In our MarketScale AEC podcasts, we often focus on products that are cutting edge as well as the innovative people that design and install them. Today, we to look at the sales side. It is equally important on the back-end to find out what the customer wants and needs, and to have someone who can coordinate the sales and installation of the product effectively.

On this episode, we speak with Alan Nudi, director of sales and marketing for Ergo Robotic Solutions, a company that was designed to increase safety during glass installations. With an aesthetic trend for glass in design, the kinds of installations hitting the market are growing in size; glass can be hundreds or thousands of pounds, and the outdated method of a dozen people trying to hold and move this glass with suction cups is never the safest. Solving an issue like this comes from understanding the needs of this niche side of AEC; Ergo has made it its mission to provide that solution, creating and designing machines to produce a safer environment for the glass installer.

These machines aren’t limited in their use; they can lift wood, concrete, types of foam, or other materials. But they are always approached with the perspective of glass first because it’s the most delicate. There are also machines that can rotate and turn items as necessary, or approach buildings that are not on level ground or that are extremely high up. For sales teams getting these assistive products to the AEC industry, Nudi explains why it’s important for them to understand the environment. It dictates the solution that is recommended, whether it be self-driving, under hook, front mounted, or otherwise.

Give this episode a listen for more tips from Nudi about understanding the intricacies of every job and interfacing with the customer.

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