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What do we do with automation cross reference calls?

Published date: 09 October 2019

Issue:
How do we handle requests for competitive cross references for the automation product?

Product line:
All automation products

Cause:
Automation is receiving requests for competitive cross references and this is a pre-sale function.

Resolution:
The below can be used in response to a Distributor’s request for cross. If the request is coming direct from a customer – we send them to their Distributor…..


We do not attempt part for part crosses for automation products like PLC's because unlike circuit breakers or pushbuttons, there is a software program involved that is a determining factor as to if or how we can replace the competitor's product.  The only way to determine which of our PLC lines will be the best replacement is to have an automation account manager make a call on the customer to discuss the machine's application and the complexity of the process.  If your customer is interested in this, please forward me their contact information and I will arrange to have a Process Automation account manager give them a call to schedule an appointment.
 

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