FlowCast

On this episode of FlowCast by Trillium Flow Technologies, host Courtney Echerd talked with Neil Langdown, Global Product Director of Pumps at Trillium, about the fourth industrial revolution in the pump industry.

The first industrial revolution was mechanization, with things such as the water wheel, windmill and steam power. The second was around the early 20th century, and that was all mass production and the assembly line. In the 1960s, there was the third industrial revolution, which was computerization and automation.

About four years ago, the fourth industrial revolution began, involving a fusion of cyber and physical systems. It has also been called Industry 4.0. In the United States, it's known as smart manufacturing.

"But, effectively, it's about artificial intelligence, cloud computing, 3D printing, big data analytics, augmented reality, and, of course, the industrial Internet of Things," Langdown said. "But, I suppose you could distill all of that into the underlying premise, which is that, by using different technologies, we can communicate with each other to increase production, identify bottlenecks and potentially identify issues before they cause a premature failure."

This will impact the rotating equipment industry, such as pumps, compressors and turbines. The traditional model of service was to run the pump to failure. The end user would call their service provider or OEM to find a solution. It was a reactive approach. Later, in the evolution of pumps, providers moved toward a more preventative maintenance approach, where the pump's condition is monitored.

Listen to hear more about how the fourth industrial revolution is impacting the pump industry.

During this challenging era, it’s essential to find ways to elevate relationships with customers and potential customers. Businesses across the board have had to get creative on how they make money, but one thing that never gets old is adding value.

On this episode of Flow Cast by Trillium Flow Technologies, host Shelby Skrhak talked to Frank Gilhooly, Senior Vice President of Sales and Marketing at Trillium, about adding value for customers and potential customers during these COVID-constrained times.

Sales and marketing are different, but they go hand-in-hand. They rely on one another, and both need each other. After 35 years in the industrial products industry, Gilhooly has found that each has its role and that the two are like a relay team.

“The better the collaboration, the better the outcome on both sides,” Gilhooly said. But, anything that happens for either department always starts with the customer. Of course, all things must take into account Trillium’s company-wide strategic plan. Gilhooly always focuses on how they commercialize product strategies, improve their presence in front of the customer and help customers achieve their goals.

“We want to marry the tools and align marketing and sales to help us reach more customers in a world where face-to-face communication is extremely difficult and expensive,” Gilhooly said.

Why does someone choose to do business with one company over another? What's the differentiating factor? In this episode of FlowCast, a Trillium Flow Technologies podcast, host Shelby Skrhak sought to answer that question with Trillium Divisional Managing Director Nick Adcock, an accomplished global business leader with experience across several key markets, including oil and gas, automotive, and aerospace. He discussed why focusing on customer needs and having a strong constancy of purpose can be the difference-maker in your business.

"All businesses want to be more competitive, more efficient, more reliable and have more compliant products, because our customers are demanding it," Adcock said. That's why providing products with the latest industry technology is important, but meeting customer demand is more than providing a satisfactory product. The key is understanding the universal appeal of great customer service.

"No matter what sector you work in, all customers highly value great service," Adcock said. "We all do. Before the sale, during the sale process, after you've delivered your products – it's that after- service that people remember."

Meeting a customer's needs means meeting that customer where they are — literally and metaphorically. "Customers like doing business in their own language, in their own culture," Adcock said. "They like doing business locally, in their own time zone, so they can see you and talk to you."

Anyone who has tracked the energy industry over the past decade can affirm just how much the market has changed. But, in all that time, many legacy companies remain at the top of their field.

How do these companies adapt to this constantly changing environment, and what can other energy professionals learn from them? Host Shelby Skrhak taps David Paradis, the CEO of Trillium Flow Technologies, for his insights on the topic.

Paradis has long-established ties to the industry. As an undergraduate student at Texas A&M University, he studied mechanical engineering and went through a co-op program with Keystone International, as well. He’s stayed in the field ever since.

Since his initial foray into energy, the Trillium CEO has witnessed trends like emerging technology, sustainability and globalization transform the industry.

For example, “from a technology standpoint… those things have continued to advance over the years, and that’s made quite a bit of a challenge, because we need to serve our customers and perform well,” he said. “There’s been a greater focus on things like safety and reliability because of the complexity of these systems, and we’ve had to respond and adapt.”

However, the key to Trillium’s success lies in its customer-focused service. Paradis maintains that adhering to customer promises is at the center of everything the company does.

“That starts with engaging with the customers on a very local basis to understand their needs, and then meeting those needs,” he said.

Subscribe to the Flowcast podcast on Apple Podcasts and Spotify for more insights and thought leadership from experts in critical energy sectors.