Sell the System

No matter which manager you choose, what s important is that he or she  

By now your PSM system has been developed, tested, and fine-tuned, and you have planned and scheduled its installation. Once more, it s time to sell. This time around, selling PSM should be easier— you have a tangible product, with specific benefits. You tdso—Abased on the test pilot—should have some satisfied customers. 

Why is it necessary to sell PSM inside your company Because PSM improvement requires individual as well as corporate commitment. Effective process safety management relies on individual behavior on the job, and 

Develop communications to facility staff about PSM systems. 

Define and issue initial system modifications during roll-out as required. Turn over PSM systems to line management. 

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Sell the system Successful implementation of a QS requires the active and informed participation of many individuals within the organization. Manage-... 

NOS A at that time had just made a decision to sell the system on a franchise basis, and this was an ideal opportunity for it to break into the U.S. market and also to sell its first franchised use of the Five-Star Safety System. 

Some miners saw the booklets while they were being delivered from the print shop and excitingly demanded copies. Seeing the opportunity to Sell the system we told them that they first had to attend the near miss training session before they could get a booklet. Their reaction was typical, You safety guys load us with tons and tons of paperwork that we don t want and now we ask for safety paperwork and you won t give it to us (McKinnon, 2012a, p. 136)... 

Suitable lor systems svhere fre( uenl switching is not likely and the system is I ree frotn harmonic generating sources. They are the sell-healing type and their output may become reduced with lime (bectiuse of railures of capacitor elements as a result of ssvitching inrush currents and. system harmonics). If the system conditions are not conducive, an inductor coil may be provided to limit the harmonic effects (Section 23.9). Some manufacturers, as standard practice, provide an inductor coil inside the shell to contain the inrush current and also dampen the harmonics. 

An exercise such as this can yield themes, or key messages, that you can use in selling the PSM system, in addition to focusing your thinking about your customers needs. 

Management buy-in for the PSM system depends on how clearly executives understand how the system supports corporate goals and business strategies. It is your job to make these correlations, as you did in your initial selling (Chapter 2). The difference is that you now have more tangible information to support your case. 

This potential for consolidation in the area of documentation systems was used as an example to sell the overall integration concept. Documentation was an area of constant complaint and senior management could easily visualize opportunities for improvement in basic resource requirements, as well as secondary effects on resources for training, auditing and other activities. Exhibit 10-1 was a key part of the presentation that the VP, ESH made to senior management. 

Many new businesses started with an idea and a patent. How would they have been affected by a diminished patent system Would small inventors with good ideas merely try to sell the ideas to big business in the knowledge that without patents they couldn t compete with big business What is the inventor s protection against appropriation of his idea while he is trying to sell it ... 

In addition to these collision/reaction cell instruments, since 2002 Thermo Fisher Scientific has been selling the XSeries ICP-MS with a hexapole collision cell (developed from ThermoElemental PQExel ICP-MS) as a bench top instrument on the analytical market. A special ion extraction system in Thermo s XSeries", ion optics together with a hexapole collision cell to minimize the interference problem in ICP-MS, provides the lowest background signals for ICP-QMS (< 0.5 cps). 

Generally, most pyrolysis systems have produced similar yields. Thus, it is important that any successful pyrolysis plant make provisions for selling the byproducts, especially the char. 

Alternative financing structures are possible. For instance, the government could require the emission reductions to be fungible with the EU ETS, such that the liability under the carbon contracts can be offset by selling the allowances on to the EU ETS. Alternatively, the transmission systems operator could purchase the emission reductions under the carbon contacts, so that if any liability materializes it can be passed through to customers via transmission charges. 

Another European initiative is to regulate airline emissions by charging a carbon tax for emissions that exceed the allowed limit. The cap-and-trade approach would allow airlines to buy or sell the difference between their actual emissions and the limit. Because of the resistance of the airlines and the lack of international standards, it will probably take years before such a system is implemented. 

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