By Jason Frye for Flow Sciences
We spoke with Bob Davis, a Manufacturers’ Representative with Process Control Solutions and Channel Partner of Flow Sciences, to get his take on trade shows, Flow’s glove box units, nanotechnology and what it takes to excel as a Channel Partner.
The 2012 Materials Research Society’s meeting and exhibition had just wrapped and for Bob Davis and many other Manufacturers’ Reps, the work of following up with new leads and companies was just beginning.
“We had a very successful show and are ready to work on contacting a number of solid leads,” Davis said. “I think part of that success was due to the products Flow had on display.”
On display were a pair of glove boxes – one Temperature and Humidity Contained Environment (THCE) enclosure and one Controlled Atmosphere Contained Environment (CACE) enclosure – and an informational video playing on a loop.
“It was great to have those [glove box enclosures] on display,” he said. “They gave potential clients something tangible to see and interact with.”
With clients utilizing Nano-materials in chemical, coatings and academic areas (to name a few), Davis said that many of his clients have a great need for containment. By giving conference attendees (which include manufacturers’ reps. And end users) something they can see, understand and interact with, it becomes much easer to acquire qualified leads at a trade show.
“Without something, especially an enclosure or instrument that goes on their bench top, to see and examine, many people have a difficult time visualizing it in their space. But when you have the actual instrument or enclosure there, it becomes much easier to get a sense for how it will fit in a lab.”
Davis said that with so many attendees focused on Nano-materials, the THCE enclosure and CACE enclosure were the ideal products to have on hand. The THCE enclosure allows users to monitor and control temperature and humidity within the chamber while the CACE enclosure allows users to create low- or no-oxygen environments. With either unit, Nano-material producers and handlers can create the particles they need without the risk of environmental conditions tainting a batch of expensive and difficult to create material.
“Those glove boxes, they’re what people need and what people need to see. With the units there, it’s easier to show how they keep breathing zones safe, how the lower cost units can be effective, how units are able to be customized, and how they fit into a large number of applications and situations.”
Seeing and even demoing a product are the first steps of the sales process, and Davis says that Flow’s marketing materials, email, phone and web support make it easier to do his job – close sales and send customers back to their labs, happy with what they’ve purchased.
For more information about Process Control Systems, visit their website – http://www.process-info.com