The Optical Fiber Market

The installation of optical fiber is only part of the continuous evolution of work in the electrical sector and, in addition to citing works using traditional technologies, the contractor is now asked to carry out works that have some optical fibers as an important component.

Unfortunately, many contractors resisted learning about this new technology and continued to work to keep their staff at work and worse, some contractors turned down the work of old customers because of the fiber optic component of the project. On the other side of the coin, we see more and more contractors analyzing fiber optics as an area in which to expand their business.

I spent countless hours talking to the contractors, trying to encourage them to "bite the bullet", grab the bull by the horns and get involved with fiber optics. During these discussions, many useful tips are offered on the best approach that contractors should take to enter the fiber optic market.

I condensed these ideas into the following simple steps:

Discover as much as possible about technology. Submit for information on materials, tools and test equipment. Take the time to read the information and ask suppliers questions. Set up fiber optic material files, access distributors' distribution lists and, above all, read as many fiber optic magazines as possible.

Train yourself and everyone else. Training is an investment and, like any other investment, there is a cost, but also a high return. The alternative is ignorance and it is increasingly expensive. Get some basic testing tools, materials and equipment. Take some time to practice. The most effective training will combine formal training with practice in the workplace or in the store.

Advertise your new fiber optic skills. Tell the world what you can do. Define what you want to sell and set up a booklet or advertisement in your local newspaper, business newspaper or other medium. You are likely to initially sell fiber optic installations, splices, troubleshooting, preventive maintenance and restoration services.

Talk to your existing customers; they should be your best references. Make sure they know that you can meet any fiber requirements they may have. Also talk to your suppliers and ask them to direct you.

Inform other contractors that you will voluntarily accept any fiber projects that they do not want. Many will appreciate your offer.

Do everything to accept a small fiber job, but don't underestimate the job just to get it; leave a reasonable profit. Get assistance from your fiber optic material suppliers. Help is out there to ask.

They want you to be successful.

Now that your feet are wet and I hope you made a small profit, the next step is to look for bigger jobs. Your contact list is growing, as are your resources and trust. Take it one step at a time, but follow these steps.

When completing a job, sell a maintenance and restoration contract to the customer. They want the certainty that you will be there if they need you and you want to continue developing your relationship with your customers.

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