Embracing Human Expertise in the Digital Age: The Crucial Role of Sales Engineers in Process Control

In today's digital landscape, where internet search engines and artificial intelligence offer quick answers at our fingertips, one might question the necessity of traditional sales engineers in the process control industry. However, despite the rise of technology, industrial valve, instrumentation, and process control sales engineers remain indispensable in the sales cycle. Their expertise, personalized approach, and hands-on experience provide value that technology alone cannot replicate when specifying, applying, and supporting process control equipment.

Process control environments are complex and highly specialized. Each industrial application presents unique challenges, requiring solutions tailored to specific operational parameters and compliance requirements. While online resources can supply general information, they lack the depth and context necessary for making critical decisions. Sales engineers bring knowledge from working directly with diverse systems and applications. They understand the nuances of different industries, whether the corrosive conditions in chemical processing or the stringent hygiene standards in pharmaceuticals.

When specifying equipment, sales engineers assess the immediate needs and long-term implications of a choice. They consider factors such as compatibility with existing systems, potential scalability, and the total cost of ownership. For instance, selecting a valve isn't merely about matching size and pressure ratings; it involves evaluating material suitability, response times, and how the valve will interact with the control system. Such comprehensive evaluations ensure that the equipment will perform optimally throughout its lifecycle.

In the application phase, sales engineers are pivotal in integrating new equipment into existing processes. They offer on-site support, collaborating with engineering teams to fine-tune configurations and optimize performance. Their hands-on involvement minimizes the risk of errors that could lead to costly downtime or safety hazards. Moreover, they provide training and knowledge transfer, empowering operators to manage the equipment effectively. This level of engagement fosters a partnership that extends beyond a simple transaction, building trust and reliability.

Supporting process control equipment doesn't end after installation. Operational demands evolve, regulations change, and technological advancements emerge. Sales engineers stay abreast of these developments, offering proactive solutions to keep systems up-to-date and compliant. They alert customers to potential issues before they escalate and recommend upgrades that enhance efficiency or reduce costs. This ongoing support is vital in industries where even minor disruptions can have significant financial and safety implications.

The human element that sales engineers contribute is irreplaceable. They listen to customer concerns, ask probing questions, and provide insights that algorithms cannot generate. Their ability to interpret non-verbal cues and adapt to the dynamics of interpersonal communication enables them to address unarticulated needs and alleviate apprehensions. This emotional intelligence is crucial for reaching satisfactory outcomes in negotiations and problem-solving scenarios.

Artificial intelligence and internet searches offer information but lack the capacity for critical thinking and contextual understanding that sales engineers possess. Technology can assist with data analysis and automate routine tasks but cannot replicate the creativity and judgment required to solve complex, real-world problems. Sales engineers synthesize information from various sources, draw on their experiences, and apply reasoning to develop innovative solutions tailored to each customer's situation.

Furthermore, the ethical considerations in process control applications demand accountability and responsibility only a dedicated professional can provide. Sales engineers adhere to industry standards and best practices, ensuring that recommendations prioritize safety, efficiency, and regulatory compliance. Their reputation and career depend on the quality and integrity of their work, motivating them to maintain high standards that foster trust within the industry.

While technology continues to advance and reshape many aspects of business, the role of the industrial valve, instrumentation, and process control sales engineer remains as vital as ever. Their expertise bridges the gap between generic information and practical application, providing customized solutions that address the intricate challenges of modern industries. By combining technical knowledge with personalized service and ethical responsibility, sales engineers offer value that machines cannot replicate. Embracing their role ensures that businesses keep pace with technological advancements and achieve sustainable success through informed decision-making and reliable support.

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

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.

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

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

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.

Understanding How Control Valves Work

Understanding industrial control valve design and operation is very important if you work as a process engineer, a plant maintenance person, or if you design process control loops.

Control valves are used extensively in power plants, pulp and paper mills, chemical manufacturing, petro-chemical processing, HVAC and steam distribution systems.

There are many types, manufacturers, body styles, and specialized features, but the they all share some basics operating principles. The video below explains components, operation, and fundamentals.


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

Instructional Video: Inserting K-Patents Generation 2.1 SAFE-DRIVE™ Process Refractometer PR-23-SD

This video is intended for individuals installing, commissioning, operating, and/ or servicing the K-Patents Safe-DriveTM Process Refractometer PR-23-SD, generation 2 model. The purpose of this video is to provide a quick guide for the above mentioned tasks in the form of K-Patents recommended best practices.

K-Patents SAFE-DRIVE™ design allows for safe and easy insertion and retraction of the sensor under full operating pressure without having to shut down the process.

Below the video is the document "Best Practices for the Safe-DriveTM Process Refractometer PR-23-SD Generation 2" for your convenience.

For more information, visit http://www.psi-team.com or call 800-223-1468.

VIDEO

DOCUMENT

Best Practices: K-Patents Generation 2.1 SAFE-DRIVE™ Process Refractometer PR-23-SD from Piping Specialties, Inc and PSI Controls

Welcome to the PSI Controls and Piping Specialties Blog

We hope you find our product and application articles helpful and informative. Our goal is to do our part in improving access to process control information and knowledge through Internet resources. Please feel free to reach out and contact us if you ever have a question or comment.

Sincerely,
PSI Team