Thanks to Randy Woodland, a Franklin Field Service Engineer based in Colorado, for providing this post.
I participated in the installation of a new solar pumping system last month as part of Franklin Electric’s commitment to field test new products before they are commercially offered to customers. As with any trial installation, we had a few issues. The most annoying one involved the flow switch “talking” to the controller, but we were able to solve it without incident.
After everything was running well, the contractor commented, “I miss the old days, things were a lot simpler to install and troubleshoot when we didn’t have all of these new products to offer.” I immediately agreed with him; pump installations seemed a lot simpler twenty years ago. I’m not too proud to admit that at times I’ve even wished I didn’t need to constantly learn new things in order to do my job.
The more I thought it, however, I realized something. It doesn’t matter whether we like it or not. In order to stay in business, we have adapt to new products and new ways of doing things. It’s that simple.
Then I remembered a training seminar I attended at least ten years ago. The presenter said something that has stuck with me ever since. “The last buggy whip manufacturer in the United States probably made the best ones ever, at the lowest cost, with fast delivery and excellent customer service. So what? His market changed when automobiles replaced the horse and buggy. Being the best at something doesn’t matter if that something is no longer what the customer wants.”
We are no different in the water systems industry. VFDs take the place of large tanks and valves, electronic protection devices take the place of fuses and heaters, a web page takes the place of an ad in the Yellow Pages, and so it goes.
That guy was absolutely right. It really doesn’t matter whether we like it or not. If the customer asks for it, we have to provide it. In today’s age of readily available information about any product or process, the consumer will find out what is available. If your company or mine continues to sell and service buggy whips, our business will suffer for it.
What any industry wants to sell doesn’t matter if the customer wants to buy something else. If you don’t offer it, your competition will. Don’t forget that today will be someone else’s good old days.
Suddenly learning new things doesn’t seem like such a bad idea.