Automated Buildings Ken Sinclair jinns me on this week's ControlTalk Now.

Lighting savant and host of the Get a Grip on Lighting Podcast, Michael Colligan is my guest this week. Michael shares his unique perspective on lighting and lighting control. We discuss the rapidly changing landscape of lighting, and how technology is transforming what was once a purely artistic endeavor.

Topics include: How to Avoid LED rip-offs and avoid health hazards of LED lighting. How to do LED lighting the proper way.

This is a must for those interested in getting the straight skinny on lighting. Get more control news you can use at http://controltrends.com

Unlocking the Future of Building Automation: An Exclusive Interview with Troy Harvey, CEO of Passive Logic

In an era where technology is reshaping the way we live and work, it's no surprise that our buildings are becoming smarter than ever before. Building automation and control systems are at the forefront of this transformation, and one company is leading the charge - Passive Logic.

We had the privilege of sitting down with Troy Harvey, the visionary founder and CEO of Passive Logic, to gain insights into their groundbreaking technology and its potential to revolutionize the world of smart buildings.

A Glimpse into Passive Logic's Vision

From the very beginning, it's evident that Passive Logic is on a mission to redefine building automation. According to Troy Harvey, the company is focused on "bringing building automation into 2023 by creating generative autonomy for buildings." This bold vision promises to change the way we interact with our built environments, making them more efficient, responsive, and sustainable.

The Four-Pillar Approach

Passive Logic's upcoming event on November 2nd is generating significant buzz. During the interview, Troy Harvey hinted at what attendees can expect. He mentioned a four-pillar approach that includes digital twins and AI compiler technology. These pillars are poised to shape the future of smart buildings, offering not just control but predictive and generative autonomy for building systems.

Open Interfaces and Compatibility

One standout aspect of Passive Logic's approach is their emphasis on open interfaces and support for various protocols and languages. This commitment to compatibility ensures seamless integration with different devices and systems within buildings. It's a crucial step in creating a truly interconnected and responsive environment.

Cost-Efficiency and Accessibility

Troy Harvey also shed light on a common concern in the industry – the cost of building automation integration. Many solutions come with a hefty price tag, making them inaccessible to some. However, with the introduction of tools and APIs by Quantum, Passive Logic is working to streamline the development of building applications, making integration more accessible and cost-effective.

Bridging the Gap

A key point of discussion was the disconnect between the installers of building controls and those seeking building management solutions. Passive Logic recognizes that bridging this gap is essential for the industry's growth. Their innovative technology aims to simplify the process, making it easier for both parties to work together seamlessly.

The Role of AI and Automation

Throughout the interview, the role of AI and automation in building automation was a recurring theme. While these technologies have the potential to make building automation more efficient, Troy Harvey emphasized the need for a broader workforce with the skills to utilize these technologies effectively.

A Date to Remember

In closing, Troy Harvey invited everyone to Passive Logic's event on November 2nd. This event promises to showcase technology that can drive digital transformation in the building industry, opening up new possibilities and opportunities for the industry as a whole.

Conclusion

As our world becomes increasingly interconnected and reliant on technology, the future of building automation holds immense promise. Troy Harvey and Passive Logic are at the forefront of this transformation, pushing boundaries and reimagining the possibilities of smart buildings.

Stay tuned for more insights, updates, and industry innovations as we continue to explore the ever-evolving landscape of technology and its impact on our built environment.

Don't forget to subscribe to our channel for the latest updates and interviews with industry leaders. #SmartBuildings #BuildingAutomation #DigitalTransformation #PassiveLogic #TroyHarveyInterview #FutureofBuildings #AIinAutomation #DigitalTwins #IndustryInsights #BuildingManagement #TechInnovation #SmartTechnology

Join us for an enlightening interview with Donny Walker, a leading partner at Newcomb and Boyd, as we delve into the cutting-edge world of HVAC and Smart Buildings. In this captivating discussion, Donny shares his expertise and insights on the pivotal role of technology in revolutionizing asset management and control systems.

🤖 Key Takeaways from the Interview:

🔄 Proactive Maintenance: Learn how integrating machine learning can identify equipment anomalies and potential failures, revolutionizing the way we approach maintenance.

🔧 Streamlined Automation: Uncover the power of automation in asset management, providing vital part numbers and repair steps, while emphasizing the significance of human validation.

🌐 Data Accessibility: Explore how Artificial Intelligence templates can extract crucial data from building systems, making information more accessible and actionable.

💰 Cost-Effective Innovation: Discover why it's crucial to prepare for AI and digital twin applications during new construction projects, ensuring cost-effective data readiness.

 🎯 Expertise Matters: Find out why assembling teams that include both control system experts and data analytics specialists is essential for project success.

📡 Industry Trends: Stay ahead in the game by learning about the shift towards IP controls, a "parts and smarts" model that optimizes installation work and prioritizes programming and efficiency.

🚀 Don't miss this opportunity to gain invaluable insights into the future of building automation! Whether you're a seasoned professional or just curious about the latest trends, this interview with Donny Walker is a must-watch. Get ready to elevate your understanding of HVAC and Smart Buildings to a whole new level.

 📺 Subscribe now and hit the notification bell to stay updated on the latest innovations in control systems and asset management. Let's build the future of smart buildings together!

💡💪 #BuildingAutomation #SmartBuildings #ControlSystems #HVAC #innovation

Stay in the know with the Controltrends Smart Briefing, a weekly digest of the best posts from ControlTrends https://eric-stromquist.ck.page/96aa2e4e1d

Dive into an engaging conversation on the latest trends and innovations shaping the building controls and construction industry. I am excited to welcome Mark Petock, a leading voice in the industry.

In this episode:

Discover how ICT Solutions is aiding system integrators with a hands-on team for diverse engineering tasks. From job execution to troubleshooting, they've got you covered! 🏢

Uncover ABB’s game-changing products, focusing on AI and variable frequency drives. 🤖

 Discuss the changing landscapes of the construction world, influenced by the warm summers in the Southeast and the evolving sectors of retail and industrial distribution. 🌞

🏭 Explore the increasing demand for industrial distribution facilities optimized for the boom in online ordering.

Delve into the rise of IP controls and their advantages, from seamless network integration and cybersecurity to IoT compatibility. 🌐

Understand the importance of cybersecurity in the realm of IP controls and how the industry is ramping up its efforts.

🛡️ Learn about "the edge" in building automation and its pivotal role in real-time automation and hybrid working models.

 🏙️ Witness the transformation of building controls, emphasizing sustainability, decarbonization, and business outcomes.

🎨 Grasp the shift in consulting engineers’ approaches towards the adoption of newer building technologies.

🤝 Unravel the significance of data analytics, Haystack tagging, and their role in demonstrating environmental responsibility and compliance.

📊 Find out the immense value of Project Haystack in maximizing building data and equipment's potential.

🌐 Gather insights on the focus areas for system integrators like AI, EV charging stations, and robust cybersecurity.

🤖🔌 For building owners, explore the plethora of proven technological solutions merging operational efficacy with economical considerations.

🏢 Stay ahead of the curve by understanding these emerging trends and technologies. Subscribe and hit the bell icon to never miss an update!

In this must-listen episode of ControlTalk Now, we sit down with Joe Chandler, an industry expert from Brody Precision, to dive deep into the cutting-edge world of building automation control systems powered by ABB. Whether you're a building owner, contractor, or someone intrigued by smart buildings, this episode offers a wealth of insights.

 🔹 Key Topics Covered:

ABB's Revolution in Building Automation: Joe Chandler unpacks the high-performance capabilities and unique features of ABB's controllers and wall sensors, explaining how they've achieved unparalleled success in the industry.

The Benefits of Retrofitting: Learn why retrofitting isn't just about cost-savings. We discuss the impact on indoor air quality and how retrofitting makes buildings more appealing to tenants by offering a safer, cleaner environment.

🔗 Special Offer: Don't miss out on a free online class from Belimo that teaches you how to cash in on the upcoming HVAC retrofit boom; you must register to attend: click here: https://bit.ly/45r4gOo

The Power of Distribution: Discover how becoming an ABB distributor has enabled a myriad of options in building automation and VAV controllers, and how distribution allows for greater flexibility in meeting project-specific needs.

Customer Support and Brand Differentiation: In an industry where trust and support are paramount, find out why ABB's attention to detail has made them a preferred choice for many and how brand differentiation fills gaps in the market. Innovative Solutions and Partnerships: ABB isn't just leading; they're innovating.

We explore their universal I/O capabilities, upcoming fire smoke features, and their partnerships in the AI space, particularly with Brain Box.

👉 Tune in now to reshape how you think about building automation!

Are you looking for the latest insights on marketing in HVAC and Smart Building Controls? In this podcast episode, I welcome Brian Collins for a fascinating discussion on tenant override systems (7Nox) and how they save money.

We delve into the new marketing realities of the industry, covering topics such as customer input vs visionary design, marketers as professional consumers, the importance of product perception, how companies like Apple succeed through advertising, and more!

Tune in to learn about these important marketing strategies that will help propel your business forward.

Episode 424 of ControlTalk Now is one you do not want to miss! My guest this week has spent his career in transformative technologies. He specializes in cloud-based data and technology services that address challenges in automation, logistics, supply chain management, commerce, mobility, staffing, retail, automotive, transportation, advertising, and city services for consumers, commercial enterprises, or governments. Transforming technologies such as Big Data, Internet of Things (IoT), Machine Learning, Low-Code/No-Code, and Blockchain... what is he bringing to the building automation controls industry? That is what you will find out on this episode of ControlTalk Now! 🏢 Dive into the rich history of Johnson Controls as Bill Schwebel, the VP/GM - Building Automation Systems | Controls Bill takes us on a journey from Warren Johnson's invention of the first thermostat in 1883 to the future of smart building technology. 🔗 Key Highlights: Bill's passionate insights into the digital transformation journey from his early days in telecom. The challenges and opportunities of integrating digital technology into diverse building structures. Unpack Bill's perspective on why our homes are more intelligent than our buildings: The massive fragmentation challenge in the building industry compared to others, like automotive. A deep dive into the impact of Covid on building automation: The future shift in office space design and control. Why Johnson Controls stands out: As the sole giant in building technology, they integrate every system, from HVAC to security. The hurdles to digital transformation in buildings and Johnson Controls' proactive approach to educating the consulting engineering community. 🔍 Notable Quote: “A lot of that transition still needs to happen. Our homes are a lot smarter than our building.” - Bill Schwebel 👁️‍🗨️ Join our conversation and explore the innovations and challenges of the smart building controls industry. Don't forget to LIKE, SHARE, and SUBSCRIBE for more insights!

Join us for Episode 423 of Controltalk Now, where we dive into the world of smart buildings with our special guest, Osman Saleem. An expert in OT & IoT Cybersecurity, Smart Building Technology, and Smart Cities, Osman shares his insights on the cutting-edge intersection of building automation controls and cybersecurity.

In this exciting episode, we explore IoT and OT cybersecurity, delving into the current landscape and challenges in the industry. Osman sheds light on building automation controls best practices around cybersecurity, providing invaluable tips and guidance on how to make buildings and building automation control systems safer from cyberattacks.

Whether you're a building professional, tech enthusiast, or just curious about the future of smart buildings, this episode is packed with valuable information. Subscribe now, hit the like button, and don't forget to ring the bell to stay updated on future episodes.

Are you struggling with the labor shortage in the smart building and controls industry? Get ready for a game-changing conversation with the team from Innovative Control Tech Solutions (ICT Solutions)!

In this eye-opening episode of "Controltalk Now," the brilliant minds behind ICT Solutions dive deep into the pressing challenges of building automation control. With years of experience and innovative thinking, they have crafted tailor-made solutions to combat the industry-wide labor shortage problem.

🔑 What to Expect:

• Insight into the demanding world of smart building and controls.
• Exclusive details about ICT Solutions' cutting-edge services and engineering expertise.
• Practical solutions to the labor shortage that’s affecting the building automation industry.
• A unique perspective on how to grow your business and enhance profitability in these challenging times.

🎧 Join Us as We Explore:

• ICT Solutions' commitment to quality and customer satisfaction.
• The role of innovation in overcoming labor-intensive tasks.
• How Tridium N4 certified team members are making a difference in integration projects.
• Their stance on using open protocols to safeguard customer investments.

Don't miss this enlightening conversation with industry leaders, sharing a vision for a more efficient and advanced future in building automation control. Subscribe to "Controltalk Now" and stay ahead of the curve with ICT Solutions!

👇 Get started with ICT Solutions and discover where your building automation control needs meet their expertise.

Click the to learn more and get the 10% Discount. https://eric-stromquist.ck.page/61322c3ce5

If you enjoyed this video, please like, share, and comment! Your support helps us bring more exciting content to the automation community.

Join me in Episode 420 of ControlTalk Now The HVAC and Smart Buildings Control Videocast and Podcast where I have an engaging conversation with Etrit Demaj, the co-founder of Kode Labs, one of the leading providers of smart building control systems. In this episode, Etrit shares his inspiring journey from leaving his war-torn country to establishing a successful business in the United States. Together with his brother Eddie, they saw a gap in the market for deploying smart building control systems through the cloud - an idea many were skeptical about. Their determination and innovative mindset led them to form Kode Labs, a company that continues to redefine smart building controls. Discover how Kode Labs is future-proofing portfolios with their Smart Building Software. Get an inside look at their Open Platform approach and how their services are enhancing operations by making them smarter, simpler, and more cost-effective. From Building Analytics to Mobile Reporting & Control, learn about the unique features that set Kode Labs apart. Hear firsthand from Etrit how they are helping Building Consultants, Real Estate Operators, and System Integrators to operate more effectively. Don't miss out on this insightful conversation. Listen in and get inspired! Don't forget to like, share, and subscribe for more videos like this!

Join us for an insightful conversation with Julie Petrone, Director of Marketing & Strategy at ABB Electrification, Americas, as we delve into the world of smart building controls. Julie takes us on her journey, from her early days as a copywriter and magazine publisher to her current role in driving marketing and strategy in the home and automation segment.

In this episode, we explore the evolving landscape of Smart Building Controls and discuss the innovative products offered by ABB, including their groundbreaking Efficiency AI SASS (Software as a Service) solution. Discover how this powerful software can seamlessly integrate with existing building automation control systems, empowering building owners with critical data to optimize energy usage, reduce operational costs through predictive maintenance, and achieve continuous commissioning. We also explore how the product simplifies ESG reporting, a key aspect of sustainable building practices.

Julie shares her insights on harnessing the power of AI to transform buildings into smarter and more efficient spaces. Furthermore, we're thrilled to welcome marketing expert Danielle Radden from Talking Walls Marketing, who joins us to discuss the impact of AI on marketing professionals in our industry. Get ready to gain valuable marketing insights and learn how to leverage the best marketing principles to enhance your company's traction.

Don't miss this episode sponsored by ABB, where we explore the intersection of technology, marketing, and sustainable building practices. Subscribe now and join us on this exciting journey toward a smarter, more efficient future.

Welcome to the 418th episode of Controltalk Now, your premier destination for everything HVAC and Smart Building Controls. In this episode, we have the pleasure of speaking with Mike Conway, the force behind the innovative Stacks + Joules program, and Tyler Ing, a proud graduate who's put his learning into action.

The HVAC and Smart Building Controls industry faces a major challenge with a growing talent gap as seasoned professionals retire. Stacks + Joules, an extraordinary nonprofit, steps into the spotlight to address this issue by offering quality education in building automation controls. This episode dives deep into the unique mission and approach of this program.

The intriguing name, Stacks + Joules, represents a blend of tech and finance. "Stacks" signify a combination of software products and programming languages, hinting at the high-earning potential of these skills. "Joules," a unit of electrical energy, symbolizes the program's dedication to its students and their bright future.

What sets Stacks + Joules apart is its blend of theoretical and practical training, allowing students to get hands-on with tasks such as programming wireless LED banks. The program culminates in a capstone project where students synchronize bulbs with music—a fun, creative, and applicable skill in the building automation industry.

Mike Conway and his team believe in the power of mentorship and industry connections. Stacks + Joules bridges the gap between academia and industry, offering insights and guidance to students. Collaborations with educational institutions further enhance the students' career paths.

Stacks + Joules is more than a program—it's a launchpad into the future of the tech industry. Tune in to learn more about how Stacks + Joules is preparing the next generation for the building automation industry.

Are you feeling lost in the rapidly changing world of marketing? Struggling to make an impact with your strategies? We have just what you need. Join us in an exciting journey as we unravel the secrets of successful marketing with Lauren Scott, the VP of Marketing and Sustainability for the Intelligence Spaces Group.

 In an age where digital revolution is the norm, it's easy to feel overwhelmed. From creating engaging content to making meaningful connections with your audience, the challenges are endless. Plus, with an ever-growing focus on sustainability, it seems there's always more to learn.

But, guess what? You are not alone. Many marketers are trying to navigate this fast-paced digital landscape. The struggle to keep up with emerging trends and tools, the difficulty of crafting messages that truly resonate, the need to strike a balance between business goals and environmental considerations – we all experience it.

 But don't fret! Our exclusive video is here to guide you. In this powerful conversation, Lauren Scott shares transformative insights from her journey. She unpacks the evolving marketing landscape, emphasizes the role of sustainability, and introduces us to the Intelligence Spaces Group. Not only that, she unveils the key to successful marketing: Identifying and solving the real problems.

This podcast is more than just a conversation - it's a treasure trove of valuable marketing advice from an industry expert. Lauren's practical approach and unique perspectives will revolutionize your marketing game. Tune in to leap ahead of your competitors and start making a real difference with your marketing strategy today!

Join us now in this engaging conversation and transform your marketing journey from overwhelmed to overjoyed. Let's bridge the gap between environmental needs and business goals together!

In this podcast episode, Fred Gordy from Michael Baker International discusses the importance of operational resilience in building systems and the need for an incident response plan.

 He also touches on the potential dangers of social media platforms and the role of AI in cybersecurity. Michael Baker International offers consultation services to help building owners and integrators assess their risk profiles and prioritize their cybersecurity efforts.

 Gordy recommends that building owners and integrators ask themselves three key questions: what do they have, how is it connected, and who has access? He also suggests conducting tabletop exercises to prepare for potential cybersecurity incidents.

In the realm of building automation and controls, there are few who embody the wisdom and tenacity of the great Truett Cathy, founder of Chick-fil-A.

One such man is Stephen Johnson, the Vice President of Automation and Controls at McKenneys.

From humble beginnings as a janitor at Chick-fil-A Corporation, Stephen scaled the ranks and, for a time, served as the bodyguard and driver for Truett Cathy himself.

 Now, with lessons from the legend echoing in his heart, Stephen applies this wisdom to his work at McKenneys, shaping the future of the building automation controls industry.

 In Episode 414 of ControlTalk Now the HVAC and Smart Buildings Podcast, Stephen shares the invaluable insights he gleaned from his time with Truett Cathy and how these lessons have shaped his leadership at McKenneys.

My guest this week is Jeff Kimmel. Jeff is the Co-founder and CEO of Elipsa.ai

If you are looking for ways to reduce the costs it takes to run your building or factory, and if you are looking to cut energy and maintenance costs, then this episode is for you!

Elipsa is an automated AI platform.They put the AI capabilities in your hands, enabling you to be proactive in your approach saving time and money addressing problems before they occur. Epipsa works with the Niagara data service. is a tool for users through a simple point and click to be able to create AI algorithms that are applicable to industrial use cases and machinery.

Here are some benefits of using Elipsa in concert with your building management system and why it’s the smart choice for building management Jeff discusses on this episode

 1. Power Usage Reduction:

One of the biggest benefits of using Elipsa is its ability to reduce power usage in buildings. With its advanced analytics and predictive maintenance capabilities, Elipsa can help identify and resolve energy inefficiencies in real-time, allowing businesses to save money on energy costs and reduce their environmental footprint.

2. Predictive Maintenance:

Another key benefit of using Elipsa is its predictive maintenance capabilities. By monitoring and analyzing data from building systems and equipment, Elipsa can identify potential issues before they become major problems, allowing businesses to proactively address maintenance needs and avoid costly downtime.

3. Scenario Testing Through Digital Twins:

Elipsa’s AI-based scenario testing feature allows businesses to model different scenarios and test the impact of potential changes before implementing them. This helps businesses make informed decisions and avoid unintended consequences that can negatively impact operations and the bottom line.

4. Customizable Dashboards and Alerts:

Elipsa’s customizable dashboards allow businesses to easily monitor and manage building systems and equipment in real-time. This provides businesses with a clear and comprehensive view of building operations, allowing them to make informed decisions and quickly respond to issues as they arise.

5. Integrations:

Elipsa is designed to integrate with a wide range of building systems and equipment, including HVAC, lighting, security, and more. This allows businesses to centralize and streamline their building management operations, reducing complexity and increasing efficiency.

Overall, the benefits of using Elipsa are clear. By providing operators with powerful analytics, predictive maintenance, and scenario testing capabilities, Elipsa can help businesses save money, increase efficiency, and reduce their environmental impact. If you’re looking for a smarter, more effective way to manage your building operations, look no further than Elipsa.

Contact Elipsa today at www.elipsa.ai

Sarah Monteleone, the President of Controls Group North America is my guest this week on Controltalk Now the HVAC and Smart Building Controls Video Cast. Starting her career in controls with Functional Devices, Sarah has worked her way up to becoming the president of Controls Group North America. Controls Group North America is a group of elite HVAC and Smart Buildings control distributors and progressive HVAC manufacturers. Sarah shares the skills needed to lead this group of accomplished individuals, plus the challenges of selling smart building controls in a highly competitive market. Be sure to tune in and join us as we discuss the latest trends, technology, and strategies in HVAC and Smart Building Controls with Sarah Monteleone. It’s sure to be an enlightening conversation! 

SUMMARY

This week, Control Talk Now is taking a look at leadership and the skills needed to lead a team of strong personalities without the ability to give raises or fire people. As an example, the host( Eric Stromquist) talks about his younger cousin who was on the fast track at a Fortune 100 company. He was given a billion-dollar project with aggressive and unrealistic goals, and he could not hire or fire anyone nor offer any type of monetary incentive. His success at this project was the ultimate test and it was both challenging and rewarding. The guest this week is someone who is creating great results under the same constraints in the HVAC and smart building controls industry.

The conversation discussed the importance of nonverbal communication in the communication process and the importance of timing in communication. Eric explained the technique of mirroring, which involves adopting the same postures and gestures as the person you are talking to, to create a meaningful connection. This technique can be used to establish rapport and as a timing mechanism called pacing and leading. Eric also suggested that if a conversation is going off the rails, one should shut up, cross their arms and mirror the other person until they follow the nonverbal lead. Eric also mentioned that they are considering offering a nonverbal communication training class and asked listeners to send an email to controltalknow@gmail.com if they are interested.

John Sublett, the former CTO of Tridium and current chair of the company was interviewed on Control Talk Now. John discussed the early days at Tritium and the lessons he learned along the way. He discussed how technology has changed and evolved since the company first began and how it has impacted the industry. He also discussed how the company has grown and how it has become an industry leader in the process. Sarah Montelione, the president of Cgna, was also featured in the episode. She discussed how Cgna has been supporting the industry as a whole and how they are redefining distribution. She also discussed the various benefits Cgna provides to its members and how they are helping to create real value for customers.

Sarah and the speaker have been friends for 25 years and have worked in the same industry for that time. Sarah is known for her skills in building relationships and making impressions, which the speaker noticed when they first met. Sarah began her journey in wholesale distribution when she completed an internship with a large industrial distributor after college and was offered a sales training program. This began her six-year journey with the company, and she has been working in the industry ever since. The speaker appreciates Sarah's skills and the impact she has had on the industry.

TIMESTAMPS

0:00:00 "Leading Without Fear or Money: A Discussion on Leadership with Eric Stranquist"

0:02:38 Nonverbal Communication Tips for Leaders: Mirroring, Pacing, and Leading

0:07:45 New Episode of Legacy Voices  with Eric's guest, John Sublett, CTO of Tritium and this weeks Controltalk Now Guest Sarah Montelione, President of CGNA

0:09:37 Conversation with Sarah, 25-Year Veteran of the Industrial Distribution Industry

0:11:29 Conversation with Sarah Ritman: From Functional Devices to Cgna

0:17:16 Conversation on Developing Relationships and Consensus with Customers and Employees

0:22:19 "Managing Employee Performance: A Conversation with Sarah Smith"

0:27:23 Heading: Benefits of Joining CGNA for Manufacturers

0:29:41 Interview with Sarah Montelone, Cgna Controls: Celebrating 40 Years of Success

HIGHLIGHTS

But I talked to a vendor recently, and they said, Sarah, we use Cgna to help us launch and sell our product, and fast forward 20 years. We are successful because of the member distributors and the services the organization provides. Okay? That is crazy if you think about that. So for vendors, even mature business vendors, products that have been out for 30 years, Eric, this, more than anybody is technology changes.. Okay? The industry changes. COVID changed things, right? Everything was going e-commerce for years. Guess what? Through COVID, this organization of stocking wholesalers survived and increased their business because they had inventory. And so these vendors, you want to partner with distributors that obviously buy your product, stock it, but also get it specified, support it, technically talk about it. There's absolutely a need for e-commerce.

You know what? First of all, we're celebrating 40 years this year. Congratulations to us. That is crazy, right? It's a major milestone, 40 years. The foundation of Cgna really is still intact. It's a distribution member-owned distribution network with that manufacturer piece and what's. So great. And again, I just joined in June, but I've been a vendor member for my entire career with Functional and Connect Air, who are still part of this organization and actually still selling more products. That's the greatest part.

I know that certain organizations have protocols regarding performance plans and sort of action items when maybe an employee is struggling with the job. But also you need to understand why their performance isn't up to par. It may be understanding, it might not be a situation where the employee is just not doing the job. There may be an issue with that employee doing that job. And it may be a home life situation.. It may be an understanding of the job responsibilities. So figure it out, be respectful, have an honest conversation, and be part of the solution.

There is a lot of mental discussion with myself before that, right? I get all of the emotion out of the way for the most part and really just stick with the facts. Eric right. It's pretty clear-cut today. Everybody's got job responsibilities, and everybody knows what their role is, right? So remove the emotion, be respectful, stick with the facts, and just talk about what the issue is. And I've always been a proponent of second chances, third chances, be part of the solution.

My role at Cgna is really not to transform or convert our members into people with a single thought, idea, direction, or feeling. What makes this group so special and powerful is I'm working with those different personalities, right? And people with different strengths and knowledge. It's the collective differences and collaboration that really provide the results in the direction of Cgna. Right. It's not one person.. So I love the fact that I'm working with a lot of personalities. My role is really listening, guiding, obtaining information, and sometimes refereeing this crowd, right? But ultimately just pulled their words together and put a plan together.

My guest on ControlTalk Now this week is Tom Joslin. Tom is one of the control pros with a newer smart building control vendor, 75F.

75F is a leading provider of building automation solutions that are designed to optimize energy consumption, improve indoor air quality, and enhance occupant comfort in commercial buildings. Using a vertically integrated and IoT-based wireless system, 75F's technology can analyze and control existing HVAC equipment and systems to achieve greater efficiency and cost savings. With sophisticated algorithms running in the cloud, the system can make micro-adjustments every 60 seconds to ensure optimal performance, and each customer site receives roughly 150,000 individual decisions each day. With a focus on sustainability, affordability, and customer satisfaction, 75F is revolutionizing the way businesses manage their buildings and reduce their carbon footprint.

In addition to my interview with Tom, I explain another nonverbal communication technique, mirroring. Mirroring is a subconscious behavior that is used to establish rapport and influence others. In essence, it involves adopting another person's posture, breathing patterns, and speed of speaking. Mirroring can help to build trust and strengthen relationships when used judiciously. I discuss how mirroring works in this episode.

My guest this week is an industry legend, Dennis Floro. Before becoming a consultant, Dennis took well know distributor Wilson Mohr from 8 million dollars a year in sales to over 100 million dollars.

In addition to teaching us about business strategy, Dennis shares 5 ttraits that great laeders have in common:

1) Great Leaders are Great Listeners

The best leaders understand the value of humble listening. They recognize the need to consider different perspectives before making decisions. A great leader is patient enough to listen and absorb information before responding; they will use input from others to make informed decisions moving forward. This type of communication builds trust with colleagues and helps create an open dialogue that empowers employees to be creative and innovative.

2) Set Measurable Goals

Successful leaders set measurable goals for themselves and their team members in order to stay informed about the operations of their business. Setting targets and tracking progress towards them, it helps keep everyone on track with what needs to be done and done well in order to reach those goals. This can also be used as a way for leaders to evaluate their own performance, as well as that of their staff members.

3) Understand Needs & How Best To Communicate With Them

Leaders must take the time to get to know both their staff members and customers on an individual basis in order to understand their needs better. Knowing how best to communicate with each person is critical in helping them feel valued while also meeting the company's objectives. Doing this allows leaders better leverage when communicating with team members or customers; they’ll come off as more knowledgeable because they have taken the time necessary for understanding their wants/needs better than anyone else could have done so easily!

4) Adapt Quickly & Re-evaluate Often

Great leaders understand that things change quickly in today’s world, which means they must be prepared to adapt quickly while also being willing to re-evaluate often so they can hold fresh perspectives on any situation or challenge. Remaining flexible with ideas or processes, it allows them more room for growth without sacrificing quality work or dedication from staff members who may become stagnant if left unchanged over long periods of time!

5) Humility Is Essential                                                                           

The ability of one person to lead hundreds is something truly remarkable - yet humility is essential if you want your leadership style to be respected by those you manage. Achieving greatness doesn't have anything at all to do with being boastful, rather it has everything to do with having the right attitude; understanding that employees should always come first no matter what other interests may arise during times of stress or success!  

Conclusion: Being an effective leader isn't easy—it takes hard work, patience, and dedication—but it's worth it when you see your team thrive under your guidance! Building trust among colleagues while striving toward measurable goals sets up businesses for success while allowing them room to grow to even greater heights than ever imagined before! Taking the time to get to know staff/customers' needs helps build strong relationships within an organization while remaining humble is key to helping maintain respect between superiors/subordinates alike - these five qualities make up just some major elements great leadership embodies!  Making sure to apply these principles day-to-day basis will ensure you continue to grow as a leader in business at full potential reachable heights!  So if you're looking to become a great leader don't forget to look at yourself and ask “Do I embody these qualities?” If the answer is yes then go out there and show the world what made capable of doing!! Good luck on your journey to greatness!                                                                                        ​​

In Episode 407 of ControlTalk Now the HVAC and Smart Buildings Podcast talk about using data analytics and AI as a way to make buildings smarter and more energy efficient which ultimately will help save the planet.

In Episode 406 of ControlTalk Now we break down the skills a new leader needs in order to lead a team or a company.

My guest this week is Rob Allen. Rob is running the day-to-day operations at my Company, Stromquist & Company.

Rob shares the challenges of leading a group of co-workers that have been in the industry longer than he has, and been working at Stromquist Longer than he has.

Rob’s story is inspiring and provides new leaders with great tips and reminders on the importance of building relationships, being open to feedback, and offering guidance without micromanaging.

He provides a few examples of how he has helped build team camaraderie and trust within the group, which has created an environment that encourages collaboration and learning. Rob also talks about the importance of setting goals, creating a vision, and staying consistent.
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On Episode 405 of ControlTalk Now The HVAC and Smart Buildings Podcast we dive deep into AI and Virtual Reality and how savvy contractors and building maintenance departments are using these new tools to cut costs and save money. My guests this week are Scott Cochrane and Mike Mitchell from Cochrane Supply. Mike does a live demo, which you can see in this video, and shows us exactly how useful VR can be when installing or troubleshooting a system in a building. Scott and Mike also give us a breakdown of the 2023 Controls Con happening in April.

No matter what industry you're in, selling can be a tough gig. But when you're selling complex technical products, it can be even tougher. That's where Joe Chandler comes in. Joe is the Vice President of Sales at Broudy Precision, a leading provider of HVAC and Smart Building Controls solutions. In his more than 20 years in the business, Joe has closed some of the biggest deals in the industry—and he's here to share his secrets.

Find Your Niche 
The first step to becoming a successful technical salesperson is to find your niche. What are you passionate about? What do you know the most about? Once you've answered those questions, you can start to focus your efforts on selling products and solutions within that niche. Not only will this make it easier for you to sell, but you'll also be able to build up a reputation as an expert in your field—which will make it easier to close deals.

Develop New Accounts 
Once you've found your niche, it's time to start developing new accounts. This can be done by attending trade shows and conferences, networking with potential customers and keeping an eye out for newsworthy projects that might need your products or services. And don't forget about social media! Platforms like LinkedIn are great for finding new leads and connecting with potential customers.

Grow Business with Existing Customers 
It's important to nurture your existing relationships as well as develop new ones. After all, it costs five times as much to acquire a new customer as it does to keep an existing one happy. So how do you keep your customers coming back for more? By providing them with excellent customer service, staying up-to-date on the latest industry trends, and offering them competitive pricing—to name just a few things. Offer Time-Tested Tips and Strategies 
If you want to be successful in technical sales, you need to have a few tricks up your sleeve. And luckily for you, Joe Chandler is full of time-tested tips and strategies that can help you win more sales. Here are just a few of his favorites:

- Always be prepared: Before meeting with a prospective customer, make sure you're fully knowledgeable about their specific needs and requirements. The last thing you want is to be caught off guard during a meeting! 
- Be flexible: In the world of technical sales, things can change quickly—and you need to be able to adapt on the fly. Whether it's a change in the product specifications or a last-minute price increase from the manufacturer, being flexible will help you close more deals. 
- Stay organized: A well-organized salesperson is a successful salesperson. Make sure you have all of your ducks in a row before heading into meetings or making calls so that you can focus on closing the deal instead of scrambling around trying to find information. 

Conclusion: 
By following Joe Chandler's tips for success, you'll be well on your way to becoming a top technical salesperson in no time! So what are you waiting for? Start putting these tips into practice today and watch your business grow by leaps and bounds.

My guest this week is Intelligent Buildings, Kyle Peters. Kyle, who came from outside the Smart Buildings Controls industry shares how and why he switched to the Smart Building Controls Industry. He gives a step-by-step method that allowed him to progress at a rapid pace, and what he did to go from being a systems integrator to becoming one of the most respected cyber security experts in the field of smart building controls.

On this week's episode of ControlTalk Now The HVAC and Smart Building Controls Show I introduce Elwin Mckay Smith and Brian Collins from Op Systems Solutions. OPSys is based in New Zealand but ships its products all over the globe. I think you will enjoy what they have to say. In addition to my interview, I give you the Control News you need for the week ending Feb.19, 2023

After steeping away for two years Eric Stromquist. from ControlTrends is back with the next episode of ControlTalk Now The Smart Buildings Podcast.

Eric's first guest is Automated Buildings Controls Founder Ken Sinclair, who joins Eric to discuss the educational breakout sessions at this year’s AHR Show. Tune in to find out what Eric and Ken have to say about the future of smart building technology!

Eric shares some of the new and exciting things viewers can expect on the new Controltrends website.