The work of sales engineers covers a very wide range of tasks. This was clearly not versatile enough for them, so they invested both time and work to optimise Gira's tender documents. What gave you the idea?
CS: It came up inevitably and was market-driven. Sales engineers use tender documents as a key tool in their work, and we noticed that they didn't address as much as they should do. We have both been in sales for a long time. For 16 years in my case, and 17 years in the case of my colleague Michael Weber. We were both involved in-house in working groups for many years and this conclusion, and our current work as a consequence developed from this.
MW: We were sales engineers. We continued to evolve from there and created a new field of activity. To now work on this fully, set up additional technical sales aids and prepare them for the market, we switched from Sales to Technical Sales Marketing.
What is special about this idea? Why is it so important for Gira?
MW: It concerns the extension of the classic Gira tender documents. Up to now, they only relate to the individual device. However, many products are very complex, in particular the KNX devices. The interaction of the devices in the system often provides many very interesting functions. It's a bit like a lego kit. I have a lot of building blocks and if I put them together correctly, then I have saleable added value. Unfortunately, you cannot assume that the current tender documents are also able to describe this in this way. These texts only describe the device, i.e. that it is 20 cm long and 10 cm high, for example, that it has five inputs and three outputs. Nothing else is described. We are working on changing this. The new, functional tender documents also describe the applications that can be achieved with these, above and beyond the devices themselves.
CS: Let me provide an example: When I enter a building, then I place my thumb on the Gira Fingerprint and then, if required, the light comes on automatically in the building and also the desired music, and the blinds are raised. These scenarios are all part of this, and should be also described in the functional tender document. This was very different in the past. If you think back to ten, fifteen years ago – there was one light switch. You switched it on or off. There was no need to say much about it. Today, we can create scenarios. These options have to be described so that the customer is made aware of all the possibilities offered by the Gira products.