Offshore projects have different sets of requirements that need to be met . “ With onshore , I can sometimes save cost , with offshore projects , this becomes challenging , and the heat transfer equipment requires special coatings ,” he stated . w w w . P A I n c . c o m
A Moment With …
Working Together with Manufacturers : An Interview with Michael Dillon — Saxon Company
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 .
Stainless Steel World Americas 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
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 field 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
PIPE , FITTINGS AND FLANGES
Leading the way with solutions for specialty alloy piping requirements .
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 can do . I love fixing problems for people . I welcome a challenge and being able to provide customers with solutions is one of the most rewarding parts of my work .”
Cost Consideration for Heat Exchangers
More than half of Dillon ’ s business is comprised of engine applications . The customer reports the engine data indicating flow , heat rejection , and required temperature . He then informs the client of a suitable size that is needed to fit their specifications . This allows Dillon to establish how much material is required . He describes this as a balancing game . “ If there is too much flow , the equipment risks erosion . On the other hand , when the flow is too little , it becomes laminar or alternatively , the client would need to add turbulators ,” he said . “ You start in the middle and say we need X amount of material to accomplish this . At this point , it is crucial to find out what the needs of the application are . It is important to determine what is going to drive this product , and if there are special requirements that must be met . This is where I start the conversation ,” explained Dillon .
“ Everything always goes back to the application ,” said Dillon . For example , when a customer uses their own generators to supply power with the intention of avoiding additional charges during peak demand , it is called peak shaving . “ In this scenario , a customer may find it cheaper to own a generator , burn the natural gas , and sell the power back to the grid . With that in mind , parasitic horsepower draw becomes a key characteristic that should be monitored closely ,” he added . At this point , Dillon will work out some equations to determine how much power and money will be saved . “ This can vary from project to project .” With peak shavings , Dillon will generally lower the horsepower drawn from the motors . “ Any power I do not use with the heat exchanger , can be sold back . It is a win-win situation .”
Offshore Applications
Offshore projects have different sets of requirements that need to be met . “ With onshore , I can sometimes save cost , with offshore projects , this becomes challenging , and the heat transfer equipment requires special coatings ,” he stated . w w w . P A I n c . c o m
4 Stainless Steel World Americas - August 2024 | www . ssw-americas . com