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

The Emerson TESCOM™ Anderson Greenwood H2 Series for Hydrogen Applications and Fuel Stations

Hydrogen Fuel Stations are specialized refueling infrastructure that provides hydrogen gas for fuel cell vehicles (FCVs). These stations store and dispense hydrogen in a compressed or liquefied form, which is then used by FCVs to generate electricity through a chemical reaction with oxygen in a fuel cell stack, thus powering the vehicle.

There has been increasing interest and investment in hydrogen fuel stations and fuel cell technology across the country, driven by the goals of reducing emissions, increasing energy security, and diversifying the energy mix. Federal and state governments, private companies, and research institutions have collaborated to support developing and deploying hydrogen fuel stations and related technologies.

To boost the growth of hydrogen fuel stations, the US Department of Energy (DOE) initiated the H2@Scale initiative to advance hydrogen production, storage, distribution, and utilization technologies. This program seeks to lower hydrogen costs, increase its output from various sources (including renewables), and facilitate its adoption in multiple sectors, such as transportation, industry, and power generation.

Emerson's TESCOM™ Anderson Greenwood Instrumentation Valves H2 Series are high-pressure gas applications valves for hydrogen fueling stations and function as isolation valves. 

The H2 Valve Series employs stem seal technology, enabling consistent pressure containment and low operating torque, making it well-suited for hydrogen fuel dispensing systems. By offering a reliable, low-maintenance solution, the H2 Valve Series allows manufacturers and integrators of hydrogen fueling stations to reduce operational service expenses and potential leakage. 

The H2 Series complies with the ISO 19880.3 standard for 700 bar H70 Station Rating in hydrogen fuel station applications. Its compact, lightweight, and ergonomic design enhances installation and operational processes.

LEARN MORE AND DOWNLOAD THE H2 SERIES VALVE CUTSHEET HERE

For more information, contact:

Piping Specialties, Inc.

https://psi-team.com

800-223-1468

Trunnion Mount Valves

Trunnion mount valves are a type of industrial valve used to control the flow of fluids, such as liquids, gases, and slurries, in high-pressure systems. The term "trunnion mount" refers to how the valve mounts on a trunnion, a cylindrical projection that serves as a pivot point for the valve.

The valve body is typically made of metal, such as cast iron, steel, or stainless steel, and may be lined with materials such as PTFE or rubber to improve corrosion resistance and reduce wear. The valve stem, the part of the valve that rotates to open and close the valve, is also usually made of high-strength metal.

One of the most common uses of trunnion mount valves is in oil and gas production and transportation. These valves are often used in pipelines to control the flow of crude oil, natural gas, and other hydrocarbons. They are also commonly used in chemical plants, power plants, and other industrial facilities to control the flow of fluids in high-pressure systems.

Due to the need for tight shutoff and precise flow control, trunnion mount valves are typically used in high-pressure systems operating at 600 psi or higher pressures. They are also designed to handle high-pressure differential applications and are operated manually, pneumatically, or electrically.

Habonim designs and manufactures high-pressure ball valves and valve automation packages specially built for safety, endurance, and reliability to cover gases and fluids control up to 1,000 bar (15,000psi). 

The Habonim valve series is for harsh conditions in oil & gas and petrochemical industries, for underground and above-ground installation. Its robust design can withstand heavy loads from large sizes, high pressures, and dynamic temperature cycles. 

The trunnion valve series is certified to API 6D (Habonim monogram #6D-1278) with a valve wall thickness that is in full compliance with ANSI B16.34. The trunnion valve line withstands the maximum differential pressure rating specified by the American National Standards Institute (ANSI). The product range offers a range of end connectors, providing design flexibility and customized to meet each customer's specific needs and preferences.

For more information, contact:

Piping Specialties, Inc.

https://psi-team.com

800-223-1468

What Is the Total HermetiX™ Integrity Package?

Habonim provides the best valve and actuation solutions for the most demanding industries, including oil and gas, chemical, petrochemical, pharmaceutical, and mining.

As a standard, most Habonim valves include the Total HermetiX™ Integrity Package. This package has three main elements plus superior inline sealing mechanisms in some of them:

DOUBLE BODY SEALING

• Body-to-ends & body-to-bonnet double sealing for superior atmospheric sealing.
• Selection of sealing materials for diverse applications.
• Fugitive emission prevention.

ZERO FUGITIVE EMISSION - NO MAINTENANCE STEM SEALING

• Patented HermetiX™ stem sealing design with zero fugitive emission sealing capability.
• Tested or certified according to ISO 15848-1 and API641 standards.
• Up to 500,000 cycles of operation with no maintenance guaranteed.
• Field-proven for millions of cycles of continuous operation.

FIRE SAFE

• Tested and certified according to API 607 and ISO 10497.
• Type-tested and approved by leading certification bodies for marine service.
• Clean-Fire Safe construction guarantees no graphite contamination of the media flow.

For more information about Habonim products in New England contact:

Piping Specialties / PSI Controls

https://psi-team.com

800-223-1468

Habonim Special Use Valves

Habonim develops, designs, manufactures, tests, supplies and service ball valves for the global market and is globally leading in some segments of ball valve usage. With high-end products, uncompromised quality, serviceability and innovation to create solutions for the most demanding applications Habonim has gained a long track record of proven success. Habonim’s ball valve product line supports extreme cold to extreme heat systems, industrial use up to very high pressures, and meets the specific needs and regulations of a wide range of industries.

HABONIM offers ball valves in a variety of design styles and technologies that is most effectively supports a wide range of applications and use cases. We offer Floating ball style valves and Trunnion-mounted ball style valves with several construction methods.

DOWNLOAD THE HABONIM SPECIAL USE VALVE CATALOG HERE

For more information about Habonim products in New England contact:

Piping Specialties / PSI Controls

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.

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

Ball Valves Used for Black Liquor in Pulping Kraft Process

Many toxic, corrosive, and reactive chemicals are used in pulp and paper mills in chemical pulping. This incredibly hostile environment requires well-engineered automatic valve systems and durable valve actuators, spring units, and positioners. 

Suppose you understand how paper is made and what chemicals are usually used in the atmosphere. In that case, you can instantly understand why special consideration is required for valve and actuator selection.

In the early stage of paper production, digesters combine high heat and a heavy alkaline liquid called "white liquor" to convert wood chips into a pulp during separation from wood chips. White liquor (mainly sodium hydroxide and sodium sulfide), process water, heat, and pressure are used to separate wood chips into lignin and cellulose fibers. The white liquor breaks down the lignin (the substance that binds the wood fiber together) in wood chips. The resulting combination of water and spent white liquor produces "black liquor." This liquid pulp residue mixture made up of lignin and hemicellulose, and inorganic compounds such as sodium hydroxide and sodium sulfide is toxic. Another by-product of this process is Hydrogen Sulfide, a toxic, corrosive, and flammable gas. 

Effects on Ball Valves

In piping and ball valves, managing these process chemicals and by-products is difficult. Pipe diameters range from 2"-10", but the most common sizes are 4", 6" and 8." Usually, these processes are ANSI / ASME Class 150 and ANSI / ASME Class 300, the most common end connection being 150 # and 300 #. Process temperatures are usually high, between 250 ° F and 350 ° F. The valve body and end connection materials are generally 316 stainless steel, but you'll also find carbon steel requested. Applications can include manual lever, gear operators, pneumatic actuators, and electrical actuators in valve assemblies.

The most concerning issue is the sticky molasses-like liquor builds upon the ball valve face and contaminates the back seat spaces, inducing strong internal clearance forces, resulting in valve lock-up over long static periods. A superior ball valve seat design from A-T Controls addresses the viscous material problem.  

A-T Controls developed a solution for this extreme pulp and paper service and black liquor service with notable improvements to their FMS series. This valve incorporates a "scraper seat" feature that eliminates the molasses-like residue baked on the ball's face and eliminates valve lock-up. The addition of Aflas ® o-rings seal the seat cavity from media build-up, and a Venturi hole in the ball is also provided.

Typical black liquor ball valve from A-T Controls:

• Series: A-T Controls FMS
• Sizes: ½" -8"
• Rating: ANSI/ASME Class 150/Class 300 with 150# and 300# flanges, API 607.
• Ball and Seats: Tungsten Carbide coated metal scraper seats (Aflas® o-rings and Venturi Ball for black liquor service.) 

Please consult a Piping Specialties Applications Engineer for material selection for your black liquor application. This information is a guideline, and customers are solely responsible for construction materials, preparation of the valves for service, and lubricants being compatible with their black liquor application.

For a free consultation, call Piping Specialties at 800-223-1468 or visit their website at https://psi-team.com.

MOGAS Valves for Power Generation

Ball Valves Outperform and Outlast the Alternatives

MOGAS is well known throughout the power industry because they solve issues that routinely plague power plants – leaking valves, seat erosion, blown packing, and the inability to isolate critical equipment – all of which contribute to significant heat rate loss and safety concerns.

Download the catalog that explains how MOGAS ball valves:

• Prevent leaks to atmosphere.
• Resolves seat erosion.
• Eliminates valve seizure.
• Maintains absolute shutoff.
• Avoids galled seats.

Get the MOGAS Valves for Power Generation Catalog Here

For more information about MOGAS Valves, contact Piping Specialties, Inc. Call them at 800-223-1468 or visit them at https://psi-team.com.

Process Control Case Study: Refinery Explosion and Fire

A case study of the 2018 Husky Energy refinery explosion in Superior, WI. This animated video recaps all the events and circumstances leading up to an explosion starting in the Fluid Catalyst Cracker (FCC). The key factor was an eroded sliding gate valve that allowed a protective layer of reactor catalyst to disappear. This allowed air and hydrocarbon to blend, forming a combustible mixture, and setting the stage for a chain reaction of events. This video, courtesy of the Chemical Safety Board (csv.gov) is an excellent educational reference and should be viewed by engineering, maintenance, and plant management personnel everywhere.

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

Types of Pneumatic Valve Actuators

Scotch-yoke actuators (Morin)

Pneumatic valve actuators all provide the same function:  They convert air pressure to rotational

movement and are designed to open, close, or position a quarter-turn valve.  These include ball valves, plug valves, butterfly valves, or other types of 90 degree rotational valves.

The basic design variations of pneumatic valve actuators are as follows:

• Rack and pinion
• Scotch-yoke
• Rotary vane

Let's review each of these in detail:

Rack and Pinion Actuators

Rack and pinion actuator (Unitorq)

These actuators are sometimes referred to as, “lunch box,” because they, well, look like a lunch box. This actuator uses opposing pistons with integral gears to engage a pinion gear shaft to produce rotation. They are usually more compressed than a scotch yoke, have standardized mounting patterns, and produce output torques suitable for small-to-medium sized valves.  Rack and pinion nearly always include standard bolting and coupling patterns to directly attach a valve, solenoid, limit switch or positioner.  One of their features include several smaller coil springs mounted internally, which provide the torque to return the valve to its starting position.

Scotch-yoke Actuators 

Scotch-yoke actuators internal view.

These actuators come in a multitude of sizes, but are usually used on larger valves because they can produce a very high torque output.  They employ a pneumatic piston mechanism to transfer movement to a linear push rod.  That rod, in turn, engages a pivoting lever arm to provide rotation. Spring return units have a large return spring module mounted on the opposite end of the piston mechanism working directly against the pressurized cylinder.

Rotary Vane Actuators 

Rotary vane actuator animation.

These actuators are usually used when the application requires a significant space savings.  They take up less space when comparing size-to-torque with rack and pinion and scotch yoke. Rotary van actuators also benefit from a reputation of longevity.  They contain fewer moving parts than other types of pneumatic valve actuators.  Rotary vane actuators use externally mounted, helically wound "clock springs" for their spring return mechanism.

These style of valve actuators can all be secured with direct acting or spring return versions. Direct acting actuators use the air supply to move the actuator in both directs (open and close). Spring return actuators, as the name describes, uses springs to move the actuator back to its "resting" state. Converting a version from direct acting to spring return is done through simple modifications, typically just adding an external spring module, or removing the end caps from rack and pinion actuators and installing several coil springs.

When considering the choice of pneumatic valve actuators, your decision comes down to size, power, torque curve and the ease of adding peripherals. To ensure that your valve actuation package will be optimized for safety, longevity, and performance, the advice of a qualified valve automation expert should be sought out. That expert will be able to help you with the best selection of the appropriate valve actuator for any quarter turn valve application.

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

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

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.

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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