Working together with manufacturers
Manufacturer representatives play a vital role in the relationship between manufacturers and end users . With a breadth of knowledge , these representatives can help end users make informed decisions about their applications . Heat Exchanger World had the pleasure of speaking to
Michael Dillon , Associate at Saxon Company , where he shares his input on cost considerations for heat exchangers , working as a manufacturer ’ s representative , as well as future thoughts about the industry .
By Charlie Evans & Shopia Ketheeswararajah , Heat Exchanger World
Dillon initially got his start going to college for pre-med . “ I started my own business doing small engine repairs and got some smaller industry experience . From there , I took the same knowledge and applied it to bigger engines .” Following an internship , Dillon approached work from a different perspective . “ I began working with cooling systems , which were a whole new thing altogether .” Over the past five years , Dillon has worked as an Associate at Saxon Company , an authorized manufacturer ’ s representative . “ I am both a sales manager and a project manager . Additionally , I also work in fi eld service using heat exchangers and heat transfer equipment ,” Dillon said .
Working together “ Now I am in a customer-facing role , as I manage all the sales for Saxon Company . In my day-to-day , I cultivate relationships with the end users , the packagers , the OEM equipment people , and so on . From there , it is all about finding solutions to problems for customers , and most of the time , the customers themselves may not be the experts , but they know what they want , my job is to facilitate that ,” said Dillon . “ I originally thought heat exchangers were easy , and then I started working with them ,” said Dillon . “ You learn there are many different size types , variations in materials , different pressures ; there was a lot of learning on my side of things . The customer may not necessarily have all that knowledge , so it is important for me to keep their best interest in mind .” From there , Dillon receives feedback from the customer and determines the best solution to their needs . “ There is always something we
16 Heat Exchanger World October 2024 www . heat-exchanger-world . com