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.

James sells from experience – he sells the solutions 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.

“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。

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.”

Boots on the ground to loafers in the office

詹姆斯在加入Leica Geosystems之前的最后一个位置，直接了解到这类创新对行业有多有价值。工作Hinkley Point C詹姆斯在英国的核电站首次被引入利卡奇地理系统机器控制解决方案。作为世界上最大的建筑项目之一，Leica Geosystems Solutions可以在整个站点中找到。詹姆斯专门与挖掘机，小吃，压实和钻探器的莉卡图标机控制解决方案合作。

When the company James was working for closed the area offices, he was asked to join the Leica Geosystems machine control team by Neil Williams, the heavy construction business development manager assigned to the Hinkley Point C project.

“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。

“He has extensive knowledge and contacts within this sector and can call upon this when required. Mike has learnt machine control and the wider survey industry quickly, and he brings a new style, dialogue and viewpoint to the team. He is keen to always learn new technology and has now gained a reputation as an industry go-to person for machine control in the region.”

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

当年轻的詹姆斯（James）聚集在一起争论哪个足球俱乐部更好（詹姆斯和富拉姆为汤米为汤米的利物浦）时，不可避免的商店谈话也出现了。在两次退休后，汤米不仅喜欢让人想起，而且喜欢与詹姆斯谈论今天的趋势。

“I showed Dad theAR video from ConExpoand explained how our customers can now just plan their jobs from models on the screen, and he just can’t get his head around not having reference points or profiles,” explains James.

在他在英国工作的旅行中，詹姆斯遇到了许多认识汤米的人。他们记得沉重的设备运营商，他们对儿子印象深刻，现在正在向他们展示他的父亲多年来的工作如何使他们更加高效，富有成效和更安全，以实现最新的创新机器控制解决方案。