ControlTrends

Sales Secret: How To Talk Less and Sell More

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It was a tough crowd and it was up to me to do the presentation and make the sale.

It had taken several months to arrange a presentation on a new, expensive boiler control system. …

All the decision-makers had assembled. They had their coffee and donuts. Game faces on, meaning they were already halfway into the trance customers get into before a presentation. You know, the one where they are completely checking out; eyes open but no one is home.

PowerPoint clicker in hand, I looked at the group and started…….

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Leading Legionella companies partner to eliminate Legionnaires’ outbreaks in health care

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LiquiTech and Spartan Bioscience partner to bring innovative, real-time Legionella detection to health care sector

LiquiTech to integrate the world’s first on-site Legionella DNA test to prevent Legionnaires’ disease outbreaks in health care institutions .

July 11, 2019: Spartan Bioscience, creator of the world’s first on-site Legionella DNA test, today announced a partnership with LiquiTech, a leader in Legionella prevention for the health care, commercial, and hospitality industries.

Through this strategic partnership, LiquiTech will integrate Spartan’s innovative environmental DNA testing platform to provide a new approach to detecting Legionella contamination. With Spartan’s test, Liquitech can detect Legionella contamination in real-time and provide immediate remediation using their multi-barrier approach to dramatically improve patient and guest safety. This will provide unparalleled control of Legionnaires’ disease in health care and hospitality environments.

“Our organization is always looking for innovative, proven solutions that allow for real-time detection of waterborne pathogen threats and Spartan’s environmental testing platform is unmatched in the world,” said Steve Schira, President and CEO of LiquiTech. “With Spartan’s on-site test, LiquiTech can provide clients with a complete and integrated Legionella solution, from rapid on-site detection to immediate treatment and validation.”

For the health care sector, rapid detection and remediation are critical because sick and elderly people are at the highest risk of contracting Legionnaires’. In 2017, the Centers for Disease Control and Prevention (CDC) found that 76 per cent of U.S. jurisdictions reported cases of Legionnaires’ in health care facilities. Additionally, they found 1 in 4 people who become infected at a health care facility will die, compared to 1 in 10 people overall.(1)

For these reasons, the Centers for Medicare & Medicare services (CMS) require hospitals to maintain a Legionella management program including a testing protocol.(2) The problem is that the traditional Legionella detection method is lab culture testing in an off-site lab, which can take up to 14 days to provide a result. This turnaround time is too slow because Legionella can grow to outbreak levels in as few as 7 days.(3)

Additionally, culture has been found to have a false negative rate of 62% because Legionella dies on the way to the lab.(4) In comparison, Spartan’s test provides highly-accurate results in 45 minutes using a Nobel-Prize winning chemistry called quantitative Polymerase Chain Reaction (qPCR). qPCR is commonly used for medical diagnostics because it is faster and more accurate than culture.

“LiquiTech is a leader in water safety because of innovative technologies such as their Legionella coppersilver ionization solution,” said Paul Lem, M.D., CEO of Spartan Bioscience. “We look forward to working with LiquiTech to prevent the risk of Legionella in water systems and to bring additional waterborne
pathogen tests to the health care sector.”

Spartan Bioscience Inc. | 2934 Baseline Road, Suite 500 | Ottawa, ON Canada K2H 1B2 | Tel +1 (877) 228 7756 | spartanbio.com

Liquitech and Spartan are showcasing Spartan’s on-site Legionella DNA test at the American Society for Health Care Engineering (ASHE) Conference from July 14-17 at the Baltimore Convention Center in Baltimore, MD.

About Spartan Bioscience Spartan Bioscience is the leader in on-demand DNA testing.(5) The Spartan Cube, the world’s smallest DNA testing platform, enables unprecedented portability and convenience in applications such as infectious disease, pharmacogenetics, and food and water safety testing. Spartan created the first onsite Legionella DNA test to prevent the risk of Legionnaires’ disease outbreaks in buildings. It consists of the Spartan Cube and a single-use disposable test cartridge. Spartan’s Legionella test is validated according to ISO 12869.(4) For more information, visit www.spartanbio.com/cube/legionella

About LiquiTech: Founded in 1992, LiquiTech is a pioneer in highly-effective technologies and services that secure water delivery systems against water pathogen risks. They provide multi-barrier protection; secondary disinfection; filtration; UV disinfection; water management plans; water analysis, testing and validation; and real-time, cloud-based monitoring and control systems overseen by specialized engineers.

LiquiTech’s copper-silver ionization disinfection technology is supported by more than 100 independent research studies and is state and federal EPA-registered for the eradication of Legionella in drinking water. Their clients include health care, hospitality, commercial, industrial and government facilities, with more than 1,800 installations around the world. For more information, visit www.LiquiTech.com

References
1. Centers for Disease Control and Prevention (CDC). (2017). Morb Mortal Wkly Rep. 66(22): 584–589.
2. Centers for Medicare & Medicare services (CMS). (2017). Requirement to reduce Legionella risk in
health care facility water systems to prevent cases and outbreaks of Legionnaires’ disease. June 2.
3. Marshall AG, Bellucci EC. (1986). Hospitality Review. 1(4): Article 2.
4. Ahmed S et al. (2019). Journal of Water and Health. 17(2): 237–253.
5. Roberts JD et al. (2012). Lancet. 379:1705–11

Innovative New Products From EASY IO Hitting The Streets

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The team at Easy IO are upping their game …. again.

Easy IO is introducing three new products.

According to Johan Schakenroad, “as the most innovative manufacturer in our industry we have developed some new product groups and extended some others to give you greater options with our solutions. All the new products are going through Beta Testing at the moment and will be available the next few weeks, and they have been designed to support your applications, grow your business with us and give you some additional design considerations for those next projects. “

So where do these products fit and what needs do they address for the smart building and master systems controls integrator?

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Catching Customers is Like Catching Fish

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This is from our marketing mercenary news letter….

Catching Customers is Like Catching Fish

It took over two hours of dropping her line in the water and fish stealing her bait before she caught her first fish, a beautiful blu gill , which she named “old grand dad”. My six year old daughter Evie was thrilled, and she was hooked.
Hooked in the way a marketing pro gets hooked when they find just the right words to have a successful campaign, or when a sales pro closes their first big deal.
We love this feeling. It is what keeps us in the game.
Most don’t get it often. Many get discouraged and quit. Some continue to try hard with limited success. And the ones we want to focus on today, are almost always successful.
Why?
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Only 1 Week to Register for the 2019 Better Buildings, Better Plants Summit in Arlington, Virginia!

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Online registration closes July 3. Register now!

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 on emerging technologies, resilience, workforce development, and more.

Onsite registration will be available in the Independence Foyer of the Hyatt Regency Crystal City at the following times:

 
Tuesday, July 94:00 PM – 6:00 PM
Wednesday, July 107:30 AM – 5:00 PM
Thursday, July 118:00 AM – 5:30 PM

 

Register Now rectangle

LAST CALL FOR BUILDING TOURS!

After you register, sign up for one of our 12 D.C.-area Building Tours to learn how a variety of organizations are working towards their energy and water efficiency goals. Reservations are required; register for Summit and look for tour sign-up instructions in your confirmation email.Tour sign-ups close July 1.

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QUICK LINKS

ABOUT THE BETTER BUILDINGS SUMMIT

The 2019 Summit will be held in the Washington, D.C. metro area (Arlington, VA) July 10-11, with pre-conference activities starting on July 9. This annual event is an opportunity for industry professionals and partners to explore emerging technologies and share innovative strategies in energy and water efficiency. Learn more.

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Jim Young Wraps up 2019 Realcomm|IBcon with ControlTrends — The Most Successful Conference Ever!

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Jim Young's summary thoughts on the 2019 Realcomm|IBcon Conference by Eric Stromquist

Although we still have many videos capturing all the great smart building controls technologies and trends, I decided to post our final interview of the show, now!

Jim 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.

We have been attending Jim's Realcomm|IBcon show for the last eight years

In short, Jim is the man with the plan, and as near as we can tell, he has a crystal ball too! We have been attending Jim’s Realcomm|IBcon show for the last eight years, and he is been right on with his predictions regarding Smart, Connected Buildings.

To make sure you don’t miss out on any of the videos from this year’s show (and we have a ton more to post)… MAKE SURE TO SUBSCRIBE TO THE CHANNEL.

How To Power Your Smart Building with Your Smart Car: Which is Really….Smart?

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How to power a building with your car:

Listen up Control Pro, do you think a building can be powered by a car? the answer is yes! And this will change everything, As you will hear in this interview segment with renowned futuristic Sudda Janthe, explains how this is even possible and how it will affect smart buildings and the companies that serve them. Go to controltrends.com to see the entire interview, and please subscribe to our YouTube Channel if you have not already. How do you think this new technology will affect your Smart Building or HVAC Controls Service business? We would love to hear from you in comments.

 

Transcript HighLights: Welcome Sudha Jamthe to ControlTalk Now The Smart Buildings Podcast. Welcome to the show.

Sudha Jamthe: Thank you for having me to pleasure.

Well, I guess the first question I’ve got to ask you is how did you become a futurist? I come from a tech background where I built products and what the technology industry. My last corporate job was at eBay and I used to work with data hitting that mobile analytics division. So it was focused on how do you use, how do you show up from the phone and iPad and across different platforms. And I was watching this word off everything getting connected, and it was started with the variables for me. And so I get excited about new technologies. I knew that all my life and being in operational experience, bringing operational experience from industry kind of grounds me and I started thinking about, okay, is this hype or is this real? And I realized that it was so much hype and noise about Internet of things. And Yeah. Dot. Artificial intelligence and how things are going to be connected, but nothing was set in stone. So I got excited and started thinking they searching and then I wrote my books and that’s how I became a technology futurist where I predict, stick my head out and say 2020, there’s going to be AI or autonomous vehicles or 2030 is my prediction for autonomous cars. 2020.

I see, uh, AI everywhere.

Sudha Jamthe: that was about how buildings can be powered using autonomous vehicles. So everybody thinks I’m anonymous. Vehicles as is as heving., you don’t need to drive and a car is just going to drive us. I don’t have any back into reality for everything that gets connected. We need energy. And so that are these batteries, which are for electric makers becoming two ways. So the, the Vaco can charge itself and then hold the chart in the, in the battery so that it can dry. So now what Nissan did, and a few other companies have also tested this out in Europe, but Nissan brought it to us and said, hey, via just not, uh, only, uh, having to do a badly for the car to hold the chart, but we are going to show you how it can charge a bending. And so they have actually forward their own headquarters here. And so that thinking, and that is called V two G, which is vehicle to grid. Essentially the car can give the charge back to the electric grid. And if you think about it, it is drawing from the grid, but it is also sending back to the grid. But it is managing what is called as demand response. And that got me thinking and that’s what this article is about. So we V to G, what is the, if there’s a blackout you could just get the autonomous Vehicle driving up and charging the building back. And that’s the core concept of that article.

Sudha Jamthe: So, um, like I said, the need energy for anything that’s going to be connected and the new one of everything getting connected, there is a whole concept of Vaco, not just vacant. I wonder to thank you for that option. So buildings are going to need charge. Buildings are going to need electricity, not just for the regular functioning, but as more and more devices get connected inside the building. So to bring this charge, the building itself have solar panels, solar panels in my house and it goes back to I get it. It doesn’t just fall on my holistically. It’s possible that could happen. But what does he living? And you mentioned blockchain. What is evolving is that small and microgrid that’s being created by many startups using blockchain where there could be a little substation just made sore your building or for an office complex and so it doesn’t have to bring charges from somewhere across the country and go through transmission in bad weather. It just on demand need to produce what you need. I need to give it to you. And in fact I was talking to somebody recently who works in an x, which is the Italian utility company and ad and d unit here. And she was talking about how she uses artificial intelligence and machine learning to actually look at every meter in a building and predict what should, what would be the demand and what is the optimal time to turn on certain instruments in the, in the complex

Here is some more control news you might like

Shorehill Recapitalizes Functional Devices

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January 8, 2019, Author: Hannah Kibler. We are excited to announce that effective January 4, 2019, Functional Devices has been recapitalized by a group of investors consisting of Shorehill Capital, LLC, Ken Rittmann and certain members of the management team. [Read more…]

2018 ControlTrends Awards Highlights V1

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Thanks to Rob Allen for his awesome highlight video from the 2018 ControlTrends Awards on Sunday night. The ControlTrends Awards celebrate the best of the best in Smart Buildings and HVAC Controls. To check out this year’s winners, click here. We have lots more media footage and photos from the 2018 ControlTrends Awards yet to come, so stay tuned to ControlTrends to see more. To view highlights of our first ControlTrends Awards click here.

Johnson Controls — Making the World Safer, Smarter and More Sustainable

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The HVACR industry is changing rapidly. What does the future hold as buildings transform? Join Johnson Controls for an exclusive look into how its extensive portfolio of products and solutions is driving value for building owners and managers, engineers, contractors and others. [Read more…]

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