| Sept. 2010 newsletter sponsored by First Niagara Risk Management |
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Executive Director's Message
by Bob Lowe
- Charging for travel time and marking up travel expenses
- Project management training
- Sales profit commission
- People over profit?
- Anyone using ISNetWorld?
These are five of the recent topics in your Connected Community website in Conversations > CSIA Open Forum. Where else can you go to communicate with your peers on topics that directly impact the top and bottom lines of your company? Honestly, there is no other place (except a CSIA Executive Conference).
CSIA Connected Community is the premier networking site for control system integration companies. LinkedIn is not even a close second place. I encourage you go to the community for a few minutes a day, or week, and check out the conversations. To chime into a conversation, simply click "Reply to Conversation" and begin typing. If you can come away with one good idea that saves your company ten billable hours in a year, you've accomplished a return on your dues investment.
Don't wait another day, just do it! And encourage (or insist) that others in your company do it too!
While you're online,
Google "Control System Integrator." Note where CSIA appears? Yep...CSIA is the top listing among the non-paid listings! How's that for service to our members? Kudos to the CSIA staff who manages "your" website!
That being said, how well have you completed your company profile and personal profiles? When a buyer clicks from Google to CSIA and uses Find an Integrator you want to look your best, right? Be sure your personal and company profiles are as complete as possible, including your company logo. Note that your company's primary contact person is the person who must complete your company profile.
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New Find an Integrator makes public debut 
Think about how you search for a professional service you need to run your business - an accounting firm or web site developer, for example. You want someone who knows your industry, who offers the service you need where you need it, and who has demonstrated a high level of competency through licensure or certification. You enter the type of service and location in Google, wade through multiple web sites, narrow down the results, and finally contact the firms that look most promising.
Now imagine you're a plant manager looking for a system integrator who can meet your needs. You go to CSIA's new Find an Integrator service, enter your criteria, and get instant results, complete with links to the CSI members' web sites. A blue ribbon identifies members who have earned the CSIA certification.
Help prospective clients find your firm in the search results by completing your company profile. Instructions for updating your firm's profile were sent to the primary CSIA contact person at each member firm in August. The instructions also are stored in the CSIA Connected Community resource library named Connected Community Nuts and Bolts.
Find an Integrator was developed to help end users locate the right system integrator for their needs. Make sure your qualifications are descriptive and current so your prospects will find you when CSIA announces the new Find an Integrator in industry publications this month.
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You're invited to share your benchmarking info 
The Statistics Committee is excited to announce the launch of our new benchmarking program. KPICs (KPIs for CSIs) has been in the pilot phase for the last few months, with 25 participating companies, and now we're ready to roll this program out to all members. Some of the benefits include:
- Automated data upload
- Trending of quarterly data and leading indicators
- Rich and flexible reporting
- Data security
The CSIA Executive Council has agreed to provide the program at no cost to the first 50 members. If you'd like to participate, you can click here now. We've also created a new KPICs Community on the CSIA website. Please consider joining, to post thoughts, questions, and suggestions. We want to hear how you're using KPICs, as well as ways to make it better. To join the conversation click here. We hope to see you there! |
CSIA Webinars 
The Value of OPC UA for Integrators
Thursday, Sept. 9, 2010, 12 pm to 1 pm CT
Manny Mandrusiak, OPC Foundation
Integrators face challenging times as the global economy begins to rebound. As projects come back online, companies are looking to build future facing systems with increased security. OPC Unified Architecture (OPC UA) products are on the cutting edge of data security and have been specifically designed to not only leverage all of the strengths of OPC Classic products, but possess none of the weaknesses (i.e. the elimination of DCOM). This webcast will introduce integrators to the world of OPC UA and eliminate the myths about the technology that are currently in the marketplace. Register here.
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Note: Joe Weigel, our presenter for the July 21 program, Electrical Arc Flash Safety and Risk Management, has offered us a look at an article he wrote and published in the May/June IEC Insights Magazine. Joe calls the article the "cliffs notes" for NFPA 70E compliance. You can read it here. Article used with permission of IEC Insights magazine. |
Planning the 2011 Conference
 Member presentations are always among the most highly-rated of all presentations, likely because they are a reflection of experience in our industry and hard lessons learned. Do you feel strongly about an aspect of your business that you'd like to share with your fellow CSIA members? If so please consider doing a 45-minute presentation at our 2011 Executive Conference in Orlando. The Executive Council will meet in October to make decisions on the conference content so we need to hear from you soon. If you know others who may have stories to tell, please let us know and we'll contact them. Either way, send an email to Bob Lowe, Executive Director. Thanks. |
More sales training programs offered in September
There are two sales training classes starting in September. See controlsys.org for more information and to register for either of these. Registration is limited so don't wait. More classes will be added in the future.
CSIA Engineering Influence Selling System
Thursdays starting Sept. 23, running ten weeks through Dec. 9
12 Noon to 1:30 p.m. EST every Thursday (no training Nov. 25)
CSIA Client Facing Training
Fridays starting Sept. 24, running twelve weeks through Dec. 19
12 Noon to 1:30 p.m. EST every Friday (no training Nov. 26)
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Project Management training
As you are aware (at least you should be) CSIA recently introduced integrator-specific sales training, both for technical staff and sales professionals?
Perhaps integrator-specific project management training is the next logical step. The question is who could provide it? Carl Utter, the sales trainer, came at the advice of a CSIA member, so maybe that's how we find a qualified project management trainer. Do you have a suggestion? Think about it. If you have a suggestion, send an email to Bob Lowe, Executive Director.
By the way, the prospect of sponsoring this training spawned from a Connected Community conversation. Thanks to Peter Blume for posting the question!
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Marketing Committee update  by Tom Walther, Marketing Committee Chair The charter for the Marketing Committee has been finalized and approved. Reaching out to clients to communicate the value of using CSIA integrators is one of our predominant themes for this year. We are moving forward the flag of CSIA to our customers to enlighten them to the strength of using CSIA Certified members. The new "Find an Integrator" project has now being launched and is being heavily promoted. Russ Novak from ARC Advisor Group has started on an article that will be published and available to CSIA members later this year. Certified members are being contacted to submit client names to be interviewed for this article. As a reminder, don't neglect getting your company's information loaded onto the new company profile pages. Instructions are linked here. Do it today. For more information contact Tom Walther at walthert@ese1.com or (715) 387-4778 ext 252. |
Arc Forum 2011
ARC's 2011 World Industry Forum: Driving Innovation, Sustainability and Performance will take place on Feb. 7-10 at the Renaissance Orlando at SeaWorld Marriott.
This Forum will focus on challenges that will help you develop winning strategies. It provides the ideal environment for industry executives to collaborate, share ideas, and find new ways to attack their most pressing problems. The event includes sessions on the major issues facing our industry, with multiple tracks that enable executives to explore these topics from different perspectives. Owner/operators, solution providers, and technical experts will all benefit from this experience while simultaneously contributing to the community's body of knowledge.
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| Insurance update
Happy anniversary!
by Paul Barnard 
Sept. 4 marks the first anniversary of the appointment of First Niagara Risk Management as insurance agents for our business property/casualty insurance program. Selected following an extensive review involving five alternative agencies, First Niagara was selected based upon its ability to work with our existing insured members, its drive to move the program forward and its extensive knowledge of group programs especially in the "alternative risk financing" area.
The transfer from our previous agents was, by any definition, successful and over the past 12 months First Niagara has established a reputation with our members for quality service and advice. Our insurance programs are part and parcel of CSIA Best Practices and First Niagara has proved to be outstanding in the areas of :
- Contract Review
- Advice on appropriate Terms & Conditions. We will speak directly on your behalf with your customers to resolve any contract verbiage disagreements
- Coverage review to insure the risks that you self insure are by design and not default.
- Advice on appropriate coverage for your subcontractors
- Help with reviewing your disaster planning
Having completed the first stage of the planned development of our program with First Niagara we are now moving on with growing our program. After just four weeks of this I am pleased to report that we are working with 13 potential new insured's including three new CSIA members.
Additionally, our surety bonding facility is equally successful working with a surety that truly understands Control Systems Integration.
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| ISA Automation Week: knowledge today
to maximize productivity tomorrow
 ISA Automation Week 2010: Technology and Solutions Event is North America's premier automation technology conference and exhibition for the process industries that has content tailored by career path or job function. Designed for automation professionals working in continuous process, discrete, and hybrid manufacturing environments, ISA Automation Week delivers depth of knowledge through seven technical tracks and breadth of knowledge across five career paths or job functions. Mix and match tracks and path to get just the right conference for you!
Take advantage of PathFinder, a unique selection tool designed to assist ISA Automation Week attendees in developing a personalized conference schedule based upon individual job function and professional goals.
PathFinder targets five professional groups:
- Engineers
- Technicians
- Management
- Marketing
- Academia/R&D/Scientists
PathFinder allows attendees to navigate their way through dozens of conference sessions covering seven technical tracks: automation and control, energy, environmental, human asset optimization, safety, security, and wireless and networking. While all sessions appeal to automation professionals across all functions, each session has been identified as containing content specifically for one or more job functions, or career "paths."
You'll want to be there for an inspiring keynote address delivered by Dean Kamen, one of America's most revered engineering innovators. As an inventor and physicist, Dean Kamen has dedicated his life to the developing technologies that help people lead better lives. Kamen is founder of FIRST® and DEKA Research; and he is the inventor of several ground-breaking products, including the Segway™
ISA Automation Week 2010 is scheduled for Oct. 4-7 at the Westin Galleria Hotel in Houston, Texas, USA.
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Four ways to close more sales
by Carl Utter, President, The Training Group, Inc.
The biggest obstacle to closing more deals in the integration world is not asking enough of the right kind of questions. If you want to close more projects, you've have to go beyond the client's technical needs. If you don't go beyond the technical need, you'll struggle with how to properly position your solution.
1. Ask questions that lead your client to your solution.
2. Ask more "why" questions. People buy for their own reasons, not yours. Find out what their reasons are before you start presenting your solution.
3. Ask questions about how they make decisions. "How do you go about deciding who you are going to work with?" Verify and clarify their response until it is specific, clear and measureable.
4. And most importantly, ask your prospects if they will make a decision at the end of the process. Don't leave it open ended. Then ask them to make a firm yes or no at the end of your process. Don't be pushy and by all means get this agreement right up front.
When you ask better questions, ask more why questions, find out how your prospect will make this decision and get an agreement that he or she will give you a yes or no, I promise you'll close more sales and make more money.
If you think about the time and resources that go into proposals that don't close and change your mind set to "the prospect must earn the right to get a proposal," you're back in the driver's seat.
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- Belden® presents the Hirschmann™ 2010 Mission Critical Network Design Seminar, Sept. 19- 22, 2010, Orlando Florida.
- GE Intelligent Platforms Collaborates With US Environmental Protection Agency on Predictive Real-Time Energy and Quality Monitoring and Control Platform
- Honeywell makes move to capture business through SIs
- GE's PACMotion 1.5 Can Decrease Total System Cost and Increase Operator Productivity
- Control See adds OPC Scheduler
- Beckhoff Automation Introduces High-precision PC-based Solar Tracking Software
- ProComSol Adds Support for HART® 7 and WirelessHART® Devices
- AIG, Donna Chapel honored
- Proficy® Accelerator for Advanced Analytics Unlocks Hidden Potential in Data To Significantly Improve Operations
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Proficy® SCADA Alarm Response Management Solution Pack Speeds Operator Response, Reduces Errors, and Ensures The Right Action At The Right Time
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Beckhoff Introduces Cost-Effective BK9053 PROFINET Bus Coupler
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Doyon Utilities Chooses GE Intelligent Platforms End-To-End Solution for Alaska Utility Privatization Project
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Software Defined Radio, Signals Intelligence, Tactical Communications and Radar Applications To Benefit From New GE FPGA Boards
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| Welcome to the Newest CSIA Members |
Atronix Engineering, Inc., Norcross, GA represented by Tab Fischbach
We specialize in controls design for automated processes. We have developed our own SCADA software, and also utilize off-the-shelf software. We have broad industry experience in the fields of material handling, automotive, manufacturing, food and beverage, warehouse distribution, and process control.
FUJI Electric - Drives & Controls, Schaumburg,IL represented by Andrew M Urda
FUJI Electric is a leading supplier of Semiconductors, AC drives, HMIs and other industrial control devices. FUJI Drives and Controls Division focuses on HVAC, wastewater, and material handling application in a variety of markets. The focus of our engineering department is supporting our customers, end users, system integrators, distributors and resellers.
JAE Automation, Kemptville, Ontario represented by Eric Martin
JAE Automation is a systems integration firm targeting the manufacturing sector. Our goal is to provide services that help our customers grow in their business and, during this process, create long term relationships. We value that our end all goal is not just money, but creating friendships that last, regardless how tough it gets, to ensure the customer and our employees know we care. We try to service what is in our local market (eastern Ontario) which has been consumer goods, dairy, pharmaceutical, automotive, plastics, mining and pulp and paper. Currently, we have three levels within our main focus of controls: one is services to provide calibrations and production support and working on minor projects; our second level is projects which include consulting, project management, turnkey applications and retrofits; and our third is data management to bring data from the shop floor into the hands and eyes that need to see it.
Optimation Industrial Services, LLC, Rochester, NY represented by Diane M. Trentini
Concept to completion services for industrial applications. Engineering, design and fabrication of industrial systems for 11 industrial groups. Sure Controls, Inc., Greenville, WI represented by Bob Willems
Sure Controls, Inc., provides industrial process management with automation products and services. Markets include plastics, metals, food, material handling, paper. Focus of application are motion, HMIs, pressure/temperature, continued support/life cycle management. |
| Newly Certified and Recertified Members |
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The Control System Integrators Association (CSIA) is pleased to announce that the following member companies have recently earned "Certified Member" distinction.
To become a CSIA certified member, a member company must pass an intensive audit process with stringent performance standards categories in nine categories: general management, financial management, project management, quality management, technical management, human resources management and marketing, business development and sales management.
Automated Control & Technical Services, Bakersfield, Cal.
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