These 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.