National Sales Manager - Ditek Surge Protection

Presenting ROI Helps Sell Surge Protection

ROI helps sell surge protectionThese days it can seem as if budget is the primary planning consideration for customers purchasing or upgrading electrical and HVAC systems. Organizations of all kinds are watching costs more carefully than ever, and cutting back where they feel expenditures are not absolutely necessary.

However, customers who are reluctant to add costs to a Bill of Materials (BOM) will think differently about additional products when they are shown how they deliver a positive Return on Investment (ROI).
Surge protective devices are an excellent example of this. Making a case for the need to add surge protection is not difficult – and when the ROI is shown, it becomes an easy way to satisfy your customer while increasing your own revenues. The discussion quickly moves from the cost of surge protection to realizing a return on investment by protecting electrical and HVAC systems from damage caused by power surges.

Power disruptions are an expensive risk

You can make a compelling case beginning with the fact that the cost of power disruptions has risen sharply over the last several years. A 2018 study reported the total U.S. cost of sustained power interruptions at $44 billion per year (2015), a 25% increase since 2002. The majority of costs (70%) were suffered by commercial sector customers; the industrial sector accounted for 27% of the total cost.

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How to Calculate ROI for Surge Protection

2021 06 ROI 320The topic of electricity reliability and resiliency has emerged as a top-of-mind concern for many systems integrators and their end-user clients. While utilities, regulators, and policymakers struggle to protect the national grid, the average facility is more concerned about how to achieve optimal levels of electrical reliability and reduce future disruptions in power.

The reality is that the cost of power disruptions for most organizations continues to rise. In 2006, Lawrence Berkeley National Laboratory developed an end-user based framework that estimates the cost of power interruptions in the U.S. The last study released in 2018 shows that the total U.S. cost of sustained power interruptions is $44 billion per year (2015), which was 25% more than the $26 billion per year in 2002. The majority of the costs (70%) were suffered by commercial sector customers. The industrial sector accounted for 27% of the total cost.

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Surge Protection - Is it Better to Rent, or Buy?

Rent or Buy Surge ProtectionOrganizations of all types – including businesses, schools, government agencies, and non-profits depend on electronic systems such as fire alarms, security systems, and communication and data information networks. Management knows that if any of these systems are damaged or inoperable for any reason, normal operation instantly becomes more difficult, and in some cases, it may mean shutting down entirely.

Because of this importance, savvy managers look for ways to protect these systems and to decrease the potential for operational disruptions. One potential source of damage to electronic systems is, of course, electrical surges and spikes. Electrical surge events are generated from outside the facility, due to electrical grid switching, lightning activity, and the actions of nearby neighbors such as welding, among other sources. They can also be created internally by inductive loads such as motors in machinery, pumps, and HVAC equipment. Whether they are created externally or internally, electrical surges are much more common than most people believe, and most of these events pass by each day unnoticed by management and staff.

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The Importance of Protecting HVAC Systems

2019 08 HVAC smHVAC installation and maintenance businesses are demanding – and in a highly competitive market – so simply providing the basics of competent and efficient work may not be enough to be successful anymore. Customers today can post public feedback faster and more visibly than ever before, rewarding professionals that go beyond the basics to deliver both high quality installations and high customer satisfaction. Building a lasting and respected business may well depend on consistently delighting customers – and few things deflate customer satisfaction more than callbacks for malfunctioning or nonfunctioning systems.

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How the Fire Alarm Industry Benefits from Surge Protection with Audible Notification

Fire Alarm System

Over the years, fire alarm systems have saved countless lives in addition to protecting billions of dollars of property, equipment, and businesses of all types. High quality alarm systems have evolved to make use of sophisticated sensors, notification devices, and communication systems. They can now accurately detect fire conditions, interface with related systems such as fire doors, and alert not only building occupants, but also management, remote locations, monitoring companies, and nearby public authorities.

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