Jim Sargent

We have been receiving an increasing number of calls regarding updating a slide door to meet ANSI/BHMA A156.10, 2005. It’s easy to sell someone a new sensor system when an existing sensor has failed. Selling them on the increased safety of a new sensor system when their existing system is fully operating but does not meet the latest standard can be very difficult. You will find, however, that the current sensor options listed in the A156.10 standard allows for several economical ways to upgrade the sensor system.

Understanding the options under the latest standard will help in determining how you can best help your customer both in terms of safety and cost effectiveness. For those of you not familiar with the options in the standard, you may want to proceed to the end of this article where a brief overview of the ANSI options is listed. For those of you who recently attended a certified Inspector AAADM class or are familiar with the ANSI/BHMA A156.10 2005, I suggest you proceed with this article.

When checking the sensor system remember to verify the activation zones are in compliance with the standard. The activation area changed from the 1999 standard to the 2005 standard. The primary change is where you check the pattern width in relation to the door. The 1999 standard required the width be checked at 15 & 30 inches perpendicular to the face of the door. The new standard requires the width to be checked at 8 & 30 inches. The new requirement helps to ensure that side traffic moving along the face of the door is detected. If the existing sensors can not meet this requirement they will need to be replaced.

All sensor manufacturers’ offer a presence sensor to meet this need. If room is limited you could replace the motion detector on the slide (SX) side with a combination Motion /Presence sensor.

If a large reveal exist and you can not locate the detection zone within 5 inches of the face of the door you will need to use a different option. You will need to install two photo electric beams locating them on the opposite side of the door as the existing photo electric beams. You will find that most existing beams are installed at approximately 24 inches and 48 inches above finish floor and are mounted in the stationary (O/SO) panel. Purchase a surface applied set of beams (special beam holders) to mount on the jambs at 12 and 36 inches above the floor on the slide (SX) side of the door.

Doors with two motion only detectors, threshold sensor (Stanguard, Look-see) and one or no beams. When coming across a door with this configuration with one beam already installed (i.e. Stanley Duraglide) the easiest and most economical option is to add one more beam. The controller already has the capability of handing two sets of beams. The existing beam will be at approximately 24 inches above the floor. You only need to purchase a receiver & transmitter with cables and install them at approximately 48 inches above the floor on the same side as the existing beam (O/SO panel). If no beams are present you will need to purchase and install a dual beam kit.

If you are one of the hundreds of technicians I talk to that would rather go to the dentist and have a cavity filled without an anesthetic rather than pull wires thru the S/O panel and pivot, you might want to consider other more expensive options.

For example: you could put presence or motion/presence sensors on each side of the door. If you can adjust the presence detection area to within 3 inches of the face of the door on both sides, no beams are required.

Other notable points of interest:

Many technicians have asked me if the sensor system consisting of two Optex OA202 sensors and dual photo-electric beams (commonly found on Horton sliders) meets the current 2005 ANSI standard. The answer is YES. The OA 202 supplies motion detection and presence detection within five inches of the door (must be verified by walk test) and with the two photo electric beams this system meets the 2005 standard.

For those technicians that utilize a spot finder to determine where the presence detection zone is located in relation to the face of the door. Be advised that a spot finder tells you where the Infra-red is located. This does not necessarily tell you where actual detection of a person will occur. The ANSI standard states the sensor must detect a PERSON (it does NOT state PERSON OR EQUIVALANT). Therefore nothing precludes a walk test. You can use a devise to help identify in general that the detection zone is within the required position but be sure to walk test the threshold area and make sure that one of the presence sensors is always in detection and the door does not close. Remember to check at least one time in each presence zone by standing motionless for 30 seconds to verify the sensor does not drop detection.

A presence sensor shall be used to prevent a fully open door(s) from closing when a person is in the space between the two non-overlapping activation areas.

New Standard (2005)
The new standard calls for presence detection on both sides of the sliding door package. The standard allows for the 4 following configurations:

1. 4 photo beams (2 on the non slide side and 2 on the slide side of the package) with the lowest beam installed between 6 and 28 inches, the top beam at 45 to 55 inches and the other two at a spacing between 6 and 12 inches apart. Each consecutive beam will alternate from side to side of the door.
2. Through the door overhead presence sensor must look a minimum of 5 inches from the face of the door on both sides and remain active until the doors are within 6 inches of close or add 2 photo beams if the sensor shuts off before 6 inches of closed.
3. 2 overhead presence sensors adjusted to within 5 inches of the face of the door. If adjusted to within 3 inches of the face of the door and remains active to within 6 inches of closed, no photo beams are required. 2 photo beams should be used if the sensors can not be adjusted to within 3 inches of the face of the door.
4. 2 photo electric beams on the non slide side of the door with an overhead presence sensor on the slide side of the door adjusted to within 5 inches of the face of the door

Why is this important?
New technologies allow for there to be an increased level of safety at the threshold of a sliding door package. These new parameters take into consideration pedestrians using walking aids or shopping carts. It also considers our smaller pedestrians and slower moving traffic. Existing door systems can easily and cost effectively be upgraded to these new standards using active infrared over head presence sensors.

Don't join the coffee club.
In every company there is a group of people who are permanent members of the coffee club. They come straggling into the building about 8:45 and immediately head for the coffee department where they sit at tables and tell lies to each other. Finally, about 9:15 they get up and go to work.

With large customers, don't be a salesperson – be an owner of the business, your customer's business.
I'm talking about being a stockholder. You don't need 1,000 shares – 10 will do. That puts you on the stockholder list and in your mail will appear information you would never see.

But the big payoff comes once a year at the main event – that's the stockholders' meeting – don't miss it for the world. You won't believe how nice you'll be treated by the top brass when they realize that you think enough of their company to be a stockholder. You won't be a vendor anymore – you'll be "one-of-em." That opens the door to the corner office on the top floor.

If you don't know where you are going – you'll never get there.
So take a few hours off – go to the lake or the top of the mountain. Decide where you want to go – how you're going to get there and how long it should take. That's called goal setting. And it's got to be in writing or it will never happen.

The only birthday card (other than family) that most people get is from their insurance agent.
How about an old idea with a new twist? A birthday card to your installed customers on the anniversary of their installation. That's a nice "thank you for the business" – keeps the reference a reference – and provides a perfect opportunity for follow-on business.

Anytime you open your car door you've killed half a day (most of the time anyway), and the only thing we've got is time – so before you say "I'll be right there," ask yourself some hard questions:

• Could I handle this by phone or mail?
• Will I be seeing the right person?
• Do I have a good reason to be there? (Goals – objectives?)
• Is a return trip required?
• Do I have an appointment?

What are you going to do when you make a mistake?
Answer: Promptly admit it. You will be amazed at the reaction. It is the world's most disarming answer. Not only will you not lose face – you will grow a foot taller. So when in doubt – tell the truth. And don't be surprised if your customer or your manager confesses on the spot that he has made the same mistake. Just say, "I screwed up." Confessing and accepting responsibility isn't enough. You have to come up with a plan to correct the effort – so have that well thought our. It won't make you a saint but it will take the edge off your sins.

Don't be an outsider – be an insider
Every industry has its own trade association and many will have a local chapter that meets monthly or quarterly. Sign up and join the local chapter. Most of them have associate memberships that are intended exactly for people like you. Just your presence at their meetings will be one of the most effective sales calls you could ever make. And they are always looking for speakers for their monthly meetings – get to know the program chairman

The person who wants to do business with you can justify anything.

David Peoples is an internationally known author and speaker on the subject of Presenting, Persuading and Winning. He is the author of "Selling to the Top" and "Presentations Plus". For information on his books, seminars and presentations, contact him at P.O. Box 885-0, Longboat Key, FL 34228; (813) 383-0954

Optex Technologies announces the hiring of two new personnel into the sales division.

	Daren Butler has moved from the administration department into sales. Daren has been employed for 2 years with Optex Technologies and graduated from West Virginia Weslyian College with a degree in Sociology. Daren is currently in training and will be moving to outside sales in early 2007. Daren can be reached at x163.
	Jonalyn Manalo joins Optex Technologies in the Administrative Support position. Jonalyn will be handling Accounts Receivable as well as Order Entry. Jonalyn graduated from Cal State Long Beach with a degree in MIS. Her previous work experience includes Administrative duties for a loca CPA firm. Jonalyn can be reaced at x121.
	Manny Romero has been hired for the position of Logistics and Product Testing. Mr. Romero's work experience is in graphic design. Manny is currently a student at Cerritos College and has a goal of becoming an automotive designer. You can reach Manny at x105.
	Shawn Witt has joined Optex technologies as a regional sales representative. Shawn's previous experience includes a sales position with Konica Minolta and a 6 year tour of duty with the United States Army. He earned his BS in Business Administration from the University of Maryland. Shawn is also currently in training and should be seen in his new territory before the end of 2006. Shawn can be reached at x119.