Mike James – From digging the hole to selling the whole
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。
“I don’t think of myself really as a salesperson. When I’m talking to customers, I’m still the guy out there digging the holes, sharing my experiences,” explained James. “Lots of times, the customers think I’m a surveyor at first. When I start to tell them how I actually used the solutions, likeLeica iCON iRD3, and saw real savings, such as 32% less fuel consumption, then my credibility with them automatically increases, and I can show the whole picture of what this technology does.”
Raised with machines
From an early age, James heard the calling for a career in construction. Around heavy machinery from the time he could walk, he (literally) cut his teeth in and around mechanics shops.
“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。”
随着一家人定居在英格兰南威尔士的小村庄的小村庄，詹姆斯在他的叔叔P.J. Gallagher创立的机械店兼职，他是一名爱尔兰移民，他从加拿大返回商业。在那里，年轻的詹姆斯长大了，从事各种机器，并继续在大学学习机械工程。
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.
“Working for well-known companies like Ambrose, Orford, McBurney and even in GE, I got to interact with many machine control solutions. When I saw how much it helped save resources and made sites safer, I knew this is where I wanted to be in the business,” remembered James. “Today, the heavy construction industry it at the start of its digitalisation journey and it’s a fast track. I’m seeing more customers used to traditional methods start to demand the technology that will connect their sites and help them reap the benefits of going digital across their business.”
地面上的靴子在办公室里
In his last position before joining Leica Geosystems, James learned first-hand just how valuable these types of innovations are to the industry. Working on theHinkley Point Cnuclear plant in the U.K., James was first introduced to Leica Geosystems machine control solutions. As one of the largest construction projects in the world, Leica Geosystems solutions can be found throughout the site. James worked specifically with Leica iCON machine control solutions for excavators, dozers, compaction and drillers.
当詹姆斯（James）为关闭地区办事处的公司工作时，他被分配给Hinkley Point C项目的重型建筑业务开发经理尼尔·威廉姆斯（Neil Williams）要求他加入Leica Geosystems机器控制团队。
“我遇到了迈克（Mike）从事欣克利项目（Hinkley Project）的工作，他的热情和热情具有感染力。当机会让他加入我们的团队时，这是一个非常简单的决定。”威廉姆斯说。“我们拥有一个可靠的团队，我认为我们需要其他技能的唯一领域是重型工厂雇用的工作知识，这是一个主导英国市场的领域。快节奏的植物租赁世界需要某个人，一个人渴望始终满足客户需求，并超越以实现事情。迈克的风格和动力非常适合我们的团队精神。
“他在该领域内拥有广泛的知识和联系，可以在需要时呼吁。迈克（Mike）迅速学习了机器控制和更广泛的调查行业，他为团队带来了新的风格，对话和观点。他渴望始终学习新技术，现在已经成为该地区机器控制的行业人士的声誉。”
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）涵盖了南英国地区，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。
“I knew Leica Geosystems to be a progressive company from the technology I used on site at Hinkley Point C, and I knew I wanted to be a part of sharing those innovations from the start with my colleagues in the industry,” said James. “I go into every meeting with current and potential customers with the mindset of educating them on what this technology can do for them, how it can solve their pain points. Using my experience at Hinkley Point C, I can more easily establish trust with them, and that always makes the conversations easier.”
带回家技术
当年轻的和年长的詹姆斯在一起rgue over which football club is better (Liverpool for James and Fulam for Tommy), the inevitable shop talk also comes around. After retiring twice from the industry, Tommy likes to not only reminisce but also talk today’s trends with James.
“I showed Dad the来自conexpo的AR视频并解释了我们的客户现在如何从屏幕上的模型中计划工作，而他只是无法让自己没有参考点或个人资料。”詹姆斯解释说。
In his travels across the U.K. for work, James comes across many people who know Tommy. They remember fondly the heavy equipment operator, and they are impressed with the son who is now showing, not just telling, them how the work his father did for so many years can now be made more efficient, productive and safer with the latest innovations in machine control solutions.
