1. Don’t
Bid This
Bill Stayart wins largest single contract for single job in LA Branch History
Job!
But Bill
Stayart did
and won,
not once,
not just
twice…not
awarded till
thrise..
Read the rest of the
story…

2. Re-Bid Twice: Clinton White House
funding blunder…
• Awarded to 3 GC’s before job let out and Contracts
where received
• Nearly 3 Years of Hunting, Design, Engineering,
Planning, Multiple Bids & Follow Up
• Every capable Fire, and Security Company in LA and
OC along with Corp. Elite chased this project.
• GE, ADT, SIMPLEX, Edwards, Honeywell, Notifier,
the list goes on..
SIEMENS wins Security Project as Fire Safety Company,
we turn it over to Security Division and lend Security
our installation contractor that runs the job for the next
5 years. All profit according to corp. margin standards
plus a bit of padding.
- Project closes out 5 years later. Over $20 million
dollars of profitable business transacted.
• Never quit, tireless Enthusiasm Stayart chased the
opportuntiy down even though his division no longer
Sold Security -
•

3. Bill Stayart and David Gorevitz lead the USA in
Synergy Projects…
• Job Closed out at over
$20m
• Picked Up Baggage
Systems
• Sold and engineered
CCTV and new Digital
System
• Runway & High Tech Gate
& Perimeter Control
Systems

4. SYNERG
Y of the day
• The “buzz word”
• Corp. Directive to be
“synergistic” to the sister
divisions”
• Core Capabilities
• Best Practices
• Individual Cost Center Profit
• Profitability in EVERY
phase

5. BANK OF AMERICA
LA DATA CENTER

6. TOLD 2 TIMES THAT JOB WAS
GOING TO HONEYWELL

7. Forced Re-Bid, BAFO
(Best and Final Offer not Once but twice)
• Still makes me smile when I think about it
• David Gorevitz, my SIEMENS Automation
Partner in “Synergy” hard at work!
• I don’t take the word NO FOR AN
ANSWER!
• I Actually got a “Dear John” letter thanking
us for our bid, informing us Honywell was
selected.

8. Technology, Engineering, &
Salesmenship

9. Installation price was key:
SIEMENS had best Equip Price, least amount
of devices and a 35% lower 5 year service
plan.
After Teaming up with Morrow-Meadows, the
same contractor quoting Honeywell we
where successful beating Honeywell,
maintaining our margins and thus winning
this project!
We also ended up with the Security Project
as an add in to the 100% Up Time Fire Life
Safety System Replacement.
A total of over $5million in business
transacted.
SIEMENS Fire Safety

10. The Best in town where
after this landmark
project, Honeywell,
Detection Logic, Cal
Protection, & Johnson
Controls
• Bill Stayart,
David
Gorevitz &
Robert
Garringer
The
SIEMENS
TEAM!

11. Paul Harvey would say…
and now the rest of the
story…
• MEBE/WIB
E, our sub
contractor
became our
Prime..
• No worries
we executed
and secured
National
Account

12. More Projects Sold by Bill Stayart
(6 and 7 figure Design Build, Code Compliant Life Safety
and or Security Systems Sold, Managed & Installed)
• Jonathan Club, Los Angeles
• La Sub Way Terminal Conversion
• Los Angeles Temple Federal Building
• Ronald Regan Federal Building
• Metropolitan State Hospital (East and West)
• Lynwood Regional Justice Center (Jail)
• Hilton Hotel’s (Enterprise Workforce Mgnt.)
• Hamilton Technologies, (World Wide)
• UCLA, (Campus wide, numerous projects)

14. Stayart closes Anaheim Marriott
7 Figure direct to Owner Sale

16. All up grades, and Service Too!

17. Disneyland Convention Center and Hotel Towers
Great sales solution story….
SIMPLEX tried to rape the customer, engineer
Richard, at the time. Simplex wanted nearly 6
figures for about $20k in work.
Marriott was remodeling the lobby are and
changing use of some under roof square footage.
The current prapriatary system triggered a code
night mare.
Stayart steps in provides a sub panel wired to
main panel. Works with AHJ, (Fire Dept) and
creates agreement to retro fit entire property with
in 24 months. Building loves it because they want
new addressable system and will be mandated to
purchase one….

18. Over 4000 Devices,
1400 Rooms, 2 High Rises
Large Convention Center
4 Night Clubs
a large campus style system,
installed and managed by
SIEMENS Fire Safety,
Engineered and sold by:
Bill Stayart

19. $2 Million Dollar Job
37% Performed Margin
33% Sold/Estimated Margin
Job Completed 3 Days ahead of
Plan
Phase 2 Began During Phase 1
Added $1.7m to job at 48% Gross
Performed Profit

21. Large Enterprise System
• SOLD and Deployed with in 90 Days, 70 plus
locations +2000 Professional Employees

22. Our price was double the next closest offer….
VALUE is always purchased over price!
Tim chose us because of our technology and our ability to SELL/MEET his entire
teams needs, and staff on power, features and benefits of our system. This was
particularly challenging due to the fact MEDCOR had spent a YEAR with a miserable
installation.
Many departments are involved in a Work Force Management System sale.

23. Oh’ to be a Jonathan…
• Jonathan Club
• The Jonathan Club is a private social club in Los Angeles, California, U.S.
It maintains two clubhouses, one in downtown Los Angeles at 545 South
Figueroa Street (built in 1924) and one on the beach in Santa Monica.
Indeed, the private club's location in a prime spot on the Santa Monica
beach has been a continuing source of controversy, since that portion of the
beach is off limits to all but clubmembers and their guests. The Los Angeles
headquarters has dining and residential facilities, ballrooms, a health club, a
library and other accoutrements. A University of Southern California
geography Web site says of it, "many important decisions have been made
within its walls by the power elite," [1] and the New York Daily News
described it on April 18, 2005, as "a place for the wealthy and well-bred to
see and be seen, cut deals and socialize." [2]
• The Jonathan Club has been rated among the top five private city clubs of
the United States for many years. [3] [4] [5]
• Membership in the club is by invitation. For most of its history it was for men
only, but since 1987 it has accepted both men and women. Today the club
has many women members, but few African-American or Latino members.

24. The most challenging of historic
Life Safety System Retrofit
• One 6 remaining Dorthy Mayed High Rises
with OPEN STAIR WAYS
• Worked Very Closely with LA FD Capt.
Holloway and Engineer Donald Dickerson
and SIEMENS BAU All Star David Gorevitz
to close this landmark 7 figure Sale.

25. Historic in every sence…
• Imagine adding nearly 200 devces, a fire alarm control
room, over 40 panels, 5 miles of pipe, 300 miles of
wire…
• Imagine drilling special finisches, ceiling that 20 and 30
feet high with special in laid gold finishes and extinct
moldings….
Follow this link…. You must see this building….
http://www.jc.org/about/virtual_tour_tc.asp