re losing money, we have heating, cooling, right? At the same time, all these other sparks or whatever we were calling you now can put this continuous commissioning in the work and it doesn’t sleep. And so it generates more critical, relevant data that begins to really truly bring the fruition. You know, everything that we’ve all been talking about, it coming down, it’s coming down to the golden nuggets. It’s coming down into business cases where you know that the primary 70% of the people into the building from this side, so we’re, where are you going to put the, you know, we’re gonna make sure that you optimize your parking, you flow inside the building. You know, if you know, all these things can come together that you just started, you know, just thinking, Hey, what, what, what’s the information here? They can make a better impact on occupancy and comfort and you know, sustainability and stuff. It’s just, it’s amazing that, you know, it’s coming together. It’s really, you guys have brought testament. I didn’t play Hooky by the way I had, I had commitments. So that’s why I’m this project tastes deck. But I’m your coverage of it both in what you guys say and then you’re putting us together really amplifies through the industry. And I think, I think the controlled transcended all my abilities have, has done a good job trying to capture what’s being said and put those takeaways in a media format that can be used and reused and understood and repurposed. That’s really, it’s cool stuff. Thank you very much for that. Uh, the, uh, the point I wanted to make went away.
Eric Stromquist: Well, well listen, so we’ll, we’ll, we’ll come back to that. I’m sure it’ll pop in in a second. So two things. Um, you know, one k to your point, one of my teachers used to say, and he was one of Edwards Deming’s to cycles that quality guy. And his statement always was in God, we trust and all else get data. And basically, uh, you know, data is the great equalizer. But, uh, and again, haystack allows that which you can create all kinds of efficiencies. So it’s not even so much about the energy savings anymore. So I’m like haystack enable. It is about, uh, the operational savings and everything else you can get. So that’s, that’s a huge piece here. You got kit.
Ken Sinclair: I got it. I was off on my data scientist rent, but not being a data scientist. Uh, I slipped a digit that, that was the other thing that was common that the, uh, the tables and the discussions is a, the industry is in, especially the hastag industry is, is somewhat starting to divide into the technical gathering of information people and the data scientists. And, uh, actually your discussion there, uh, Kenneth was very much on what you’re discovering is all the things that the data scientists know. And that’s why they want us to keep this data in a completely different bin. And don’t note ever preconceive what you’re going to do with your data because you will never guess because you don’t know what you don’t know. Because inside of that data is the question that you would’ve never asked had you not looked at it from a data analytics point of view. And so spending some time with these data scientists and trying to understand, and then for them, the whole data scientist approach is, is using that data to build all kinds of cases that we haven’t even thought of yet. So it’s a, it’s a whole new world and of course that is the step into a machine learning and artificial intelligence is basically going to, that link is going to be filled by our data scientist. And a data scientist is now becoming a very common, uh, employment, uh, term, uh, uh, for, uh, for the, uh, industry. And there’s one of the sessions they had that was great. There’s those, I got to introduce a Lucy kid, uh, with Buena Bruno, uh, out of Australia. And, uh, she’s just started and started as a data scientist and was attracted to our industry because she saw the exciting opportunity. She was originally trained in robotics. Uh, but, uh, if you read the interview on our site, uh, the new kid on the block, uh, which is how good is that? Their name is spelled k, I, d d and a, so it was actually able to bring to fruition my, uh, let’s, let’s involve these kids in a r a as our younger mentors and moving forward. So it gave me a good ploy to do that. But I think that’s, that’s, that’s a typical new employee for our industry. And uh, uh, you know, I don’t know that we saw that many years ago that we would have a data scientist and engagement specialists as the people in our industry. That Aside your thing because, uh, you know, a company to work for me with the master system integrators have to systems, no, Keith, uh, I think his last name is Baker is a data scientist and one of their key people. So, uh, I think it gives him a definitely a perspective on data analytics that only a data scientist could have. So I want to shift gears to go off candidate just for a minute, cause we’re talking to my dad and we’re talking about artificial intelligence and machine learning. And if you guys met tracking this whole Cambridge analytical thing that’s going Analytica thing that’s been going on, it’s huge. They’re, they’re, they’re, they’re taken Facebook to court on it, but there’s a group, all of data scientists called Cambridge Analytica and apparently, you know, they collect data and their mission statement is not just to collect at that and understand that their mission statement is kind of ominous. We’re going to collect the data, understand it, and they were going to modify human behavior based on, and this is apparently the group that was involved with, uh, the potential of the Trump election and, you know, they’re, they’re questioning did they, what kind of influence did they have on the US presidential election? So it’s 20 gets back to that other side Kent’s incredibly you brought up before and our European brother rather than we’ll talk about that, uh, we’ll get to these geo conference are very much aware of sort of the, the uglier side of all this data and collecting it visa via at the very low end privacy issues and maybe at the high end, uh, modifying human behavior unbeknownst to us based on tendencies that are half that we don’t know that we know that we have.
Eric Stromquist: Well, but you know, I think I did a little bit about it and I don’t, when we’re talking about our show here in talking about Ken Saint is doing the dishes, the Cambridge Analytica, but you know, the, the subliminal suggestion stuff and all that that’s been going on for I guess 19, 1950, I believe it was. The first one was this. Oh, I’m actually, but yeah, but conscious.
Ken Smyers: So there the point being is that, yes, and the point made by Sabrina, what was her name? Sabrina vanish about the data being now and information is a $200 billion industry. Bad things are gonna happen when you have large sums of money. Uh, Lord, Bertrand Russell said that anytime you have Lord Large, incredibly large sums of money at stake, it’s corruption has to be, you know, be, be a consideration because people will do anything to get access and control those large sums of money. And he was referring back to World War One. It lasted longer than it should. It should never have lasted all those years because no one’s going to win. And if we’re doing it because they thought the industrial powerhouses were, were joy joining such an incredible financial windfall by, by having this ongoing nightmare. And so, but yeah, I think we all have to watch and to train the cycle back to your June edition, uh, Sabrina wrote lol, she’s a marketing specialist and now she’s talking about those very same things. How data has a two edge sword and how if you don’t have laws and standards in place, and I think if, if we’re, if we’re going to say anything about cameras analytical, that is that our government needs to step up. All government should step up and create an equal power base to these, these, uh, libbers guys, if people could make a consortium and not have any kind of a nationalistic or whatever, you know, driven, uh, policy and it’s just a powerhouse, almost like Amazon exceeds all cameras on all the national borders, will, Amazon has changed our entire culture. The Amazon effect is now, uh, you know, just take it for granted. It’s going to put the small book places, I’ll radio places. Everything’s going to be consumed by this giant whale of, of, uh, of a momentum that makes things more efficient. It makes things easier. So on the one hand, you get your stuff delivered the next day, the toilet paper in the printer paper, whatever you need, you order it online. It shows up the very next day. And I’ve done it because it’s just why, why should I go to the driving, you know, two miles of the store parking, parking lot, walking through the store, check out for half hour when I can just type in a request and it’s here tomorrow. Well, you get back on track. You already got the answer to this question because you’ve told me, and I’ve read it to you, to Jeff Bebo’s basically in his books, he says, my goal is not to make a profit, profits to destroy my competition. First reason you, the reason you want to drive to the store whenever you can is because, yeah, you might be getting at an inexpensive price now when there’s no store to go to, then your prices are gonna go way up and you’re not going to have a choice, right? But, uh, you know, the, again and the daily a world we live in with traffic with a, I’m going to be all accents. I mean it’s just so we’re, we’re all confronting something that, you know, we all have to deal with in our time on lifetime future man. I hope these young people that you guys sit, then a scientist that Kim just mentioned, Ms Kid could look at this subjectively and make the right decisions at the right times. Cause if it’s crazy now in 2019, what’s it gonna be like in 2025 or 2035, right? As, as your truck, as you get sort of somewhat inside of the heads of some of the younger folks and see what they’re thinking. Uh, the social side of what they do is becoming much bigger than, uh, than we ever, I remember being in our meetings and stuff. So quite often I’d go to the meetings and half of the meeting is spent talking about the social side of collecting the data or whether that’s something that people want and, uh, you know, this, the engagement, the engagement of the community. So I think, I think that is sort of somewhat self, uh, self healing, I guess. Uh, my concern is, is that much of what we have in, uh, North America came from the wild west.com, uh, world, uh, automated buildings being one of those things. And, uh, there’s a million other things that just kind of grew and in an unstructured unformatted world. And we grew extremely fast. We came up with some incredible capabilities to do some incredible things. I am very, very concerned about government getting involved in this process and mobilizing. And I think that’s one of the big concerns of Europe right now is a, that they potentially can be immobilized. And, uh, I know there was a tweet that I posted a while back, uh, from the top guy in China. His name escapes me that basically runs the equivalent of their, uh, Facebook and he says, I, I am, uh, I’m concerned about Europe because Europe is going to tie themselves into a position that they won’t be competitive because they will, you know, there’ll be social socially correct, but not be able to move. Uh, and I don’t know, somehow it all works out. It’s, um, it’s like Asian culture. You go into an Asian city and, uh, you cannot imagine how the city can function. Uh, 15 million people all in one place driving, running, biking, and hardly anybody gets killed. But it, it all works. It’s just organized chaos. And, uh, you know, I think within that, that spirit of organized chaos, I think we can move ahead faster and, uh, I kind of believe that it will be self healing. Uh, uh, as we start to get, uh, people misusing it, uh, as long as the people have the same power, they will design systems to, you know, to push on them out. And, uh, the only big thing is, is my fear is as we will no longer have a totally open internet where we’re heading towards an internet of countries and a lot of divisions.
Ken Smyers: Yeah, I’ve wanted, it’s very well said. And you know, again, I like to contradict myself in especially in the same, same uh, interview here are saying, uh, session is that on one hand, you know, uh, I was referring to what Elon Musk said about artificial intelligence and how there’s no standards. There’s no, there’s no, there’s no committees to put boundaries around something that could be, uh, you know, you know, so threatening. It’s at it’s furthest extreme. You know, you’re not getting science fiction oriented here, but there’s been some publications and Eric and I have read them where if I, artificial intelligence goes on check because it had no structure, no boundaries, no limits, uh, it can take on at dimension that’s not intended, not desire, certainly not favorable. Mankind. On the other hand, I agree with you, let ne organize chaos loose. I’ve always been a fan of that, so I, I see contradictions in my own statements in one hand, certain things have to have some sort of a ceiling to them or guard rails. On the other hand, I agree with you is that if Uncle Sam or any of any uncles, uncle Fritz from Germany or whoever tries to come in and impose boundaries without, you know, in, in stifle a free thought, you know, and then the, that’s also a terrible and it’s a good challenge for sure. What is not sure we’re going to solve it on this interview? Well, no [inaudible] formation here. We might because we hadn’t even gotten to your June edition yet. I think in there there’s, there’s a lot of good insights. Kenny’s alluded to, a couple of them can, but, uh, uh, you know, again, just put a ribbon on Haystack, congratulations to John and mark and the rest of the haystack team for the great job they’re doing. That happens every two years. So, uh, you won’t get to see them next year, but the year after that, and Kenny and I can’t say Clara keep you posted. We’ll give you plenty of warning so you can make it there. But, uh, hey, it’s June 1st and it is time for hearing about the June episode. The June edition of automated buildings can’t tell us what it’s all about.
Ken Sinclair: Ah, okay. Really pleased with this issue because we built on the theme. Yeah. You don’t know what you don’t know. And, uh, of course I get to learn lots of things every time I take that approach. Uh, real pleased with, uh, one of the articles, uh, are contributing editor, uh, Nicholas wrote, it’s called rest in peace, a backnet and he basically has a dialogue that he’s been having online with a bunch of folks on Linkedin. Uh, and, uh, so he actually talks around that. And a, the confusion is, is, yeah, backnet is still pretty important stuff is, uh, again within this a controlled chaos that we, uh, that we live, uh, things like, uh, backnet or a bright light and things like haystack or a bright light. Uh, basically then it’s followed up with the next, uh, uh, article, which is from pooping Iao at, uh, up to go and he’s talking co count your assets before they, uh, before they are hacked. And, uh, then we had a, the one that, uh, uh, Ken was referring to from Sabrina. You, you don’t know what you don’t know and she talks about how we need to question is, but my, one of my favorite ones is one that, uh, uh, skip put together women in control and he just did a great job of reaching out and interviewing, uh, some powerful women in our industry. And, uh, it’s just a tribute to them and they are attributed to us and, uh, their, their attitude of wanting to be mentors and help us, uh, grow our industry with the young women coming out of universities and encourage young women to go into universities and colleges to train to become a, into our, uh, our industry. Um, so yeah, lots of stuff going on there. Well, I’ll skip that I guess is a technical recruiter. So he would certainly have his finger on the pulse of trends recruiting because they don’t, one of the biggest challenges all of us have and everybody I’ve talked to is, you know, finding good people. And Ken, I would like to just take a minute and sort of go through some of these folks because I recognize a couple of these names. Uh, one of the first one is Danna Haggerty Danna worked with Ed Tech in Atlanta. I’ve known Dan and now for about 15 years and she is a powerhouse. She’s phenomenal, uh, does a great job for the team at Entech. So, uh, I can definitely speak very highly of Danny cause I know her personally. I’m sure all these women are incredible. I can only talk about the ones that I know, although I’d like to meet the rest of them. So maybe we can get them to come on the show at some point in time. And of course another way are very familiar with is Gina and Ellie and Gina is less easy. I have North America now and is a phenomenal individual. Great. Can, not only did she do a controls and, and you know, break marketing mind, she has a publishing company that she does. She actually went to school to be a Wharton, so she just knows all about the law and just, you know, a fascinating multi-dimension person. So I feel really pretty privileged to know her. But, uh,
Ken Sinclair: I’ve got to have to credit, I’d have to credit Gina with sort of probably getting this going as long ago as four or five years ago at an HR meeting. Uh, uh, I can remember we’re standing in the lobby of Ahr and it was Gina and Teres and, uh, we were just talking, uh, about, uh, women in control. And, uh, I think from that, uh, we’ve been picking away at it and we’ve had some, uh, some strong strong leaders, certainly, uh, uh, out of the control con event, uh, Scottie Cochran’s event. Uh, he’s got a strong stable of a, of ladies who basically, uh, keep him on track and basically helped push the industry from that side. Uh, the big thing I’m seeing is that we need to grow. We need to grow fast, we need to grow now. And, uh, we have resources, I believe in the wings of all of our companies. Uh, women that are, are almost trained because they work every day with a funny control numbers that we all need to know and they understand our industry. And, uh, basically with a bit of job crafting, I think they can turn into the stellar people like are outlined in this interview interview. Well, I think that’s very well said. Can I think it’s the, again, just to, uh, to kind of talk on our side controlled trans awards has always really truly begin to really understand the importance in there. We’d be in, I think back in 2014 but does again, just some of the names that popped up in the one of the year thing. Uh, we’ll, Teresa Sullivan is now a Trillium achieved amazing person, amazing voice named Joseph Jenny graves pseudo jam. Thi uh, Stephanie as that does that to Kowalsky from this tech was one of the ear canal in 18. But I agree with you so much that the woman in the, I mean, I imagine the, uh, the, I lived in Germany for nine years and I knew some very professional women that they were, they were, uh, the ceilings were placed on a professionally to the point where we actually left Germany, whatever the country, South Africa, and they went from being the assistant CEO to CEO to get that they had to escape, you know, the, the limitations of culture, but just want to give the rest of the women that were identified in that article. Shout out Casey crown with sunbelt controls. Uh, Diane fits the general manager, vice president of Trinity Automated Solutions. Uh, Irma camp. Um, she’s the project manager for sunbelt controls. Uh, Rodney strapping business develop manager for training, account manager at length spring, uh, Aaron de freeze. Um, she is a building automation and AC controls for over 20 years. Uh, she knows with them. So an application with application engineer, the company isn’t a identified with here, here, so I’m having trouble find Ellen a GL we mentioned and sheriff [inaudible]. Uh, but anyhow, these, uh, the rest of them are here on your website. And the important thing that I caught after reading each bio here and there, the comments he made were, you know, it’s not about them. I mean, here they are, they’re getting some spotlight, you know, they’re getting some recognition for an incredible career and they take that opportunity to defer that attention to other women in the industry, but also the industry itself. And it’s a great place to work. It’s a, it’s a very serious, uh, exciting, challenging profession. And we had the one reference on the number of percentages. 1.4% of our industry are Tracy building automation industry is comprised of women. So there’s certainly growth there. We need, we need more, we need more resources, we need more intelligent young people in the business. And we hope that the, uh, you know, the opportunity for women, uh, in the Hac Bas continues to improve and we develop more programs, more recognition to achieve them. Actually, I’ll just want to at that point, just a quote of thing from my editorial here and it’s called propagating our people power is an ongoing challenge to grow our industry are younger. We need to get our message out that we are an exciting industry in which young folks can make a difference and offer them job crafting and promote job flexibility as the game change or to attract them as first adopters.
Ken Smyers: We tend to bear the brunt and the cost of the education curve, but we’re the ones that eventually make new technologies affordable, accessible to all. We need to tell the world why they want to be part of our passion. And I think this is just an underlying message of us all is that we need to get this kind of information out to the, uh, the universities and colleges and this whole concept of job crafting is a, is a real thing that attracts, uh, the folks they don’t want. They don’t want to us to tell them what their job is. They want to tell us what their job is going to be. And in that you’ll be amazed at, uh, the creativity that will come out of that discussion. Well, you just need to check out our [inaudible] podcast with that rep burrows and here at Norco because they are interesting group of cats. And I think that maybe one of the things, the alarm bells because of my head, when you say you got to let them decide their own job as you kind of think, well, you know, that’d be crazy. They wouldn’t want to do anything. But when you listen to guys like Brent and Aaron and talking to the other younger folks, there is fire. They’re going to work harder than anybody you got. That’s right. Yeah, that’s exactly it. That’s a difference. It’s a difference if we don’t change our attitude and how we, uh, in our appeal, I think we really have to change our appeal because we’ve been a pretty rigid industry in the past. And, uh, uh, and then in the of ways has been an old boys network and we have to certainly change that. And as we, as we invite more data scientists, more engagement specialists into our industry, uh, that’s what we’re going to need and will said. And in fact, everybody to put a sign in my front yard vote for Ken St Claire for a cause that, I mean seemed very, it sounds like you’re up on a soapbox, but you’re not in the, and it’s really, it’s refreshing. It’s fun. Uh, and I think we’re seeing the needle move. I think we’re actually seeing progress. I feel it. Like do your point about the project haystack, you can feel the momentum, the, the critical mass is growing. It’s getting bigger and starting to have magnetic and gravitational pulls. I think think we’re doing, I think this every time I hear you restate that, I like it because it’s becoming a more honed message in a more relevant message and includes more important aspects that include, uh, in the drop crafting thing. I read that, you know what, I’m still kind of, to be honest with you, I was like Erica, first, the concept of allowing somebody to decide how they’re going to do work at your business.
Ken Smyers: Uh, it certainly, uh, challenging for people over certain in certain cultural references in ages two to, to deal with. But I agree with you and, and the biggest example I remember that was it. A Johnson controls ABCDs conference meeting down there, uh, live in Arizona. You were there, you were there. And the woman had expressed to us that the Johnson had invested so much money in recruiting the top talent in the world, not just in North America but the world. And yet they were, they were losing a certain percentage after two years and then, then the out briefing, you know what, when they terminated their positions and they were leaving, they get the person there. And he sat down and said, what was the biggest problem? And it was, it was remarkable how was the first time there were four generations of people in the same work environment. You actually had people from all these different generations, you know, and how the class, but the biggest example was when the senior executives, CEO’s walking through the office kind of surprise visit and he saw over half the people in the office on their phones and playing with some, some sort of smart device. He went back and was furious at the operations managers and what’s going on or any page people would come and play games. You said they’re not playing games, so they’re not playing games at all. There are computer systems are retardedly slow and they’re going to get, they use in their purse or you know, the bring your own device to get the information they need to do their jobs. Because we’ve requested a, an upgrade to our network and our system. So it just showed how the polarity there of understanding that senior executive not really truly understand that new technology was bringing his people online quicker than what they were providing them works out. So yeah, I got a question for Canton, Claire, because I think, and I don’t know yet data point on this or not the, we get one of our data science working on it. So one of the things is the little fearful for me with sort of, you know, roll your own job so to speak, or uh, you know, creating on job is it, the other thing that I’m understanding is that PR, they’re going to change careers four or five or six times anyway, regardless. And you said something canceling Claire, that is so true. And my business, for me to get somebody trained where they can be useful to somebody else, I have at least a quarter of a million dollars invested in. So, you know, I’m just wondering, have you heard that? I mean, are they going to stay even if you let them have with what they want to have, are they still gonna stay? And if not, is it fair to say, Hey, uh, we’re going to let you sort of create your own job, but in return for that, you’re going to guarantee x amount of years that you’re going to be here because the cost to get them up to speed where they can be useful is so high.
Ken Sinclair: Okay. There’s a lot of questions there and I’ll try and try and get a lot of answers. The first point I want to make is this, uh, the, uh, the job crafting fits in very well with the, you don’t know. What you don’t know is when you hire this person, they have some incredible skill that you don’t even know about and it’s not on your agenda. So you don’t care. And they happen to be the world’s greatest salesperson or the greatest PR person in the world. Uh, and they, they love people they love, they love, they’ll do all the education things for free because that’s, they love doing that. Uh, so it’s a point that out as one of their job, crafting a super powers, uh, then then that changes, uh, how, how, that’s going to go back to your back to the thing. How do we keep them if, if they’ve defined their own job, they’re more likely to stay in it. And what they will do again is they, we’ll recraft their job. And so after a period of one or two years at that point that they’re being restless, they’ll come back to you and say, I want a new deal. I want to recraft my job because I’m, I don’t like this part of my job. I love this part of my job. How can we recraft it that works for the company? So this is, this moves us forward. The other thing that I think everyone kind of misses is that when you invest in training somebody, um, the power of where that person reappears in industry, people hardly ever walk out of our industry once they come in. And I think that’s a big message to, uh, to these young folks that are looking, uh, should I come into the automated intelligence? Uh, industry, uh, is if you take our track record, people change jobs because they want more money, they want to move to a new location. They have a million reasons, but they don’t, uh, they don’t leave the industry. The fact they don’t leave the industry. Is your education really wasted? Because now I’ve got a person that used to work for you for four years, three years, five years. He goes to a new company, he knows your company inside out. He’s probably, if it goes to a systems integrator or something, he’s probably going to use your products. It was probably the best investment you ever made. And I think that’s what a brand is filing radice finding that this people are very true. They’re, uh, they’ve actually had very, very few turnovers in their 30 folks. Uh, and the ones that have gone are basically, they’re a consultant and they’ve gone to organizations where they still use ses as a consultant. So isn’t that kind of Nice to have one of your people inside of one of those companies that are helping you sell your wares? So cool. Musha how that goes.
Ken Smyers: Well that’s an in that situation. Yeah. I guess an advantage more than likely than not what happens to guys like me and Kenny theaters, we invest the money and, and get somebody up to speed and like say 250, $300,000 into it and in one of our competitors on the distribution side comes along and goes, okay, now get a trained person. They offer them 20 or $30,000 more, which is nothing because they don’t have to pay to train them and there, you know, but that, that problem’s been around since day one. I don’t think that’s, you know. Okay. I saw, I saw your experiment in the seat. I knew I needed him to come back with it because, uh, the, the, uh, it’s happened two or three times. I think the point being made. Uh, Ken, again, I applaud your, your spirit and, and I also had recently heard something similar about the benefit. The benefit is not a selfish benefit. It’s an industry, it’s ubiquitous benefit and, and the more people that get into a certain level of expertise at the whole industry benefits from it. And complete the industry that we all live in and which, uh, I think we talk about things and we get close to some real interesting challenges that our industry is facing. And one of them is that we don’t do a lot of this ourselves. We don’t get whatever the newest trends are with this job. Crafting wonder if we don’t get this stuff in place, we don’t get people involved and they don’t come with all this expertise is going to be taken from us. I, I my, my brain screws, I found a blanket of technology, this kind of move real slow, real slowly fog like a cloud and it’s coming over top of us and it’s looking down and what they can extract from industry so that if we don’t push up and we don’t develop the, the talent, we don’t develop the expertise in the IT skills or whatever, we don’t push back and at least, you know, put some kind of, you know, ceiling on how far we’re going to surrender a lot of our data and a lot of our industry then we’re to blame. So I think whatever makes sense to make the industry stronger, make it more attractive, get our share of resources and intelligent people involved in it and then let them start pushing, uh, their talents through our building automation industries and through even manufacturers I think are, are, are, are not doing well. They’re not, they’re not coming to the forefront as the big mighty five that they used to to put stakes in the ground and said, this is our, this is our domain, this is our, this is our industry. We’re seeing just extraordinary push from some of the multibillion dollars trillion dollar companies that looking over top and like a, you know, like a satellite. They can see, they could do an x ray into our industry and see exactly what they want and they’re, they’re putting things into place to get the data. And so I think, you know, the things that you’re doing here in this thing, this, this, this, this June edition does, is it makes it brings to the center stage where are we can make improvements, learn things and move forward and make better decisions. But I think the job crafting a would be something that we should keep coming back to and get some examples cause, uh, I think it’s a fascinating concept, but again, being, being, uh, in my generation and whatever, I still have, I have an encumbered or encountered that use case that really we could take an export. So yeah, this is definitely how we could do this here or do this there.
Ken Sinclair: Okay. Well I wrote, wrote an article and called job crafting our industry ambassadors and uh, uh, this kind of came out of, uh, uh, going to Detroit and we’re looking at what the bedrock people were doing. And the, the thing that amazed me is how well they sold what it was they were doing and what the other side of that that hit me on the head is how bad a job we do as an industry selling what it is we do. I mean, you got your little company and you do what it is you do, but how do you, how do you basically sell that to the IT industry? How do you sell that to, uh, consultants? How do you sell that whole, you need this industry ambassador who’s basically just enthused as like your product, but he’s also is able to answer all of those questions and how the new people are going to go. The big advantage of allowing these new job crafted folks into your, uh, organization is a, they basically start to tell you what, how they see your organization. And it’s like, oh my God, we don’t want to look like that. Well, that’s how you look to me. Am I missing something? And I think that’s how the change will occur. We, we’ve got to change. There’s no doubt are the, the, the way we do businesses is going to turn in, turn round radically, uh, um, bringing these new people and we’ll make it change quicker. Having ambassadors who basically can explain the, uh, the essence of what our companies do and how we fit into the new, a new direction, the new millennium, I guess, of, of how this is all going to come together, uh, is important stuff I think. And we’ve got, uh, all I know is that if we kind of keep involving these people in it, it’s going to go a different direction. Uh, but we still have our core values. All of a sudden they start asking the questions as well, how do I, how do I connect this to a Honeywell valve? And then, uh, yeah, okay. Now I suppose to connect those two about what’s about, yeah, that’s right. That’s right. But, but we, we need to build bridges between, uh, where are we going and where going to happen to us? Cause I think, yeah, that’s the other thing is the cloud that, uh, Kenny sees coming. If you’re not doing anything, it’s going to, it’s just going to fall on you and, uh, absorb you. If you’re, if you’re there to meet the crowd and you’ve got it all figured out, how you’re going to fit into this new, uh, we were kind of a environment. Um, I think it will be a whole lot easier transition. I like that. Yeah. Good. And I think part of it is you get, you gotta say informed canting Claire’s obviously, you know, Notre dominance in queer, you’re, you’re out front, you’re sort of shedding lights and the dark corners that we have a head. And, and I would say that you’re probably not going to figure this out right away. And what you figure out is probably going to, you have to refigure it out as you go forward. Because I think that’s one of the concepts we have as there are no more constants. So I think one of the strategies you’re going to have to adopt is you’re always going to have to look and you’re going to have to question, are we relevant? How are we plan? What’s, what’s, what needs to happen now? And again, I think that’s where your younger people can be a great barometer for you. But then they get all like Brad white and you know, you know, Brad’s an old guy now, so you gotta you gotta you gotta go younger.
Ken Smyers: That happened fast, Huh? Yeah, that’s right. The old guy here and like, no, I can’t. To your point and you know what, you’d have been proud of me cause I used the auto didactic learning, uh, in, in a meeting the other day and people definitely mouths dropped open this again. And I was saying about how the adjusted time learning and how the concept that we were playing with was how do you provide remote support to, to a diploid field in anything, not just, you know, uh, HVC of building automation but medical mining, whatever. There was a couple of really sharp people in there, how they were using a wearable technology to solve some of the things back when Eric and I were falling this, uh, with the, who’s got the glasses from Google glass, Eric that we interviewed, he’s Lorenzini. Yeah, there’s ones any out. So that was probably seven, eight years ago and now to see some of these use where these people were using this technology. And I see, I see that coming in our direction too. I can’t help but think that could solve so many, so many things. So if you want to see your book, I’ll buy the car. Yeah. A couple of sessions going on there. Can you tell me what you got to happen? Yes. I’ve got a great one called autonomous interactions, integrating the occupant experience into smart buildings and it’s part of the systems integrator a summit. Uh, and I get, they give me the dream team. I’ve got a Scott Cochran, I’ve got the CEO a comfy, and I’ve got the, uh, product, uh, expert from this deck. And then they give me 30 minutes to use all of this talent and a at the end of the day. So it’s kind of a mixed, mixed message, but, uh, I’m sure it’s going to be an exciting presentation, uh, later. Uh, the next, next day I believe it is, uh, we have a session connecting to the enterprise, the fast world of h Vac. And I’ve got the Joseph, um, of Amador consulting out of California is speaking with me. We’re both going to try and talk about that. And if you kind of let your mind’s just roll all the things we’re talking about, uh, are now falling on the OEM, the original equipment manufacturers, and they have to, uh, figure out, uh, where they’re going to use backnet, whether they’re going to use wireless, where they’re gonna use Bluetooth, uh, whether all of these things, uh, that they didn’t really have to deal with.
Ken Sinclair: So they’re looking to us for advice as to how they should be done. Uh, it’s gonna be an interesting time for sure to real calm.
Ken Smyers: Well, we’ll see. So listen, sort of summing up, cancelling Claire’s June issue is out. Uh, again, one way to know what you don’t know and then eventually know is to follow automated buildings.com and hopefully control trends. Can we will be seeing you, uh, at rural, I’m kind of come up in Nashville. It’s still not too late to get there. We have a discount code on the Control Trans side if you want to go. So with that cancer [inaudible] thank you so much.
Ken Sinclair: You’re welcome.
Eric Stromquist: All right, Kenny, as always, great stuff from Ken Sinclair, you got a couple more important things you want to make sure that the community’s aware of before we hop hop. So let’s, let’s hit it.
Ken Smyers: Sure. Real quick, have new options, enterprise and Proton, a version two. Dot. Four dot six released, uh, and this has critical updates for OEE and proton two dot four dot six. So for all the RPG folks out there, please get this a software update loaded up as soon as possible. And also we have the Niagara Four in London. 2019 will be held June 9th through the 11th if Park Plaza Westminster. And that’s going to be a another great European forum. Another great show. I’m one on the website. They’ve got some great speakers and a lot of good things. Uh, mark p talked at length, Springer hadn’t over there and they’re excited. Uh, so we, we’re, we’re enjoying seeing this inner inner play between North America and Europe and now small and Kenny and I would have gone, but our wives won’t let us. They say enough is enough. So, all right, well that Kenny, I mean, great. You get to go to London, check it out. Hopefully mark be taco be are in field reporter in London and then we’ll be able to get you information on that as well. We will be at real calm I the cotton. That’s one thing we’ll be reporting on for sure. So if you happen to be going to that conference, please come up and introduce yourself to us. Kenny and I love meeting people that listen to this show. I’d he liked to be on the show. You can click on a link on the right hand side of the website called [inaudible] guest on the show and we’ll get you on. We’ve got currently have about 15 people lined up, so we’re gonna have a lot of interesting guests coming up.
Eric Stromquist: Uh, and then Kenny, again, a special shout out to our first sponsor, DG luxe is back. And here’s a trivial pursuit question for you to Kennedy spires. How many control trends award winners did they have? Do they have for being the best visualization platform of the year? How given three is more than one and less than 103? You’ve got it. They went three times. And I have a feeling that, uh, now that we, you know, I have a feeling we’re gonna hear a lot more from those guys. They are we engaging with our community. So be sure to check them out. Remember there’s a free demo there and if you’re actually being a sponsor for one of the shows, again you can reach out to us at CT or controlled trends, marketing email@example.com we’ve got a limited amount of sponsors who are willing to put up and uh, hey, Kenny and I were going to start paying some bills now we paid our dues and now we’re going to pay our bills. So if that can Smith special thanks again to our sponsor, DG luxe and to our guests as we can graph from automated buildings.com. Be sure to check him out. And the June episode is up. So remember Kenny Smyres Bebo stay in control, be relevant and job craft something it either indeed Kenny Smyres.
Ken Smyers: Well, there’s also thumbs up. Let them live, right? He come see you. Oh yeah. [inaudible] [inaudible] [inaudible].
EASYIO WORLD CONFERENCE 2019 PROGRAM
Sunday May 19 —
8:00 PM – 11:00 PM | Informal Pre-event gathering in a nice typical Amsterdam pub with an Old Style.
Monday May 20 —
09:00 AM – 5:00 PM | Conference in Johan Cruijff ArenA in Amsterdam.
With presentations, workshops, famous guest speaker, tour, Award show, food and drinks.
Download our program flyer, here.
07:00 PM – 11:00 PM | Amsterdam tour including dinner.
Tuesday May 21 —
09:00 AM – 4:00 PM | CPT training and Advanced Sessions 1 & 2. Find more information here.
Overview guest speakers (Monday)
Smart Building Advisor @ Energy Control AS | Topic: “The reality of IoT and it’s impacts on the built environment.”
Inspirational speaker from Holland | Topic: “Building Cathedrals!” – Solve challenges and problems.
Student at Heriot-Watt University – MEng Architectural Engineering course | Topic: “The Biological Passivhaus – The Building of the Future.”
Interview with Smart City Visionary, Michael Jansen
Episode 315 of ControlTalk NOW The Smart Buildings Podcast features our video interview with Realcomm’s Founder and CEO, Jim Young. As you will soon see, a paradigm shift is underway in Smart Connected Building Space. ControlTrends looks forward to coverage of two important industry events taking place in the next few days: 2019 Haystack Connect in San Diego, and EasyIO’s 2019 World Conference, in Amsterdam. Young Gun champions, Aaron Gorka and Brent Burrows lead on with Next Generation Innovation Episode 10, and much more News of the Week!
Steve and Bill predicted the future of technology before they created it. Laurent seems to be doing the same. I had the pleasure of hearing Laurent Vemerey, the President of Acuity Brands, speak at 2019 Controls-Con held recently at the Detroit MotorCity Casino. I believe that he has a clear picture of what the future of smart building controls looks like. I think we should listen to him. He might be the Smart Buildings Controls’ Steve Jobs or Bill Gates. I was really impressed. Let me know what you think in comments.
Next Generation Innovation HVAC Controls Young Gun StyleI am so excited to be sharing Episode 10 of Next Generation Innovation with you. The Next Generation Innovation is a podcast and video-cast for the younger HVAC Control Pros. Aaron introduces his new co-host Brent Burrows. Brent is Building Automation Specialist at Entek in Atlanta. Entek is one of the premier systems integrators in Georgia and Brent is a big part of their success. Brent knows his stuff! He works in the field everyday with HVAC and building automation controls and brings this knowledge to the Next Generation Podcast and to ControlTrends with his Tech Tip series. Your hosts Aaron Gorka and Brent Burrows bring a fresh perspective to all things HVAC and Smart Building Controls. In this episode they give you their thoughts on Controls Con. Often Irreverent but never boring… check out Aaron and Brent in Episode 10 of Next Generation Innovation.
The understanding of the need for semantic modeling of device and equipment data has matured significantly in the last decade and the requirements and techniques for applying semantic modeling to equipment data are advancing rapidly. As we have learned, semantic modeling is critical for humans to work with and understand the ever-increasing amount of data coming from their systems, but the process of manually applying that semantic model is not scalable. We need our tools to simplify and automate how the semantic model is applied.
Did you know? Multiple Temperature Sensors can be wired to provide one average output signal. Instead of using separate inputs for two, three or four rooms, average those temperatures and run one signal back to a single input on your BMS controller. There are two methods used to provide an average output from your sensors. The method you use will depend on the type of sensors, resistive or analog, in your application. Watch as ACI’s Tech Support Manager, Matt Buchholz, demonstrates the wiring of both methods.
Optergy Enterprise v 2.4.5 includes some important features and critical security updates (Please do not delay updating your sites!) This new version includes: SSL-Encrypted Web browsing using SSL (Secure Socket Layer or https). Read more about securing Optergy best practices; This feature has been further refined to allow for wildcard SSL certificates (used by large multi-site enterprises), as well as the ability to generate CSR (certificate signing request); CyberSecurity improvements (various)-Optergy working in conjunction with cybersecurity experts Applied Risk (https://applied-risk.com) has enhanced its protection against unwanted intrusion into Optergy software; and much more!
You are Invited to the Launch of A Step IN STEM, Automation Skills, Training, Education and Promotion in STEM
To be held at Georgia Piedmont Technical College, 495 North Indian Creek Drive, Clarkston, GA 30021, Tuesday, May 14, 2019, 6pm – 9pm. A Step in STEM is a national initiative to build awareness about BAS and STEM career Pathways. Please contact Mpho Bratton, firstname.lastname@example.org, 678-790-9717, www.acp21.org, to register and for more information.
Having Trouble Discovering BACnet Points on your Trane Voyager System? Watch this video: In the field with HVAC Control Pro Brent Burrows. A special thanks to HVAC Pro, ControlTrends affiliate, Master Systems Integrator, Young Gun, and all around cool dude, Brent Burrows — as he takes us with him on a service call. The Problem: BACnet points from a Trane Voyager system are unable to be discovered. The Solution: Watch as one of Entek’s finest HVAC and Smartt Building Control Techs, diagnoses and fixes the problem.
We will be live streaming from Haystack, Easy IO and Realcomm, so if you can’t make these Events here is the next best thing.