News and Product Updates

OK, but Pizza Isn’t More Interesting Than Commuter Rail!

We had another “Lunch & Learn” this May, and it was even better than the last! Our very own Steve Cragg, Vice President of Sales and Marketing, presented about our biggest customers in the railway and transportation industries. Naturally, we served pizza to draw an audience. Half kidding!

Steve overviewed three significant customers we have done business with: a major commuter rail system in Illinois, a rapid transit system in California, and a commuter rail system (also in California).

What we found interesting was that there were clear strategies or advantages that led us to win bids with each customer on different projects.

With the Illinois customer, giving outstanding presentations played a key factor during the bid process for our first project with them. From there, building strong relationships with key decision makers, combined with our past performance, helped us secure further projects with them. For example, our work on the initial project was so well-received that for the subsequent two projects, the customer forewent an open bid process and approached us directly, asking only for us to write the bid specifications before awarding the work to us.

As for the two California-based customers, the first involving line control over serial data; the other involving Layer 2 Ethernet, a combination of timing, relationship-nurturing, and being able to meet extremely specific requirements, played important roles.

For our first California customer, after an initial project with them, a presentation we gave to a different group attracted a decision maker’s attention at precisely the right time. We then worked with their complex budget situation to make sure the terms were beneficial to both parties, which opened the door for continuing projects. With our second California customer, being able to provide exactly what they required—a product with an extended temperature range of -40 to 80 degrees Celsius—was the primary reason we were awarded the contract (along with our excellent customer service, of course).

As a manufacturer and vendor, we’ve learned that there is no one-size-fits-all approach to winning contracts—and there shouldn’t be. Rather than chasing after business, we are in the business of helping customers. Sometimes, it’s not a fit, and we let you know so you can move on. But when we can provide just what you need (which is often), you can bet that working with us will be a superior experience. After all, it’s our commitment to quality and the real relationships we build with people that make it so easy for customers to return to us.

So, yeah, pizza is nice and all, but our customers? They’re better.