How does a typical subcontracting job work in system integration? You have a scope of work and you are about to visit a plant for the first time, not knowing what to expect. Join me as I walk you through a trip to a fresh application.

TAKEAWAYS

Subcontracting to Patrick Bunn and BAC (01:00 – 3:20)

Patrick is a familiar face from a previous podcast. The Scope of Work (SOW) and an overview of the application.

Communications and other items on the SOW (3:20 – 6:00)

Fixing a communications issue and how previous experience with unknown applications at ABD helped provide confidence.

More on the process. How important is it to understand it? (6:00 – 12:10)

The hydrogen process and layout of the facility, reformers and the control systems. The purpose of the visit. Changes to the code, and information on the SCADA systems.

Mapping and documentation (12:10 – 13:20)

Why mapping and written documentation is important for both the customer and future integrators.

Leveraging what you know (15:00 – 20:00)

Where to start? The discovery process and organizing a plan. When you aren’t familiar with a plant, procedures and where things are, it’s important to start with what you already know. Some of the things that you need to know in system integration jobs, drawing on previous experiences.

You will not understand everything immediately! (20:00 – 26:30)

Learning on the fly. Again, documentation. Who to talk to and ask questions? Lesson learned on toggling pushbuttons. More on how to approach unfamiliar applications. Starting with the basics can lead to more complex design jobs.

Building trust, interfacing with customers. (26:30 – 30:15)

Some advice on working with new customers, making things reversible, asking questions.

Links mentioned in this episode

Automation Consulting, LLC, www.automationllc.com, https://www.bunnautomation.com/

CONNECT WITH FRANK

Website: https://www.automationllc.com

Facebook: @AutomationConsultingLlc/

LinkedIn: @company/automation-consulting-llc

YouTube: @automationllc

How does marketing work for industrial system integrators? Emily Merritt of Clearlead Marketing discusses the ins and outs of marketing for companies and service providers in industrial automation.

TAKEAWAYS

Current projects (01:00 – 2:10)

What Emily and Clearlead have been working on since OT SCADA CON this Summer

How Emily got started in marketing (2:30 – 8:40)

From technical writing and data analysis to the study of marketing in system integration. How experiments form the marketing message. How she met her first system integrator client.

Service marketing (8:40 – 16:35)

The niche of industrial automation services. How does the initial message get created? Are potential customers responding to the message? How does marketing make sense for small companies? Booking appointments is different than creating a quality message.

Working with customers to create Linked In content (18:15 – 21:20)

Marketing requires effort from the customer. Some of the things that are required in creating a marketing campaign and message.

Newsletters and e-mail lists (21:20 - 28:00)

How to communicate with potential customers. Reuse of content, using AI. Should these be outsourced?

There’s no wrong way to market (28:15-31:30)

Try different methods, all methods have effects. Make sure you have a call to action!

How this podcast evolved and whether I should have a newsletter (31:30-35:00)

Emily’s advice on what to put in a newsletter. Is everything promotional and all content a marketing tool? Will it enhance the chances of making a sale? Is it good “bait”?

Links mentioned in this episode

Automation Consulting, LLC, www.automationllc.com, https://www.linkedin.com/in/emilymerritt-clearlead-marketing/, https://clearleadmarketing.com/, youtube.com/@Clearlead

CONNECT WITH FRANK

Website: https://www.automationllc.com

Facebook: @AutomationConsultingLlc/

LinkedIn: @company/automation-consulting-llc

YouTube: @automationllc

What kind of products are used in Industrial Automation and manufacturing? Are computers used to control machines? Why are industrial components so expensive compared to commercial products? A look at some of the items used in manufacturing.

TAKEAWAYS

Controllers (01:00 – 7:20)

Types of controllers: PLC, DCS, process and microcontrollers, timers and counters, computers, even pneumatic!

Sensors (7:20 – 18:25)

What do industrial sensors detect? Photoelectrics, Inductive and capacitive proximity switches, limit switches, buttons and switches are examples of “discrete” sensors. Analog sensors, linear current and voltage, thermocouples are examples of analog sensors. Color detection, encoders and resolvers, machine vision are examples of sensors that don’t fall cleanly into analog and discrete categories.

Actuators (20:10 – 23:20)

Things that move, fluid power and motors. Servos and steppers. Indicators…

Actuator Controllers (23:20 – 29:20)

fluid power accessories, VFDs and other motor controls.

Associated Devices (29:20-33:30)

Transformers, fuses and breakers, power supplies, wire distribution, relays, enclosures, wire, labels etc.

Software (33:30-34:20)

SCADA, CAD, programming, sizing

Machinery Types (34:20-37:50)

A few of the types of machines you might see in a typical factory, process control and utilities.

Links mentioned in this episode

Automation Consulting, LLC, www.automationllc.com

CONNECT WITH FRANK

Website: https://www.automationllc.com

Facebook: @AutomationConsultingLlc/

LinkedIn: @company/automation-consulting-llc

YouTube: @automationllc