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ControlTalk NOW for Week Ending April 20, 2014

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ControlTalk NOW for week ending April 20, 2014 features another segment of The INNOVATOR, OME Facility Solutions’ Rick Warner does it again, and some informative posts on the Niagara Summit 2014 Powered By Possibilities, and with Tridium’s Nino DiCosmo and Jenny Graves(@AllThingsJLG), along with a barrage of new of ideas, products, and solutions shaping our HVAC industry.

ControlTalk Now Week Ending April 20, 2014 Master from Eric Stromquist on Vimeo.

Wayne_JennyOne More Reason to Attend the Niagara Summit: The Business Track!The Niagara Summit will be the hottest show in town. See the products, meet the people, and learn about the technologies that make building automation controls work around the world. The Business Track will focus on the business aspects of integration, connectivity and interoperability – the business value of Niagara. With over 400,000 instances of the Niagara Framework deployed globally, this track provides a look into use cases of Niagara-based solutions, explores new application offerings; new revenue stream opportunities and the market trends that are driving adoption today and tomorrow.

Honeywell 180x120Honeywell Announcement SymmetrE R410.2 Global Schedules Service Pack 1 is Now Available: Honeywell is pleased to announce the availability of Global Schedules Service Pack 1 for SymmetrE R 410.2. The changes include: Improved scheduling capabilities including a redesigned schedule calculation engine, new generic software based scheduler, and a simplified scheduling interface that is more consistent with an operator’s concept of scheduling.

HW RedlinkSee What Makes the Honeywell RedLINK So Cool!!! Thanks to our knowledgeable and multi-talented friend David Witherspoon, the ControlTrends Community can see just how cool, powerful, and flexible the Honeywell RedLINK System is. Great video David! Honeywell’s exclusive RedLINK Wireless Technology – and our full-suite of wireless-enabled comfort systems – help you better meet your customer’s comfort needs and connect you to expanded business opportunities. Accessory add-ons offer comfort, convenience and connection your customers are willing to pay for.

Rob Allen8.51.33 PMRob Allen’s 7 Minutes of Control: Lighting it Up with Blue Ridge Technologies Pt.1: In this episode Rob Allen and Michael Bonner talk to Blue Ridge Technologies and get the 411 on how to do better lighting control. Unified Lighting Control completes the BAS, incorporating lighting and HVAC controls on the same network. This network consolidation eliminates surplus hardware required for stand-alone and gateway lighting control.

jennygravesSubmission Deadline For Tridium Awards: Jenny Graves Explains. One of the things that will make this year’s Niagara Summit epic is that for the first time ever Tridum will be presenting Achievement Awards. Niagara Summit 2014 Powered By Possibilities, and Tridium’s VP of Marketing and Communications, Jenny Graves(@AllThingsJLG). Jenny brings the ControlTrends Community up-to-speed with NS14 and the Niagara Innovator of the Year Award and the Niagara New Product Showcase Award and their respective prizes (HUGE!).

ControlcoSystems Integrator Controlco Now Offering Hosting Services to the Building Automation Industry. There are plenty of standard business options for datacenter storage and server space, but Controlco, after spending five years customizing traditional data center storage packages, has invested in the infrastructure to supply the real-time control that they and other energy and building managers need.

Niagara_Summit2014Help Make Vegas the New Silicon Valley. Niagara Summit 2014 Powered by Possibilities April 27–29, 2014, at the Cosmopolitan of Las Vegas. The world of business doesn’t just benefit from innovation – it demands it. To meet that demand, we work tirelessly, pushing the Niagara Framework to the forefront of technology. This April 27-29, visit Las Vegas for Niagara Summit 2014 and see how innovation and technology are transforming the possibilities of the Niagara platform.

BelimoA Peek at Belimo’s New America’s Headquarters… WOW! Mt. Belimo to Open October, 2014. The new Belimo facility is an impressive, ultlra-modern, and simply a massive facility that overlooks the peaceful landscape of the neighboring areas. As the Belimo manufacturing facility nears its grand opening, Belimo moves closer to releasing another powerful measure of brand-building, as well as undoubtedly securing their unparalleled future success — and growth.

RickWarner ControlTalk NOW’s guest this week is the infamous INNOVATOR, Mr. Rick Warner from OME Facility Solutions. Rick shares his vast knowledge of the industry from the inside out, explaining the genesis of innovation within OME, who focuses on the enhancement of automation and the ease of use of interface with automation technology for facility management. After 20 years and the integration of computerized and automated technology in nearly every facet of every industry within the United States and across much of the world, OME is a market leader in providing industry and user specific solutions which enable not only an analysis of efficiency, usage and management of facility technologies, but also a means of control of those same building and facility controls.

LynxspringUsing Lynxspring Drivers to Control Building Automation Systems: Clayton Plymill showed the group at the Stromquist & Company Lynxspring lunch and learn how to use the wide range of Lynxspring drivers to be more competitive on retrofit building automation control jobs. Lynxspring drivers give contractors the ability to to communicate and control different building automation control systems.

Offload_JACE

The Easy Way to Offload Your JACE’s Modbus Traffic: The following is from our friends at Contemporary Controls: April 2014 — Although the JACE has the ability to communicate Modbus RTU over one of its serial ports, Modbus points cannot be discovered like BACnet points requiring manual configuration of each Modbus register. By using external Modbus RTU to BACnet gateways, with pre-defined Modbus device profiles, configuration of Modbus registers is just as quick as configuring BACnet points allowing to greatly reduce the time to configure Modbus devices in the field.

MarcPetock“Just Because” — Credibility, Choose Your Words Carefully, by Marc Petock, Vice President Marketing, Lynxspring. In today’s business world and especially in our industry, we are all in sales even though we may not have “sales” as part of our titles or imprinted on our business cards. I recently came an article in INC magazine by Eric Holtzclaw that got me to thinking about sales and the sales pitch. The article was entitled “One Word That Kills Your Credibility.” “I have watched more salespeople and companies pitch their ideas over the years than I care to count. And during thousands of interviews with consumers about how they use different products and services and respond to marketing messages.”

BillJonesMr. Jones’ Control Tip: Burner Ignition Basics: Mr. Jones has done it again! Check out his excellent training video on the basics of burner ignition control. Whether you have a hot water heater and a gas valve, a domestic boiler, or a huge industrial boiler the burner ignition basics are the same. Stromquist & Company’s Bill Jones shares some more of his control knowledge. In this video, Mr. Jones explains the basic of ignition control. Must watch; great effects.

NinoTridium’s Nino DiCosmo on Why This Year’s Summit is Going to Be Great! One of the many reasons this is a must attend event is the opportunity to meet and rub elbows with the likes of Nino DiCosmo and Jenny Graves. As the president of Tridium, Nino will be sharing his vision for how Tridium will catapult the building automation business forward. Jenny Graves, VP of Marketing and Communications, will share ways to use social media to expand your business reach.

DG_DontMissItDGLogik Takes IoT, Building Data Technology to Las Vegas! April 28, 2014 at Booth 101 in The Cosmopolitan of Las Vegas is where big data meets advanced, REAL-time visualizations! We will be introducing the elevated, data visualization experience of our building automation systems technology to executives, building owners, engineers, developers, programmers, Niagara users and more!

ControlTalk NOW will continue to provide a weekly episode featuring the people, products, and the News of the Week shaping our world of controls, building automation, and the HVAC industry.

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“Just Because” — Credibility, Choose Your Words Carefully, by Marc Petock

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MarcPetock “Just Because” — by Marc Petock Vice President Marketing, Lynxspring. In today’s business world and especially in our industry, we are all in sales even though we may not have “sales” as part of our titles or imprinted on our business cards. I recently came across an article in INC magazine by Eric Holtzclaw that got me to thinking about sales and the sales pitch. The article entitled “One Word That Kills Your Credibility” reads as follows:

“I have watched more salespeople and companies pitch their ideas over the years than I care to count. And during thousands of interviews with consumers about how they use different products and services and respond to marketing messages, I have honed the craft of ferreting out telltale signs of lies and omissions.

From that experience, I am going to let you in on a little secret about a word you should stop using immediately. It is “actually.”

For the experienced listener, “actually” is a dead giveaway of an area that at the least needs to be further investigated, and may point at a deception.

Let me explain.  When you use the word “actually” properly, you are comparing two thoughts and providing clarification. For example: Question: “Did you go to the store for milk?” Answer: “Actually, I stopped at a gas station.”

In this example, it is easy to see why someone might use the word. The original question suggested that you went to the store, but you might not think that a gas station is really a store. In your mind, you are comparing and justifying the decision to stop at a gas station rather than a grocery store.

Back to the business setting: Extra words used in a sales presentation or investor pitch are unnecessary. They subconsciously point listeners to question if there’s more unspoken information. The word “actually” serves as a spoken pause, giving the presenter’s brain time to catch up and decide how to resolve the conflict in their mind between the question asked and reality.

A common example of how this plays out in a sales presentation or investor pitch: Question: “How many customers are using the platform?” Answer: “We actually have over 100 companies.”

The word “actually” isn’t important to the answer.  It’s extra information that makes the listener curious as to why the word was added. An astute investor or customer will follow up with a request to see a customer list or to get a customer referral.

In a customer interview, the customer may use the word as a way to please the person asking the question: Question: “Do you use this product?” Answer: “Actually, I have.”

To the experienced listener, this answer actually (get it?) means, “No, I have never used it” or “I used it once and it didn’t do what I expected or needed.”  An appropriate follow-up is to ask for a specific example or time that the function was used.

Perfecting your pitch requires attention to what you say and removing anything that distracts them from your primary message.  As a listener, keying in on the word “actually” can clue you in to the subconscious and give you a competitive edge”.

After reading the article, I asked myself, what is another word or phrase that comes to mind as a credibility killer if I was sitting behind the desk listening to a sales pitch? I didn’t have to think too long. While I thought of several, there was one that stood out, however it can be referenced in two ways. The first reference is “trust me” — this reminds me of nothing more than the famous used car sales pitch, “trust me, this car was owned by a little old lady who only drove it to church on Sunday”. And the other is “to be honest”—here, by having to mention honest only makes the person sound dishonest and leads one to think that what they have said all along has not been honest.

I am sure you have a few credibility killers of your own that come to mind. What are they? Share them with ControlTrends.

ControlTalk NOW for Week Ending March 30, 2014

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Welcome to ControlTalk NOW for week ending March 30, 2014. Spring is in the air (finally!) and the baseball season begins. This week’s guests are OME Solutions’, Rick Warner, AKA the INNOVATOR, and Honeywell National Accounts Executive, David Witherspoon, who gives ControlTrends the big-picture perspective of the vast resources national accounts require.

HighlightThe ControlTrends Awards is an amazing concept of cohesive goodwill. It is a time when we come together as an industry and celebrate as kindred spirits. We encouraged Vladamir Chaloupka to take complete artistic license in capturing the 2013 ControlTrends Awards and apply his professional lens and talents to our HVAC Industry, and this Vlad certainly did.

sy actuatorBelimo SY Actuator for Butterfly Valves: Belimo’s SY Series actuators were designed to work with their butterfly valves and other quarter turn valve applications. The patented gear drive mechanism provides for efficient, smooth operation while allowing easy manual override at any time. The SY actuators are NEMA 4, 4x rated and designed to meet the needs of HVAC and Commercial applications. Offered on the HSU and HS butterfly valve series, these actuators are available for on/off and modulating applications. Depending on the application, they are available in 24 VAC, 120 VAC and 230 VAC.

realcomm1Today’s Realcomm Live Webinar: BAS, BMS, EMS, BOS – Uncovering the Smart Building Platform. Today’s LIVE Webinar: 12:30pm – 2:00pm EDT We’re starting to see widespread acceptance of the concept of a smart, connected building. While considering a comprehensive plan that involves operations, energy, sustainability and occupant systems, there arethere are myriad challenges but the opportunities of connectivity, integration and interoperability are extraordinary.

RickWarnerControlTalk NOW first guest is the president of OME Solutions, RICHARD K. WARNER, PE, LEED BC&D, CEM, DCEP, CXA, EBCP. The string of titles and certifications after Rick’s name give immediate testament to the wealth of knowledge and experience Rick possess and so willingly shares with the ControlTrends community through his Innovation Corner. Rick, AKA, the INNOVATOR, will be back — providing much important content in the upcoming weeks. Don’t miss the INNOVATOR series!

irs_imageIRS Virtual Currency Guidance & March 26th Update — In Case You Were Wondering. On a not too distant ControlTalk NOW, the subject of virtual currency and Bitcoin as a virtual payment, brought up some interesting dialogue, which left us speculating on the future impact it may make to our industry, if any impact at all. In either case, for the benefit of our ControlTrends Community, here is the latest information from the IRS concerning virtual currency.

trendview_v5_recorderHoneywell Paperless Recorders: Honeywell offers Trendview data recorders and an advanced analysis software suite to meet data recording needs. Three models are available with screen types that display various combinations of horizontal and vertical charts, digital values and bar graphs.

NiagaraNiagara Summit 2014 Awards: Call for Entries! Since the last Summit, have you launched a new product that is based on or interfaces with the Niagara framework? Have you completed a Niagara-based project that exemplifies innovation, creativity and collaboration? If so, we hope that you will submit an entry for two new awards that Tridium will be presenting at the Niagara Summit to customers for exemplary industry achievement.

DavidWitherspoonOur second guest on ControlTalk NOW, Honeywell National Accounts Executive, David Witherspoon. David provides great insight on how Honeywell has many channels to offer their national, even global customers with the open and consistent solutions they need and how products like Honeywell’s RedLINK wireless products now add to the modular concept of increasing the value of solutions over time.

VEM-Diagram (1)“Just Because” — Improved Energy Efficiency Insights from Marc Petock, Vice President, Marketing at Lynxspring. Lynxspring is changing the way devices and systems communicate and collaborate across enterprises. Energy efficiency continues to be the largest contributing factor to flat-lining electricity use. The decline is due to many factors, from changing weather and economic recessions to the wider adoption of energy efficiency measures. But it is the latter that might explain the trend in recent years, according to a new study from the American Council for an Energy-Efficient Economy.

PublicPrivacyPublic Privacy — An Oxymoron Worthy of Consideration. This ControlTrends post takes a small step towards addressing the enormous subject of Public Privacy as it pertains to Big Data. The boundless use and proliferation of Big Data is now everywhere at once — for every conceivable purpose from medical diagnoses and corresponding treatment plans, advertising networks, data brokers, insurance providers, smart grid operators and energy usage managers (our insertion point to this subject), public and private traffic management, border control, access to employment, criminal investigations and sentencing, justice authorities, scientists, the granting of social welfare, and combating social security fraud. The benefits are all too obvious. But what next? IBM has introduced “autonomic computing.”

ControlTalk NOW will continue to provide a weekly episode featuring the people, products, and the News of the Week shaping our world of controls, building automation, and the HVAC industry.

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