To have or not to have … a catalogue

Posted on: Wednesday, October 11th, 2017

While a catalogue may have several typical applications, experience taught us that prospects generally need a solution which is more than just the run-of-the-mill.

It has become a sort of joke when we go in front of prospects stating that we have no catalogue to offer them. Some say it’s a relief, and others look at us bewildered, bemused.

No catalogue? Yes, none. Who cares about a catalogue, anyway? All prospects, which we aspire to embrace as clients, have one need; a solution to address a pain related to their operations. Nothing else.

They need a solution, their solution. They do not care how many controllers in whatever configuration a manufacturer can boast of as, at the end of the day, the question is; how is your catalogue going to provide me the solution I need?

While a catalogue may have several typical applications, experience taught us that prospects generally need a solution which is more than just the run-of-the-mill.

Any controller has three parts; input, processing and output. Inputs from sensors must be matched with the inputs available on the controller, which signals could be voltages, currents, or a physical quantity such as resistance (some my argue that this still affects a voltage or current, which is true), some processing (the magic, in layman’s terms) and the output, which could be digital (relays) or analogue (such as 0-10Vdc or 4-20mA).

With this in mind, we have made it a point to reduce our controllers to just one, supported by two different expansion units.

One expansion unit offers software settable universal inputs and a mix of digital and analogue outputs.

The other expansion unit is a recently designed software selectable leading edge-trailing edge dimmer. This can control on the fly any leading edge-trailing edge dimmable LED lamps without having to bother about the lamp’s power factor.

With just one controller, a few expansion boards (when necessary) and a good ear to listen to and understand what the client (no longer a prospect in this case) needs, that specific solution to ease their pain is well on its way to become reality.

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