The Evolving Role of the Industrial Valve and Control Sales Engineer in the 21st Century

The 21st century has been a period of unprecedented technological advancement. From AI and machine learning to IIoT and big data, industries are undergoing rapid transformations, changing how they operate, design, and deliver products. A key sector experiencing transformation is the industrial valve, process instrumentation and control sectors. 

The role of the Sales Engineer, in particular, has evolved drastically compared to what it was in the earlier parts of the 21st century. Today's Sales Engineers must demonstrate new responsibilities, skills, and contributions to be successful in the modern industrial valve and control environment.

1. From Product Knowledge to Solution Architects:

In the early 2000s, the primary role of a Sales Engineer was to have an in-depth understanding of the product portfolio. They were expected to explain the technicalities and features of industrial valves and controls to clients. However, today, Sales Engineers don't just sell products; they sell solutions by understanding the client's specific needs and industry trends and then architecting a solution that might integrate multiple products and technologies.

2. Integration with IIoT and Digital Platforms:

With the rise of the Internet of Things (IoT), valves and controls are no longer standalone hardware; they are now connected, smart devices that relay real-time data. A modern Sales Engineer needs to be adept at explaining the advantages of these connected systems, from predictive maintenance to real-time monitoring.

3. Enhanced Collaboration with Cross-functional Teams:

Previously, Sales Engineers operated more independently, liaising primarily with mechanical engineering, instrument engineers, purchasing, and perhaps product managers. Today's Sales Engineers, however, have to collaborate with a broader array of teams, from software developers to data scientists, to deliver comprehensive solutions. This shift demands excellent communication skills and a holistic understanding of the business.

4. Continuous Learning and Adaptability:

Modern Sales Engineers cannot afford to be static with new technologies emerging at a breakneck speed. They must be committed to lifelong learning, understanding the basics of artificial intelligence when discussing predictive analytics or learning about cybersecurity when addressing the safety of connected devices.

5. Emphasis on Consultative Selling:

The early 21st-century sales approach was more transactional. A client expresses a need, and the Sales Engineer provides the appropriate product. Today, Sales Engineers take on a consultative role with businesses seeking efficiency and optimization. This approach involves understanding the client's ecosystem, identifying pain points, and proposing integrated solutions that add value.

6. Soft Skills and Relationship Building:

Technological prowess alone is not enough. The modern Sales Engineer must possess exemplary soft skills. Building long-term relationships, understanding client psychology, and showcasing empathy are all crucial. As technology advances, human connection becomes even more valuable in sales.

7. Navigating a Global Marketplace:

In earlier years, Sales Engineers often dealt with local or regional clients. However, with globalization and digital connectivity, they are now navigating a global marketplace. This global reach demands understanding different cultures, regulations, and market dynamics.

8. Sustainability and Green Technologies:

The global push towards sustainability has also impacted the industrial valve and control sector. Sales engineers now need to be versed in green technologies energy-efficient systems, and be able to communicate the long-term benefits of sustainable solutions to clients.

The role of the industrial valve and control Sales Engineer has undoubtedly expanded in scope and complexity. These professionals are now at the intersection of technology, business, and consultative service, requiring them to be multi-faceted and agile. The evolution of their role reflects the broader changes in the industrial sector and the global marketplace.

Companies in the valve and control industry that wish to remain competitive should invest in continuous training and development for their Sales Engineers, ensuring they meet the ever-evolving demands of the job. With the right skills and approach, the modern Sales Engineer can propel businesses to new heights in this dynamic 21st-century landscape.

Piping Specialties / PSI Controls
https://psi-team.com
800-223-1468

Delivering Process Control Excellence in New England: The Piping Specialties/PSI Controls Advantage

Piping Specialties, Inc. / PSI Controls is a highly regarded process equipment Rep and Distributor with offices in Portland, Maine, and Danvers, Massachusetts. The products they specify, apply, and sell, including process control instrumentation, industrial valves, actuators, and engineered piping products, are vital for the process control industries of New England. 

About Piping Specialties/PSI Controls Territory

New England comprises six states: Connecticut, Rhode Island, Massachusetts, Vermont, New Hampshire, Upstate New York, and Maine. The primary process industries in these states include:

1. Manufacturing: Manufacturing is a significant sector in New England, including the manufacturing of machinery, electronic products, biomedical and pharmaceutical products, plastics, and rubber products.
2. Food Processing: New England is known for its dairy, seafood, and specialty foods. Dairy processing is significant in Vermont, while seafood processing is prevalent in coastal states like Massachusetts and Maine. There is also a strong presence of craft breweries, wineries, and distilleries.
3. Biotechnology and Pharmaceuticals: The biotechnology and pharmaceutical industries are prominent in this region, particularly in Massachusetts, home to many biotech and pharmaceutical companies.
4. Microelectronics and Computer Hardware: States like Massachusetts and Connecticut have a strong microelectronics and computer hardware sector, including the manufacturing of semiconductors.
5. Chemicals: The chemical industry, including specialty chemicals, industrial gases, and coatings, is also prevalent in this region.
6. Energy: While not a traditional "process" industry, the energy sector, including renewable energy technologies, nuclear energy, and conventional power generation, is also significant in New England.

PSI's mission is to ensure the smooth operation of these vital sectors by offering the highest quality products backed by their expert services. 

Outstanding Pre and Post Sales Engineering Support

PSI Sales Engineers bring tremendous value to their customer in New England in several crucial ways:

1. Technical Expertise: PSI sales professionals know about instrumentation, valves, and other process control equipment. They can help customers understand the benefits and functionalities of different products, enabling them to make informed purchasing decisions that best meet their requirements.
2. Customer Needs Analysis: PSI Sales Engineers are skilled at understanding and interpreting customer needs. They can suggest suitable products or tailor-made solutions that will meet a customer's specific needs, ensuring optimal performance and return on investment.
3. Customer Education: PSI sales people are pivotal in training customers on adequately using and maintaining equipment, enhancing customer satisfaction and loyalty. This education ensures that the instruments and valves operate at peak efficiency and can prolong their life cycle and minimize downtime.
4. Troubleshooting and Support: PSI Sales Engineers often provide technical support, helping to solve any problems customers may encounter with the equipment. Their ability to troubleshoot issues quickly can significantly impact customer satisfaction and retention.

Call Piping Specialties/PSI Controls with Your Next Instrumentation, Valve, or Engineered Piping Requirement

PSI takes pride in their deep industry knowledge, technical expertise, and customer-centric approach, enabling them to tailor their offerings to match our customers' needs. PSI strives to continuously provide reliable, efficient, and safe solutions, reinforcing their commitment to their customers and the broader industry.

For more information, contact:
Piping Specialties, Inc.
https://psi-team.com
800-223-1468

HABONIM 50 Series Top Entry Cryogenic Ball Valves

Due to its unique one-piece body structure, the HABONIM Series 50 Top Entry Valve is the ultimate answer for pipeline integrity on the one hand and inline serviceability on the other. 

The 50 Series of HABONIM bidirectional top entry cryogenic ball valves are a modern adaption of a trunnion ball valve with top entry construction and patent-pending new design elements. 

The main challenge for an assembly or maintenance team with a standard top entry valve is usually the complexity of assembly and disassembly of the valve inner parts, the time-consuming operation, and the requirement for special equipment and jigs. 

All of these problems are addressed and solved by HABONIM's Series 50 top entry valve design. 

Upon removing the valve bonnet screws, the crew has immediate access to the valve's interior parts, allowing for thorough maintenance and replacement of all inner components and sealing. This one-of-a-kind design provides for complete valve renovation inline without the need to remove any insulation pieces.

One Double Piston Effect (DPE) dynamic seat is used in the patent-pending design, allowing bidirectional sealing under the full differential and a relatively simple design with few parts and no closed cavities. These qualities provide all of the advantages of a ball valve's high flow (Cv) with no restriction on flow direction or sealing, as well as a safer cryogenic construction. 

When installed, a patent-pending supplementary optional body extender raises the valve's bonnet above piping insulation, allowing the valve to be maintained without removing the insulation or without special valve insulation boxes. 

The valve's revolutionary design allows for quick inline serviceability with minimal effort and inexpensive equipment for valve dismantling, replacement, and reassembly. 

For more information in New England, contact Piping Specialties. Call 800-223-1468 or visit https://psi-team.com.

The Reotemp TDS Pressure Transmitter and Switch With Display

The Reotemp TDS pressure transmitter and switch with display features include 0.25% accuracy, display, and electrical connections are independently rotatable 335°/343°, analog outputs switchable between 4-20ma or voltage, rugged construction, with protection from shock, over-range, and over-voltage. Additionally, the TSDS calibration range is adjustable and provides excellent long-term stability.

For more information on Reotemp products in New England, contact PSI Controls / Piping Specialties. Call 800-223-1468 or visit https://psi-team.com.

Piping Specialties / PSI Controls - New England's Premier Valve and Instrumentation Source

Piping Specialties, Inc. was created in 1975 to provide industrial users in the Northeast with specialty valves and mechanical products and unsurpassed customer service. Piping Specialties' customer base and product offerings have grown steadily and sustainably over the years.  PSI Controls provides system design, sales, and service of process controls and instrumentation. PSI Controls offer a broad range of engineering expertise and experience in applying automated valves and process instrumentation in the most demanding applications.

Piping Specialties / PSI Controls

https://psi-team.com

800-223-1468

Problems with Measuring Level of High Density Pulp Stock

Level Measurement in Pulp Stock has posed problems for a wide range of level measurement technologies. In most pulp mills this is the most challenging application on site.

The environment in the high-density pulp tank is very corrosive to most common metals and the clouds of dense steam vapors that rise from the stock and foaming surface of the level are a constant source of signal loss for many non-contact technologies.

Due to the size of the vessel and density of the stock, mechanical devices are typically short  lived.Stock coatings that form on all interior surfaces add additional mechanical stress and the pulp coating deposits can adversely affect accurate level measurement performance.

One of the challenges of a level measurement device is to control the level in the stock tank, thereby helping to control the average pulp density by controlling the speed of the pump.The response time of the level measurement system is critical in controlling the pump speed and reducing pump oscillations and surges that will eventually reduce the life of the pump.Too slow of a response from the level instrument will allow the level to rise above it ’s optimum density level and cause excessive loading and wear on the pump.

DOWNLOAD THE FULL APPLICATION NOTE HERE

Piping Specialties, Inc.
PSI Controls
https://psi-team.com
800-223-1468

Problems with Measuring Level of High Density Pulp Stock from Piping Specialties, Inc and PSI Controls

The Azbil AX Series of Vortex Inline Flow Meters

The AX Series of Vortex inline flowmeters measure flows of liquid, gas, and steam by measuring the rate at which vortices are alternately shed from a bluff body; this rate has been shown to be directly proportional to the flow velocity.

As flow passes a bluff body in the stream, vortices create pressure differentials which are measured by a piezoelectric crystal sensor, which converts these pulses into electrical signals. The meter uses an all-welded sensor design to create a strong unit and minimize potential leakage.

The Azbil AX Series can be configured to measure anything from simple volumetric flow of liquids and saturated steam up through multivariable measurements, including mass flow rate, pressure, temperature and density of liquids and steam.

Insertion style vortex meters measure fl ow by detecting the local velocity at a strategically located position within the pipe. Using local velocity, calculated by measuring the rate at which vortices are alternately shed from a bluff body within the sensor, the Azbil AX2300 uses parameters such as fluid type, pipe size, and Reynolds number to calculate accurate measurements.

Download the Azbil AX Series Vortex Flow Meter brochure here.

Azbil AX Series Vortex Flow Meters from Piping Specialties, Inc and PSI Controls

Level and Pressure Instrumentation for Pulp & Paper Production

Pulp and paper applications create a notoriously harsh, high moisture and chemical-laden environment; coupled with extreme vibration in many of the processes. The following document outlines an array of level, pressure, and position applications and solutions for the pulp & paper industry.

Download a copy of the Measurement Solutions for the Pulp & Paper Industry here.


Piping Specialties, Inc / PSI Controls
800 223-1468
https://psi-team.com

Level and Pressure Instrumentation for Pulp & Paper Production from Piping Specialties, Inc and PSI Controls

Piping Specialties / PSI Controls: New England's Preferred Source for Industrial Valves, Valve Automation, and Process Instrumentation

Founded in 1975, with offices in Portland, Maine and Danvers, Massachusetts, PSI has earned their reputation as New England's premier supplier of industrial valves, valve automation, process instrumentation and specialty process equipment.

PSI specializes in engineered products for these industries:

• Power Generation
• Pulp & Paper
• LNG / LPG / Natural Gas / Gas Storage & Distribution
• Pharmaceutical / BioTech
• Food and Beverage
• HVAC
• Water & Wastewater

Piping Specialties, Inc / PSI Controls
https://psi-team.com
800-223-1468

What is a Piping and Instrumentation Diagram (P&ID)?

Piping and  instrumentation diagrams (P&ID's) are schematic representations of a process control system and used to illustrate the piping system, process flow, installed equipment, and process instrumentation and functional relationships therein. They are also known as "process and control flow diagrams".

They are intended to provide a “picture” of all the process piping, including the physical branches, valves, equipment, instrumentation and interlocks. By using a standard set of internationally recognized symbols, each component of the process system - instruments, piping, motors, pumps - is recognized on paper or computer screen.

P&ID’s may be very detailed and are generally the primary source from where instrument and equipment lists are generated. They are also used as a handy reference for maintenance planning and system upgrades. Furthermore, P&ID’s also play an important early role in plant safety planning by providing a thorough understanding of the operability and relationships of all components in the system.

Watch the short video below for more information.

For more information contact:
Piping Specialties / PSI
https://psi-team.com
800-223-1468

Continuous and Point Level Control Selection Guide

Drexelbrook Continuous and Point Level Control Products

Based on experience from of thousands of inquiries about level measurement, most questions boil down to "What is the best level measurement instrument for my application? That depends on quite a few application considerations, such as:

• Will the measured media add coating to the probe?
• Can the probe have contact with the media?
• Are there explosion hazards?
• What is the physical type of application, well, tank, open channel or floating roof tank?

This document can help deliver the perfect continuous level transmitter or level switches for your application.

Download a PDF version of the Drexelbrook Continuous and Point Level Control Selection Guide here, or view the embedded document below.

https://psi-team.com
800-223-1468

Drexelbrook Continuous & Point Level Selection Guide from Piping Specialties, Inc and PSI Controls

Providing New England Industry with Process Instrumentation, Valves, and Unsurpassed Service for Over 40 Years

PSI operates under one single mission: To provide specialty valves, instruments, control systems and mechanical products to industrial users throughout the Northeast, and to do so by providing unsurpassed customer service.

Covering the states of Maine, Vermont, Massachusetts, New Hampshire, Rhode Island, and Connecticut through offices located in Portland, Maine and Danvers, Connecticut, PSI is well situated to provide quick delivery, on-site services, and engineering support all through New England.

Piping Specialties, Inc. provides industrial valves, including ball, butterfly, gate, globe, safety relief, and control vales; and mechanical specialties including, steam traps, condensate recovery systems, steam water heaters, site level gauges, jet pumps, expansion joints, and modular pipe seals.

PSI Controls provides automated industrial and commercial valve packages that include quarter-turn and linear valves, pneumatic and electric actuators, limit switches and valve communications; and process instrumentation & controls including level, pressure, temperature and flow  instrumentation.

PSI Services provides installation of valve automation systems, valve repair, instrument repair, instrument calibration, turnkey systems and field support services.

Piping Specialties and PSI Controls

Piping Specialties was founded in 1975 with the mission of providing specialty valves and mechanical products and unsurpassed customer service to industrial users throughout the Northeast. Over the years our company has experienced steady, sustainable growth in both our customer base and product offerings. With offices in Danvers, MA and Portland, ME, we are geographically well-positioned to serve all of the Northeast.

PSI delivers our products and services through our 3 operating divisions:

• Piping Specialties: valves and mechanical specialties.
• PSI Controls: automated valves and process instrumentation & controls.
• PSI Services: valve automation, valve and instrument repair, calibration, and turnkey installation and field services.

Don't Overlook the Importance of Scheduled Calibration for Your Plant's Process Instrumentation

Calibration is an essential part of keeping process measurement instrumentation delivering reliable and actionable information. All instruments utilized in process control are dependent on variables which translate from input to output. Calibration ensures the instrument is properly detecting and processing the input so that the output accurately represents a process condition. Typically, calibration involves the technician simulating an environmental condition and applying it to the measurement instrument. An input with a known quantity is introduced to the instrument, at which point the technician observes how the instrument responds, comparing instrument output to the known input signal.

Even if instruments are designed to withstand harsh physical conditions and last for long periods of time, routine calibration as defined by manufacturer, industry, and operator standards is necessary to periodically validate measurement performance. Information provided by measurement instruments is used for process control and decision making, so a difference between an instruments output signal and the actual process condition can impact process output or facility overall performance and safety.

In all cases, the operation of a measurement instrument should be referenced, or traceable, to a universally recognized and verified measurement standard. Maintaining the reference path between a field instrument and a recognized physical standard requires careful attention to detail and uncompromising adherence to procedure.

Instrument ranging is where a certain range of simulated input conditions are applied to an instrument and verifying that the relationship between input and output stays within a specified tolerance across the entire range of input values. Calibration and ranging differ in that calibration focuses more on whether or not the instrument is sensing the input variable accurately, whereas ranging focuses more on the instruments input and output. The difference is important to note because re-ranging and re-calibration are distinct procedures.

In order to calibrate an instrument correctly, a reference point is necessary. In some cases, the reference point can be produced by a portable instrument, allowing in-place calibration of a transmitter or sensor. In other cases, precisely manufactured or engineered standards exist that can be used for bench calibration. Documentation of each operation, verifying that proper procedure was followed and calibration values recorded, should be maintained on file for inspection.

As measurement instruments age, they are more susceptible to declination in stability. Any time maintenance is performed, calibration should be a required step since the calibration parameters are sourced from pre-set calibration data which allows for all the instruments in a system to function as a process control unit.

Typical calibration timetables vary depending on specifics related to equipment and use. Generally, calibration is performed at predetermined time intervals, with notable changes in instrument performance also being a reliable indicator for when an instrument may need a tune-up. A typical type of recalibration regarding the use of analog and smart instruments is the zero and span adjustment, where the zero and span values define the instruments specific range. Accuracy at specific input value points may also be included, if deemed significant.

The management of calibration and maintenance operations for process measurement instrumentation is a significant factor in facility and process operation. It can be performed with properly trained and equipped in-house personnel, or with the engagement of subcontractors. Calibration operations can be a significant cost center, with benefits accruing from increases in efficiency gained through the use of better calibration instrumentation that reduces task time.

PSI Controls and Piping Specialties Intro Video

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