迈克·詹姆斯（Mike James） - 从挖洞到出售整体

当Leica Geosystems机器控制销售专家Mike James走进客户办公室讨论挖掘机，Dozers和Pilers的最新技术时，他并没有以测量和测量为背景。他没有谈论GNSS和定位的复杂性。詹姆斯不会从精心制作的音调或价值陈述中出售。

詹姆斯（James）从经验中出售 - 他出售解决方案，因为他从该领域的第一手使用中知道它们。

“我不认为自己是销售人员。当我与顾客交谈时，我仍然是那里的那个人在挖洞，分享我的经验。”詹姆斯解释说。“很多次，客户一开始就认为我是测量师。当我开始告诉他们我如何实际使用解决方案时Leica Icon IRD3，并且看到了真正的节省，例如减少32％的燃油消耗，然后我对它们的信誉会自动提高，我可以展示这项技术的全部情况。”

抬起机器

从很小的时候开始，詹姆斯听到了呼吁建设事业的呼吁。从他可以走路的那一刻起，他（字面上）在机械商店及其周围砍了牙。

“小时候，当我的父亲（汤米）从事开放式煤炭开采工作时，我们四处走动。他会把我带到这些地点，我对大型设备着迷。”詹姆斯回忆道。“我一直都知道我想进入土木工程。”

With the family settling in the small village of Caldicot in South Wales, England, as a young teenager, James worked part-time with Tommy in the mechanic shop founded by his uncle, P.J. Gallagher, an Irish immigrant who returned from Canada to start the business. There, the young James grew up working on all sorts of machines and going on to study mechanical engineering in college.

Upon entering the workforce, James discovered the technology side of the heavy construction industry. Working as a manager in various machinery rental (for hire) businesses, he experienced just how much contractors and other heavy construction professionals could benefit from new innovations for the machinery he had grown up admiring.

“为Ambrose，Orford，McBurney甚至GE等知名公司工作，我必须与许多机器控制解决方案进行互动。当我看到它有助于节省资源并使网站更安全时，我知道这是我想从事业务的地方。”詹姆斯回忆道。“如今，在数字化之旅开始时，重型建筑行业是一条快速的道路。我看到越来越多的传统方法的客户开始要求将其网站连接并帮助他们获得数字化业务的好处的技术。”

Boots on the ground to loafers in the office

詹姆斯在加入Leica Geosystems之前的最后一个位置，直接了解到这类创新对行业有多有价值。工作Hinkley Point c詹姆斯在英国的核电站首次被引入利卡奇地理系统机器控制解决方案。作为世界上最大的建筑项目之一，Leica Geosystems Solutions可以在整个站点中找到。詹姆斯专门与挖掘机，小吃，压实和钻探器的莉卡图标机控制解决方案合作。

When the company James was working for closed the area offices, he was asked to join the Leica Geosystems machine control team by Neil Williams, the heavy construction business development manager assigned to the Hinkley Point C project.

“I met Mike working on the Hinkley project , and his enthusiasm and passion was infectious. When the opportunity came to have him join our team, it was a very simple decision,” said Williams. “We had a credible team in place and the only area I felt we needed additional skills was a working knowledge in heavy plant hire - a sector that dominates the U.K. market. The fast-paced world of plant hire takes a certain individual, one with a desire to always meet customer needs and go over and beyond to make things happen. Mike’s style and drive fitted our team ethos perfectly.

“He has extensive knowledge and contacts within this sector and can call upon this when required. Mike has learnt machine control and the wider survey industry quickly, and he brings a new style, dialogue and viewpoint to the team. He is keen to always learn new technology and has now gained a reputation as an industry go-to person for machine control in the region.”

脱离了他作为Leica Geosystems机器控制解决方案的直接用户的角色，并踏入该技术的倡导者是新的，但并不困难。詹姆斯（James）涵盖了英国南部地区，现在负责使用Leica GeoSystems机器控制解决方案为客户，经销商和OEM合作伙伴增加价值。

詹姆斯说：“我知道Leica Geosystems是我在Hinkley Point C网站上使用的技术的进步公司，而且我知道我想从一开始就与该行业的同事分享这些创新的一部分。”“我以对当前和潜在客户的每一次会议，都以对他们为他们所能为他们做什么的教育，如何解决他们的痛苦点进行教育。利用我在Hinkley Point C的经验，我可以更轻松地建立对他们的信任，这总是使对话更容易。”

带回家技术

当年轻的詹姆斯（James）聚集在一起争论哪个足球俱乐部更好（詹姆斯和富拉姆为汤米为汤米的利物浦）时，不可避免的商店谈话也出现了。在两次退休后，汤米不仅喜欢让人想起，而且喜欢与詹姆斯谈论今天的趋势。

“我给爸爸看了AR video from ConExpoand explained how our customers can now just plan their jobs from models on the screen, and he just can’t get his head around not having reference points or profiles,” explains James.

在他在英国工作的旅行中，詹姆斯遇到了许多认识汤米的人。他们记得沉重的设备运营商，他们对儿子印象深刻，现在正在向他们展示他的父亲多年来的工作如何使他们更加高效，富有成效和更安全，以实现最新的创新机器控制解决方案。