In The Customer's Shoes

More importantly, whether the primary decision maker is in purchasing, engineering or maintenance it is very unlikely that their job performance or compensation is tied to the profitability of the business. If you have a more energy-efficient motor, purchase an amp meter and prove it using the customer’s site as the testing ground. Commitment is a two-way street - Asking your company to give sample products to a customer, invest in tools which validate your value proposition and to allow you to commit your time and energy to securing business should not be done without the customer committing in kind. Mike Nagy is Motion Industries’ Director of Cost Savings Management, and has led the Motion Industries Energy Services Team for eight years. Before joining Motion, he worked for eight years as an energy conservation manager in manufacturing, specializing in industrial compressed air efficiency. Over the years, he has worked with customers of various industries reach their cost savings goals by identifying opportunities and providing solutions for energy efficiency.