It s a big shift to emphasize economics over technology, but when the value and services work, customers love it. It takes a mindset change in our sales staff s approach. Obviously, this pay for performance proposition has to be with the right customer. We have discussions with control engineer, but do get higher in organization, with sales and consultants to walk through process of identifying and evaluating opportunities and what metrics to measure. Traditional process and discrete markets lag behind hybrid automation growth.
Big markets are still in constriction.
The new value proposition requires that we target what the client base needs. Customers have been stunned with the rapid changes. Our response has moved beyond selling the best technologies to providing measurable performance improvements, guaranteed, with no capital investments. We get paid for our investments in customers plants based on our performance. In most cases, we produce a positive cash flow from day one.