Mike James – From digging the hole to selling the whole

When Mike James, Leica Geosystems machine control sales specialist, walks into a customer’s office to discuss the latest technologies for excavators, dozers and pilers, he doesn’t come in with a background in measurement and surveying. He doesn’t talk about the intricacies of GNSS and positioning. James doesn’t sell from carefully crafted pitches or value statements.

詹姆斯从经验销售——他销售服务ns as he knows them from first-hand use in the field.

“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.

“As kids, we moved around quite a bit as my dad (Tommy) worked on open-cast coal mining jobs. He would take me on the sites, and I was fascinated by the big equipment,” reminisced James. “I always knew I wanted to be in civil engineering.”

随着一家人定居在英格兰南威尔士的小村庄的小村庄，詹姆斯是一名年轻的少年，詹姆斯与汤米（Tommy）兼职，在他的叔叔P.J. Gallagher（来自加拿大返回的爱尔兰移民）创立的机械商店中商业。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。

进入劳动力后，詹姆斯发现了重型建筑业的技术方面。他担任各种机械租赁（用于雇用）业务的经理，他经历了多少承包商和其他重型建筑专业人员可以从新的创新中受益于他所欣赏的机械。

“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的便鞋

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，他被要求加入Leica Geosystems Machine Control团队Neil Williams，尼尔·威廉姆斯（Neil Williams）被分配给Hinkley Point C项目。

“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。“我们拥有一支可靠的团队，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物。迈克的风格和驱动力非常适合我们的团队精神。

“他在该领域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人的行业人士的声誉。”

Stepping out of his role as direct user of Leica Geosystems machine control solutions and stepping into an advocate for the technology was new but not difficult. Covering the south U.K. region, James is now responsible for adding value for customers, dealers and OEM partners with Leica Geosystems machine control solutions.

“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.”

Bringing home the technology

When the younger and elder James get together to argue 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，而他只是无法让他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.