Pump: I’ll take the blame for this

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This post was last edited by gigi3089 on 2019-12-10 at 14:48. Recently, the editor of the Pump Friends public account came across a foreign-language article detailing 50 skills necessary to become an excellent pump salesperson. It was quite interesting; given that working as a pump salesperson seems to be a very challenging task, I decided to translate it and share it with everyone. When I talk privately with factory owners and maintenance managers, they often tell me that excellent pump salespeople are extremely rare. On the contrary, when I have honest conversations with salespeople for industrial pumps, they often say that end-users don’t seem to always know what they’re doing when choosing and operating pumps. The challenge of controversial statements? Yes, it will definitely incite some readers to express their opinions, and it might cause a bit of anger in the process (although that’s not the intention at all). So, in a situation where both sides have their own valid arguments, who is right and who is wrong? No one or everyone? Let’s examine the topic from a neutral and non-judgmental perspective to see if we can gain some understanding of the core issues, as what I have seen in my experiences is only a small part of them. On the surface, the world today demands black-and-white answers, but if you take the time to observe carefully, everything is actually in shades of gray. Many of the problems I encountered can be easily solved: better communication, clearer explanations of the specifications or manuals, and more training for both parties on pumps and systems. I kept struggling with deciding which method to use, and then I decided to talk about the method I’m most familiar with: that is, excellent salespeople should impart knowledge about pumps to others, because in fact no university offers certificates or degrees in pump design and system application. Pumps: I take the blame for this; there’s basically a real urban myth according to which all problems with pump systems are attributed to the pumps themselves. Furthermore, it is an undeniable fact that in this industry, most of our pumps do not \"age\" over time during use, as we usually \"destroy\" them first. From misuse and improper operation, to wrong materials and incorrect dimensions, to the stubbornness of our industry in constantly trying to defy the laws of physics, we often insist on making pumps do the impossible and then blame them for the failures. So, what is needed to become an excellent water pump salesperson? I believe that a successful pump salesperson should possess the following skills and requirements. Based on my experience, I find that it is best if he or she is an expert in at least 30 or more formal scientific and technical fields, and ideally, he or she should also be an expert in some social and psychological fields. A truly great water pump salesman is, of course, omnipotent and omniscient. However, successful salespeople must first be experts in interpersonal skills and pump application. To succeed, it is necessary to have skills in the following fields and disciplines. (Note: Some translations may be inaccurate; please refer to the English text at the end.) ) 1. An effective listener. 2. A commitment to the truth with high integrity, moral standards, and professional insight. 3. In-depth knowledge of one’s own products as well as those of competitors. 4. Extensive understanding of customers’ equipment, processes, products, and core business operations. 5. Mechanical engineering. 6. Thermodynamics. 7. Fluid mechanics. 8. Hydrodynamics. 9. a) Chemistry (organic, inorganic, analytical, physical, and biochemistry), and b) chemical processes. 10. Physics (classical and modern). 11. Environmental engineering. 12. Mathematics: algorithms, algebra, trigonometry, calculus, and statistics. 13. Quality control and quality assurance systems. 14. Lubrication. 15. Tribology, including expertise in bearing design and application. 16. Rheology, especially regarding non-Newtonian fluids. 17. Electrical engineering, including knowledge of current NEMA and IEEE requirements/specifications, as well as monitoring and sensor technologies. 18. Motors: single-phase and three-phase, induction and synchronous (AC/DC) VFDs and drives. 19. Engines, steam engines, and internal combustion engines (including gas turbines). 20. NIST measurement tools, gauges, and instruments. 21. Steam and steam systems, including condensers, turbines, and governors. 22. Metallurgy and materials science. 23. Machining, boring, and grinding processes (tools, lathes, milling machines, and CNC). 24. Casting processes, mold design, tools, annealing, tempering, and cryogenic processing. 25. Mechanical seals, packing, and related support systems. 26. Couplings, belts, chains, and pulleys. 27. Portable trailers (including relevant Department of Transportation regulations). 28. Types of rail vehicles, unloading, and loading. 29. Craftsmen ； Knowledge and skills of skilled workers 30. Corrosion engineering 31. Coating systems, coatings, and long-term storage procedures 32. Non-destructive testing: acoustic emission (AE), ultrasonic testing, radiography, electromagnetic testing, magnetic particle testing, liquid/dye penetrant testing, and visual inspection 33. Pipe/pipe support design, thermal compensation, valves, filters, and tank design 34. Rotordynamics (including balancing standards ISO1940 and 1941) 35. Vibration analysis (including fast Fourier transform analysis) 36. Calibration 37. Specification experts ； At a minimum: API, ANSI, HI, NSF, DOE, DOT, OSHA, ISO, ASME (especially Pressure Vessel Code VIII, applicable to non-combustible vessels). 38. Forensics (failure analysis of metals, carbon- and silicon-based materials, elastomers, and electrical components). 39. Civil engineering (foundations, bases, and structures, including weir and sump design). 40. Packaging, crating, and logistics. 41. Computer science and computer software—CAD, FEA, CFD. 42. Controls and control systems (programming of proportional-integral-derivative (PID) controllers with control algorithms: proportional, integral, and derivative). 43. Heat exchangers. 44. Unit conversion expert. 45. Military specifications (expertise in diesel, five types of jet fuel, nitrocellulose, MREs, saltwater, and neutrons). 46. Lawyer or paralegal. 47. Diplomat and courier. 48. Psychologist. 49. Sports analyst. 50. Good joke teller. In my opinion, one of the main attractions of the pump industry, an appealing aspect as well, is the inherent need to apply multidisciplinary knowledge across seemingly endless applications. This is also why a career in the pump industry is never boring, as every day brings new application challenges. For each item on the list above, I can give an example in which professional knowledge helps to make more reliable choices and installations. Some pump salespeople might insist that they only need a few items on the list. Perhaps their advantage also lies in other areas not listed here. For me, a good salesperson will be able to resolve or help resolve the pump and pump system problems encountered by customers. I have seen successful salespeople who possess only some of the skills and knowledge mentioned above, but what they really have is personal motivation, a sense of responsibility, and a support network familiar with pumps.