On this week's Industrial Talk we're onsite at IoT Solutions World Congress and talking to Dr. Gunter Beitinger and Petra Monn with Siemens  about “Digital Transformation Value to the Enterprise “.  Get the answers to your “Digital Transformation” questions along with Gunter and Petra's unique insight on the “How” on this Industrial Talk interview!

Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2022. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

DR. GUNTER BEITINGER'S CONTACT INFORMATION:

Personal LinkedIn: https://www.linkedin.com/in/gunter-dr-beitinger/

Company LinkedIn: https://www.linkedin.com/company/siemens/

Company Website: https://www.siemens.com/global/en.html

PETRA MONN'S CONTACT INFORMATION:

Personal LinkedIn: https://www.linkedin.com/in/petra-monn-19a85b79/

PODCAST VIDEO:

THE STRATEGIC REASON “WHY YOU NEED TO PODCAST”:

OTHER GREAT INDUSTRIAL RESOURCES:

NEOM:  https://www.neom.com/en-us

Hitachi Vantara: https://www.hitachivantara.com/en-us/home.html

Industrial Marketing Solutions:  https://industrialtalk.com/industrial-marketing/

Industrial Academy: https://industrialtalk.com/industrial-academy/

Industrial Dojo: https://industrialtalk.com/industrial_dojo/

We the 15: https://www.wethe15.org/

YOUR INDUSTRIAL DIGITAL TOOLBOX:

LifterLMS: Get One Month Free for $1 – https://lifterlms.com/

Active Campaign: Active Campaign Link

Social Jukebox: https://www.socialjukebox.com/

Industrial Academy (One Month Free Access And One Free License For Future Industrial Leader):

Business Beatitude the Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

digital transformation, factories, digitalization, siemens, petra, people, iot, industrial, shop floor, software, problem, industry, technology, solutions, logic, enterprise, bucket list, armas, world, insights

00:00

Industrial Talk is brought to you by Armis. Yes, you were in the digital transformation game. Yes, you need to find trusted companies, trusted individuals to help you along with that journey. The Armis platform delivers complete asset intelligence, you know what that means, insights into your connected assets, you're in the digital transformation game, you have to have that insights into what is connected, go to armis.com find out more, you will not be disappointed. Also Industry IoT Consortium. At industrial talk, we always talk about education, we always talk about collaboration, we are always talking about innovation. And if you're a business that has any desire to be resilient to the future, you need to be able to educate, collaborate, as well as innovate with other industry professionals. That's a must. Industry IoT consortium brings that all together, you need to be a part of this community, you need to be connected with these leaders that are all apart the industry IoT consortium, go out to ai consortium.org. Find out more again, you will not be disappointed, you're just going to be happy. Hey there, and welcome to industrial talk. And you're saying to yourself, Scott, where's that jazzy intro that you normally have for your podcast? Well, this is a series. This is a unique series of interviews that were conducted on site at the IoT solutions World Congress in Barcelona. Excellent event, excellent venue, incredible professionals all focused on solving problems, helping us navigate these waters of digitization, and it's all happening at the IoT solutions World Congress, you need to put that on your bucket list. So with that said, let's get on with the interview.

02:02

To experts, Siemens as a company, we're going to be talking to Gunther, and Petra, specifically around the value to the enterprise with digital transformation. As you guys are all caught off guard, you didn't realize that's how I roll it. You guys do it. You have to Yeah, good time. Good. Good conference. Yeah, absolutely. Yeah. Just just yeah. Thank

02:31

you. Thank you for inviting us good. Yes. We already enjoy it here. The conference, walking over the floor and looking what is new.

02:41

Actually, it's also very nice that it's in Barcelona.

02:44

That no problem, isn't it? That's not That's not a bad thing. It's, it's a plus I keep on telling everybody. Yeah, once you come to Barcelona, make sure that you make this part of your bucket list to come to this particular conference. But yeah, Barcelona, we're going to a secret bar tonight. You want to know about it. Secret one, I see a hush hush. I'll share it with you guys if you want to, because I will. That's how I roll their toe. But we're gonna. So for the listeners out there. Let's start with you, Petra, and give us a little background. How long have you been with Siemens? And what's your background? As a professional?

03:20

Well enough to many years actually enough? Been a customer of Siemens before that that's been working in the aluminum industry? Oh, yes. Really? Yeah, we were flat rolling aluminum for can makers to make a lot of cans for beer, and other beverages, of course. So I've been a customer of Siemens, and then I changed sides. We recruited you. Well, I sort of wanted to know, you know, how they're all doing that. And then they told me I should try to actually unify a little bit of their portfolio because they're having lots of software. Since around about 10 years, they've been investing heavily in software, and they want to unite that software portfolio with their hardware portfolio. And that's a challenge.

04:09

Yeah, you're sort of soft pedaling. It's a big challenge. And it is something that has to happen in the world of digital transformation. If digital transformation is the sort of this solution to make you more efficient, create a business that's far more resilient, be able to give you insights, all of that good stuff. You need. need people like you to be able to make that happen because apparently you execute what about you? Gunther? Give us a background. Dr. Gunther?

04:36

Yeah, so yeah, I'm was research collaborator in a university there is where the doctor comes from, and now I'm since Yeah 99 with Siemens, but in different roles and in different areas. I started with Siemens, automotive, then Siemens healthcare. And then now so large drives and now with digital industries. Yeah, I've worked in The US and Mexico and also in other countries. So now I'm making stronger digital transformation.

05:08

Yeah, mad streak right now. But one of the questions I do have, and when we start talking about digital transformation, let's say I'm a manufacturer, okay? I'm Scott manufacturer. And and I hear about all this digital transformation stuff, everybody say, Hey, you got to do there, got it, you got IoT, you got the edge, you've got thin edge, you've got far edge, you've got near edge, you've got all of this stuff. And it's, it's just this lexicon of just things and all I care about is making my business more efficient. Getting some insights, and I don't want a headache. And I need to trust somebody to do it. Because all of a sudden, IoT for I O T is like this miscellaneous file now. And it includes everything doesn't include my laundry, but it does include everything else. Money never know. Sure, come next year, and Scott, we're going to be dealing with your laundry, IoT. So how do you how do you approach someone with the with the fact that this is the market that you navigate through? And how do you begin to instill this to Guntur? How do you instill some confidence in trust? Knowing that, yeah, you're the one.

06:23

First of all, because we are running our own factories, and we are using also our solutions in our factories. So this is what we also can show and demonstrate to our customers when they are visiting our factories. And yeah, by circumstances. Some of our factories are internationally also known as digital Lighthouse factories, and recognized by this also by the World Economic Forum. And as we are using our tools and implementing them, of course, we are able to develop them really, so that they are bringing the value to our customers.

07:09

Outside of the fact that I was pretty geeky about digital lighthouse. I like that word analogy, because I believe there are many out there that that we talked to use cases was like, hey, there's a new use case here. Here's a technology that is new, and we have this one. And then we created a new use case that apparently this is a problem. And we just sort of keep on going. But with Siemens, there's there's there's, there's real, it's, it's real, and I can me, I can say, hey, I want to go there, and I'm going to see it in action. Right?

07:45

Absolutely. And I think what it really adds value to all of this is really fast, we can not only talk about use cases and technologies, but we can also talk about what you need to make it happen. To implement it, we can really give some hints as to how high the efforts are, what kind of people you might be needing, and, and all the stuff that you need to think around. Yeah, you know, making the tap. And also,

08:10

you brought up another good point and we can sort of pull on that string just ever so briefly, is that there is a workforce component here. And there is a need to because this is so new outside of the fact there's a velocity that exists here with this technology. Yesterday, it was this and now today it's that and and the workforce itself has to have that, you know, upskill reskill, do we have the right people, how do we plan going forward? What is that going to look like? How do we begin to address that from a Siemens perspective? Because, again, you come to me and say, yep, digital transformation is going to create this business that's going to be more efficient, you're gonna see this you're going to do this you're going to be more resilient than whatever, but I can't find people what do we do with that?

09:01

Yeah. Now you have, how we address this with the staff we have on board and the other aspect was what you mentioned how we can find people Yeah. So, of course, we have to deal exactly with the same problems as anywhere in any any other company out there of why we are implementing these digitalization in this digital transformation as this is why it's called transformation. Of course, we have to think about our staff, our people and how to communicate this transformation to them. So from our point what we are doing is we have continuously communication with our people in our shop floor meetings, what they are going to expect what we are going to do and what we are going to address to stay competitive, to stay on the yeah ahead of technology and why we are doing Of course, we are offering all our staff rescaling and upskilling programs, as we are developing these technologies, and we are also imperiled developing rescaling and upskilling programs. And everyone, every every employee at Siemens has the possibility to log on our platform, which is called the solution platform and also the learning world where they are, can find their individual reskilling upskilling paths According to her, and his individual job profile. So for example, if you are a maintenance technician, and you would like to stay up to date ahead and be attractive for your employee, then you go into this learning world, you will find a path, a learning path individually for this career. And then it tells you what will be maybe expected from you in the future and how you can upskill yourself. So you have individually the possibility to create and to follow up, and you do it when you want. So also this is new ways of working you do it when you have the time you do it when you have the Yeah, yeah, when you would like to do it, because then also then when you are percepts, or when you have the perception, and this is how we address them.

11:48

Because that is excellent, you're absolutely spot on. I like that. Because the reality is, is that there's this velocity, this buzz, this thing that exists with in today's technology that is sped up fast, and therefore there is I can't see a time when, hey, I'm good. I'm all I'm all educated, I'm good to go. And it would seem to me, that is a continuous education, because there's going to always going to be some new technology, there's always going to be greater value in whatever is getting and it's going to we're going to roll it out. Petra, how did you sort of you're semi new, but you've come from the aluminum industry, that's a heavy duty manufacturing centric type of business. How did that that business deal with this digital transformation? Were they wrestling with it at that time? Well,

12:42

I, of course, it's a different type of manufacturing in aluminum. And so I would say they were probably a little bit behind Siemens also, because if you look at Siemens, as a company, it's a very engineering driven company. Of course,

12:57

a lot of companies are behind Siemens. So sure, if that's a problem,

13:05

totally, you could see that, you know, you would have all these very curious engineering driven people in the factories also. And now here comes a very special element that we have, with the digitalization of our own factories, it is that we can add even more purpose to what the people are doing. And putting in all this effort into digitizing our own factories, it is that they can actually help to make our own products better. So they have an extra purpose in what they are doing every day. They do not only make our factories better, but they help the solution providers that we have in house in Siemens who provide software for industry to make that software better. And so I think that adds a little extra spark in their little extra motivation, especially also to the already highly skilled workers and engineers in the factories. And it also adds obviously, a little bit more speed simply just because you're exposed to to higher pressure also or you want to you want to show off, you know, not only for your factory, but also towards the towards the solution provider.

14:14

So, go until we start talking about digital transformation. There's a lot of people talking about it. Yes, it is a word that is bantered back and forth. But I like the fact that you mentioned the need to bring value to the enterprise. In that process going to do is sit down with an organization can you say hey, let's take a steineke tiny step, move forward there. Or how do you how do you approach an organization to saying you need to do it let's bring value let's do it this way.

14:48

Yeah. As we are wanting to bring value to the digital transformation to digitalization, we are not coming from the technology. We are coming from the most pressing topics of our factories. So, we are going into our factories and together with them, we are working out what is the what are the most pressing topics and how can we how digitalization can support to solve these, and we cut out a piece of a maybe a bigger problem and make the life on the shop floor for the factories easier. And so, this is how value comes into the approach what mostly, we see is done wrongly that you address it by technology, hey, how about using Blockchain how to use edge technology and then what is the value now, you have to address it from the problem and and while you are really solving a problem together with the factories, you are leverage the motivation, the acceptance at the same time. So coming back to our people, and also the value is directly there. The next thing is if you are looking for solutions on the shop floor, and you do it in many different factories, you get a feeling of which solutions are scalable. So yeah, so you develop a solution, which can then be rolled out over the factories, and you multiply it and then digitalization has a much higher impact on the company. And while you are looking for such scalable solutions, so the step, bringing this to the market and have an even an enterprise impact while you are offering a solution, which is tested in your environment by a problem is then something which brings also value to the customers.

16:59

So one of the things that I've really, I can appreciate it, it seems that this IoT, this conference, there is a there's good and bad with a pandemic got it, I understand the bad, but the good. I've come to realize that there is a necessity to collaborate more, there's a necessity to be able to have greater conversations and what you just painted Gunther is said, we're going to sit down with your customer, we're not going to we're not going to say hey, here, this is the device you need this is this and and and you just sort of do this. No, you're there to have that dialogue to say, Okay, what is that pressing problem, we can slice it out. And then we can say, all right, it's gonna work, scale it, and then be able to create greater value, which is your ultimate effort. You don't want to just do something and say, Yeah, that's it, man. Good luck. That's a headache. And we know that there are a lot of legacy systems out there that fall into that category. So Petra, where do you see? Where do you see that going? I mean, I'm just telling you right now, two years ago, or three years, when we're when I was here last three years ago, maybe that's and then we hit the pandemic. So it's been four years. God, it's been three years. Yes. I just became older. Anyway, the conversation has changed so dramatically. I mean, it has to where it was like, Hey, we can put this device on this asset, and we can pull data. Now it's complete. That's like, yeah, that's, yeah, we can do that. But now let's start looking at the data, slicing the data, making sense out of the data, creating tactical recommendations. From here, where do you see it going? I mean, this, this is exciting. I don't have a future. What do you think it's going?

18:57

Yes, I think you're so first of all, yes, I think you're right. I mean, we've really shifted from a hive discussion into a, you know, sort of no nonsense discussion. So people are really working on many of these use cases, and they have the people that it takes for it. So where are they going? I think what we see now more and more is that we go away to be going to a very data driven logic. And that also means that we start to start to slowly shift a little bit away from that engineering driven logic logic, which is an if then logic where we think we can sort of control everything in that sequence. But to turn obviously, to statistically driven logic, some some start to call it AI and then go into all these algorithms and so on and so forth. So where we go into data clustering, and then really, you know, have all these these data scientists also on our shop floors, I'm looking into our data. So that is definitely something that I can be that I can see another thing that I believe is happening to is really this convergence of OT and it Oh, that's a huge, that's a whole nother topic. Yeah. So, so we were having all these people who were really, really good with all the machines and, you know, have their their very own programming logic in there. And now this programming logic from the from the machine level needs to fuse into the logic that we have in software. And that blink brings such a whole lot of changes we did, that's not just on a technical level, actually, that really also goes into how we're driving projects. Because software, people tend to have a lot shorter innovation cycles, they're, they're all working in that really HL mode. And that's something that from the hardware world, we don't know as well, because we are very used to hardware needing to really, you know, stand too many limits, and really stand up too many quality tests, and so on and so forth. So we are not used to put out into the world some piece of hardware, which is semi functional. Whereas we might bring some semi functional software onto the market, just because we can very quickly and very easily in short cycles improvement. So

21:21

that's, that's why when Microsoft launches a new update, they know that they're going to have bugs, and then that's already out there, whether they like it or not, they're going to have the user community saying that's not working. Hey, thank you very much. It's corrected now. You know, that's, that's the reality. And one last question to go into. This is all interesting, from my perspective, the reality is this available from the small to midsize businesses as well or is this just a, this whole digital transformation is only for the big boys and girls, and it's available for the small amount

21:55

that will be there, the whole digitalization aspect is nothing. Just for big enterprises. I would sometimes also name it, digitalization pushes lean to the limits. So you start from the shop floor, you implement smart solutions, small solutions, which make a great impact. Even a small algorithm who predicts maybe machine breaks down a few hours or a few hours before it really happens, brings a lot of value in small companies. It's very easy to deploy a very easy installed. And the big solutions, of course, installed over factory networks. Yep, that is then for enterprise companies.

22:47

All right. I gotta run off to another meeting that can you believe it? Well, yeah. And go on into the auditorium. You're gonna see me over there. And thank you for having us. So let's, let's for the listeners, how do I get a hold of you, Petra, talk to us. How do I how do I connect?

23:02

My name is Petra, mom. I'm looking forward to meet you.

23:05

That's right. That's M O N. N. And Dr. Gunther? How do they get ahold of you?

23:12

You can also find me on don't biting their nails.

23:17

You guys were fantastic. Thank you very much for saying yes. I enjoyed this conversation. Excellent job. All right, listeners, we're gonna wrap it up for today. This is day two, the end of day two, at the IoT solutions World Congress. It is an exceptional event. Put that on your calendar. And if you have any issues, comments or concerns about the contact information for your night, it's going to be at the industrial talk.com. And we're gonna wrap it up on the other side. So stay tuned, we will be right back. You're listening to the industrial talk Podcast Network. All right, once again, thank you very much for joining industrial talk. And as you can tell, we were broadcasting live from IoT solutions World Congress in Barcelona, what a great opportunity. It was a lot of fun. I gotta tell you to meet incredible professionals, why Cooter, Petra and others that are really focused in on solving problems making the future bright, for lack of a better term? All right. Put that on your bucket list. Yeah, why I now we're going to have all the contact information out on industrial documents. But we're also pulling together a just an ever expanding ecosystem of professionals like gouner and Petra, and others that are really focused in on delivering value, thinking differently. So please, support industrial talk, support the individuals that are out there, support the sponsors that make this happen, like Armis, like cap logistics, and please be that we're gonna have another great conversation from IoT solutions World Congress, so stay tuned.

The post Gunter Beitinger and Petra Monn with Siemens appeared first on Industrial Talk.

On this week's Industrial Talk we're onsite at DistribuTech 22 and talking to Sabine Erlinghagen, CEO Grid Software with Siemens  about “Grid Modernization and Powerful Solutions “.  Get the answers to your “Utility Grid” questions along with Sabine's unique insight on the “How” on this Industrial Talk interview!

Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2022. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

SABINE ERLINGHAGEN'S CONTACT INFORMATION:

Personal LinkedIn: https://www.linkedin.com/in/serlinghagen/

Company LinkedIn: https://www.linkedin.com/company/siemens/

Company Website: https://www.siemens.com/global/en.html

PODCAST VIDEO:

THE STRATEGIC REASON “WHY YOU NEED TO PODCAST”:

OTHER GREAT INDUSTRIAL RESOURCES:

NEOM:  https://www.neom.com/en-us

Hitachi Vantara: https://www.hitachivantara.com/en-us/home.html

Industrial Marketing Solutions:  https://industrialtalk.com/industrial-marketing/

Industrial Academy: https://industrialtalk.com/industrial-academy/

Industrial Dojo: https://industrialtalk.com/industrial_dojo/

We the 15: https://www.wethe15.org/

YOUR INDUSTRIAL DIGITAL TOOLBOX:

LifterLMS: Get One Month Free for $1 – https://lifterlms.com/

Active Campaign: Active Campaign Link

Social Jukebox: https://www.socialjukebox.com/

Industrial Academy (One Month Free Access And One Free License For Future Industrial Leader):

Business Beatitude the Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

grid operators, conversation, sabine, industrial, utility, software, people, grid, industry, consumers, absolutely, world, point, charging, solution, ev, logistics, talk, challenges, collaborate

00:04

Welcome to the industrial talk podcast with Scott Mackenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's get Hey, once

00:22

again, welcome to industrial talk, thank you very much for joining the number one industrial related podcast in the universe that celebrates you and I'm pointing right at you, you industry hero from around the world, you are bold, you are brave, you're daring greatly. You collaborate, you solve problems, you innovate. I think I've pretty much named them all off, and you're making my life and the lives of many from around the world a better place. Thank you very much. All right. Sabine, is in the hot seat, the company is seated. She is the CEO of grid solutions there. And I just have to give you a heads up. We were on site at distributech. And so this is the interview that happened there. Let's get back. Yeah, see this, this platform? I'm telling ya. It's an ever expanding industrial ecosystem of problem solvers and leaders? How about that, put that in your bank? All right. Again, I want to make sure that you understand this is a series. And this is a series that we were very fortunate to be on site at distributech. And it was a great, great event. And if you're in the utility space, or energy space, or digital transformation space, this is a this is an event that you need to put on your calendar for next year. There's a lot to see a lot of collaboration, a lot of people are just, you know, they're, it's, it's a really exciting time. If you're in the utility world, boo. There's a lot of big thinking going on there. Before we get into that interview, we are brought to you industrial Talk is brought to you by capital logistics, and IoT world now capital logistics i i love the conversation that is around supply chain. And you know, as well as I do, that you need a trusted resource company, that person that can help you with your logistics challenges. If it's big, no big deal. If it's not no big deal, Cap logistics, have you covered, go to cap logistics.com Find out more you will not be disappointed in. And I've had the great honor of working with IoT world. And they never disappoint you go on to IoT dash world.com. And they put together some great content. Because we're all about learning. We're all about growing, we're all about educating. And as I'm telling you right now, the way the industry is working or going it is fast, and you need to keep current. And you need to listen to people like like Sabine, who have just the fingers on the pulse of what's taking place, go out to IoT Dash World. Find out more again, great company, great people, all right, on site. This is this was a great extravaganza. And so my background is in utilities. I was a transmission lineman, many of you know that I was, I dealt with a lot of renewables anyway. I was a kid in a candy store. And then when somebody likes a beam comes up, and I get the opportunity to be able to talk to her about the challenges that are happening within the grid like we take it for granted as consumers, we just sort of take it for granted that when I come into a room, I flip a lightbulb that's on and everything's fine. I don't think beyond that. Well, I do just because I was in the utility industry. However, we have some really unique opportunities and challenges that companies like Siemens, and Sabine and her team are really addressing, and really trying to find that solution. That really, in essence, we don't know anything about it, right? We're just consumers. But it's an exciting time. Now you're gonna hear some noise. It's going to be a little noisy back there because we're right on site on the floor, and just having a great conversation about what's happening with Siemens. So enjoy the conversation because I certainly did. I used to be it's been great to be able to run you down. Lucien, who's standing right in front of me. He's the one that has been burning all the calories. Try to find you. Not me.

04:31

It's been busy times and a lot of great conversations here anti tech. So yeah,

04:35

so you had a good conference. Conference? Absolutely. This is your first time here.

04:41

It is. It is I just counted. i It's my 10th Inlet, which is the European equivalent. It's my first tech. Can you believe that? No.

04:49

Well, this is my first time to you know, my background in utilities. It's like a kid in a candy store here because there was a company out there that had a I pulled top switcher and I said, Are you kidding me? Let me go look at it. And I'm touching it. And I'm going, Wow, that's fantastic. stupid stuff. Amazing. All right, so you're here, Siemens is here, got a great presents got a great solution. Talk to us a little bit about that product launch that you mentioned ever. So briefly on May 5, talk to us.

05:20

Absolutely. And it's actually not only a product launch, we reveal our strategy and an entire suite of products. We call that the grid software suite. And that goes from planning to operations and maintenance of grids. And the Tweak to it really is that we think it from A to Z. So plan to operate, maintain.

05:45

What was the sort of that? You know, genesis of that conversation? Because you're one of the challenges that I see here is, I need if I was if I was a utility, if I was just whatever, I'm looking for a trusted resource, a person, something that I know that I need to do this, I need to venture into this new, Brave New World, but I need somebody to be able to sort of bring us through, was that part of the thinking behind it and saying, hey, somebody needs to be getting it. We need we need it all the way through?

06:19

Absolutely, I think what we realized is that, it is a very, very tough challenges that utilities and especially distribution and transmission companies are facing, because that transformation is nothing that anybody has ever seen before. So the that challenge, we feel that by and large, the industry is leaving our customers a little bit too much alone. So we said, we got to embrace the point of view of our customers.

06:51

I gotta interrupt, who's a customer in that conversation.

06:54

And the customer in that conversation? Is any grid operator?

06:57

Got it? Got it go continue. I was struggling. I'm a customer. But I'm not a grid operator.

07:02

Yeah, no. Thanks for asking. So for grid operators, I think we're as an industry not yet doing a good enough job of helping grid operators to maneuver through that transition, which is an exponential growth case of Drs. So facing that as exponential growth, I think the human brain can cope with exalted curves, right? I mean, we've seen that in COVID, you can just lose time, because if you lose time, it's already too late. Yes. So the same situation is the one that we're facing with what the grids need to cope with. And here we go. I mean, we are thinking silos, we're thinking point solutions. Here, you have a planning app, here you have an operations, and here you have that, and then we leave it to the grid operator to stitch that together. And that's really hard work. Because it's overlapping data is not flowing properly. It's hard to connect. And so that's, that's a problem we are solving for them.

08:08

You've touched on a number of points. And I think that I have to be honest, we have to talk about here on industrial talk, you know, modernization of the grid, but you're the first person that actually said, Hey, there's the customer, there's this human component, these are the, the grid operators, the the ISOs, whatever you might have. And they're the ones that have to sort of make it work because we consumer wants to flip on the light. There it is, it works. And we don't want to have the interruptions. And we're pretty binary when it comes to that, like good.

08:46

And we want to have an EV charging, we want to have a solar, we have one, battery storage, we want to have an energy community, we want to know how much we consume what we can contribute to climate, like mitigating climate change. Yeah. And

09:02

my ear bleeds when I have these conversation, because my background is sort of old school. And it was sort of that centralized generation. That's an easy model. And the utilities are very good at that. Because it's been doing it for 100 years, Siemens has been a part of that. It's just that's what it is. So I have generation of transmission. I have substations I have distribution, and so on and so forth. Now we're talking system operators, having to take solar panels, battery, EVs, and be a part of that whole mix, and then be able to do that. And that's a technology conversation to

09:39

mean Did you know it's 7x the growth of the quantity 20 37x that's exponential?

09:47

No. But that's, that's frightening to

09:50

it totally is and I mean, the transmission system operators already have a challenge because it takes that to distribution. I mean, connecting those DVRs and admitting them planning for it getting the flexibility, getting the inertia, right?

10:07

These are really sophisticated conversations. And if you have any appreciation for the love that we as consumers are, we take it for granted that our power is our power. We don't really mean if I'm a customer, I don't think about. I don't think about that. I'm very simplistic, but there is. No, you're absolutely right. It should be invisible. It should be just business as usual. The risk I see is that if we don't get this, right, if we don't, you know, partner with companies like Siemens, to make it right. If we do it wrong, the consumer sort of doesn't like that.

10:54

I mean, you will have to care, then. I mean, that's like going back to the middle age where you get get to know at which point in time you can switch something on. And I mean, middle aged, wasn't switching something on but

11:04

but if you were at that spot on the point, it is, but then we start talking about I look at it, there's a there's a there's a messaging component to it, right? Because there's a lot of incredible things that your company, people in your company others are doing that is just sort of like the unsung heroes. They're having these collaborative conversations. And it's, and they're discussing,

11:33

I would say it's the grid operators are the unsung heroes. I mean, it is really perfect. It's not us.

11:41

Well, I gotta admit, I can appreciate the pragmatic approach, because the grid operators are going to always say, hold it, I still gotta deliver power. And it's got to be reliable, and I can't just incur a bunch of costs. So it's got to be, you know, reasonable and cost. And it's got to be done safely. Right? I got to do that. Because if I don't do that, then I fail. So it's good. But are you finding that the necessity is to strive to collaborate with these, these grid operators and bring them in and say, We're going down that road?

12:18

Absolutely. And I mean, if you close the doors, I mean, grid operators will admit that they're actually not following through with connection requests of key hours. So this is slowing down the energy transition. And that the partnership is about helping to accelerate the energy transition, helping to make it easy helping to be fast and nimble to adapt, or oh, there's EVs coming up here, charging poets coming up here, more solar introduced here, or there's a kind of a big car park with a charging being built there. So God to be much more flexible than we had been in the past. And if you translate that to the technology world, then software has got to be the solution. Because software, yes, things. It does help you to operate grids closer to them limits mean, so far, we have physical limits, where you have this buffer of portion in

13:14

there. Yes, that's right. And overbuilt. Over built.

13:17

Yeah. Because you got to be reliable. Yeah. But I mean, there was somebody in a utility A while ago, who told me like, oh, oh, this is so we can kind of reduce that buffer and capacity. And then a colleague of yours said, like, look, we used to fly planes with four engines in the past. Now we fly them with tools. Right, right. We're still feeling safe. And that software, it's like, the instrumentation, the precision, the transparency about that we are still good enough to fly. And that's what we need to bring to power grids. It's the software that gives you the transparency of how close are you statically and dynamically to your limits? How much more can the power grid take and investing in software's? There's so much better return on the investment than just adding capacity and copper and bigger transport? That's right, right. It's so much faster. So getting the software right, for me is the key to facilitate and accelerating that energy transition integrates.

14:30

How do you have these conversations with the you know, the system operator over here and a system operator in this service territory over there? And each one has a different story. They're in a different place in this journey? I think there's a recognition that, yes, it's going to happen. I hear it. I understand. I talked to other colleagues, it's going to do it. How do we take it across the board like and have some sort of consistent messaging right there and saying, Okay, do this

14:59

and Think you're absolutely right, everybody starts from a different position. So not only the grid topology is different, the D ER or EB charging, status is different. But also the IT and OT topology of every one is totally different. So the art is to. That's what agility is about. Like when we talk about agility, it's about being able to make small steps, make them fast, and iterate. So it's, that's why our software suite is modular. Modularity enables you to go Agile, and to not replace, and total ADMS and derms. In one goal, if your project, please don't risk. And I mean, we've been doing that over the years. But the recipe is, how can I go live was one thing. Next thing,

15:56

I love the incremental approach, it allows the human side, like me, put my, my arms around it, achieve some sort of success, say, I got it. Okay, I'm learning, I'm walking. Now, let's, let's start to scale a little bit, let's talk, let's target this versus that right now. And be able to do it that

16:20

way. The whole I mean, a, it delivers value much faster, because you can do something very fast. So the second thing is, I mean, it's a human transformation, you keep emphasizing. So it's about people with habits of working with a system for so long, now need to change to work with new software. So you want to give those people the chance to get those new habits. So get them touch the software really fast. Get them kind of learned. Like it like we learned something on the smartphone, right? I mean, you you learn it intuitively, instead of five months of training after a five year project, and it's kind of Big Bang, see your it's not how transformations are being done.

17:08

See, you're touching on so many things. I believe that true adoption has to come with simplicity. If if you create friction in this, whatever this journey is, I'm not I'm just naturally going to not want to be a part of it. It's too hard. And you also spoke on that, that cultural, that utility, cultural mindset, that legacy thinking we've done it forever, this is how we've done it, we've perfected this.

17:34

And you know what? It's that's super interesting, because you see, kind of different types of people coming in now. And those conversations are super intriguing. Because I mean, a you have 80 people sitting next to what we would call Ott, right. So they come from different backgrounds. And what we find is, if we discuss our principles and software and how we build our software, how we deploy our software, it actually resonates with both. So it's not the conflict of I win, you win, or I push you out, you push me out. But it's something that serves both needs, and for good reasons. So it's the best of all worlds. Yeah. And it has the advantage of the reliable reliability of OT, but the flexibility of it, and the speed of it.

18:30

See, I think, you know, I point this out, the pandemic did a couple of things. One, we understand the bad stuff, got it bad, bad, bad, bad. But the other thing that I thought was pretty good about the pandemic is that it it quickly identified the necessity for us to collaborate, and to be willing to collaborate and to be insane. I don't have all the answers. I know I need to go down this road. But I don't have it. So I need to collaborate. And that's what you just pointed it out. OT it, that collaboration when when and and that realization that yeah, it just has to happen.

19:07

And then those, those conversations are real fun. I mean, like I can imagine when we bring everybody in the room is like sometimes in the beginning, there's a little bit of the reservation,

19:17

because it never happened before it never happened. And then when people are leaving

19:21

the room, it's like, wow, I mean, like, sometimes we get kind of that those teams afterwards calling their CEOs and said like, yes, this was like, they never experienced that it can actually not be against each other but with it each other and it really to like thinking things entirely new.

19:44

I think it's an exciting time. I really in a positive way. Yes, people are going to skin, their knees and bump their heads and all of that stuff and it's going to happen however, I still think that there's this momentum that's happening. then it is going to happen. And either you participate, either you'll part of the solution, or because of the velocity of this, you're going to be left behind and you don't want to be in that room. You don't we won't. You Oh, that's what you guys do. You do it all the time. I enjoyed this conversation. You know what it was well worth the wait. Thank you. Yes. How do people get a hold of you? Just got to? I mean, if they want to get some more information, where do they go?

20:30

Just ping me on LinkedIn.

20:32

I mean, that's the way to do it. This is

20:34

where it is man, I will have all of Sabines contact information out on industrial talks have been your fantastic. Thank you very much for joining industrial talk. Once again, we are broadcasting from distributech 22. And as you can tell by Sabine it is a, I don't know a collaborative environment that solving problems, excellent, excellent environment, please put this on your bucket list because you will not be disappointed to get to meet people like to be alright. Thank you. Once again, we will be right back.

21:03

You're listening to the industrial talk Podcast Network.

21:11

All right, once again, thank you very much for joining industrial talk, remember, go out to industrial talk.com And you need to connect with somebody and you will not be disappointed. This was an incredible conversation. And, and I mean, there's more there's so much activity happening within the utility, energy space. And it requires people like Sabine team seems to be able to navigate those waters trusted individuals to navigate those waters because it's important stuff. So go out to industrial talk.com. Remember, we were on site distributech 22. And we're going to have some more incredible conversations coming to you from this event. It again, put it on your bucket list, you will not be disappointed. Join us. We are creating this ecosystem, expanding ecosystem of leaders like you. So please reach out to me go to industrial talk.com You will not be disappointed. All right. Be bold, be brave, daring, greatly. Hanging out with people like Sabine team Siemens, be bold, be brave. They are greatly you know what you're going to do? Change the world. We're going to have another great conversation shortly. So stay tuned.

The post Sabine Erlinghagen: CEO Grid Software with Siemens appeared first on Industrial Talk.

On this week's Industrial Talk we're talking to Mike Kotzian, Managing Director – USA for Kivnon about “Simple Automated Guided Solutions”.  Get the answers to your “AGV” questions along with Mike's unique insight on the “How” on this Industrial Talk interview!

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

company, solution, people, industrial, conversation, vehicles, units, mike, simple, hardhat, automated, technology, safety, easy, big, important, software, event, amr, industry

00:00

On this episode of industrial talk, we're talking about simple, automated guided vehicle solutions. Now, I'm all about simple as you can imagine, and we're talking to Mike Kotzian. And he is with Kivnon. We're gonna just don't have to lay the lumber of why this is so important. Let's get going.

00:24

Welcome to the industrial talk podcast with Scott Mackenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hardhat, grab your work boots, and let's go Oh, looky,

00:42

looky, we're back. We're back celebrating new industrial heroes all around the world. Because you are bold, you are brave, you're daring greatly. You're solving problems. Yeah, you're collaborating? Absolutely. And you're making my lives and the lives of many around the world better. Wow. That's why we celebrate you on this particular podcast, as mentioned, my cop scenes in the hot seat, give nine is the company. And you know, we're just talking about automated vehicles. But for me, personally, simple is better. So let's get cracking. I'm all about simple. I think if you make things difficult for people to understand, they're not gonna they're not gonna listen to you. I think if you make it difficult to try to deploy something, you're not going to have great success. Because I think that, especially now and I think where innovation is heading, I think innovation is has been heading to the point where the end user is just paramount. Simple is better, getting it in the hands of the the frontline people or wherever it's supposed to get in the hands of. And if you make that solution, easy, powerful and usable. You've got a success model right there, baby. And I think there are many companies out there that are really working hard and diligently on doing that. All right. On the calendar, I want to be able to sort of pump an event that I think that you need to go to. It is the IoT solutions World Congress event it is in Barcelona, it is May 10 through the 12th. And you're saying Scott, why do I want to do that? You want to do it, because it's important for us to get back to whatever that next normal is. And that means face to face conversation, a little bit of human interaction, get more done when you're, you know, you're right there face to face, looking right at the individual. That is a great event, because of COVID hadn't been there for a couple years. Of course, like many haven't. But it's in Barcelona and my recommendation, my TED hardhat recommendation, IoT solutions World Congress is where it's at another point, one conference to Dotto, you're saying to yourself, Scott, what is that I'm tired of, you know, all of the number dot O type of solutions, but this one's different. And the reason is, is that if we are to get together, get back together, get get sort of the, you know, the blending of both the virtual important, we're all working from our home, and just it's just the way the world is going right now. But I think real successful companies are going to be focused on that real human interaction, whatever that takes that face to face human interaction. And I think events such as IoT solutions, world, Congress and others, are just absolutely great at that. Now, what do I mean by No, I think God are the days of, you know, prepaid debit, we'd go to these events just because it was in our budget, and we'd go there, drink some good cocktails and eat some great food and Yuk it up with people at the event. But really did things really get progressed, I think that we need to start thinking of these events as real strategic engagement engagements. And to be able to do that we have to really plan. There's like a pre plan our meetings, plan, our connections, plan on the, for lack of a better term, the prospects we want to get in front of, and then there's the the during, right, you're going to sit there and you got your stuff all laid out. You're going to be talking about it, you've got that conversation happening. And then of course, one of the most important components of course, is the post and that is the follow up. That's the nurturing and that's what you need to do. But it requires a lot of effort to get to those those three steps. Now. I call it conference to Dotto because what I do here at industrial talk is this ecosystem that is being created with Great companies great leaders, is that

05:04

we create that whole strategy in the beginning, get people on the podcast, get people sponsoring, get people having that conversation and highlighting, right, highlighting what they are doing, highlighting that subject matter, get it going, have that conversation, create that relationship, that friendship, and be able to have that asset that, that interview that that conversation asset. And during the conference, we're there on site, man, this is on site, boom, we're working. And we're interviewing the best, the best that these companies have to offer. But the most important component is after and you know, we'll create a video and we'll create all the great content, the interviewing content, the media content, everything there from the event, fun stuff. It's all fun, it better be fun. It better be entertaining, right? Oh, you're not gonna listen to it. You're not even gonna watch it. Why would you watch it? So that's our model. But the best part about it is after the fact, this is where you begin to nurture. This is where you begin to collaborate. This is where you begin to begin to develop those real meaningful relationships, the friendships that come out as a result of these events. Important, but you got to keep at it. You can't let it go. And but I'm going to just sort of throw a little wrinkle in there. Yeah, you've got a great solution. Don't get me wrong, great solution, thumbs up everything all fine and dandy with that. But how about it, if you take this approach, if you're truly destined, you're truly passionate, if you're truly committed to the, your, your existing customer, or your prospects success? That to me is a collaborative conversation. Sure, I could say, Hey, I do this. But I think that we don't have all the answers. And if I'm looking for solutions, and I have an idea that, you know, company, a over here has the right solutions for you. I better I better have the integrity and the the the moral fortitude to say, hey, company, I, you need to go over here. I think they have the the solutions. I think each conference needs to go by that model. To to get the most out of all the engagements, we just have to be able to get that this this. This ecosystem, the industrial talk ecosystem is focused on getting the most out of and fill in the blank, and doing it the best possible way and adjusting to get the most out of conferences, to get the most out of connections to get the most out of whatever it might be. I think that that is key to your marketing, and sales, focus and strategy. How about that for a rant? Do it pre during post, get engaged, face to face solutions? collaboration, innovation? It's all there and make it doggone fun. And entertaining. There. That's it. Kip not. I'm interested in the automated solution, right? And these vehicles that are autumn autonomous and automated and doing work. I always had the thinking that oh, what is that gonna do to dig up my floor, you got to do certain things. Give not has a great solution. Simple. You can you can tip your little toesies in the cold water and say hey, alright, here we go. We're gonna just start out small. And then that scale from there. I'm always about that incremental approach right now, especially when it comes to innovation technology. And and finding people you can trust. That's a big one. Mike, give not you can trust them. They've got the TED hardhat approval from me or industrial talk. So enjoy the conversation. Mike, welcome to industrial talk. Thank you very much for tight, finding time in your busy schedule to talk to the best listeners around the world. And that is industrial talk. How're you doing

09:16

today? Really good. Scott. Thanks for having me. Appreciate it.

09:20

I'm telling you, I'm excited about this conversation. I'm always I'm always excited about all the conversations I believe industry is is is what's going to help us get through all of this stuff, whatever this stuff is, whatever pain you're feeling, industry, whatever challenge you're dealing with people industry. There you go. That's a plug to you. Okay. All right. For the listeners out there. Give us a little background little 411 on who Mike is. Yeah, sure. So

09:47

I'm Mike Kotze. And I'm the Managing Director for kivinen canines and AGV company automated guided Vehicle Company. I've been doing automated guided vehicles for 24 years now. I'm an ATV guy. That's that's what I that's what I know. That's what I do. So yeah, so

10:04

can you I know I have to interrupt real quick, just so you've seen a change quite a bit. 24 years, I didn't know it was around that long.

10:13

So that's what's funny is actually it's been around a lot longer than that. The EGP was invented in 1954 by Arthur, Mac Barrett and Illinois. It was called the guide ematic. And he started a company called electronics. And actually, you can still see some of those units run rolling around today from the early 80s Barrett electronics. Wow, that

10:33

is pretty doggone cool. Love the history. And you're a history buff. I like that. Now, let's get into the interview. Let's get into the conversation. Okay, what's the problem? What, why is AGV? What is the problem we're trying to deal with? And what are we trying to solve?

10:50

Yeah, I mean, I just I just looked actually, before we talked, because I think there's roughly 11 million job openings in the United States right now. I think there's somewhere around 6 million people in unemployment. So I mean, you do the math, right? We're trying to get, you know, there's all these supply chain issues, right? There's, you know, workforce issues. I mean, everybody's facing it, right. So AGVs is an option right now, to automate processes, whether it's simple or complex, we're, you know, traditionally, maybe you would have had a tiger driver or a person doing it. And maybe, actually, if you're running 24/7, you would have had three or four people doing it, you know, over a week, a week span, and you can do it with AGVs, automatically. No, right. So, I mean, I think, years past, we were fighting the issue of maybe, let's say, replacing jobs, but I think right now, you know, that conversation is long gone.

11:45

And you know, what's interesting, I'm not, I'm not gonna sit there and get all political, I don't understand why. Why there's such a disconnect between unemployment and, and, and these job openings, maybe, I don't know, but people who complain about their job being automated or something going away. I mean, this is the real, this is the reality of, of what's taking place out in the market. I've got to keep my doors open. I've got to figure out a solution. I can't find people to do the job. Whatever that problem is, I've got to do something. And I like that, because that the the AGV it's not just warehouse, right. It's in manufacturing. It's one of the applications of these automated guided vehicles.

12:32

Yeah, so I mean, it's, it's, it's pretty broad. I mean, the the roots of ATVs is really strong in manufacturing, and really strong in automotive, to be honest. And I mean, that's kind of our bread and butter. I mean, we're moving, we're moving material, whether it's, you know, parts parts of a car, basically, to assemble a car, right, we're delivering, you know, headliners or years, different parts, right, you know, for you to deliver. But you know, that there is a lot in warehousing and things like that as well. Right? It really depends. I mean, there's a lot of AGV companies out there. I like I said, I've been doing ATVs a long time. You know, there's a lot of food and beverage is huge, you know, but they're specific vehicles that fit for that, right. And then warehousing, right, so you see little AMRs autonomous mobile robots, you see AGVs, automated guided vehicles, AGCs carts, there's a lot of different names for them. And they, they all kind of fit differently, right? Whether you're an E commerce with an Amr, or whether you're in a big, you know, like a, you know, a beverage company we're using, like a big forklift style AGV or, you know, kind of more what we do is, is really strong in a lot of manufacturing where we're, we're delivering the parts to line to assemble a vehicle.

13:46

Amr clarify that real quick,

13:48

yep, that's an autonomous mobile robot. And, and I've said this before, there's, there is no governor of the AGV, a Yamaha or AGC space, right. So there is overlap, but I mean, there's AMR companies typically are smaller units. There's, there's quite a few out there. That's a newer, you know, newer kind of companies technology, Kiva was one of the bigger ones in 2014. I think Amazon bought bought Kiva. And that was sort of revolutionary in terms of, you know, the technology what they were doing goods to person for E commerce and, you know, Amazon bought the company rather than continue to source from them

14:29

that night. Why not?

14:33

It also made it so that their competitors, you know, couldn't have it right. But so, you know, that's the AMR space autonomous mobile robots, and those are smaller units. And those are more goods to person, you'll see that a lot more in E commerce.

14:45

So if I'm a manufacturer, and I'm struggling, just to reality, I'm struggling to find resources. My line is being hampered. And I'm overworking the existing resources that I do have just because I have to What is the typical financial return on investment for your solution or any solutions that's associated with AGV?

15:12

Yeah, I mean, so that's, and I've seen that sir, sort of changed a little bit over the years to in terms of, you know, there used to be really strict ROI, maybe if some of the automotive companies might have like a one year payback, and that was really always difficult to to achieve. So, I mean, with the simpler solutions with the AGCs, which is more like kind of our style, like I said, automated guided carts, kind of like they're smaller units. And in manufacturing, it's, it's easier now to get a one to two year, you know, return on your investment, you know, a lot of the bigger units and things like that it's a little more difficult. And it depends, too, if you're running like 24/7, that's, we kind of always have this sort of red light, yellow light, green light. So like, if you're running one shift, and you're like a low wage rate, that's really difficult to get a payback. But if you're running, you know, three to four shifts, let's say full time 24/7, especially in high wage rate areas, it's really easy to get, you know, one to two year pay.

16:09

It's interesting. Yeah, I never thought of it that way. You're right. If you're just if you're a nine to five type of business. Yeah, no, that's it. That's a tough one. But if you're around the clock, hi, wait, that's interesting. Now, we've got carts, we've got robots, and we've got vehicles. That's what I've heard so far. Yep. Yeah. The, the question I would have, if I was evaluating whether I need to go around, down the road of automation is, do I? Do I look at my business in such a way that I can say, Okay, here's, here's my entry level I want to deal with here. But then, you know, maybe three or four years from now, I want to be up here? Is it scalable, easily scalable?

16:57

Yeah, for sure. For sure. AGVs. For me, I've always said, because I've worked at some bigger companies, where we did large $40 million integrated systems, right, and AGVs it's an entry level into automation. I mean, you can do $100,000, you know, to vehicle system and, and get into automation, that'll, you know, a low price point. And then yeah, I mean, you you can scale in terms of adding vehicles and, and expanding, and then on the software side, too, you can a lot of times, it depends on the company, you know, but you can start at sort of an A to B push button, let's say, you know, two vehicles back and forth from A to B, you can eventually, you know, maybe have a 1015 vehicle system that you're actually doing a lot more on the software side, like maybe managing the inventory, your the locations are doing some more decision making and things like that.

17:46

So just keep an eye on provide the software component.

17:50

Yeah, so our AGVs all have PLCs. Onboard, typically, which is a little unique in the industry gives a lot more flexibility. A lot of a lot of companies have industrial PCs on board. But then in terms of, you know, from the software side, like I said, you can start from just a simple push button back and forth type unit in our system, let's say and then you can kind of have maybe mid level where you're maybe managing a location or to like, you know, especially with manufacturing, like you, typically you're delivering a full, right, and then you grab the empty, right, that's, that's real typical in the industry. So, you know, the AGV system can kind of make that decision of okay, here, I dropped and so then I pick from here, next time I drop here and pick from basic right now we're starting to grow up the software a little bit. And then that can actually get all the way to where you're, you know, either interfacing or actually working like a WMS or, you know, a WBS or something like that.

18:47

Bu am as b s warehouse management, software management software, and then WBS

18:58

WBS. When execution software, I'm not a software guy, I say this all the time engineer, but yeah, that's the software side, you can really start to grow. And most companies have their own WMS already, right? Yeah. Something but so you can interface with that. That's pretty common to interface with it. And then sometimes you can kind of function as one gray as well, if it's, you know, maybe a smaller area, you know, not that many locations.

19:28

So I'm, I'm, I'm interested in the the to cart solution. And I like your price point. I'm interested in that that'll on tip in my dipping my toes into the water of automation. I say yes. Give me the time. That and I I understand it's there's a swag here but generally speaking, time to actually implementation and execution.

19:58

Yeah, so right now for our standard units for Something like that it would be around six months, which, I mean, there's a lot of supply chain issues, we're not immune to that. But, you know, our operations director did a really good job. Kind of planning ahead. And with our, with our standard units, you know, as little as six months, you know, depending on the system, I mean, you know, some units might be up to nine months for a system, some still within a year.

20:24

But do I have to? How do these units are guided on the floor?

20:34

Yes, our units are typical, our magnetic tape, which is, you know, it's it's a I don't see down and dirty technology has been around for quite a while. It's easy, it's a, it's a, it's a less expensive navigation technology, there's RFID tags on the side that kind of give it you know, sort of the decision making them slow down, go charge speed of change scanner things. But, you know, you lay the tape on the floor, we also have infrastructure free, they call it mapping. It's basically a slam technology that uses the environment as well. We have some of those units as well. But I mean, our, like I said, our bread and butter is sort of the, you know, more industrial mouse style AGVs that are running on a magnetic tape,

21:17

saying I like that I like the magnetic tape just because I, let's say, Today, my four looks like this, whatever this is, and I'm running some tape down here. And then tomorrow, I get a great contract that requires me to modify my floor, plan my layout, then I can feel comfortable knowing that it's just tape. It's not something that goes right into the concrete. And it's there forever. So it has some flexibility that I like, I'm always about flexibility, but that and I would imagine, you could say, Yeah, okay, I see your shift in your floor. So what we'll do is we'll lay this out, we'll just we'll do it this way. And so your, your implementation is quicker, too, as well.

22:03

Yeah, the tape is easy. You mean it's it's cheap. You know? Yeah, there's, there's other companies I worked at that use it as well. I mean, it's, you can put protective cover on it, you can epoxy, it becomes a little more permanent that point. But yes, I mean, you can in, you know, on demand, you can sort of lay tape and like, make a why and make it turn this way. I mean, it's, uh, you know, I've seen it many, many times, you know, it's really easy to modify. It's Hot Wheels. Yeah, sure, you can change the tracks change the track, I see my six year old daughter do it, Claire, she's on track.

22:37

I wanted to go around this now. Exactly. Which is not bad. It's not a bad idea. I like that. And it allows me to get my my foot in the door of automation, and see the value the benefits. And and see from an I'm a firm believer that if you're not in the game, and you're not thinking about it, you don't know the questions to ask you don't know what you're trying to use the technology for. So get in the game, I see that that is, is a vital component. Now, there's always roadblocks I get it. I can automate. That's great. I'm dealing with some resource challenges. Yes, that's reality of it. But what are the roadblocks? What are we talking about? What What prevents people from going that way?

23:20

Yeah, so we always try to identify those early too, right. So it, it can be an issue. So I always recommend people to get their IT group involved early because that can be a roadblock if they don't want you to VPN in or be on the network, different things like that. So if you're a company that's, you know, trying to implement AGVs definitely get your IT people on board early, let them know what you're doing. That always helps safety is another big one, right? So if you've got a big safety department group, they need to know, you know, if they don't know about AGVs, if you have an enemy for them, you know, that's a lot of times a stumbling block. If, if you've got a big safety crew, and they've already, you know, you've got multiple sites with ATVs, it's a lot easier. So you definitely want to get safety involved as well. I mean, those are the other issues.

24:04

What are the safety concerns? I have to pull on that string? What is that?

24:08

Yeah, safety is huge. I mean, safety for ATVs is huge. And I mean, and there has been a ton of developments over the years to make them safer and safer and safer. The safety spec that basically governs AGVs and CB 56.5 That's that's the main safety spec. It I don't want to say it's sort of a minimal safety spec. I mean, it kind of it still makes vehicle safe and solution safe. But there's responsibility on both parts. It's not just the AGV company has responsibility that the company implementing the AGVs has their own responsibility as well. Whether to train the operators how to be around and put put signs up things like that. They have some they have a lot of responsibilities. Yeah, come on.

24:55

I mean, I get it and you're in the business. The AGV companies are in a bit have definitely delivering a solution to a problem. And if if safety is a challenge, you're gonna, you're gonna build it in there, you're gonna have to, you're gonna have to figure that out, or nobody's gonna use your product. And people are getting run over by your, your, your product, nobody will like that. No better. Sure. So I do like that. So we've got it issues. How many times I have that conversation? roadblocks, it just happens all the time. Okay. Yeah, you're not immune to it either. It sounds to me that it's important to get the sort of leadership involved to say, this is where we need to go, this is the strategic direction we are heading. And this is why it's important. And then as probably deals with a lot of the other internal resistance to be able to, you know, deploy the solution.

25:59

Yeah, yeah, you got, I mean, it depends to a bigger company, when corporate let's say, has a plan to put AGVs in, it goes down to the plant level, you still got to get plant level buy in right, either, you know, from the operations managers and the plant manager, people, it's, I've seen it, I've seen struggles a little bit where there's sort of a corporate mandate, right? Nobody likes, you know, at the plant level to hear that if they're not worried. So, no, but it is it does definitely help to have executive sponsorship, especially executives and corporate people that have had experience with them, let's say from another company, right? And they're rolling into a different company bringing their expertise and say, Hey, this is what we did. You know? So

26:36

I'll tell you one, one word, Amazon, Amazon's all in. If Amazon's all in and I know that I use Amazon, you need to consider doing the same thing. You need to figure this out. If they're in. They've got a competitive advantage. It's, it's obvious. Yeah. So you know, make it happen. All right. So what we have is we've got sort of a six month for a simple type of solution. We're looking at cards. Is it scalable? Yes. And I just, I love the I love the approach. Now. Just remember, we've got a couple of issues that have to be addressed. That's it, as well as safety. But I think that that those are two issues that can be overcome. And just remember, once again, Amazon, all right, my academy people get a hold of you insane. This is cool conversation. I want to get a hold of Mike.

27:27

Yeah, for sure. For sure. So you can find me on LinkedIn for sure. Kip nine, you can find us Kip nine.com. And you can follow Kevin on USA on Twitter.

27:36

All right, that's Mike Kotzen. That's coyote Zian. KYV, non ki V and O. N is the company. Once again, LinkedIn. God bless me. Because you can always find their stat card out somebody stat card out there, get a little flavor, find the website can do all of that. All right. That was an excellent conversation there. Mike. Appreciate your time.

28:04

Awesome, Scott. I can always talk AGVs

28:09

See, I think it's so cool. I don't know, man. It's a it's a it's an odd time. I mean, I I can geek out. I'm a fan of Discovery Channel and, and Smithsonian channel, and they do all of that garbage.

28:22

I love that. And I always like being able to talk to somebody about it besides my wife cuz she's tired of hearing about it. So yeah, I hear Yeah. Hey, did you know that we could do it here?

28:34

I'm going Oh, cool. All right. Thank you, Mike. All right, listeners. We're not we're gonna have all the links and contact information for from Mike out on industrial talk.com. So stay tuned. We will be right back.

28:49

You're listening to the industrial talk Podcast Network.

28:59

All right. Ah, harder harder. Thank you to Mike for joining me. On the industrial talk podcast, Kivnon company. Simple is the best way that I can possibly sum up the conversation. automated vehicles simple. Yeah. Reach out. Great stat card out on LinkedIn. You will not be disappointed. Again. 10 hardhat, approval, trusted, trusted individual. You won't be disappointed. All right. May 10 to 12 IoT solutions World Congress, Barcelona. Barcelona is great. No, no doubt about that. Let's get back to normal. Let's get back to that next normal. Let's get get engaged. Let's look at those face to face conversations and make it meaningful. Make it get the most out of your conferences. Get the most out of your engagements. That's what we're all about here at industrial talk. Go to that event. Great. Great. All right, people be brave dare greatly hang out with Mike Bold brave and Daring Greatly you're going to change the world thank you very much for joining we're gonna have another conversation Great One.

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On this week's Industrial Talk we're talking to Lew Weiss, Founder and Host of the Manufacturing Talk Radio about “The current state of Manufacturing and Marketing Strategies”.  Get the answers to your “Manufacturing” questions along with Lew's unique insight on the “How” on this Industrial Talk interview!

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SUMMARY KEYWORDS

manufacturing, people, lew, industrial, manufacturers, world, talk, marketing, years, canary yellow, problem, market, reality, approach, podcasts, making, forged, deliver, country, disruption

00:00

All right on this episode of industrial talk, we are talking to a manufacturing legend who is passionate about you. passionate about education, passionate about getting that word out about how wonderful manufacturing is, and delivering passion. That is on this episode of industrial talk. Let's get cracking

00:25

Welcome to the industrial talk podcast with Scott Mackenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's go

00:43

Alright, once again, thank you very much for joining industrial talk a warm and fuzzy platform that is dedicated to celebrating you industrial heroes. Because you are bold, you're brave, you dare greatly. Absolutely, you innovate. You're solving problems each and every day. And you're making my life, your life, the world a better place. That's why this celebration platform is dedicated to you industrial heroes. Alright, we are also we've got three sponsors, by the way three sponsor for this particular episode, TX one, cybersecurity, you cannot. If you're if you're venturing in to this digital transformation, you better get on your cybersecurity and look into that TX one delivers a very nimble, easy solution, as well as Neil, you know, the community of the future. They're putting their money where their mouth is. They're deploying all of this great technology. Neil Neil comm and a vitally because of supply chain because of logistics, because of all of those challenges. Boom. Cap logistics, you need them in your corner, definitely. For all things shipping, contact them, go to capital logistics.com. Alright, in the hot seat, Lou Weiss. Now you're saying yourself, Scott, who is Lou? Absolutely. He is a He's the president of all metal forge group. Yes. But more importantly, he is also the co host of the manufacturing talk radio. So he knows a lot more. And he's forgotten a lot. I mean, he's amazing. So let's get cracking. Yeah. Have you ever had those conversations where, you know, oh, my gosh, I don't know as much as I should. And individuals like Lou, and what he's been doing, he's been doing, I'm looking out on a stat card out here. Right? His, so if you want to find them, it's Louis le Wi SAYWEIS. S. And I've been doing this, this thing for three, four years, whatever, what we call this media. He's been doing this over eight years. He was a pioneer when it comes to manufacturing and saying, hey, I want to deliver I want to be able to highlight, communicate and and talk to other professionals. Within manufacturing. He's been doing it he's, he's seen the changes. It's an amazing conversation. That guy's got mad mad skills. It's, it's so much fun. All right. So I've been a tootling around, noodling around, whatever you want to call it with some ideas. And one of the things that I've been driving toward is, I'm very attracted to things that are approaches that disrupt, that could be technology that could be managerial type of strategies or approaches. And, and in that disruption in that pushing the envelope approach, be able to really advance in a positive way, whatever that might be. And so I've had a great conversation with Catalyst constellations, with an S, by the way, by the way, they have an event go out to industrial talk.com, an event on a January 11, right around the corner, January 11. And it's a virtual event. It's free, and it all talks about catalysts. And if you think you, you're saying you don't know what a catalyst, you need to go to that thing because it's, it was eye opening for me they do a great job. That's catalyst constellations. And that is their event to call the catalyst Summit. Yeah, I think that's what it's called. Find out, go to industrial talk.com. There's a link there bump, boom, no big deal.

04:41

Anyway, that disruption that focus on disruption, especially in today's very fluid, sort of squiffy type of world that we live in don't know. We still have to be successful. We still have to be able to close deals, and we still have to deliver goods and services. So when I start talking about disruptive, disruptive management approach, it's things like catalysts, and others, because I think we have to rethink, we have to constantly rethink the way we approach our market. The other area that I'm intrigued with is because we, we talk about all this great innovation. And it is, don't get me wrong, I geek out in a jet second. But when we start talking about this, my concern is always this is great. How can we make it available, sort of that democratization of the technology so that everybody, and everybody around the world because it's global, can participate, can benefit can see their communities, making leaps in a positive direction. And so if we have disruptive management styles that are just saying, Hey, we're going to have to change the way we think, and and do that, and then be able to take the innovation that is out there and think it through it, and it's all great. But making it cost effective, so that more and more people, more and more companies can take advantage of it. And then of course, removing or trying to drive down that risk. I'm just sort of in that mode right now. Because I think that there's a lot so I I heard a quote, which is pretty cool. Now, listen to me on this one, no one has gone broke by helping others. Okay, here, you can say, well, I don't know what you can, but you get the gist. And I think there's a there's a way of being able to sort of deliver that compassion, deliver that generosity, that purpose behind helping others succeed, being charitable, in whatever you do. And think about that. So that everybody succeeds in some way, shape, or form. That that I'm I'm all geeky about right now. So there's going to be more to follow. And I think it's good business. I think if you start talking about being that vulnerable, charitable, individual, give of yourself, give your be at the other focus, talk about disruptive type of management approaches, get everybody on board, but have to be disrupted. I just, I will, I will push away that standard conversation about and this is how we do certain things. I think that right now, disruption is a beautiful thing. And that goes with technology and making it available to most and many and everybody, why not? I don't want to leave people behind. Do you want to leave people behind? I don't want to leave people behind. Alright, let's get on with the interview. Again. Lou, don't go by and Lewis don't go call. I would imagine he doesn't even respond to Lewis. I don't know. But he he responds to Lou. And Lou is a great stat card out there. But doing it forever. Sage, manufacturing sage, and it was a wonderful conversation about where are we going? What are we doing? How do we get that message out? What's the next step? Where's, you know, what is that tipping point? Bear guy I use that? That is that is on the docket. Enjoy the conversation with Lou. Lou, welcome to industrial talk. Thank you very much for finding time in your incredibly busy schedule to talk to the listeners of industrial talk the best listeners in the world.

08:40

Thanks. Thanks for having me. Appreciate that.

08:43

Wow, that it's it's all it's all on this side of the camera, man. I mean, it's a it's an honor to be able to talk to somebody that's been in not just manufacturing, but in the media space for so many years. And you've seen a lot of changes taking place. And you're one of the leading podcasters out there in the manufacturing space. So I'm all honored big time. Now for the listeners, Lou. And I just call them Lou is give us a little background little 411 on on Hulu his outside of the fact that he's handsome. If you're, you know looking out on video, but give us a background.

09:19

Well, it's all started out with the canary yellow Sport Cup.

09:25

Which you're sporting today. Yeah,

09:27

only only caught Yeah, which I spotted all the time. I've been in the industrial metals industry for 60 years, and manufacturing and so on. And about eight years ago, I was looking for a way to reach out to more manufacturing and how to do it other than just running ads and magazines and catalogs and so on and so forth. So I came up with manufacturing talk radio And we now have five podcasts all about manufacturing, I'm really enjoying it. We haven't made a nickel with it, but I am enjoying it. And I've learned a lot. And you know, I meet people like yourself, and we share stories and experiences, and so on and so forth. And I'm just loving what we're doing. It's funny how you bring up a good point. And the reality is, is that I'm living a dream because I get to interview people like you and others who are just at the cutting edge of thinking or whatever it might be, because I believe it's important that we continue to educate and collaborate to to properly innovate going forward. And and what's interesting is,

10:45

I realize I'm not the smartest or the sharpest tool in the shed, because there are a lot of people out there thinking about a lot of big things. And I'm definitely going to impact the world in a positive way, if not doing that as we speak. All right. Go ahead.

10:59

I what I've learned over these last eight years, aside from the 60 years in manufacturing, is that there's a lot of people in manufacturing, who they know how to make things. They know how to sell things, but they don't know how to market it correctly. And that that's really a major issue. And so part of our mission has been to get information out to the public, my public to manufacturing public, and let them know that there are better ways to do things than what they're doing right now.

11:38

Brilliant, because you're absolutely right. I, I think especially in the digital world that we live in today, there are many ways of being able to get that message out to resonate with your market to be able to communicate your value proposition in such a way that brings out the human side, right? Yeah, you don't want to be a ShamWow guy when you got a great solution yet. It's just show your your human side, which is pretty doggone cool. Now you have the manufacturing talk radio, which is pretty. I mean, you've been around for a long time, I've only been around, well, maybe about three years or so. But you've been around eight years, is pretty. That's significant in the world. In the world of podcasting, and problem, you've seen a lot of changes. I mean, I just realized when I started I, I just started cold. And I just said, I need a mic. I need something I needed it. You know, I didn't have a clue. But nowadays with podcasts, because of the pandemic, podcasts really sort of exploded. And the solutions are a little easier to find. But back when you were starting out, that's that's far forward thinking my friend forward thinking,

12:50

well, we we started eight years ago. Yeah. And again, the whole point of it was, how am I going to market to my market? differently? Yes. My competition. Yeah. And we now have, I don't know, but 700 shows under our belt. Yeah. And we're on multi platforms. And, you know, we're, I think that we're doing a really good job. In terms of getting the message out. I'll give you an example. We did a radio show this morning, with a company that invented or promoted a device that you can point it at a piece of metal and it tells you the chemistry get its amount. I mean, that's incredible.

13:42

Shut the front door. Man. That's, that is amazing.

13:45

Yeah, six years ago, we had to send it to a lab. It took a week, it took two weeks, it costs about $200. And now they have a device that you pointed at a piece of metal, and it tells you the chemistry. It's truly terrific. And not a lot of people know about this. So we're out there telling the message and educating the public.

14:10

That is innovation off the charts because i i i I can't even imagine what tacky resides in that little handheld thing. I say, Yep. That's the the makeup of that metal. i There's a lot of brilliant people out there. Alright, we're gonna have to at least dive into manufacturing. And the reason we want to talk about that is there's a there's a lot of scuttle but a lot of buzz out there. And and especially when we start talking about challenges that manufacturing manufacturers face today, supply chain resources, you name it, and how to manufacturers leverage technology to help them create a business of greater resilience. You touched on the marketing aspect and and their woeful capabilities of being able to get that message out. If you look at the manufacturing market today, Lou, what? What is your number one top, whatever focus that is creating some pain out there? Wow.

15:24

How long do we have

15:26

hours and hours, just kidding.

15:30

The situation that exists today in the marketplace, not only here in the United States, but really all over the world, as supply chain is a mess. worker shortage is a mess. It goes on and on and on. We don't have proper governmental involvement and trying to fix the things that are going on right now. And it's really, really traumatic. And nobody's really doing a whole lot to try and, quote unquote, fix what's going forward.

16:10

Yeah, you're right. It's, it's a bit frustrating. From my perspective, I try to be somewhat optimistic, but it is frustrating when you start to look at, you know, I can't find people, and that if I had a nickel every time when somebody says, I've lost people can't find people. And that impacts your ability to produce one. I can't I can't get the parts or the the feedstock or whatever it might be for my manufacturing process. So that impacts I can't, I can't do XYZ and and the reality is, is if you need to innovate, you need to be a sustainable business, because that's capital outlay. I understand. Do you think the possible solution or like I can't we talked about this? What's the first step? Go ahead.

17:04

I don't, you know, I'm having my personal problem. And you said it before is that you're trying to be optimistic. I'm having a hard time being optimistic, because every time I turn around, there's another obstacle that comes up a new headwind that screws us up. And it's really problematic. And I'm having me personally, I'm having a problem with that, because things are not going the way they were. Some time ago, you know, forget about COVID. Again, about work shortage. Forget about the baby boomers forget about the Gen. Z years. And Gen. The Gen.

17:50Y's X, I don't read that age group, young, whatever, by the

17:56

Yeah. And, you know, I was actually reading an article today about the college versus trade school. And part of the problem with that is that families, mothers and fathers have been pushing their kids to go to college. Well, that's not really maybe the greatest solution. Maybe they should be going for trade school, learn how to make things, but going to college wind up with a 200,200 $50,000 debt. I mean, there's 44 million people in this country that have a college debt. That's insane. It's just insane. And and, Scott, I, it's really problematic for our entire structure of this country and others. Yeah, you brought up a point, Lou, that that I failed to recognize and, and from as, as a business owner, like you.

19:07

There's that mental component, that the desire to be optimistic, to desired and running a business is it's got to be 80% mental and 20%, whatever. But I mean, it's, it's hard and it probably impacts your, your, your valuable resources, the people in a way because they see it, they're working more hours, whatever it might be. And I've never really and you're, you're absolutely when I first started. I was a alignment. I went, I started as a groundsman, and then I went, I went through an apprenticeship program, right. And that apprenticeship program took me four years to get to be a journeyman and we don't I don't see that anymore. And that's, that's with any skill training. And I and I think you're absolutely spot on. Where we were, as a society remiss in in our focus to promote the skilled Labor's and skill, like

20:15

the only country that I know of right now in the world that's still training their populace is Germany. And you know, they're the strongest country in in Europe and they still have high schools where you can you go to school to three days a week to learn about liberal arts and two days a week you're learning about the traipse, and by time you goes through four years so that you wind up either knowing enough or learning and not to make a decision about what's the best course of action for you is. And right now, we don't have that right now we have and I mentioned it earlier, yeah, we have parents who are telling their kids, you got to go to college, you got to do this, you got to do that you got to do this, like, meanwhile, you know, if you become an underwater welder, you're going to earn $150,000 a year, you got that everybody's gonna do that. But you can become a welder. And then $100,000 A year, it's not necessarily the best approach to go to college, even though it's good to be educated, it's good to know a lot of stuff. But it's not necessarily the best thing for you, in terms of making a career for yourself. Yeah,

21:42

that's a good point there. Lou. I, I think there's a misconception out there at that, you know, if I chose a trade, if I went the trade route, I'm less of an individual or less of it. But the reality exists, is that there are a lot of sophisticated technology that exists out there that need trained, skilled individuals to be able to do it and do it effectively. And that is just with anything else. And so if back to marketing, I think we're doing a horrible job at communicating the the, what's taking place in industry, and the need for skilled people.

22:27

But you're 100% Right. And as far as train and marketing for manufacturers, again, I'm gonna repeat myself, say they know how to make things. They know how to sell things, they don't have a market. And you know, there's a lot of people out there selling marketing, but not necessarily the, it's not all necessarily good stuff. And you need to adapt yourself to understand who your customer is, and how to approach them. And a lot of these marketer companies out there who are going to, you know, charge you X number of dollars to show you how to market, they don't necessarily know either. And that's unfortunate. Do you think let's pull on that let's pull on that thread a little bit here.

23:24

What do you think a manufacturer that struggles in marketing? What what type of approach do they need to move forward in the world of marketing, to improve sales to improve the bottom line and to create revenue, all of that stuff? I believe through marketing and a proper marketing strategy. Does that? What do they think? What do you think manufacturers need to do?

23:51

Well, that's a very complex question, with multi facets to it. It's a difficult, it's a difficult question to answer. The point being, that they need to understand who their customer is, and who their market is and what the market is. And from that, you can then start determining what you may have to do in order to bring your customer into your world.

24:27

Yeah, because you, you started, you started the talk radio, the manufacturing, talk radio. And I believe, just like I started, industrial talk, was out of a necessity to be able to have meaningful conversations with not just customers but prospects to understand what's on their mind in a way that is not Hi, I'm selling ShamWow and blah, blah, blah, blah. blah, it's more in what's your problem? How can we together solve the problem and deliver a solution that makes sense. And to be able to communicate that in a succinct, not overly difficult and complex way which manufacturers do their widget is the best widget, and we're going to talk about the widget until the widget, it kills you, right? I don't think that the market has the capacity to do that. They just want to see some human side. Do you agree with that?

25:33

Well, one of the problem, and I do agree with that, but one of the problems that I saw eight years ago, and it hasn't changed much since is that we need to get the message out. Mainstream media doesn't do that. Mainstream media talks about this, that the other thing, the politics of Republicans and Democrats, Trump's too, and so on, and so forth, but they don't talk about manufacturing. So when Tim Grady, my co host, and I came up with this idea, too, we want to get the message out, we want to educate the manufacturer and say, Okay, you're doing this, you're doing that you're making parch, you're making products, you're doing that you're doing great, but here's how to do it better, different, smarter, and so on. And apparently we are having some success with that. Because we do hear a lot from people that listen to our show, people that are on our show, who tell us that you know, we're doing some great stuff. And you're not not to.

26:51

Oh, go ahead, do. Yeah,

26:54

we're doing great stuff.

26:57

Don't go down the humble road with

27:01

But the point is that there's a lot of people out there that don't know what they're doing. And they don't have enough people. They're hiring. You know, they're hiring somebody who can make something, they're hiring an admin person or hiring this, but they're not hiring an appropriate marketing person who's industrial oriented, who can say, this is what you got to do. This is how you're going to do it. And that's what we're trying to do. We're trying to get that message out.

27:35

But how about people? Yeah, but Lou, you're you've got the street cred. I mean, you own a business, you're in the manufacturing world. And your, your voice has gravi toss when you start talking about solutions. And I find it's fertile ground out there. Don't get me wrong. And I believe that manufacturers unfortunately, which are Arca zillions, it's a it's an important economic business for our country to have strong manufacturing without a doubt, write that down. But the reality is, I think many of these manufacturers have been bitten by so called marketers that don't understand their work their business, their, their direction, what they're trying to accomplish. And they sell them, you know, a bag of beans, and they need mark it. It doesn't diminish the importance of having a marketer, a marketing professional on your team. But it does indicate that you better have that right person who understands what you're doing that has sort of that industrial manufacturing pedigree in them so that they, they get it. You do subscribe to that.

28:58

Some of the some of the problem and I agree with what you're saying, but some of the problems that we have, right now. You know, first of all, we have a slowing birth rate in this country. Wow. Yeah, we have people retiring, we have people. Matter of fact, last week, they came out for the first time I heard this number. The Department of Labor came out with a number of how many people quit their jobs. Not how many people are unemployed. But how many people quit their jobs? Why did they quit? They wanted to have a transition to something else. They don't want to work. They want to sit on the porch and play their banjo and, you know, smoke their cigars. There's there's a lot of stuff going on that we can't we can't fix because the people don't necessarily want things to be fixed. And that that's a real problem. So you got people retiring. I think the number is some like 10,000 people a day are retiring this country.

30:06

Dunning I didn't know that and see you're 65 you're You're 65, aren't you? No, I'm saying. But what's really? Is that the thought of retirement and you bring it up? Yeah, people are retiring. Yes, that's a reality of the workforce. And that whole intellectual capital is going out the door and I you know, that's a whole nother conversation. But for you, you're still you're still running and gunning, and and making things happen. And that's a beautiful thing, too. So I, I don't know. I don't think I'll ever

30:41

retire. My wife. My wife says to me, what are you going to do when you retire? I said, I'll probably start another business.

30:51

And then she turned her back on you and walk away. Absolutely. But you brought up that that? I didn't realize that but you're absolutely that that slow birth rate. That that mass. Let's let's just say it's a it's a silver tsunami. People are leaving, man, that's just they're going or they're they're out the door. In a in a decision. And we're not backfilling. We're just not backfilling. And, and I again, I way above my paygrade. I don't I don't have the silver bullet to figure out how to address that outside of the shower change.

31:33

Yeah, last last night on. I think it was MSNBC. They had William Shatner on two years ago. He's a hero of mine. I love that guy. I was on a TV show that he had years ago. And I was interviewed by him. He's a smart guy. And he looks younger than me. I have more hair than him. But you know. So bit. Yeah, Sylvia is right. Yeah, whatever. Where do I get a hat like yours to cover my head?

32:07

I mean, well, first off, you got to shave your head. You got to get rid of that hair. And then you put the hat on. Because I say See if I if I let my hair grow out? Like yours. I'd look like Bozo the Clown because nothing grows at the top. Everything grows with the side. Call it age, I don't know call. I call it ugly. Let's put it that way. So I'm not going to deal with it. But now Shatner, I always wanted to name my dog. Now this is my my family gives me a hard time. But I want that. I want a dog named Shatner, just because I like William Shatner. Right? Right? What? Why would you? So So you as a business owner, you're dealing with resource challenges, you're dealing with a mental challenge of just trying to keep optimistic and keep pushing forward and saying, hey, everything's gonna, it's gonna turn out okay, eventually, you know, and, and then you've got to stay ahead of any changes that are taking place in your marketplace, you got to be strategic about that. You've got a lot on your plate there, Lou, and you got to produce this gun radio show that tends to help everybody else.

33:19

Well, I'm doing this mostly out of passion. We haven't made we haven't made three and a half cents on this so far. But the point is that I feel I feel compelled, being that I've been doing this for 60 years dealing with manufacturers. I don't think that they all today are and I'm just repeating myself. They're not all today up to speed on things that they have to do to remain successful. producing a product making a product and being being successful at what they do. And, you know, we're, we're doing that to try and make,

34:07

I'm going to sort of be the guy on the other side saying, I bet you have made money. And the reason maybe it's not through the platform here, but it is the recognition that you're out there. And then somebody is going to say, I was listening to Lou, and he has that company. I'm just going to give I have a need. So I'm going to contact that company up to that happen.

34:30

Well, we've been known to make some money over the years. Yeah,

34:34

I gotcha. Gotcha. See. Don't come poor mouthing to me about your media company. When I know what you're doing. Now, I don't have a I don't have an outlet like you do where you have another company. I just, I'm a media company. That's it. All right. So we're gonna

34:52

do this just to pay for this. canary yellow jacket.

34:56

A stunning and very fashionable canary yellow which I haven't said much in a sentence before. Never say canary yellow. But it's canary yellow baby. All right, we got to wrap it up. How do we get a hold of you? How do you know? Now that now that you put them out? You're your own company? How do we get a hold today?

35:16

So my email addresses la Weiss at manufacturing talk. radio.com. Yep. I answer all calling. So if anybody wants to reach out to me, there you go.

35:31

Can I go to your website, too?

35:33

Yeah, I know the website, manufacturing talk. radio.com. And I

35:39

want to make sure that we're clear on that. That's MF G talk. radio.com.

35:43

Try. Try Riga. And we also have my steel forging company called Steel forge.com.

35:54

Which you could probably sell the domain to a vitamin manufacturer because that is a minute. That is a vitamin manufacturing name, baby, by God steel forged.

36:04

Steel forged not found. That's pretty good. We've been doing that for

36:11

more over six years. Maybe it's since you were 18.

36:17

That's exactly right. No, you did the math for you. Yeah.

36:21

I learned something in elementary school. Sometimes. Yeah. All right, listeners. That's Lou. Lou, thank you very much. You are absolutely wonderful. enjoyed the conversation. And I guarantee you, we could have gone on and on and on. I'm going to talk for days days. Alright, listeners, Fear not. I know you're saying to yourself, Scott, how do I get a hold of Lou? But I can't I didn't write it down because I'm driving. Well, fear not go out to industrial talk.com Find his fabulous podcast. And all the links will be back. We'll be there. Lou, thank you very much, my friend.

36:56

Thank you, Scott. Appreciate it.

36:57

Alright, listeners, stay tuned. We're gonna wrap it up on the other side.

37:01

You're listening to the industrial talk Podcast Network.

37:10

All right, that's Lou, do not call him Lewis told you. The guy is just dripping with wisdom. It's it's so much fun to talk to somebody that's seen it all and seen how things have changed over a period of time. And he's engaged. He is passionate about manufacturing, and making you a success and highlighting individuals that are every bit as passionate about you and your success. All right, again, thank you to the sponsors. Thank you to TX, one knee home as well as capital logistics. Thank you for sponsoring this particular episode of industrial talk. Now remember, let's be disruptive. Let's figure that out. Let's not do let's not do conventional. Let's not do that anymore. Let's think about how we can disrupt how we can truly benefit people in a big, big way. Because you're bold. You're brave and you dare greatly and you're hanging out with people like blue, bold, brave and Daring Greatly to change the world. That is your responsibility. We're going to have another conversation right around the corner so stay tuned.

The post Lew Weiss with the Manufacturing Talk Radio appeared first on Industrial Talk.

On this week's Industrial Talk we're talking to Eric Simone, Founder and CEO of ClearBlade, Inc. about “The obligation to making technology simple and consumable for the masses”.  Get the answers to your “Technology” questions along with Eric's unique insight on the “How” on this Industrial Talk interview!

Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2022. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

ERIC SIMONE'S CONTACT INFORMATION:

Personal LinkedIn: https://www.linkedin.com/in/ericsimone/

Company LinkedIn: https://www.linkedin.com/company/clearblade/

Company Website: https://www.clearblade.com/

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

software, building, infrastructure, industry, eric, 29th annual, company, ibm, selling, people, systems, masses, mainframe, late 80s, work, assets, fluke, iot, technology, industrial

00:00

On this Industrial Talk, we are broadcasting from the 29th annual SMRP conference in St. Louis. And we are talking about making technology simple, frictionless and available for the masses. Let's get going.

00:19

Welcome to the Industrial Talk podcast with Scott Mackenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hardhat grab your work boots, and let's get

00:37

right once again, welcome to Industrial Talk the number one industrial related podcast in the universe. And I don't think I'm overselling that and we are broadcasting live from the 29th annual SMRP conference here in St. Louis, Missouri, wonderful venue, incredible. If you want to educate yourself, you come to this thing in the world of maintenance, reliability, asset management, and now we're throwing in technology in a big way. Big time. I want to thank Accruent and as well as Fluke Reliability. If I go up to their handy dandy website, I'm going to find a couple of things here is Fluke Reliability provides maintenance and reliability professionals, but data to do the job asset by asset, wherever they are, try to argue against that one, you cannot do not come to me and say I can argue that. And then of course Accruent. There. They're about real estate. They're about facilities are about asset management, of course, gaining insights to transform how your organization manages its physical resources. You need that they're great company. Both are great companies, great people, great solutions, no fuss, no muss, find out go to their website, you will not be disappointed. Alright, I'd say. We've got Eric Simone. ClearBlade is the company. You're the founder, right? I am. You're the bigwig.

01:52

Yeah. Yeah. You know, I like to pretend

01:56

he's smarter than me, which is pretty much everybody. And we're going to talk a little bit about modernizing in the infrastructure with intelligent assets, which is pretty doggone cool. But before we go down that road, because I'm going to geek out on that, give us a little background on who Eric is.

02:12

Sure. So, again, Founder CEO of ClearBlade, we've been at this since 2007. So we're not a young company, but we're not old. And prior to launching ClearBlade to focus on intelligent assets and edge computing software and, and IoT stuff, right, but I had a career at IBM, a couple of stints at IBM did some of the deal, Michael, I did not know I was I was a Michael was probably in grade school. When I started my career at IBM in the late 80s. I started off doing Air Traffic Control programming, no way. The DC area on mainframes. So it was a I was a young mainframe, were back in the late 80s. And then I spent a couple of years there, I did a stint at Johns Hopkins Hospital, I get to build patient intake systems as a 23 year old back in the day. And then I rejoined IBM in the Chicago area and sold was an engineer and sales engineer a client server software. So I saw the transition from mainframe to PC. And then in 94, I decided to leave the corporate world and move to the Bay Area and and do my first startup called compete, which we sold to a public company called efficient compete compete Incorporated. Yep. You had that compete. Competing corporate. That's great. Yeah. So it's, it's now proficient here in St. Louis. And that was a very, that's what moved me from the Bay Area to Texas. And and as of a week ago, I moved from Austin, Texas, back to my hometown of Libertyville, Illinois.

03:49

Good move. You wanted to do that? Yeah, I

03:51

did a number of reasons family, their sporting, sporting, and I wanted to put my kids into the same high school I graduated from, so they could get the true Breakfast Club experience. Many years later.

04:06

Yeah, that's pretty cool. Yeah, yeah. The first one. All right, let's do it. Let's venture into this. One of the themes that I like that you constantly and we're gonna we'll talk about it that you constantly sort of harp on in a nice way. Not a bad way. But it's, it's your obligation. You, as a coder, you as a programmer, you as a creator of systems, you're obligated to simplify. Yep, you're obligated for the end user to be able to achieve what they need to achieve without the fuss or muss because I would imagine you know that if it's hard, I'm not using it.

04:42

Totally true. I've seen it my whole career. So I used to be a programmer. Let's put like that. If you call me a programmer, my engineers here that don't laugh. But you know, I know enough to be dangerous. I know enough about what I've been through. Going from mainframe to PCs to the cloud. Bay Area craziness. And one thing that I've learned is we've got to make technology consumable by the masses. Yeah. And IoT specifically, has been, it's such a buzzword. And it's such a movement, it's real. And it's really difficult. And we have got to put software in the hands of the professionals on the plant floor. maintainers on the railway, right? In the buildings, that's not intimidating. It just has to be intuitive to use, and they shouldn't have to learn anything about coding or any of this technology example,

05:35

when, when I started this, you know, media thing, and I did it out as a result of trying to gain attention from my other company. I was concerned, I was nervous, because I just know, I'm entering into something that I really don't know. And then I was just surprised at how easy things were. And and, and I recognize and realize that there are just companies, they recognize nurses are saying, hey, for the masses, that's where the, that's where the value lies. And so and it is drag and drop, whatever, you know, you're not going to get yourself sideways. And

06:08

it shifted to in my mind just just a few years ago, actually, really 10 years ago, because as an engineer as a computer scientist, right? I sacrilege to say you don't need to code, right, right. To me, it's like, of course, you can't do this without coding. And I was a proponent back in the day of these visual drag and drop builders PowerBuilder, visual age was IBM's. And I built a whole business on that. And what I learned from leaving IBM and building that first business was, this stuff was great when I was demoing it around Chicago, right and selling it. But now that I have to use it at scale and these big projects, it doesn't work. Yeah, it really and this is why you don't see these tools again, right. And I actually see the industry making the same mistake for low code like, so no code is is a little bit different. It's not drag and drop and use these specialized tools. It's fill out a form and use, like, if you were to buy something on Amazon, you enter your credit card information, right. That's what no code means. It means I'm typing words to say things like, allow the farmer to say turn on fan when temperature in greenhouse 16 is above. Right, right, right. Yeah, turn up 75 degrees, or whatever. And they're just typing that in. Right? So it's natural language, usually language,

07:28

natural language. That's pretty tough. And cool. Now, you're going to touch upon a subject matter that I'm quite interested in, is because we have all this buzz out there about industry for Dido and digital journey and blah, blah. And and one of the areas is just infrastructure. Yep. That is, it's like, you know, that is a business that's been around forever. And it's just, you know, we've got assets that are 70 years old, what are you thinking? And I don't I don't have an answer of how you do that.

08:01

Very carefully. Yeah. Well, one of the reasons we focus on infrastructures, because that's what the the industry led us there. Right. So as we started selling our software, we were selling into industries like rail, yeah. Big iron, right? into building facilities, into aerospace into agriculture, right. And so when you start looking at the definition of infrastructure and critical infrastructure, it's things like energy, water, transportation, agriculture, right. So so when I looked at those boxes, like, okay, that's, that's broad enough for our software. I mean, there's a lot of criticism, sometimes you get for thinking broad and having that vision, you can't possibly attack all these industries at once. What if the software's not industry specific and customizable enough for any of these industries? And then you go work with the partners that know those industries, know those customers? That's, that's our go to market strategy. And that's what we do.

09:07

When you say that you're going to work with these partners who are partners, like what do you mean by partners?

09:12

So great question. People who know their customer, who know how to bring the best technology to bear both hardware and software, but are building bespoke solutions over years of development, their trusted advisors that know your manufacturing operation or know your rail operations, or know your aerospace operations. So when they know about our company ClearBlade, and they said, Look, we can combine ClearBlade software with the sort of sensors and gateways and it can stream data into your ERP system, your your enterprise, your enterprise systems, right, right. And then we can give them results in a matter of weeks or a couple months by configuring Software as opposed to building from the ground

10:02

Great stuff, don't get me wrong. Okay. So I'm just my, my, my head is swimming, because let's take, let's take utilities, let's take the infrastructure of utilities, there's a lot of a lot of things happen in there. And a lot of people are talking about it. And I think to your point, I think there's a gap and the gap is people that really know what the problem is. And really leaning on that there are just companies that are out there saying, Yeah, we're going to be doing this and we throw it out there. But do you really understand what's going on?

10:39

We don't, I'll tell you right now, I've got customers, that their, their full picture of what they want to do doesn't really get revealed to us until later. But what the partners know, they're, they're playing in their mission. So so we are, we are a vendor of software, right? You should, we shouldn't be in there directly selling anything, we should be working with a partner. And to to understand that bigger mission, right? If working with a utility specialist that understands what they need to do to modernize their existing infrastructure, and then applying the right software products, and hardware products to that solution. We've got great examples, we can tell you all of the reasons why our edge compute or IoT or AI is fantastic. But without that specialist in the middle, you're going to have we're going to struggle, because you've got to be able to identify what the business

11:39

and you know it, this is human right here, if you lose credibility, if you don't have that, that, that that subject matter expert, whatever, that individual that has the street cred that understands that business, and you come in and you you go round that individual, yeah, you're gonna screwed up and and then all of a sudden, whatever strategic initiative that they want to do, it's just thrown it's like, this is This is bull.

12:06

Yeah, you got it. And I'll tell you, our biggest challenge is, people that make their money, building things paid by the hour, not saying these companies are bad, but there's a lot of people out there building the same wheel over and over and over again. And they make a lot of money doing that. And there's internal fiefdoms in these companies where look, it's really cool to go build an IoT system, because that's your, you're an engineer, your software engineer, this is what you're paid to do. But it's not the most efficient way to go about doing but

12:39

that is been the point, especially with the infrastructure companies, right? They have these these, you know, patchwork type of legacy systems that it's like, yeah, I got that one, oh, I bought that one, they sold this, and they don't talk together, and then all of a sudden, you're trying to figure out what to do. And that's it. It's just, and that's just one organization over here that has a different set of

13:01

oh, it's, it's so so going back again, in time, which I love to do, you go to the late 80s, right. And one thing I learned is these enterprise systems, they don't go away. They, these are major investments from these companies, they evolve, right? And you better know how to work and play nice with those big systems, and be a valuable component. So play nice with others other software, other hardware, and be that flexible, flexible piece of software that can tie this stuff together. Yeah.

13:34

That's, that's where it's at. That's where it's at. And if you have any of that strategic to you, let's just put it this way, the infrastructure, the world of infrastructure has to do it, there has to be some way of strategically transitioning, it's not going to happen overnight. It's going to happen. Well, who knows, right? Just gonna have a lot of people.

13:53

And I'll tell you intelligent assets, right? That's a term that we use, that is focused on the operator, the maintainer, the business person. And that's a shift for us. Because we were selling to the technology, people look here, here, your picks and shovels, before the pandemic. And then what happened during the pandemic, is the customers that continued to buy, were buying in buying the value of intelligent assets by adding sensors into their operation, adding edge gateways in but using our intelligent asset system. So when we looked at the future, which looked pretty bleak a year, year, year plus ago, right, so let's go double down on that and make our intelligent assets system better and really focus on the end user, not the IT department and the developer. Now, of course, we can't cut those people out. But we already built for them. So once we built this application over top of it, to work with the people that run the run the machines right out in the field, then And they started using it, then it starts getting involved say, wait a minute, what are you using here? Oh, let's open it up and do more and then we give them that capability to so we just go in in a different manner. Now

15:10

see, and I like that because that is really where the rubber meets the road are the operators are the one that keep the assets running and doing whatever they have to do. And they do a great job.

15:17

Well doesn't happen. Software nerds, right. So we there's so much to build. We shouldn't be building it all. There's other high level things to do with AI and ML and other stuff. So upskill that stuff, right?

15:29

There's a lot out there it is. I don't know how you guys keep up with it. Even I get it's never boring. It's never boring. How do people get ahold of you?

15:39

Eric Simone at ClearBlade.com e si, m o ne. Okay, good.

15:45

Oh, you don't have a.in there. No dot between Eric and somoni.

15:50

You know, the dot gets scraped away anyway with the server. So it's actually meaningless. That's it. That's it. Technically it is. No matter. Just so you know. You can put as many dots as you want in there.

16:06

Make a note of that listeners. The dot doesn't matter. The dot doesn't matter. Was that on a bumper sticker, the doc doesn't matter. I love it. Wonderful. Thank you very much for being on Industrial Talk. By the way. You did a great job at the roundtable. dealio SMF. Be

16:21

glad to get moderators.

16:24

Oh fest right here. All right, listeners, don't worry, we're gonna wrap it up on the other side. After the break, we're gonna just make sure that you get get the right information about Eric. And if you need to get a hold of them kind of get on you. We're not going to be disappointed. I'm just telling you right now, you're not going to be a disappointing

16:38

answer as many dots as you want in there. Yeah. Because the server doesn't

16:41

care or whatever. It doesn't care. Dot person. All right. Stay tuned. We'll be right back.

16:47

You're listening to the Industrial Talk Podcast Network.

16:55

All right. Eric, smoke, thank you very much for being on Industrial Talk. And we were broadcasting from the 29th annual SMRP conference. Booth is in your pipe and smoke it. We've got to make technology simple. We've got to remove the friction. We've got to make it available to the masses and put it in the hands of the operators. And that is a must if we are to succeed in this digital transformation world that we are venturing into. We can't put any roadblocks in the way that's Eric Simone. Reach out to him LinkedIn also thank you to crew and as well as Fluke reliability for your sponsorship. Go out to their both websites. Great company, great people, great solutions, solving problems. accruing Fluke reliability, make it happen. happen. All right. Be bold, be brave, dare greatly hang out with people like Eric. Be bold, be brave and daring greatly. You're gonna change the world. Alright, we're gonna have another great interview from the 29th annual SMRP conference shortly

The post Eric Simone with ClearBlade appeared first on Industrial Talk.

On this week's Industrial Talk Podcast we're talking to Jerry Gootee, Global Advanced Manufacturing Leaders at EY about “Innovation in Action that solves real problems making our lives better”.  Get the answers to your “Manufacturing Innovation” questions along with Jerry's unique insight on the “How” on this Industrial Talk interview!

Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2022. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

JERRY GOOTEE'S CONTACT INFORMATION:

Personal LinkedIn: https://www.linkedin.com/in/jerry-gootee-181a01/

Company LinkedIn: https://www.linkedin.com/company/ernstandyoung/

Company Website:  https://www.ey.com/en_gl

Nottingham Spirk's Company Website: https://www.nottinghamspirk.com/

PODCAST VIDEO:

THE STRATEGIC REASON “WHY YOU NEED TO PODCAST”:

OTHER GREAT INDUSTRIAL RESOURCES:

NEOM:  https://www.neom.com/en-us

Hitachi Vantara: https://www.hitachivantara.com/en-us/home.html

Industrial Marketing Solutions:  https://industrialtalk.com/industrial-marketing/

Industrial Academy: https://industrialtalk.com/industrial-academy/

Industrial Dojo: https://industrialtalk.com/industrial_dojo/

We the 15: https://www.wethe15.org/

YOUR INDUSTRIAL DIGITAL TOOLBOX:

LifterLMS: Get One Month Free for $1 – https://lifterlms.com/

Active Campaign: Active Campaign Link

Social Jukebox: https://www.socialjukebox.com/

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

nottingham, jerry, talk, digital, industrial, rotunda, shop floor, people, client, product, absolutely, data, call, thinking, solve, companies, place, interview, world, real

00:00

Hey there, welcome to industrial talk. And thank you very much for joining. You're asking yourself, Scott, where it's that inspiring introduction that that music that gets me going and wanting to learn. Well, Fear not. And it's going to happen. We were very fortunate to interview live at Nottingham, Spirky. Why? And that is up in Cleveland, Ohio. You might have heard just telling you if you haven't, you might have heard Mr. John Nottingham's interview. Now, if you haven't, go out to industrial talk, and definitely download that particular interview because he's inspiring. He wants our lives to be better. And he's doing it and and team Nottingham Spirky wire making it happen. So go out. Look for Mr. John Nottingham's interview. This is the EY side. This interview coming up is the EY side. Jerry go t is the gentleman. And he's every bit as passionate about solving problems delivering solutions. Me personally geeking out on this stuff. We had a great conversation. So anyway, again, not in Habsburg II, why? Cleveland, Ohio. I mean, at least go out to their website. I'm telling you, you'll be dazzled by it. So thank you very much enjoy the interview.

01:24

In a hurry because the drinks are coming on

01:27

the scene. He just walked on the intro that Jerry did this guy. We're not backing it up. That's Jerry Enzi, you can tell it's gonna be a great conversation. So I just walked on my gun.

01:37

industry focused trends while highlight men and women who keep the world moving. So good on your hard hat, grab your work boots, and let's

01:46

Alright, welcome to industrial talk. Yes, Jerry's with us. He is going to be chirping a lot about what's happening here at this incredible Nottingham Spirk location. But you remember, this is the number one industrial related podcast in the universe that celebrates industry professionals such as yourself, you're bold, you're brave, you dare greatly innovate like nobody's business. You're solving problems. You're changing lives, and you're changing the world. That's why this platform industrial talk is for you. That's right, Jerry. Sky. Cracking Are you born out now?

02:20

I'm ready. I'm ready. I feel like I'm going to a football game. I can't wait. Let's do it.

02:24

That's what, that's what industry is all about. We've got to make sure that we bring the energy because you guys are really doing a lot of great stuff out there, man. I'm telling

02:32

you. Absolutely. We are. Thanks for being here. By the way.

02:35

Are you kidding? I mean, I couldn't. I didn't sleep. Well. Last night. I was gonna I was gonna lie and say I was here last night, which I was and was able to tootle around which is great. I didn't. I didn't. My expectation was well, it was an expectation. But it's your past in a bit. Like, like, way above if you're out on video. I'm going above the camera right there.

02:58

Wow. Thank you for that. That's awesome. It is it's pretty cool. Come on you blow people's necks. Just blow this blow their socks. So

03:05

when they come through the door, man, there's like, I know that. I know that. I know. Are you kidding me? That too? Oh my gosh. Alright. Enough of that. Yeah. Give us a background. Yeah. Give us a background. who you are.

03:17

Well, listen, I couldn't, couldn't be more excited about being here. I'm Jerry goatee. I work at EY. So the love of my life. This place is also a labor of love. By the way, the white Nottingham Spirk innovation hub. been with the firm for 31 years. I've done a lot of exciting things. But nothing more impactful and rewarding than this place. I mean, this place is about helping companies grow. I know you're trying to get a question. I mean, oh,

03:39

no, no, I'm breathing. Yeah, I'm breathing. That's I'm, I'm I'm geeking out on this conversation. I'm just breathing out. Don't mind me.

03:48

Yeah. Okay, Scott, just jump in anytime you like. You know, so what, what's unique about this place, you know, there's a whole bunch of place you can go to and industrials and manufacturing go to and, and, you know, have see client experience centers see innovation hubs, see innovation centers, all kinds of names, right. But what's unique about this place, and you can be inspired by the way you can be inspired, there's all kinds of cool places, all kinds of toys, I call them candy stores, right? All these whiz bang technologies. We have we have that. Okay. And we want people to see that.

04:22

However, you have a lot of, we have a lot of

04:25

a lot of, you know, what's really unique about this place. If I go back to real life client experiences we've had is we have that but then we can actually take a real client issue. And we can then go as I like to say, we go down the basement actually make make stuff we can actually make physical stuff and make digital stuff. That's what's really unique about this, right? It's one thing to go be inspired and have to go back to your real world and say, Oh, great, but I don't have that. And I have this I use this technology. None of that works. It's another to come here and say, Oh, wow, they have all these digital applications. And that's actually on SAP. We have SAP here Wow, that's on PTC, we have PTC. And oh, by the way, we have a hodgepodge of technologies here just like all of our clients. And downstairs, we kind of have a brownfield and upstairs here we're kind of talking about new and a Greenfield. So we have all those different different, you know,

05:17

when When, when, when we arrived, the rotunda, it's, it's, it's big it is, and it does take your breath away. So you're saying, Okay, what is this place out? So there's the rotunda, you go, wow, it is different. And then you take the journey down, and then you just keep on going down. And and what it's like 60 60,000 square feet. 66,000 square 66,000 Square feet. Wow. Yes. Of just innovation of just

05:46

Yeah, real. Real. Yeah. Real meat, authentic. I call it authentic innovation, because you can actually see real outcomes like wow, this actually got innovated, put quotes around it here. And here's the real product, they got created a real digital app they got created. And here's the 18 month journey that got us there. Yeah. That's why everybody loves people love the stories, the physical space is great. But then the real life stories, the outcomes and how we got there, that's what people want to know.

06:11

See. And what's interesting, this is what, what I realized here, and I've had a number of conversation is it's not a slam on anybody. Please, please, please, please don't come texting me or whatever. It is the fact that it Israel, you see tangible results. You see, the solutions. You see, it's right here right now. It's not vaporware. It's not interesting thinking, right? It's it's real. Exactly. And the process is solid of how you get it from that idea, all the way through to the market. And then do it again.

06:48

Exactly over and over and over again for and I'm sure Mr. Nottingham bragged a bit about 95%. I always do it over under you know how many times he typically says it over understand normally how many times he said it.

07:01

But again, another way to bring

07:04

that helicopter in it probably so it's for you. Right? Probably. So you're that big

07:07

of a deal. Going to get Yeah, yeah. No, he he said 95. Yeah. And then he also said, the 5% is what? What does he say with about the 5%? Well,

07:18

5% is what typically, that's that's what company success rate typically is for r&d, right? Billions n and if 5% successful, the other 95 is not

07:26

but the success of what now, you know, Nottingham's work, and why what is being delivered here is that you take it from cradle to grave. Exactly. And that is that's the secret sauce. It is the secret sauce. Because there's a lot of challenges. It's one thing to say, Hey, I got a mic. It's great mic, fine. But how do you do it? How do you make it? How do you how do you scale it? What do you get? How do you get it out to the market? Right? How do you source it? All of that stuff is impressive. It is very impressive. Why is it important for you? And why to be here?

07:59

What's the future? Right, this is we're looking forward. And that's what's cool about this place. You know, a lot of folks, you know, obviously for a long time, 100 years plus Ey has been phenomenal at doing audit doing tax work. You know, doing diligence work, financial work, we continue to love that business and bring a lot of value create a lot of value for clients. This place is about looking more forward, right. It's about what's your next frontier of growth? What's our next frontier of growth? How are we going to help companies to you know, take that next? You know, take take, take the next hill right, the next? What's their next big agenda, if you will. And that's why we're so excited about this place is, as I shared with you earlier, I think we're off off, off camera Off mic, if you will, is chatting we just chit chatting so why sir? Where were we so excited about it? Trains dollars being spent every year? Lot of it some depend on what you read? Yeah, 80 to 90% of it actually isn't creating the result that people are expecting. So what it is at me look at, I can even share with data sources there. It's a huge number. So something's not working right now. There's some additional insight needs to be brought to the table new way of doing new way of thinking. And that's what this place allows you to do create a chi i like to call it concept to market, right? You know, from a great idea all the way through to designing it all the way to engineering to prototyping, but but again, now we're adding to it is this connectivity element, right? And data, you know, what's the importance of data as it relates to a new concept and a new product and a new, you name it piece of equipment, you know, what role should data play? And then once I have that data, I can't tell you how many clients have said, Hey, we're all in on connectivity. We've spent a bunch of money, we've added greater connectivity or products. We know what we can't charge for it. We're not making any we're not we're not actually getting any value. We've added that element of connectivity, but we haven't adapted our business model yet. to actually benefit from it, many organizations are struggling with as well. So you can come here, you also can take that business model, you know, challenge on as well, there's so many different things that you can do across the spectrum.

10:12

And we spoke about this offline. There, there is a need for companies to be engaged. That's one to, to my challenge is to find that trusted resource to say, I have all this data, I got a data I'm collecting data, Leila data, it's a tsunami of data. Yeah. But I have no idea how that data is going to bring me value to make my business better. And my bottom line, right. But you could theoretically, theoretically, you could come here physically, and have a conversation and say, this is the data. Yeah, I got this manufacturer amount, blah, blah. But whatever the story is, yes. And be able to have that conversation with you.

10:48

Yeah, more than a conversation, we can actually show you some live use cases on how we sort of solved it. For other companies. And similar with similar situations, right? It's really, you know, show me something, right. I mean, I got lots of folks that tell me and talk to me and tell me why data is great, and what they can do for me. But here you can actually come, we can likely pull up three or four very specific use cases are on point and say, here's the here's the journey that we took this client on. Here's, here's here were the pain points. Here's the problems we're trying to solve. And here's the outcome. And here's how we got there's the process that we used. That's what's different.

11:22

It's real. It's real. And I do like that. Now, let's talk a little bit about COVID. Right? I believe me personally, I could be completely wrong, and I'd feel comfortable being wrong. Anyway, pre COVID. We were bringing our became maybe our C game. We talked a lot about digital transformation. We said yeah, that seems like it's great. COVID hits. It's a slap upside the head, no doubt about it. I believe that COVID has created a more collaborative environment because people are searching for solutions. Yeah, we got the bad stuff. But I'm not talking about that. But I think the good stuff is like, I got to come to a Jerry and say, Jerry, I need help. Yes. And I have to have this conversation. I'm not sitting here with my, you know, cards close to my vest. And I'm not, no, I'm willing to collaborate. I'm willing to venture into the innovation space. So that's what I think.

12:19

Oh, absolutely. We're seeing it over and over again. Because if you're not doing it, your competitor is right. Yeah. I mean, yeah, you know, I would say a lot of progress, you know, has been made, and had to be made. I mean, you think about you think it's something right now we're on video, but, you know, a lot of times where zoom, we're on teams. Yeah, I mean, I think about just simple stuff, like pre COVID. Very few of our calls, global calls that we had as a team, or our meetings with our clients would have been video. Now all of a sudden, they're all video. And oh, by the way, when you decide you're going to do a phone call, and you don't get on video, everyone's like, where's Jerry? Why is it Jerry on video? It's think about, like how quickly it happened. Right? Right. And like when you want to, you know, get your, you know, whatever it might be your burrito in the evening, you know, now you go on the app, and you order that burrito, you don't think twice about, I'm going to go pick it up, they're going to deliver and I'm going to walk into the restaurant, it's all gonna be, you know, me touches. Well, the same thing for manufacturers, right? I mean, now, if you think back, you know, when this whole thing got started, people were scared to death of having third parties into their operations onto the shop floor. That's true. Right. And so what had to happen? Well, we had to start thinking about remote, you know, doing in servicing? And you're in the maintenance, right? Yeah, how do we actually start to do remote maintenance, right. And one way to do that is through digital connect, and getting getting more connected, right?

13:43

Edge cloud, you got IoT, whatever it might be. It's, it's transformative. And what I see and what's interesting in when we talk about maintenance space, is that we get to the point where the data, I'm collecting data, the data is it has knowledge in it right? And I'm gonna, I'm gonna analyze that data through whatever parameters or whatever AI, whatever that tool is, and then be able to say, hey, there's a trend that's taking place on that asset, it's remote, bring this, that and the other thing just because, well, that's what you need to bring, because that's what the failure mode say, Go on out there. And it's so efficient. And so your, your asset uptime, through data analytics is is improved, because that thing's not going to fail. Because it's notifying you, you get out there and maintain it. Boom, backup. Amen. Amen. And that's it. That's across the board with manufacturing in general. Absolutely. greater capacity and so on and so forth. Yeah, absolutely. Where do you see it going? Where do I see it go? Where do you see it going? greater adoption. What what I mean, it's still there's a lot of people thinking that it's it's it's more buzzword ish. Yeah. Hey, digital twin. Hey, cloud. Hey, clouds, a little bit more able to sort of like yeah, I say pictures to the cloud. They get that I got that right. But it edge IoT data analytics AI may Where do you see all of that going? Is it going to be real?

15:06

Absolutely. I'll just tell you we've had, you know, at this point, we probably had 25 to 30 companies. And granted, we just launched, you know, two and a half weeks ago, but we did a lot of pre launch activity. Right. And I can talk about it. Oh, great, wonderful.

15:22

He doesn't go ahead but you go right ahead and ride his coattails because Yeah, well, hotel

15:26

is a good is a good hotel. And I'll tell you that, that every, every company that came in here was was was talking about disrupt disruption. Okay, now we're gonna get the digital. Yeah, yeah. But it all it all sort of starts with disruption. Right. So I can't tell you and since we're talking about industrials, and manufacturers, which I love, at least half of them said, hey, my product portfolio hasn't changed in 50 years. Many of them said, for the most part, we make this this product, it hasn't changed in 40 or 50 years. But oh my now I look at electrification and the impact it's going to have, depending upon what you know, where you are in the supply chain, right, many of the big industrials are tied to you know, combustion engines, some form or fashion, right? When you look at ESG, and you look at sustainability, you look at their products, they're thinking, Oh, my, you know, this is real, this is going to happen, we're gonna have to rethink impact we're having on the environment. It's not just a, you know, a lot of you know bantering, it's it's happening and products are changing. And regulations are changing, right? Yeah, there's like one thing after another, almost every industry has something incredibly disruptive, that is right in front of them. And because of that, they're saying, Okay, we have to think differently. And I love the saying of it's, it's more about why not versus why. So it's, it's, you know, why can't we go do that? Why shouldn't we go do that, as opposed to for the last 40 years, it's like, hold on a second, we got a good thing going, why we need to change this. So

16:58

that that that speaks to the culture you're absolutely spot on. And there has to be that shift in culture that shift in thinking yes, to be able to begin to embrace this, whatever this is.

17:09

Exactly. Exactly, exactly. And then if, you know, I'm sure Mr. Nottingham talked about the customer, right? So you know, who is the customer, it's a customer, it's a consumer, it's, you know, it's a it's a distributor, it's a wholesaler, it's, you know, especially in this b2b world, all of that is in major disruptive situation right now, right? Everyone's trying to they're trying to get closer to customers? And how are they going to get closer to customers or getting closer customers by having their products be more connected? Yeah, right. And in spot and, and, and once you have that, if you think about that's worked with the membrane, that's where it starts, now of a sudden, you understand the products got to be smarter, they got to be more connected, they're going to be providing more insights. Now, all of a sudden, I got, I got more informed more intelligence, as you said earlier, and then that's going to be that's going to drive smarter supply chains, right, I can see social media, you know, someone big, and a movie star, or someone is touting some particular product, and I haven't I have I have, I'm in the supply chain of that product. You know, in today's world, what happens? The product goes nuts, everything sells off the shelf. And a month later, you know, everybody becomes

18:15

a supply chain expert, because they can't get that dog gone. Toilet paper?

18:20

Like, where's it gone?

18:24

Now, if you have the ability to see, okay, hold on a second, we're actually, you know, monitoring what's happening, all these all these different, you know, sources, not just the equipment, yes. But social media. Yeah, everything else. Now, all of a sudden, I know something's coming, I can get ahead of it. And I can start producing it ahead of time. And I can take full advantage of that opportunity. So you know, that insights from products, obviously going to drive a much more improved operation, and our ecosystem of partners. That's another that's a whole nother, as we get into all the way down to the shop floor, right? And making sure that I'm utilizing that capacity in the best way possible. So is it going to happen absolutely is going to happen. It's going to happen faster than we could ever imagine. So with

19:05

that said, how do you how do you consult or work with a client that is seeing this out there? Yes. You just rattled off? Oh, just the world is changing. We like it or not. Where do I start? Yeah. Well, that's quite like, what's my first step? What? Can I incrementally go through this process? Like, it's like there's a low hanging fruit?

19:27

Yeah, absolutely. You can. I mean, there's, you know, the first thing you need to do. We have, we call it the digital transformation playbook. And it's okay. And it starts with, you know, assessing sort of what what your current maturity is, seeing where you have gaps, and understanding, you know, where might we plug in some of these digital capabilities to close some of these gaps that we have today. It's almost like you and I think we were off. We were offline or today I said, many organizations will say, digitize and solved anything for me. Right. Okay. And then as soon as you say, Okay, well give me what is the biggest thing that needs us off? And they'll describe something to me. And I'm like, okay, great. That's here's the digital application that would solve that. All of a sudden, they're thinking about digital a whole new way. Okay. Now, again, there's some foundational elements you need to have, yeah, Dane, that no doubt about it. But I think the best place to start is, what are the biggest problems that you have today? And are there digital capabilities that we could leverage today to solve those those bigger biggest issues you have? And then from there, that becomes a platform toward a broader transformation?

20:41

Yeah, and I don't know how you can. I mean, we talk specifically many people talk about the resource challenges. Right, and and how do I get people? Yes, in my organization, to do what I need to do. And that is, from my perspective, there is a need to be able to market and recognize that digital transformation. What we see here in action, yes. is really a wonderful career. A Absolutely. And and it's not just your dirty jobs, whatever it is, it is a spectacular career. You're and I I think that that has to also be a part of that. Absolutely. It's hand in hand. It's,

21:23

yeah, there's a talent agenda. There's also a leadership agenda, too, right? That goes along with it. Yes, yes. So So everyone's quick to say, hey, there's not enough talent. But

21:32

you bring up another point that has to be addressed.

21:36

I always say there's this huge gulf between the 38th floor and the shop floor. There's a lot more sort of capabilities. Many companies actually invested in the shop floor and a lot of these technologies we're talking about, but this translation to how does it show up in the p&l? Or how's it going to show up in my finished? Yeah, that hasn't met that hasn't hasn't happened yet. Jerry, how

21:56

do they get ahold of you?

21:58

They call me. They can call me.

22:00

Are you how are you? You call this home? Most of

22:03

the time, I'm here. I'm here. Seven days a week.

22:08

Wow, you are committed. You are a digital committed guy. Man, I'm telling you. This is exciting. Yes. I wish I was you wish I had your hair, which I don't have hair. Everybody knows I have no cap on. I do it because well, it's a personal issue. Anyway, you were absolutely wonderful. Thank you very much for being on industrial talk listeners. We're going to wrap it up on the other side, we're going to be able to provide all the contact information for Jerry as well as Nottingham Spirk as well as anything else you got. You got to make this this has got to be a priority. Put this on your bucket list. When you come to Cleveland. Visit this incredible site. The return to itself is just spiritual. It really is a pipe organ. It's like you walk in rotunda, pipe organ. What is that all about? Alright, thank you very much sharing my job. Thank you very much.

23:01

Thank you for having me. All right. Stay

23:02

tuned. We'll wrap it up on the other side.

23:05

You're listening to the industrial talk Podcast Network.

23:13

What did I say? Were you gonna I mean, wasn't that a great interview? And what I like about it if we go to Nottingham, Spirky wide, and and not many places, you could say Rotunda. I mean, it is. It is it's a rotunda. And it is impressive. But the reality is, is that they bring things to market, right? They they bring it from beginning to end. And it is inspiring to see them right in the middle of solving problems and making things happen. That's why industry is so exciting. That's why you know books like the future faster than you think. They're right in the middle of it. I'm just gonna reach out to Jerry. And that's g o o t E. Go T is his last name. Reach out find out more. And he's got a major stack card out there. Thank you very much for joining industrial talk people. Be brave, daring greatly. And hang out with people like Jerry. They're bold, brave Derek Redmond Nottingham spurt, and you're going to change the world. Thank you again. We're going to have another great interview shortly. So stay tuned.

The post Jerry Gootee with EY appeared first on Industrial Talk.

On this week's Industrial Talk Podcast we're talking to John Nottingham, Co-Founder of Nottingham Spirk about “Solving Customer's Problems Through Innovation”.  Get the answers to your “Customer Centric Solutions” questions along with John's unique insight on the “How” on this Industrial Talk interview!

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JOHN NOTTINGHAM'S CONTACT INFORMATION:

Personal LinkedIn: https://www.linkedin.com/in/john-nottingham-a359a9a/

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Company Website: https://www.nottinghamspirk.com/

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Business Beatitude the Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

nottingham, customer, patent, innovation center, obvious, big, problem, innovation, john, sherwin williams, put, digital, location, prototype, product, industry, dazzled, manufactured, scott, real

00:00

This industrial talk podcast was recorded on location at Nottingham, Spirk and E and y or Ernst and Young or just EY. Both companies dedicated to your success focused on the future and solving big problems contact Nottingham Spirk and EY if you have a desire for a brighter future

00:27

Welcome to the industrial talk podcast with Scott Mackenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So good on your hardhat grab your work boots, and let's write

00:45

Welcome to industrial talk the number one industrial related podcast in the universe. And I'm not overselling that. It celebrates you the industrial heroes, the people that get it done. You are bold, you are brave. You dare greatly you innovate. You solve problems. You're changing lives and you're changing the world each and every day. And that's what this platform is for you for you. We celebrate you. Alright, we're broadcasting if you've heard the last one we're broadcasting from Nottingham Spirk. You're saying yourself, Scott, I don't know what that is. You will because I'm talking to the gentleman right here. Right next to me. His name is John Nottingham. And he is one of Nottingham sorry, he's not the Nottingham sorry. Let's get cracking. HEY, this is fantastic. Like, I'm telling you, listener, listeners, you need to put this on your bucket list. Big time. Can Can people just come in and see this place?

01:40

By LIDAR? No.

01:42

Well, do I know somebody that can make that happen?

01:44

I promise.

01:47

So contact me and I'll be able to open doors because this is a spectacular, and I mean, spectacular location. For the listeners. Let's just level set real quick here, John, just give us a little I mean, clearly, it's a bigger conversation, but just give us a little background on who you are.

02:05

Well, my partner John Spirk and I graduated from design school, and we both got fortune 500 job offers my parents were so proud. And we turned it down.

02:20

Then your parents are saying what we found

02:23

a garage. And we started an innovation company and our parents said, What are you doing? What is that? We did it? And I never looked back?

02:34

See? So the question is why? I mean, that's not conventional thinking, John, it is not. It's not it. And I guarantee you, your parents are saying we need to what, what you just graduated, and that's a heck of a school. Yeah.

02:49

But But we wanted to do something different. You know, we wanted to do something big. And we had to start small.

02:58

Right? And by the way, if you're listening, that's a helicopter flying over cut, top of us disregard John's more important than that helicopter. So let's listen to John there. But why? What was that inside of you that said, hey, I want to do something because you come here today? Yeah. I mean, you've seen the whole journey. You come here today. It's impressive. Nothing less, nothing short of impressive. Why at that particular time, did you guys say I'm going to go to I'm going to go a different direction?

03:25

Well, we've always created, we were always, we're always building things, always designing things, always innovating things. And graduating, we just kept going. We just kept finding companies that wanted to go on a journey. And create something and and grow.

03:45

See, this is interesting. I had a conversation with a gentleman and and what stuck out and you guys live it here. Yeah, this is what's interesting. You think of the end user, you think of that person over here, that you're going to be designing something here. And you're going to say, hey, I want to solve a problem. I want to deliver something. I want to I want them to get a user experience, whatever that is. That that was was that a typical thinking at the time?

04:15

Yes. So every I don't care what business you're in. You have a customer, right? Yes. Yeah. So

04:24

you, let's put it that way. Yes. Or it's a hobby. So

04:28

the fortune 500 Number one CEO came to visit us. Ask Doug McMillon, CEO of Walmart, and I and he's going around our innovation center. Well describe our innovation center. Oh, yeah. Oh, absolutely. And I said Doug here, you know, you're the number one CEO in the world, largest company in the world. He says, You know, John, if I don't deliver to my customer she wants I'm done. I need innovation. I need something to make her say, Wow, okay, yeah. John, that's your job. I said, Your I

05:10

see this is interesting. Now I can I can rattle off all of the challenges of the pandemic. Yes. And they're out there got it understand. One of the things that I believe as a positive is the, the the need for businesses to collaborate to solve problems to figure out solutions. And one of the things that popped out is the power of that customer. All of a sudden, I can't get my products. And everybody's a supply chain. Expert. And and it's, it's an interesting realization of how important that customer is. And if you're not pinpoint focused on their needs, you're missing the mark,

05:54

part of our secret sauce. And it's so simple. And it's amazing how many people don't do it blows me away with my client partners, I say I want to know your customer. I want your customer inside our Innovation Center, inside our focus room, behind our two way mirror, I want you to see this the twinkle in their eye. I want to see the body language. They may not even say something, but I want you to see your customer. What are you putting your customers now, all of a sudden, now you have a pandemic? HEY, your your your customers freaked out? What are you going to do about it? Here's opportunity. Say every problem. Every every problem that I see is an innovation invention in disguise. Now, yeah, you'll say, I've got rehab 13 150 issued atoms that we have created co created with our with our client partners. 13 150.

06:55

That's, that's, that's spectacular. I don't have one.

06:59

There we go. So you know what? To get a patent, so simple. It's so no, no,

07:06

no, no, no, no, no, you're soft pedaling, because. Okay,

07:10

go ahead. I'm gonna give you this thing. There's only one criteria for a patent. patent claim. It has to be ready for this. Okay. On obvious. That's it. I'm serious. It doesn't it's it's not a good idea. It's not a great solution. It's if it's obvious, it doesn't get a patent. It only gets a patent if it's not obvious. That's it.

07:39

Okay, so I'm wandering the halls here, right? Yeah. And you've got example after example, after victory after victory of just displays. Yes. All excited. It's like, yes, yes. I just I'm dazzled right back. There was one in there. And when you have that definition, it's the baby cradle one, right? Yes. Come on. That's obvious. No, no, it isn't.

08:02

Hold on, hold on. You want to know if the patent is? Yes, please. Okay. It's easy to do a bassinet, right. Right there. Okay. Our client wanted to stick out. So we had to do something on obvious. So okay, what do I do? I have my customer come in a mother. She's gonna have a baby. What are some of the issues that are happening? So we look at the trends and there's one trend that mothers are co sleeping with their babies in their bed? That's not a good, a good idea. But I'm not gonna argue it. That's my customer talking. So what did I do? I did a bassinet that is swiveled on to the bottom Hold on a second. Hold on a second. Hold on. It's brought to the mother's bed. And the side has a spring and the mother can cradle and CO sleep with her baby in her bed and the baby is is comforted and safe. Now listen to this. So we so we got a patent on it. Right? An obvious yes, it's Las Vegas to the juvenile furniture show right? At the end of the show, they have an award for number one innovation at show. Guess which one didn't bang go okay. If you or your significant other is going to a baby shower wants a big deal. Maybe gift. It's the Bassen nest bass and nest an obvious Oh, this thing is the number one bassinet in the country because it's on obvious see.

09:48

So I'm walking by and I see it and then I realize it's like no kidding. Are you kidding me? This is amazing. Yeah, it is. Yeah. So okay, so as we as we venture in so here's the deal. Alright, so I come to you, I'm a business, I'm going, Okay, God, I need your help. You're going to go and you're going to look at my customer, whatever it is like, what do they need? And you're going to have a conversation. It's real. It's like, what are you looking for? What's what's going on? What's your pain, whatever, you

10:13

know, I say, Be careful what you wish for, because it will come true

10:16

in it and see, and that's interesting, because it's real out there. Right? What I am fascinated by it, is that you'd say, okay, got this idea. We go through the prototype, you're starting to design it. Right. Very cool, right? But you also throw in, is it? Is it going to be marketable? Is there a business case around that? Yes. And then all of a sudden, you're gonna say, okay, yes, yes. And then you're gonna say, now we have to modify, or we have to manufacture right? This product. Yeah, you're involved there. Yes. And that's why you have such great success, because it's cradle to grave grave. And it is because you, you take into consideration and this is where I find I'm sorry, I'm sure. You can tell. I'm geeking out everybody. This is just too cool. Right? Where it starts to fail is like, Here, here's your here. Here it is. Now. Good luck with it.

11:07

Now, let me tell you, that's cool. Let me tell you the secret sauce. Don't tell the other secrets. Anybody? Okay. Remember that? 13 150 patents I say? Now, the US government has given 10 million patents? What percentage? What percentage of those 10 million do you think have been commercialized? What percentage?

11:30

I unfortunately know the answer. Because i i I'm very inquisitive. 5%. Baby?

11:36

Yes. 5%? Yes. 5%. That is, everybody knows that number. All right. Everybody knows, like, that's

11:43

common knowledge.

11:44

I got a patent award. I was. I was National Academy of inventors. I got an award from the from the commissioner of US patents, and he's putting the metal around my neck. And I reminded him I said, I said, you know that only 5%? Yeah, I see it. He's like, Yeah, yeah. I said, we have 1300 50 patents. 95% have been commercialized 95%. And

12:11

the remaining 5% are still in the process of getting commercialized yet.

12:15

So So here's the thing. Why is that? Big? Why? Why is the track record of other patents so abysmal? Because they're invented in silos? Yeah, you have an insights group. And that they throw it over the wall, and it goes to a design group, they throw it over the wall, it goes to the engineer that throw it over the wall to the prototype, or they keep trying it over the wall. Okay. And by the time it's at, it doesn't bear any resemblance to where you started. You see him saying, what we do, this is what we do in our innovation center here. And you're looking at it, it's historic Bill, you like this?

12:54

That's a whole nother conversation, because I just look at it. And it's like, all I can think of is how did they get the material in here? How did they, they built it. And then when you go when you walk in the rotunda, whatever you want to come back,

13:07

you know, you know, the return of our innovation center is bigger than the US Capitol.

13:13

Spectacular. That's the first thing I noticed. It's like, whoa, whoa, taking my breath away. I

13:21

know. It's impressive.

13:22

Very cool. So we're second, the secret sauce that gets thrown over the wall, throwing it over the wall.

13:31

We start with a plant partner, they have give me your biggest problem. Give me your biggest opportunity. Just you think it's impossible? On obvious, okay, right. And we put a team together at the very beginning, we have a project manager, okay, the project manager has leads for insights, design, engineering, prototyping, digitization commercialization, and they're all there at the front end all of them. And they very carefully go through a 12 month process to commercialization and 95% get there. That's the difference.

14:14

How do you and because I, I interview many within industry, my backgrounds industry, and I and I've been experienced in that, that conference room where somebody comes up with an idea. Okay, it might not, it might be a little off the mark, but there might be some nuggets of truth, right? Yeah. But in industry, it gets shut down.

14:40

That's the problem. That's the silo. Exactly. Correct.

14:43

Yeah. So create that cool. Okay. So what we do, don't shoot people do we do

14:48

is we start with the customer. We start with how right? It's all right. Okay. You start with a customer. So you bring a customer in. Okay. and you start talking to him, you know, what about this product or that product? What do you love? What do you hate? What this? Did you start getting this input, okay? And you get their pain points. And you can you start, all of a sudden you open the customers mind and you start picking their brain, what do they do? What do they want, so forth. That's number one. Then you take all of that great data, and you go into your designers. And now your designers have what we call a creative session. And the creative session is we focus in a room, you have about eight to 12 people. And we focus on what we call mild to wild. Man, it's cool. Alright, so mild is the obvious thing, you know, just get that out of your head. Okay. Yeah. Now, you got that out your head. What's the wildest thing you could say? I don't care if it can't be done. I don't care if the technology then I don't care if it's levitating. I don't care what what is the wildest, wildest thing? Now get that out of your head. Now, everything in between, now you have 100 ideas. 100 ideas, I call that the diverging concept, you diverge, and you just, there's no bad ideas, by the way. Nobody can shoot anything down. Okay, good. And you do that. So now the walls are literally filled with posts, felled, and you're exhausted and you go home. Okay, you go home. The next session is the con verging session. You take those 100 ideas. Now you separate them in groups. You sketch your best ones, and everybody takes turns saying, I like this one, make a presentation. But here's this here's the here's the sacred thing. And I'm gonna give it don't tell anybody. Okay? Don't listen, guys. Everybody has three is everybody can do this. By the way. 333 note cards. Everybody gets three note cards. One note card says, nice. One note card says, Who cares? And one note card says, wow. Okay, now, it's coming out now. Put it down. Yeah. Make your make your passionate presentation on this idea. Now everybody at the same time, put up your notecards. Okay, now, he's made a passion or he or she made a passionate thing. Everybody says Who cares? I don't care. Get rid of it. It's never gonna fly. Okay. The next guy comes up. Next person comes up mix their passion thing. Nice. Nice. Nice. You know, that's the hardest one. Yeah, because everybody's got nice product too many nice product is produced. Nice and nice. And they come out. And they have nice sales. Nice sales. But when you have this thing, every once in a while you do. Everybody says Wow. Wow. You know, when you walked in, when you walked in our rotunda, what did you say? Oh, I

18:07

said, Wow, I did.

18:10

Not planned. Wow. Is it emotional response? Boom, wow. Okay. When I when I have this idea, and I put it in front of the group, and I say okay, put your note cards up and everybody says, Wow, I got a winner. I got it. Okay. Then the hard work starts. Yeah. Then you, you know, you design, you make a prototype of it, you always come back to the customer. Okay. You keep on going here. I had a thing, Scott, I think it was a new Iron, steam iron. And it was a prototype, but it looked just like the real thing. And I had a woman in there and said, I want to buy this thing. And we said, well, you know, it's a prototype. It's there's only one I mean, she did she She put her arms around it says I'm not leaving. I want to buy this thing. I knew I had a winner.

19:04

So this is interesting. Yeah. So there's a tremendous amount of energy. Oh, by

19:08

the way, become the number one selling art in the United States. But it is what yeah, what is it? What's the number one? I

19:14

don't? Don't know. But there

19:17

you go. I got a million of these stories to see, here's the deal.

19:20

Here's the deal. What makes this location this innovation center? Yes, this juggernaut and solutions is the fact that when you walk around your to your team, you can go from concept all the way to your

19:38

creating vertically integrated right there. Yes, everything's there.

19:43

Everything's there. Yeah. And you're saying I'm looping in the customer at the same time. So all

19:48

the way through ERP we are at this stage, the customer comes back. And you know, we know by the time we're out in the market, we know but then yeah, but then we never go on a national launch. We go on a soft launch. One soft launch with one retailer, one region of the country, because we want to know, even if we think it's a winner is the price right is a position right? Is it packaged? Right? Is it gonna? Is it gonna perform the way we want to? And then we see that and if there's a if there's an issue, we'll tweak it. No problem. But when we get it right, then scaling is no problem. No problem. It's just so exciting. Let me tell you this story. Amazing. I've the Sherwin Williams twist and pour paint container. You see that?

20:33

Okay, so I've seen it. Yes. Okay, good. Talk to us about the show. Cuz it's obvious, but everybody knew he's like,

20:41

talk not only is it not obvious, I've got 23 patents on it. But yeah, who's counting? Who's counting? Who's counting? Okay, so paint has been in metal cans forever. Okay. You need a screwdriver, open it you need a hammer to close it. You know, you know the contractor. He doesn't care. But the do it yourselfer does big time. So we bring the dirt yourself around. She says I can't get a butter knife to open this. I mean, I don't want what if I had

21:11

sorry, guys, five years? Yes. I was there. butter knife we're getting

21:17

we're getting so they got to open the open the thing with a with a thing. It always pours down the stack. You gotta have a hammer to close it. It's messy. You know what? Maybe there's a better package. So we did. We partnered with Sherwin Williams, we created a product called a question pour paint container. You don't need up, you just twist it open. You poured it doesn't drip. You push it back. And it's a square can and it's wonderful. Now we knew the customer liked it. Loved it

21:48

doesn't get stuck. Now. See, when I saw it out there on the floor, or wherever it was within the journEY around this place? When I saw it, I just said how many times have I taken a can use the butter knife, open it up? Had to share it or do whatever and then close it back up with a nut with a hammer. And it splatters everywhere. It was just but it never changed.

22:15

Is that good customer engagement? I don't think so.

22:17

No, not one bit. This is it. Right? Do you like it?

22:21

Great right here. See? So that is dazzling? Right? It's dad?

22:29

He does stuff all day long. Man. This is a blood test with that. It's it's the it's that little machine. Gotcha.

22:36

And that's it. Yes. And it is it is going to change blood testing in the world. Not the not the world. Why? The art. So let me tell you, let me tell you. It has a little has a little thing called the clock chip, you prick your finger, you take a blood test, you put it on our little handheld machine, right? And instantaneously. You can tell for instance, if your blood is too thin or too thick if you're taking a blood thinner, okay? With not with no antigens, it's used. It uses physics instead of chemistry. Alright, you don't have to get antigens from China. You can do it right here. It's all digital, and it's instantaneous has never been done. And it's on obvious

23:24

scene. That's amazing. Yeah. So you just eliminated the necess. The supply chain, it says it's it's digital. It's right next right there. It doesn't have to tell you, man, it's, it's spectacular.

23:38

It's been what care bike? Yes. mountain bike. So the bike has been manufactured in Northeast Ohio. And because it's an E bike, it's got software that has three modes. One is E by, you know, 25 miles an hour, no license, moped well, more powerful and full on badass motorcycles. 85 miles an hour, right? Yes, same thing. Yeah, it's been manufactured right here, and it's got a plug in battery, you can take it out, you can run your laptop on it in the woods or whatever. I mean, it changes the game, and it's gonna be manufacturing. So

24:21

I have we could, we can definitely talk forever. For me, I don't have the time. I could just sit here and have a great DisnEY Land of innovation, big time. And it is true that you're not underselling that one bit. Oh, not one and how bad now one of the questions I do have, because you've been around for many years. I think we're coming up on what the universe is Xero big 500 And we're starting our second five year 50 year plan. And you should yeah, you'll be around. There's a legacy here.

24:51

We're working. We're working on that. Yeah, you're

24:52

fine. You're fine. But the thing that I'm interested in is how did this whole it's like one day People were talking about this digital transformation. It's great. It's, it's good around a coffee table. But now it's real real. How has that really impacted the way you look at products? Everything

25:12

is digital today, everything. And, and I, you know, when you go into our prototype facility, which is like that prototype, isn't that great?

25:21

I like every I even like, I mean, I like every part of this building.

25:25

Here's the things we ourselves was factory 3.0 Here, we've got all of these, these, these CNC machines. Yeah. And in digital, 3d printing is all that stuff. But we are even taking the ones that are like 30 years old. And we're digitizing. You don't have to have a brand new. You don't have to redo your factory. That's it now. Yes. And so you can you can get you can get predictive maintenance, you can get yours next. Oh, you can do a digital twin of your old old factory and bring it up to factory 4.0 and an eight that hard. See,

26:05

where do you see it? Okay, put your future hat on. Okay.

26:09

Are you kidding me? Scott, I always have my future.

26:12

He was taking a group around his organization here. And you can tell that there's a there's still immense passion. You're never tired about? Oh, no, no. And rightly so. I was born to do you were born to do this. So where do you where do you think it's going? Where's this? My

26:28

God? The sky is the limit. We just have the launch pad here. Alright, we have the launch pad. We're building the rockets. And I don't know how have these rockets are gonna go but the sky's the limit. I'm telling you.

26:41

What if a company wants to get ahold of you, what do you do?

26:43

Pick up the phone.

26:48

World Wide Web, you know that that internet,

26:50

you can push a

26:51

button rallies. And I'm telling you, it's an honor. This is exciting. This is this is the manifestation of me as a kid going to DisnEYland. And in the Carousel of Progress, I have to share this reel with you real quick. So I was here last night, doing a walkthrough, getting all giddy getting all just so jazzed about the whole thing. I go back, my wife and my son are with me. And I just said you can't believe it. And I'm hyperventilating as I explained this particular location, and that I yanked my son. I said, You got to get out. You're coming down here, just because I want to see the dome. You got to see the dome. And then we walked around and you guys have been absolutely gracious, gracious. And it's very cool. Thank you. Excellent. Alright listeners. You can reach him out of the worldwide web. That is it's it's under

27:44

Nottingham's. Oh, there

27:45

you go.com Right. You got that URL.

27:48

I did that.

27:50

All right. We're gonna wrap it up on their site. So stay tuned, do not go away. You will not be disappointed.

27:56

You're listening to the industrial talk Podcast Network.

28:05

Come on. You've got to love that conversation. That is Mr. John Nottingham. He is a trail blazer. You cannot and I mean, you cannot deny the impact that Nottingham's for E y is having in manufacturing industry as a whole. They are solving problems. It is a big deal. Nottingham spirk.com Go out there. And I'm just telling you, you got to put that on your bucket list for an opportunity to sort of see that location. You will be dazzled by alright. Remember, we've got to educate. We've got to collaborate. And we've got to innovate. Not an expert, Mr. John Nottingham and team Nottingham spurt. Classic example. Do not let another day go by without your commitment to that need to educate that need to collaborate and that need to innovate. All right. Be bold, be brave daring greatly. We're going to have another great conversation right around the corner. So stay tuned.

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On this week's Industrial Talk Podcast we're talking to Paul Casto, APM Industry Principal with GE Digital  about “Managing Business Case ROI Risk”.  Get the answers to your “ROI Risk Management” questions along with Paul's unique insight on the “How” on this Industrial Talk interview!

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

projects, roi, organizations, business, companies, paul, industrial, maintenance, reliability, asset management, people, risk, create, deliver, plan, focused, area, professionals, technology, asset

00:04

Welcome to the industrial talk podcast with Scott Mackenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's go

00:21

again, thank you very much for joining industrial talk the number one industrial related podcast in the universe. And it celebrates you industrial heroes, you are bold, you're brave, you're daring greatly. You're solving problems. You're innovating, and you're changing lives. You're changing the community, you're changing the world each and every day. If you're passionate about industry, yeah, this is where you need to be. Because we love to educate. We love to collaborate, and definitely love to innovate. Alright, in the hot seat, podcast, GE Digital is the company. And what's great about this particular conversation, we're going to talk a little bit about risk management and ROI on your asset management projects. Yeah, you need to deliver. So let's get cracking.

01:14

We're also sponsored by occurrent. And Fluke reliability, go out to their websites, both companies passionate about into your asset management, your your maintenance, and making it easy for you to achieve that uptime that is necessary for your for your, your project for your, your business, it's important, that's accurate, and Fluke reliability. Alright. I've been gone for a couple of weeks. And the reason I've been gone for a couple of weeks, I've been very fortunate to be able to attend broadcast from smrp, which is the Society of maintenance and reliability professionals. That was in St. Louis. And then I just zipped on up to Cleveland for the manufacturing and technology show. And both events were just absolutely spectacular. But here is what I learned. Write this down. I know you know it, but I'm gonna have to just say it anyway. Everyone, and I mean, everyone was talking about upskilling reskilling, how do I? How do I deal with my resources that are necessary to keep my doors open? And my business moving forward? Now there's a couple of conversations that are associated with that. That's one, we need people always, always always you need people? And what are the strategies around getting that done? And then to what innovation? What technology can we deploy to help create that business of resilience? So when we're at smrp, they're talking about keeping that asset up and running, managed properly, and and delivering results? And then at the manufacturing and technology show? What do we do? How do we keep people coming in? What do we how do we inspire, inspire our youth to be in into or get into manufacturing? Get into the profession of, of just, you have no idea what was just out there. If you are considering I just ask that you look at this stop. Because if you're young, and if you're considering a profession, I'm telling you, it's ripe, it is spectacular, it is innovative, you're you're going to be at the cutting edge of technology cutting edge of strategic directions for these particular companies. They need you. And that's why this particular podcast is here. Because we want to make sure that you get everything you can go out to industrial talk.com. And we have an education platform. We have all these great articles representing all these wonderful, skilled industrial professionals. You got to read them or listen to them. We got the videos out there. It is truly a great place to be able to begin your journey in the world of industry in the world of manufacturing in the world of industrial for Dotto. It is all out on industrial talk.com We try to have fun, because it is fun. We try to make it entertaining, because it is because it deserves that type of attention. So anyway, let's get on with this interview with Paul. So my a bit very fortunate. He was very busy at smrp. And I believe he is chair of smrp this time around. And boy does he has stuff to say and it's stuff that is very important, especially in today's world. You know, we talk about some of the challenges that have taken place within the COVID COVID pandemic, whatever you want to call it. And yeah, they're real. Don't get me wrong. It's challenging. But one of the great Things that I get out of it. And it was great to see people at these events, getting back to normal, collaborating, and really from the heart, and a desire to truly collaborate and solve problems. Paul is leading that effort at smrp, we're going to have a number of other great conversations. But if you go out to his stack card, yeah, he likes education. He, his, his business card is just way too small for how many things that he does is just as so it's not worth even trying to get all his education. God he is so committed to

05:38

asset management, reliability, maintenance, everything, he is a leader. So anyway, with that said, enjoy the conversation. Paul, welcome to industrial talk, thank you very much for finding time in your busy schedule to share and impart your wisdom and knowledge into the world of asset management, maintenance, and reliability, big time, I'm sure the listeners will grow to appreciate. I mean, you got some mad street cred out there, you do. And I was looking at you, and I'm not going down your bio, but reality is, if you go out to his LinkedIn profile, it's not as impressive as the bio that I received, because it just has you like education. And you're constantly educating, which

06:24

is that it's a fast changing world. And if we're gonna, you know, remain relevant, we have to keep our skill sets up.

06:32

You know, that's that's a whole nother conversation to have. That's a whole nother topic. Because I, I don't know how anyone, especially today, in this particular world, is not committed to some form of disciplined education, whatever it might be read a book, I don't care, whatever it might be. Daily, because you're absolutely right. It's, it's blistering fast even I can't keep up with it. Well, that's not saying much. Yeah, don't don't lose. Don't think about that listeners, I can. So for the listeners out there, Paul, give us a little background, little 411 on who you are. And then we're going to venture into managing business case, ROI risk, which is an important topic.

07:17

What's your so I'm Paul caspo, I've worked in this maintenance reliability asset management space for a number of years, I had a great opportunity several years ago to lead the reliability team for Eastman Chemical, they were really an industry leader Well, before I got there, and that's where I started my foray into really asset management, asset performance management, that that whole space, they were a user. I left Eastman with some other plans, but ended up with Meridian doing asset performance management, or I just call it APM. Globally, for a lot of customers and a lot of different industries. And then, as time went on, we had a buyout from GE. And so we're now at GE entity and my current work is a lot around, I would call it maybe front end engineering, helping customers identify what their business outcomes really are figuring out what kind of value they need to create, to achieve those business outcomes. And, and then after we do all that, we can worry about potential solutions to create the ROI, those three things that really need to be linked together. So I'm doing quite a lot of work in that area, as well as risk management, I'm doing some, some more of all things graduate work around risk management, and how do we manage the risk of ROI. Many times people build business cases and the business cases say I'm going to deliver such and such ROI, but, but deliver less.

08:53

It's interesting, especially the topic of risk management ROI, the financial component around the maintenance, reliability and asset management profession. Not to not to say that there's been snake oil salesmen out there, there have been and they, they they sort of diminish, unfortunately, the realities of an asset management reliability program within an organization and you're going to have to try to sort of distill that and get rid of the negative stuff because the the value is there. Is that not right, Paul?

09:29

Yeah, that that is correct. A few years ago, I actually did a study around this area, we went into our CMMS system pulled out all of our labor hours, all of our, our material hours, everything that we could put together in terms of, of the cost of these projects and looked at the returns and, you know, a good self respecting reliability project, in actuality should deliver over 100% return. Now, it goes up and it goes down. Some of them aren't nearly as successful as others, but it, it is a really high value area to be working in, if you can figure out how to properly execute it.

10:12

So that just brings us to the point of let's, let's talk a little bit about that from a. How do you develop now? I'm not going down the road of the CMMS. And, and bad data and pencil Web? That's a whole other conversation. I got it. But how do we build a the elements of a business case so that we can begin to truly and discipline a insights into the financial benefits associated with this particular case?

10:40

Well, the first thing we have to do is we really need to understand the business outcomes, what what are the drivers that the businesses are looking for? You know, as engineers, many times I say, we get caught up in the elegance of the technical solution. And, and we decide we need to implement this new technology, without really considering what we're there to do. And what we're really there to do is to create value for our companies, and to put together projects that give our companies the best opportunity for success. That's possible, you know, we live, we live in a probabilistic world not a deterministic world, and nothing is for sure out there. But when we start looking at projects, and return on investment, the place to start really is what are we trying to accomplish from a business perspective? The second part of that is what value do we need to create? And then and then we'll put together the project?

11:39

Just for clarification, what are some drivers what sort of give us an example of what outcome of a business give us just sort of a basic ones like, I'm a business, I'm looking at this?

11:51

Sure. This great example, a few years ago, I had Vice President calling me up, and they were very professional and nice. And he says, You know, I could deliver another million dollars to the bottom line, if I could just get over some reliability issues with my equipment? Well, I came out of the construction industry. And what that meant to me was, oh, boy, I really better get cracking here. So that's a great example, he could deliver another million dollars worth of profit to the bottom line of the company if he could get the equipment to run. So that's a great, great business proper.

12:26

See, and I can see that because you're you're talking with that particular example, an asset, the uptime production. And so that that's real time. And And typically, something like that just requires a little analysis on those assets that they've targeted, does that correct? Well, sometimes it's,

12:45

it's a little harder than that. But we do need to go in and do an analysis of why are they losing this? You know, what, what are the problems? And and, you know, what we'll find is, we'll find that some of the problems are definitely equipment related. There have been unexpected breakdowns, other other issues. But I typically also find that there's opportunity on the operation side, they're not running their equipment up to standard, they're not following good processes. And I have to say, to this vice president's credit, we actually contributed more than a million dollars, you know, we did an analysis went back and talked to him, and he focused quite a bit of energy around running a better operation, we focused on getting the equipment to run better, and together, we actually contributed more than then our target.

13:32

Wow. That sounds cool. I like that. I like that approach. And I like that focus. So what we have, from a from a business case perspective, we've got to understand the outcome of the business. Got it? Number two, is, are there steps in this that we need to be aware of?

13:51

Yeah, well, you need to understand the business outcomes. And then the next step is to figure out what value you need. And there are different types of value. You know, there's what I call hard value, that that's the easiest part, it shows up over on a company's financial statements, we sell more product, we increase the revenue, we reduce our maintenance cost, or our spares cost, we lower the cost of goods sold, both of which improve gross profit, that's one kind of value. Often what happens is we may go in and work with a customer and we may focus for six months in an area. And let's say we reduce the maintenance costs 10%. Now we have a choice. Do we take that out of the budget? Or do we reallocate that to another area of the facility that needs improvement? I call that firm value. And then of course, there's risk reductions. And that's at the heart of what we do in reliability it is it is finding that we've got a bearing problem a month before the actual failure, ordering that Barry planning the work and replacing that bearing and nobody even knows about it. So there's a lot of risk reduction activities and and then lastly, there's our intangible values. It's it's how we do our work. It's all of those things that fall into that category.

15:05

So, back to the example that you provided about a million dollar bottom line value, you were focused on the assets, but then the VP would be focused on the operations, which, which would pretty much fall into say, let's say, tangible value, that, you know, how can we be more efficient, whatever that whatever that focus needs to be? I like that. That's correct. Give me an example of risk reduction sort of nebulous. From my perspective, what is that?

15:39

Well, let's, if we think about these projects, let's just think about what happens with a project. Oh, we may do some front end engineering, then we do detailed design. And if it's a software related project, as many of them are today, we do some internal testing, we do user testing, then we go live, right? We go live, and many times the customer doesn't have a plan. What happens after we start this new system up? Whether it's a CMMS system, an APN? system, some other system? We started it up? Now what so there's a lot of risk associated with that. And those, those those risks, if we aren't thinking and planning ahead, could be in a variety of things. No, Postville go live value creation plan. How about this one, this is huge. And all these projects, it is an adaption governance, and a chain management plan. We're changing the work processes that everybody use, we're changing the technology, they're tools. And if we don't put an adoption plan in place, that's a huge risk that can negatively impact the return on investment. Now, the flip side of that is we typically think about risk in a negative sense. But let's step back and say, how about if we manage these things? Well, how about if we have a good value creation plan, we've done great change management, we're focused on the business outcomes, there's an upside to risk, you know, without any without risk, there is no opportunity. But if we properly manage this, we can actually create additional value.

17:12

I like it. And you're absolutely right, I think what happens is we get, we get all just sort of sucked into the value of all of this and the hype, and it makes sense. And it looks good on paper. But then when it gets down to execution, that human element comes into play, and then it gets a little squishy, and I like the fact that you have an adoption, governance plan and change management, and everybody else. I very rarely do people say, Gosh, I like change.

17:44

You're, you're you're correct. Yeah, people, you know, they want to know, well, why should I change? What's in it for me? Why do I need to do this? What are you going to do with this data after I start recording it, all kinds of things, you know, that come together everything from from creating a platform, you know, the old burning platform of why we need to change to integrating short term wins into the whole program, everybody has, you know, wants to play for a winner, and they don't want to wait two years to be a winner.

18:14

No, nobody. It that's, that's sad. Because that happens quite frequently. And, you know, you have the people that are saying, hey, it's gonna take three to five years, I can't even think in those terms, three to five years. And before I, I get a win, or I, and after a while, you're just sort of feel like you're digging a ditch out there, you see the value, but you're still digging a ditch? How do we create a situation where we can experience some short term victories? You have to be proactive

18:47

about that, you know, I always think about implementation. And when I talk to people, I sort of propose a new, a new way to implement, you know, we, we often, you know, go live, we've trained the masses, we've shown him Oh, go do criticality analysis, go do FMEA. Now go forth, and use all these new tools and technologies, yet, we need a more focused plan, we need a focus plan of those. What are the high value areas out there? What are my constraint points? Where am I spending too much money? And and then what are we going to do around those those things to create a value plan where we can actually actually deliver that value. And while we're doing all of that, we're going to plan proactively short term wins, you've got to think ahead. You know, you just can't wait for things to happen. Because as we just said, everybody wants to see progress and they don't want to see it. 24 months they want to see it three months, right? So you have to plan these things. It's you just can't wait for them. This is hard work. You know, this may sound easy, like you know, that this was really hard work of planning in detail what you're going to do. It's

19:55

interesting culturally that typically US companies mean, in general, we look at quarterly financials, we just do. And and we're very rational, maybe I did the same thing, right? Very rash. And if I don't see value to my bottom line, because I'm looking at it, I'm looking at, and I want to see some values. Now, I think that that is a great approach. Now, when we start talking about that planning, making sure that you have those little victories planned out, you're monitoring it, I think it goes a long way with developing that sustainable discipline going forward, right, because it is a human equation when we start talking about deploying these solutions.

20:42

It is and and you know, it's a step by step process. You know, like I said earlier, we need to know, what are the high value areas? What are we going to do once we get there? Oh, we're going to do root cause analysis? Or we're going to do FMEA? Okay, then the question becomes, who's going to do that work? Well, you're going to give it to Bill and Bob, who are already at 110%? Are you going to really step back and say, I'm going to make resources available? And then what skills and support do those resources need to be successful? And, and then, of course, we've got to build some, you know, a project plan and metrics around that plan so that we, we can proactively monitor our progress.

21:23

And if you're going to want to pull out that ROI, you're going to have to you can't just pencil whip this, you can't just so here's my challenge, Paul, and how do we do this? His organizations are fluid, they're coming and going, people are coming and going and going there. And if you don't have a, an organization that has some sort of continuity between people coming and going, then you're you're ready resources that are available that you dedicate it to this particular project becomes suboptimal, for lack of better? How do we organizations create some sort of continuity and manage that risk? Because that's a risk to be able to sustain it going forward? You got the big, you get the victories? How do we do that?

22:12

That's really hard. And in a lot, yeah. And let's think about this happen over the long term. You know, our most successful customers or people that I work with, a lot of it starts with leadership at the top, you know, the leadership understands reliabilities important, it understands that we need to create value. And many of those organizations have grown those leaders up through the organizations with different roles and different assignments. And they understand all that. Now, what happens to those organizations later on, you know, there's the lifecycle to everything, sooner or later, those people may or may retire. Now, the leaders that have established there, and if the organization has renewed itself, then great, but lots of organizations, then people come in from the outside, they weren't raised the same way in the same culture around reliability, it is really hard to maintain that over the long term. It takes great leadership, real vigilance. And it takes a dedication by the company to understand well, you know, these are key elements to our success. And that's a risk, you know, companies, you know, we're mostly working with asset risk risk around unexpected failures, risk around injuries and safeties, and si s and compliance. But companies have these enterprise risk management organizations, that's they're worrying about bigger risk, you know, they're worried about people and, and money and finance and hedging, and, you know, the overall organization. So that's a risk that may not be managed just by us, but needs to be managed by the company at a

23:55

higher level. Yeah, and you're spot on, because I've been fortunate enough to be a part of a number of organizations. And that has always been the greatest challenge. It's never, it's never about whether these programs will deliver because they will. It always gets down to the tenacity, the focus, and I would have to say energy of the team, the individual, the leadership, and creating that continuity, because it's, it's, it's out there. And what always fascinates me, Paul, is we've had this conversation like we were at smrp 29/29 year we're still talking about companies that need to begin to embrace the principles behind asset management, reliability and maintenance and and that it's out there and professionals like you and others can constantly strive to figure that out, and it just always fascinates me that we're still having In this conversation over and over again,

25:03

well, I'm gonna go back to what I said a few minutes ago, the reason we have this conversation over and over again, is because it is really hard, right? It's easier, it's easier for leaders to go, you know, a company to go out, I'm just going to go buy some new equipment to increase my capacity. Well, they go buy that equipment, well, that's sort of a proven process to buy the equipment, it's all equipment, they start the equipment up, you know, that's much easier to manage that it is culture, and people it takes, it takes discipline, to stick to these processes that we know that work, it takes discipline, and it takes leadership to make sure that we're sticking to those things. So it's not the it's, it is like a goldmine, or maybe I should use a bariatric, put this value in barrels of oil here lately, that this is an area that is very fruitful in terms of benefits to companies. But but it really is hard.

26:01

One last question. And I've always I've never had a real straight answer. So let's say I'm an organization, I'm pretty inefficient, I there's, there's a lot of low hanging fruit, we develop a plan of creating some victories, and we do everything that we need to do and we, you know, year one, we've got massive savings, we've got massive and positive ROI. Year two, it starts to, you can't you can't achieve the same success because you're just becoming more efficient. Is there a point where it just starts to, like you're as efficient as you possibly can? Or is there always going to be a positive ROI?

26:47

Well, the better you get, you know, those last incremental values, you know, you're exactly right. It's easier upfront to do a lot of things. And the more mature we get, you know, as I sometimes have the old saying, is the juice really worth the squeeze? Right? You know, how much money is it going to cost me to get that last percent of availability? And is it worth it? You know, there comes a time when you need to optimize everything. So the answer is, you know, that's typically a long road, you know, to get from, I'm just starting to, to where now I really needs to be optimized. But but there is an optimization point associated with this.

27:29

Yeah. And what's interesting, unfortunately, when you start to deploy maintenance dollars, right, dollar, it's $1 off the bottom line, dollar dollar, right. And it's not a depreciated type of expenditure. And so what happens with the fluidity of organizations, other leadership's come in, why do I have to spend that dollar on the maintenance? And then it then it's, it's, it's a cycle? Yeah.

27:55

And it shows up, if they cut the maintenance costs, this monkey shows up on on on your neck. That is why that is why it is really important for us to have good sound business cases. You know, McKenzie did a study a few years ago, and they looked at large software projects, you know, when we have those, whether it's CMMS, or, you know, SAP or whatever it might be, yeah, you know, typically, they found that typically, those projects delivered 30%, less than the projected ROI on those projects, right. So our leadership sort of starts to view a lot of this as a risky business. This is risky business. So. So that's why it is really important for us to have a good well developed business cases, good execution plans value free, and we need to start delivering, we have to deliver what we promise. I like the fact that you have to deliver, I think God are the days when you can sort of just sort of ride on in on a white horse and say, I've got the technology solution, and then right on out and it never, never achieves the objective. And then everybody has a surly or salty opinion about what just took place. And then they just, that's why the culture. That's why there's a reluctance to deploy some of these things because everybody's been burned. And I mean, everybody.

29:15

Unless you're true, Greenfield and that just started from scratch. Maybe that's a different nap. But that's rare. That is big time rare. So anyway, that that's just, that's where we're at. All right. I want to make sure that everybody understands how do they get ahold of you?

29:34

They can reach me, the easiest way is probably by email and that is called Dos Passos. da s. E. o@ge.com. They can reach me there. I'd be happy to talk to anybody give them you know, give them some resources. There's lots of material out there. We were just together last week, that week before last smrp and that that stuff is online. So lots of info Automation.

30:00

It's, it's if you're thinking that it's hard to find information listeners think again because organizations like smrp, Paul, others, other practitioners that are passionate about reliability, asset management, maintenance and, and developing the solutions around that. It's all out there. It's an important professional. I've always been very bullish about it. And I've been, because everybody just is so collegial. Everybody wants to help everybody to be successful. It's an it's an interesting culture that exists within the, the realm of maintenance and asset or liability and all that good stuff. This is alright listeners. That's Paul. He's with GE. And we were definitely talking about ROI. We're gonna wrap it up on the other side, do not hesitate or do not go away, because we will be back and we will have this conversation on how to get ahold of Paul. So stay tuned.

30:58

You're listening to the industrial talk Podcast Network.

31:06

All right, a final shout out to Paul Casto. Go out to his card. Paul castle on LinkedIn. You know, you type in his name, that's ca sto comma, G, you will find Him and you will realize how much work he does within the maintenance, asset management and reliability space. He is a leader. So don't hesitate contacting them. All right. Again, we've got to educate. We've got to collaborate. We've got to innovate. There are challenges facing industry going forward. Heard that smrp heard that at maintenance and the technology, manufacturing and technology show. Absolutely important. Go to industrial talk.com We're gonna continue to add to it we're gonna continue to highlight great, great professionals and companies dedicated to your success. All right. Be bold, be brave, daring, greatly hang out with people who are bold, brave and Daring Greatly like Paul, and you're going to change the world. Thank you very much for joining the industrial talk podcast. We will be back with another great interview shortly.

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On this week's Industrial Talk Podcast we're talking to Sahar Ehsani, Sr. Segment Marketing Lead – Discrete Manufacturing  about “AI, Machine Vision and Sustainability”.  Get the answers to your “Discrete Manufacturing” questions along with Sahar's unique insight on the “How” on this Industrial Talk interview!

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SUMMARY KEYWORDS

manufacturing, intel, industrial, ai, sahar, technology, data, discrete manufacturing, absolutely, people, machine, industry, listeners, learn, happening, vision, line, processes, customers, factories

00:00

Industrial Talk is brought to you by NEOM that's NEOM.com they have a vision of changing the world for the better in almost every way. They are committed to that. They have a bold, a brave and daring greatly vision on how to change the world. For the better for all of us. They are committed to that. Go out to niobe.com get involved, you will be dazzled and you will not be disappointed. Big thinking going on there. And you know what's happening out there. Technology. Innovation is happening everywhere. And the speed at which is just absolutely blistering. You know who's leading the way Intel that's right Intel, they are leading the way with edge cloud. You name it industry for Dotto, right in their wheelhouse smart cities. Yes, robotics. Yes. And, and let's say digital transformation of the utilities. Yes, Intel is where you want to go go out to intel.com find out more and see how they can help you innovate. Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hardhat grab your work boots, and let's go Alright, welcome again to industrial talk v number one location in the universe that celebrates you industrial heroes, you are bold, you are brave, you dare greatly you solve problems, you innovate like no other and you are changing lives and the community Do not forget that put that in your pocket because it is important because you got to believe we need you big big time in the hot seat in the Industrial Talk we have Sahar Ehsani, she is with Intel, we are talking about manufacturing technology. She is a senior center segment market lead discrete manufacturing. And, you know, we're gonna be talking about Yep, AI, machine vision, sustainability and how all that works to go there. Let's get cracking. So you get to join me on my educational Odyssey to learn from the very best in industry about that man, you get to join me, I again, I you know, you got you got incredible professionals, such as Sahar and, and she knows what she's talking about. And also people from Intel and others, that are just absolutely one. Thank goodness that they desire to truly develop, develop the innovations to be able to make our lives better, thank goodness. And you know what else is so great that they're willing to share their insights and wisdom for us, so that we can begin to learn you never stop learning? Each day, always learn that, I don't know, it doesn't sound so fantastic. But it is it got to there's it's all out there. And especially in industry, we've got to do that. Alright, let's talk a little bit about the industrial Academy. Real quick. The industrial Academy is absolutely dedicated to education. And the reason it's dedicated to education is because, well, that's something nobody can really take away from you. If you are dedicated if you are committed if you have a true desire to learn from the very best within industry, industrial academies where you want to be because we're we're talking about management leadership, we're talking about innovation, we're talking about the nuts and bolts of operations. And what are the strategies associated with not in a way that is like, Oh, my gosh, this is a 75 hour class and and it'll drive you crazy? No, no, the responsibility on your part is one, that you get the flavor you get to hear from the best that represents let's say IoT, or edge or cloud or reliability, whatever might be the best. And it's up to you because you have a spirit of learning is to go out and find out more all the contacts and information is out there. It is a big, big win for you continue to learn, grow, and and just, you know be the best you possibly can be because

04:39

for whatever reason, maybe I've got rose colored glasses. I can't tell you why. But I really truly in my heart of hearts, believe that industry is truly the key that can change lives, change communities and change the world. And it might be Pollyanna. It might be Well over the top. I like bold, brave goals. And and the industrial Academy is focused on being able to provide industrial education for people who need to know. So that their lives can be changed, their companies can be changed, their communities can be changed, and so on. And so the world. Alright. Let's get going. I get all Tingley about that type a type of conversation now. So hard, but it's been a bit of a long journey to get her on the podcast. But fear not she does not disappoint. great conversation, great insight, great stuff that's happening at Intel. I've got her form here, you go out and find her stat guard. All very impressive. So we're going to be talking and yeah, you're gonna say, Scott, Oh, you've already talked about AI? Yeah, we have. But it never stops, continues to grow continues to evolve, we never stopped. You know, we've talked about machine vision, looking at the ability to look at products and improve the quality and so on and so forth. And of course, sustainability. What does that mean? How does all this wonderful innovation help sustainability because it also has to sort of work hand in hand. If there's a gap that is missing from that particular value chain. Now, that's a problem. But Intel sohar team Intel are working diligently not just in manufacturing, but also in in the energy space and oil and gas all everything that you could possibly at the heart, you know, entails right there. All right. Enjoy this particular interview with Sahar Sahar, welcome to industrial talk. How are you doing?

06:47

doing very well. How are you, Scott?

06:49

It's been a long time in the making to try to get you on the podcast.

06:54

Yeah, sorry. It's my bad I might sign.

06:58

You don't need to you don't need to cower away from me. I was just I was so excited when we first met. And, but but business moves on people get busy. It's all about that. But you're here right now. And listeners, you're going to be impressed. She's got a mad statcard out there on LinkedIn. Absolutely. Of course, I'm looking at her form. And that's impressive, too. So you Listen up, learn educate with me, because I'm not the sharpest tool in the shed. But Sahar is she's a sharp tool in the shed. All right, for the listeners. So Mark, give us a little background on who you are.

07:34

salutely first of all, it's a pleasure to be here, Scott, and have this conversation with you. I'm very excited for this conversation. And about myself. I'm big global segment lead for discrete manufacturing industry at Intel IoT group. So basically what I've been doing in align my career in Intel, and outside of Intel, I've been engaged with manufacturing, all my career. And in my current role, what I do is of working with partner and manufacturing and customers to facilitate and accelerate the digital transformation that's taking place currently around the goal. It is listeners, it's really awesome. It's very exciting. We are just in the front of the line and helping everyone to make those cyphy in

08:35

the future baby in the future is now man, it's now

08:40

all those things that we were seeing in the movies is now happening. And it's very exciting.

08:44

It is. I was just watching Minority Report and and some of the things that they're going through. It's like, Oh, that's happening now. Oh, that's cool. Oh, you know, it's pretty exciting. Now, I'm not. Again, we've established I'm not the sharpest tool in the shed, can you define discrete manufacturing? How's that different than well manufacturing?

09:03

Absolutely, yes. So, when we look at the manufacturing Overall, we can divide it to two or three segments, let's say three segments, for the simplicity, one is discrete manufacturing, then you will have individual product as an outcome but those products can be assembled through bringing different parts from different location in one place. They can be built all in one place or they can be built around the globe apart and get assembled like automotive industries, right, like consumer goods, like electronic and devices. So all those parts some can be made in China, some in Vietnam, etc. They come out to another Assembly Facility and they get assembled and after their life is done, you can disassemble them again and cycle them. But when it comes to their hybrid, that's another section of manufacturing hybrid, which is the process and discrete manufacturing together. It has like some sort of batch processing like food and beverage. So for example, if you mix two chemicals with each other for pharmaceutical, you need to continue that process, you cannot stop it, you cannot ship it to somewhere else around the world. Because, yeah, so that's part of the process industry, but batch processing, because things get prepared in batches. And then at the end of the day, get they get packaged, which is part of the discrete manufacturing, that's what they call them hybrid. The other one is continuous process manufacturing, like oil and gas, right? You see a wealth of oil, you cannot stop it, that needs to continue, and you need to keep take care of those processes. They call it continuous processing.

10:59

I like it. That's a good explanation. Now, listeners, you're better because of that explanation. Now, you know, don't, don't come to me and say, Scott, I don't know. All right. One of the topics that we're going to be talking about, and what we're going to feature on this particular conversation is going to be talking about AI. AI is application to manufacturing, and, and artificial intelligence, this machine vision stuff, give us a little just sort of your definition of, of artificial intelligence, and its application and manufacturing.

11:32

Absolutely. Let me give you a little bit background on bringing in this technology to manufacturing Overall, we want to make manufacturing smarter. We know in some of those manufacturing, like automotive, there are lots of automations already going on. We know my factoring like silicon manufacturing, like silicon chip, like Intel, when you look at their main factories is really well automated. So what is AI is really bringing to the table for those very fully automated manufacturing. When you add AI, basically, you leverage tons of data that is being generated by those automatic automatic devices. So you get that data, you analyze it, you make a decision based on the result of that. So that's what artificial intelligence does. If you get the result, and immediately as a control rule, feed the information back to the manufacturing line, that's a closed loop control. And during that you have the real time control of the manufacturing production. And then all of this together improves the manufacturing processes and efficiencies improve manufacturing uptime, right. So if you want to look at the strategy of how the technology are coming to the manufacturing board, I believe personally, AI and machine vision are going to be the front of the line, because they are easy additions to the already existing technologies in manufacturing, whether very advanced manufacturing, like auto or semiconductor, or they manual type of manufacturing, like machine builders, so you can add or port builders or textile companies in China. So let me explain a little bit about how AI works.

13:31

But let me interrupt real quick, let me interrupt real quick. So what I hear you saying is that it's it starts, it starts with the ability to collect data, but there's a tsunami of data for lack of a better term, I me, Scott, is I'm not going to go through a spreadsheet, look at all the data that's coming off of machines or though or the line, I need some technology to help facilitate and make some decisions that allow good data to come through and throw away the bad data. Is that right?

14:02

Exactly. That's absolutely true. And that's artificial intelligence. You connect it on connected if they're not connected already. And then you collect the data, and you analyze the data. And based on that analysis, that happens automatically, you make a decision, what you want to do next

14:21

is your zero learning component to AI. It's one thing I can create parameters, I would imagine you're the expert, I can create parameters that certain data gets through is that can that can I learn and be and hone and be more refining? as I grow and be able to improve the analytics of that data for my my business?

14:45

Play? Yes, the data machine learning aspect of it. So the algorithm that you add to the computer that is running that algorithm basically, it gets better and better terabit more data, one of the main challenges that we currently have in the manufacturer is that they have a very high yield is finding bad parts. Because if you want the device to, to locate the bad part in a production line, you first need to teach that algorithm what a bad bad part is. So if a manufacturer has a very high yield means that they do not produce so many bad data. So sometimes it takes three months to collect bad data in order to train that algorithm. And those algorithms, they get better over time as we get more data through them.

15:42

And it I would imagine, so hard that that, if I want to be competitive going forward, if I want to be that, I want to have some sort of legacy sustainability, when it comes to my business, I'm going to have to embrace this, I'm going to have to figure it out. But you know what the problem I have, and help me understand this. I just think of costs, I think it's going to be expensive. I know today, what I'm looking at. And if you're telling me I got to go down this road, I have, I don't have that clarity, what what's the economics behind all this, that's

16:15

a very reasonable, actually concerned by any type of manufacturing managers or executives. So we all if you're living in a very competitive board, all the customers, they want perfect products, but cheaper, and everyone is trying to pay that. So in order to keep that profit margin for my factors and keep our business running, they need to have solutions that make business sense. And usually, that's why that I was thinking that AI and machine vision, powered by AI, our best solution to start speed, because you don't need to change much on your manufacturing line, you just add the machine vision, you assess the quality of your devices, and usually within eight to 12 months, you get the positive ROI.

17:07

Spectacular, you know that? That is without spectacular. I mean, if if I had I mean, I was evaluating investments that had a three to five payback, right? took three to five years just to start looking at things that are positive. And that's pretty common. Now, but I don't want to gloss over this. But explain what machine vision is? Oh,

17:31

yes, let me explain what machine vision is. So let's imagine that you have a factory line that has a product and you want to inspect it, you put a camera on it, and you connect the camera to a piece of compute. And machine vision actually is capturing those images, and analyzing those images through a AI algorithm on that compute. So there are different type of there are different types of technologies being used. anomaly detection is one of the paths that people take, basically, looking into good and bad data, the good data, you don't mind you just say good data good go away. You don't want to keep them but the bad data you can locate and you can say this part is bad. So that's how machine vision boards by looking taking images and being connected to compute that has AI algorithm on it.

18:29

So this is how I see it happening this I see it rolling out. If I am able to deploy AI deploy the machine vision in the right area, I might capture anomalies within my manufacturing quicker compressing that time, not waiting for it to get shipped off to my customer, who then finds out that it's not in line with their specification and have that absolutely awful conversation.

18:57

Yes, you nailed it. Those are the cost saving that we will get out of installation of machine vision. I like to add one more thing. On the machine vision we do have two different types of machine vision machine vision technology is based based on a camera and a separated PC. And then there are integrated a smart camera that they have a smarter chip, but it's integrated on the camera. So I want to be clear if any of the audience they have experience with smart cameras that compute based on algorithm is embedded in the camera itself. But around the effect of it. That's very true. When you do the quality inspection in advance to the processes. Let's imagine you have a silicon chip that you need to put a solder ball in and it goes through mold etc. Or I don't know even in automotive part when you are welding something and then it goes on it gets painted. Now at the end of the line then it's getting inspected and you see that defect on Do you need to do the reward on the whole car is a lot of manual engineering work, which is expensive. But if you had figured out that weld, defection early on in the processes, you could just remove it because it's so fresh and you can redo it and so you don't have the removing the paint, etc, in an automotive industry. So that's one part of it. The other part is customer credibility. You don't want to send defective products to customers. That's not good nowadays, for any

20:36

good for anybody. That's what I got Jeffery, not good. See, you know what's interesting, I believe, people like you, and others, Intel, whatever. This strive to be able to produce a to produce solutions that generate high quality products. Okay, we consumer, me and others. I'm telling you right now, we take that for granted. We take that for granted every week. I remember growing up, and I had a 57 Chevy, I still have it by the way. 57 Chevy, there are things that I just sort of accepted. The door didn't close, right? Doesn't matter. It's just that we would never, ever tolerate any, any flaws or problems with our cars. Even the inexpensive cars have a high-quality output. It just it's because of people like you.

21:35

Yes, absolutely. Because the world has changed computer is doing the job of human. And with this AI solution, they're really replacing those repetitive boring jobs, yes, to take the jobs away from employees. Actually, those type of jobs are very repetitive looking at every weld pieces to make sure that it's okay or not you might meet it is just like boring, there is not advancement for employees. So they can really give those jobs to the computers. And robots do that for us. And they do it with more accuracy and faster.

22:10

But sorry, you're you're bringing up an interesting point. And if I had a nickel every time somebody said, Hey, that AI is going to take away my job. I always say it'll take away and deal with the mundane. But the the intellectual component of your job must be done by you.

22:27

Exactly. Yes, absolutely. Actually, I think Ben, if you need to look at it this way. Maybe in the older generation, some people got used to those repetitive jobs. And kind of I would say people like to do like normal things forever. But not new generation. These people, they really grew up with computers and cell phones, etc. They don't like to work with 30 year old technology, they don't like to learn it. And they don't like to do a lot of physical job. So they really like to use their brain, they're into writing software's and thinking about designs and innovation, etc. And this new technology is a great fit for them, why it is a great fit for those leveraging the learning and that blast. When experiences that they had it the older generation. So they learned all of that they built the experiences, and now they need to transfer it to the newer generation. So some of these technology captures those learning as part of the AI solutions or trainings for these new generation. So those learning estates and would be leveraged years over years,

23:39

it I don't see any of your options. If I'm if I'm manufacturing, if I'm small man, whatever, whatever my manufacturing, business it I, I have to recognize that this I have to go down this road. I can't say business as usual, given the realities of what's taking place in the market, and the technology and the innovation that's coming out of, well, Intel right now I can't. And it's because if I do, then somebody is going to take over my job, somebody is going to put me out of business because they're going to be more efficient, more competitive, greater quality, everything that I want as a consumer, I will not be able to meet that.

24:25

I can give you an example you reminded me of a very good part of this technology, adapt adoption and transformation. A lot of smaller small medium companies they they really didn't want to adopt be the first one of adopting industry for Dotto in their manufacturers. They were waiting for others to adopted getting technology mature enough and adopting it and then suddenly pandemic hit and impacted all these smaller and medium businesses. Now they're taking get more and more seriously in Germany, in Australia, even in China, because they figured out that a lot of manual processes are happening between their factories. And now because of their pandemic and all those cocksure factories, they couldn't get enough risk center enough resources. And let me give you some use cases, that just gives you the understanding of application. For example, previously, the machine builders who build the equipment for automotive companies or, or any other factories, pharmaceutical companies, etc, they would build the machine sell it to them, and every year they would go to do software upgrade, or if there was issue, they could do their maintenance of equipment send an employee there, during COVID, that couldn't happen. So the equipment would go down. But with AI and connectivity, they can have access to the machine data, not the processes data that has the IP of the manufacturers, they can only get access to machine data and how the machine is performing. And when they see something is not working out very well, as expected. They catch it early. And they can do all these software upgrades, etc, remotely without sending any video. Just imagine how much of efficiency is in that just by adopting led by by adopting connectivity, let's say,

26:32

let's see, this was interesting, because that same in we spoke briefly about this asset reliability, I can take that same asset, collect the data, recognize the challenge, deploy somebody in maintenance, saying, Okay, now you need to screw this round piece and this whatever, you don't need anything else. That's what you need. Go out there. Do it done. You know, that that is that is so powerful. It's so impressive. It is happening now. It's now. Yeah, yeah, it's not pie in the sky. You know, Buck Rogers, stop, no, wait isn't done. All right. So So tell me, what are the roadblocks? I mean, either I'm just sort of all geeking out on all this stuff. And I'm all Yeah, I'm all in. But there are people that are pushing back? What What, what is that? roadblock? What? Why?

27:27

So actually, I think we talked about all of this goodness, that technology is bringing it to manufacturing. But how really, can we make it real? It's not a one company's job. They're an ecosystem. And actually, I think that's a beauty of the work that Intel does. We work with a broad ecosystem from software companies who build the algorithm, and is optimized an Intel silicon, we work with OEMs, who are already leveraging our silica and but we work with them to come up, come up with the flexible software defined as devices in a set of fixed function devices. We work with manufacturers itself to understand their pain points and address it in a way that really, really puts that pain point in consideration, not because technology is cool and nice. It's related to business cases for them. So this the I think, the Roadblock, the main Roadblock, is moving in synchronized way all together. Because we all need each other to make these to enable this technology and make the commercial version available for the customers to be able to deploy it. We do have that ecosystem partners. And we do have some of the solutions that are already available. But there's a still a long way to go.

28:52

So how are you you hit the nail on the head? I'm always talking about especially today. We need to collaborate? Not everybody has all the answers. No company has all the answers. No individuals have all the answers. And the only way that we're really going to continue to move forward in this brave new digital world, right? It is through collaboration. It is understanding problems. You're not going to just go out there and hey, I'm building this widget and it does this and nobody wants it. Because it's not doing anything and might solve something I don't know. But it is all about collaboration because you cannot innovate without that level of collaboration. You are absolutely on fire. so far. All right. Let's talk once again, we've got you know, we go out to industrial talk we try to promote and I know that you have some webinars coming up but we don't have really any date. So listeners, there are going to be some webinars that are going to be put on by Intel. And I think that it's important to be able to participate. Am I am I on point on there?

29:55

Yes, absolutely. We are going to have a series of webinars as you Intel industrial solution builders event. So we used to have all these in person, but because of the COVID now is virtual. And because we understand how people get bored quickly on virtual platform, we have these small, like one hour webinars that come with our partners. And we talk about the solution that are already available in the market. We talk about use cases, real world use cases. And we share the pain points and the path that these end customer manufacturing went through to find the right solution, right partner in cooperation. Fantastic webinar series is going to take place from beginning of October through mid December, please stay tuned, and we'll share the schedule with you.

30:47

Yeah, and I'll be able to let people know because that that, once again, is an important conversation to have. And listeners, you just got to keep learning, because we're all about educating, collaborating and innovating. And we've got to educate and why not learn from? I do I learned from Intel? Because I can and that's a good thing. It's not a bad thing. All right. Couple of cash questions. First off, I want to get a hold of you. How do I as a listener, get a hold of you? What's the best way?

31:16

Absolutely. I'm on LinkedIn, please feel free to send me messages. And I'd be more than happy to help. And I think that would be the best thing easiest and fastest in the world of technology.

31:31

exciting time. I'm telling you. There's a hobby that I like, of myself. I like I like cooking. If you can believe that. I love cooking. I love it a lot. Can you share with me because I'm such a bozo about this. A recipe. When I say recipe, what was one of your favorite foods growing up?

31:52

Oh, interesting. Well, I I from Middle East and Iran specifically. So kebab is my favorite foods. So it's K, A, B, or p.

32:07

Got it? kebab. See soap. Okay, see, I love that stuff. So I'm going to do this, I'm going to I'm going to cook some kababs. And then I'm going to demonstrate that I support her because I love cooking. And I love that you were fantastic. Spot on. All right, listeners, we're going to have all the contact information for Sahar, we're going to also be able to just just bear with me on the events that are being put out by Intel, they will be out there for you or not. It'll all be out there. Thank you so hard. Thank you very much for joining industrial talk.

32:48

Absolutely. It was a pleasure. And as you know, we all are very passionate about technology and the positive outcome that it brings.

32:59

Yeah, it's so funny. I get to talk to people who are not passionate. I haven't unfortunately for me, I haven't come across anybody that says, Yeah, we're just deploying some AI. No, nobody does that. everybody's like, Yeah, man. We're doing this. And we're doing that. And it's like, it's exciting. All right, listeners. Thank you very much. We're gonna be wrapping it up on the other side. Stay tuned. You're listening to the industrial talk Podcast Network.

33:31

All right. Oh, Hardy, eight, I mean, hearty Thank you to Sahar and Team, Intel. And what they are doing in the world of manufacturing is it's an exciting time, as I mentioned in the interview, exciting time, great time to be alive. Let's focus in on all the positives that are taking place. And just remember, industry, you're changing worlds, you're changing lives, that means you are doing great things. And we need you. We need you to educate that's again, go out to industrial Academy, right? It's out there on industrial talk.com. And if you want to participate in it, great. If you want to be an instructor, great. If you I'll try to make it as easy as I possibly can. We've got to get your information, your insights, your wisdom, out to the masses, so that we can educate as many people as we possibly can have all the exciting stuff, all of the cool tech, all of the innovations that have taken place. Be bold, be brave, dare greatly hang out with bold, brave and daring greatly. You're going to be changing the world. Thank you very much for joining. It does real talk. We will be back with another great interview.

The post Sahar Ehsani with Intel appeared first on Industrial Talk.

In this week's Industrial Talk Podcast we're talking to Humera Malik, CEO of Canvass AI about “The Power of Data to Accelerate your Sustainability in your Industrial Operations”.  Get the answers to your “Data Sustainability” questions along with Humera's unique insight on the “How” on this Industrial Talk interview!

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

industry, data, ai, sustainability, industrial, mandate, assets, technologies, scott, creating, world, operations, Canvass, running, plant, workforce, malik, waste, institutionalize, carbon emission

00:04

Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's go all right, another great day in the industrial talk world. This is your woman warm and fuzzy place for all things industrial you industry hero, we celebrate you because you are bold, brave, daring greatly. You're changing lives, you're solving problems and in essence changing. Although world about that, man, you are absolutely wonderful. And this is a no legacy thinking. So do not come to me with your legacy thinking and say, hey, it's got to get some legacy thing and don't even go there. All right, in the hot seat in the industrial talk, hot seat, we have Humera Malik. Okay. And she is the CEO of Canvass. AI. And that is spelled ca n VA s s AI, you got that? Right. And the website, the wonderful website is Canvass.io make a note of that, make a note of that. We're going to be talking on this podcast, accelerating sustainability in industrial operations and a lot more because there's gold in that data. Let's get cracking. Yep. Data. Gotta love data. Right? It's there's so much that can be done with data. And I think the bright, the future, the that whole silver lining type of thing within data is, is interesting to me, geeky ish, and love it because we don't have any issues grabbing, definitely data. Now her stat card is quite impressive out on LinkedIn. You got to reach out to her Humera Malik is the individual. And I'm telling you, she's got mad street cred. I like it, man. I like it a lot. All right, paper and pencil time. The first one out of the gate, we're going to be talking about IoT solutions World Congress, brought to you by IoT solutions World Congress out of Barcelona as well as the industrial internet Consortium. And this event is scheduled for October 5 through the seventh. If you've never been to Barcelona, yeah. Yeah, that's that's a must trip. And the second thing and if you've never been to the IoT solutions, World Congress, yeah, that's a good thing, too. They're going to be talking about IoT, Ai, 5g, digital twin robotics, everything. And one that is sort of interesting to me quantum computing. Hmm, that sounds impressive. All right. The next one, the manufacturing and technology show that is in Cleveland, Ohio. Again, if you've never been to Cleveland at some much trip, great people, great food, great location, great everything. It's beautiful up there. And this is November 9 through the 11th 2021. right around the corner, the sword up is down in November, but it'll be here when you least expected. But anyway, both of these events are important. let's get let's get our lives back in order. Let's just do it. Let's let's, let's take the trips. Let's start learning from these leaders. Because they're there. There's some great stuff in this whole industry for Dotto world that we're we're venturing into, as you all know, it is, but it's just an exciting time to be a part of what we're doing an industry. And that is water. That is oil and gas, that's manufacturing, that's utilities, we had a great conversation of the utility transformation journey, because they're going to have to do it too. They're just going to have to do it. Alright. Humera is on the hot seat. We got a great dog on conversation. I mean, she starts to really lay the lumber and there's, and I could go on and on and on. But I'm telling you, you're gonna enjoy this conversation. So here's your marriage. Humera, thank you very much for joining the industrial talk podcast. Absolutely. I'm telling you listeners right now we're going to I'm going to geek out on this particular conversation. We've been having a wonderful offline conversation about AI about the world and, and really just changing the world and changing the world. Through insights into data. I Humera and the team Canvass AI leading the way. Fantastic. Hey, man, how you doing? I'm doing great, Scott, thank you for having me. All the way from Toronto, give us a little background, little 411 into who you are and why you're such an incredible professional.

04:48

Well, I'm a I call myself a disrupter because I've gone in and picked some of the hardest things to solve in the world I think and it's yet not to a place where I'm very proud. About the industry we work in. And just like yourself, I think we're all on a mission here. And the mission that I've gotten myself in Canvass on is really looking at how we make a difference in the industrial world, and empower the people and augment them to transform the operations that they do in their day to day up in their day to day activities, and empower them with some technologies like AI so that they can take control of their data, so that they're not reliant on anybody else to come in and perform any of the data related functions for them.

05:39

Yeah.

05:40

And we're here to make a difference. But that difference can only be made once to actually take the charge and start calling out what this industry's challenge has been, and how we're going to all work together to transform it.

05:54

Yeah, I'm a big fan of that education, collaboration and innovation. And you cover all aspects of that. And I believe that that is a key to whatever how you want to survive, how do you want to prosper in this whatever next normal? And I I don't know about you, listeners, but I'm getting old Tingley about that explanation. Because I believe the future is, with people like Humera, and others at team Canvass, by the way, I need to make sure that there's clear Canvass is c a n v a s s, make sure make a note of that. And it's dot IO is the website. So anyway, I'm all tingling about this particular topic, because I think there's golden data. And I think that is transformative. And I believe that companies as a whole will tremendously benefit by what your focus, your disruption, your view of how to solve problems. So give us a little background, because I think you guys are thought leaders, I know you guys, your thought leaders, because you're in the game, you're in the game to be able to come up with solutions that actually mined that data. So let's talk a little bit about sustainability and how data can help us with that. Talk to us a little bit about that.

07:03

So one thing I would say is we're thought leaders, but we're executing on it, not just talking about it, right? We're making a difference. That's like, making a difference.

07:13

So noted, absolutely. Put it in in action. Forgive me Humera. totally understand. But I love that because you're killing it, man. You're doing it. All right.

07:25

So what Candace really. So before we get into sustainability, for the sake of the viewers, Canvass AI is really a software platform. And it's on a journey to transforming this industry, it's on a journey to disrupt this industry that has been so scared and reliant on people from outside to give them control of their operations of their data. And so this is really a journey that we undertook about four years ago. And now we're at a place where we see this, this industry just at the tip of that transformation. It's first is about awareness. And then it's about after you what after you've gone through that awareness and recognition is then really about how and where do I go about implementing things like AI. And that's where this industry is, it's at that edge of where it's ready and implementing. And it's not just, you know, the big guys out there, it's not just talking about the fortune 100, we have had the opportunity to see the guys that are in the mid market as well now who are ready, they've actually been running very efficient operations, they're ready to get out of just efficiency, move towards productivity, and eventually into automation. And so that fear is now there. They're getting over that fear. That challenge they have this industry has if you look at you know, any any of the big objectives that are in front of this industry, related to sustainability, related to efficiency, the challenge that this industry has, it still doesn't have a roadmap, how cool You're

08:57

right. You're spot on on that one that is so brilliant and insightful, because you're right. We hear it, we hear AI, we hear edge, we hear cloud, we hear all of this stuff. We hear industry for Dotto, and still, it's just it sounds cool. It sounds good. But I love the fact that you're actually executing I have to ask the question. You said four years ago, you started this particular company ish, give or take a few. What was the dream at that time? What made you say, Yeah, I want to start this What did you see at that time?

09:33

I, I saw a problem I went on to solve every engineer goes out to solve a problem. And without recognizing where you will end up what what irked me and got me started with I was working with industrials to help them basically provide connectivity and help them collect data. Then I realized that that data was becoming basically adjust information For them where they were just, they were good at hoarding that data. But that information that that really needed to be used wasn't happening. Yeah. And then I also saw that even though it was their data, it was the data that the industrial companies own and collect, they still were unable to access that data. All they got was for some fancy charts at times, and trends and analysis. But were they really using all of that data, so that their own workforce could really do something with it. There was no buzzwords in my mind, at that time, I wasn't necessarily looking at it could be AI, it could be other technologies, what I went in to do really was to look at solving a problem. The reason AI becomes important, is because if you look at the industrial world, it generates a lot of data, if you look at, you know, your different figures, you know, like the the oil and gas industry is creating terabytes of data, you know, every day and so that data is so huge in that volume. When you look at large volumes of data, veracity of data, different frequencies of data, what comes to mind, how do I how do I look at that data? And how do I actually start to work with that data, that's where then the technology comes in. And that's really where starting to looking at AI and starting to, you know, look at how AI then can be used to, to look at and transform and work with that data. But then there's a third element to it, you can build all of the AI. But if the people still are not able to use that technology, then there's no point then I've created further more problems to it by making them further dependent on how to no leverage that AI. So where I ended up with was creating an interface between the operator of the plant and their data by providing them an interface where all of the AI was engineered and made available to them in a usable format. I made AI approachable, made AI usable, and made AI available for an industrial operator for a plant engineer for a process engineer for a reliability engineer. So they are empowered to look at their own data work with their data, just like how they have been used to working in spreadsheets, but let's allow them to scale, let's allow them the extensibility so that they can now work with that large volume of porosity, frequency of data, and work on large complex datasets.

12:27

I we're going to talk about sustainability. And there's some targets that are out there. And industry has to be aware of that. That's just without a doubt. And we're going to go down that road. But I have this one question. Because of the tsunami of data because of that the leveraging technology innovation in a way that allows you to look at that tsunami and just pull out what is relevant? Do you pull the data out prior to going into the cloud? Or do you do that analytics and saying, No, no, no, yes, this is data. How do you how do you analyze your data? Where do you do it?

12:56

So we are all about operational data. It's all about the data that's coming out from their edge systems, it could be coming out from their their controllers, it's coming out from the sensors that are basically providing them the information of what's going on. And all that data is a lot of this industry has has actually put in the instrumentations, about over a trillion dollars has been spent just an instrumentation of this data. And now that they're able to collect that data, they're hoarding that data into different operational systems, that could be historians, that cloud systems that could be even from AARP to homebuilt operational systems that data is being collected. And then from an analytics perspective, what these industrials have been doing is leveraging a lot of analytics capabilities to basically look at that data. And that's really related to looking at some trends and analysis. But now what? And so we went in and solved that problem of now what now what do I do? And the next thing is, okay, how can I start using this data? If I have this data? Can I start to look at forecasting what my yield would look like today? What my yield would look like four hours from now, can I start to predict if I wish to change or you know, any of my ambient conditions or any of my parameters? If I can start to tweak, you know, a little bit of the moisture levels? What would happen? What would be the ideal state I want to be running this line on? And so that's the those are the things when the operatives think about they think, oh, that's I can't you know, I don't have the technology, I don't have access into my data. That's where they would tap into, you know, they would bring in some heavy hitter consultants, they would bring in data specialists would come in, and they might have the expertise on the data, but they don't have the subject matter expertise. And that's really where the this industry needed to change the approach and we started to basically put the operator in the center of the universe and say we need to be operator and Scott. There are multiple reasons for it. One of the major reasons is because this industry needs to institutionalize this knowledge, there's a gap of these resources, there is a gap in terms of that expertise that's going to hit this industry in the next decade, because a lot of this workforce is about 30, more than 30% of this workforce is aging workforce. So as you see that shifting out, there's a huge gap that gets created. So it's very important to institutionalize that knowledge and start preparing the organization's for that shift.

15:33

So what I hear you saying, which is interesting, you are able to provide that tactical data for real time action, and that is, operationally I can look at the data, I can make decisions and and optimize my whatever manufacturing asset based off and, and that institutional side where I'm collecting that information. And whether we like it or not, it's going to happen retirement that knowledge out the door, be able to institutionalize that, let's shift gears a little bit here. Let's talk about sustainability. why that is important. From the perspective of AI.

16:09

I think it's one of the key, it's going to be one of the key drivers, it might not seem like it. But if you look at this industry, and you look at sustainability, have manufacturing the industrial side accounts for 25% of the global carbon emissions. You're responsible for 1/4 of the emissions?

16:29

Is that globally? said 25%.

16:34

Yes, got it. And, and out of that 25%, close to about 50, a little less than 50% of that just comes from the manufacturing of cement, steel, ammonia. And essentially, you know why that is because that's all infrastructure that we're building, right. And that's critical. But that is also important to recognize all that infrastructure that we're building is also creating an emission of 45% of the industry's carbon emission.

17:03

It's interesting. And it's one of those things that you need it, you can't stop it, right? You need the infrastructure, but you have to think about it differently. You got to have to figure that out.

17:12

And so if you look at some of the industry stats, it is why, you know, if you look at different industries, that's just one part of it. But if you look at metals and mining, you look at food, everybody is making a contribution there to those carbon emissions. I had some interesting things looking at, you know, we work very much in the food industry to in agriculture is estimated for over 70% of the global water use. It's one of the scar spaces that we would have if we continue on that path. Yeah, yeah. Food chip food supply chain is responsible for another 30% of the GHG emissions. Some interesting fact was that it food waste was a country, it would be the third largest emitting country in the world. Wow, US and China. Put it in perspective.

18:04

Yeah. This is the in we're gonna venture into this is a lot of that carbon being produced as a result of inefficiencies with the assets.

18:18

So, Scott, you have to really break it down. Yes, it's being produced in multiple ways. It every industry is obviously contributing to it in one way or the other in certain industries, over over utilization of the assets, any of the assets that they're running is causing that in certain industries. It's the high utilization of the fuel, because energy being one of their largest consumptions in our business, you would see or, you know, in the oil and gas sector as well. But every bit makes a difference for Scott, if you look at the amount of waste that gets generated through a production line and take, you know, any of the industry, take metals, take cement, or take food, if they can start to control the waste throughout the line, they can start to make a difference. I got some is not the theater, some somebody threw out some random stats of May. And they said, one of the large food manufacturers that develop that is producing the chips, they end up creating more than $30 billion worth of waste, and all that waste goes into landfills.

19:33

You would think that there's a financial incentive to be able to make your organization your operations as efficient as you possibly can, right? Makes sense.

19:42

In in most traditional ways, as they look at Yes, they look at energy as a huge cost. And they're all kind of optimize that. They look at raw materials as a huge cost and they're trying to optimize that is everything else on part of the CFOs agenda is yet I would say not really Scott, let's call it agenda is only looking at how am I looking at my margins today, and how we're going to improve those razor thin margins tomorrow so that I can sustain this business. And that's why this industry has has been always in a firefighting mode. And one of the big things that why I call it a movement is because this has to start transitioning from the top to the bottom, the mindsets have to start shifting the mindset about I'm always in a firefighting mode. That's because we're continuously doing the same things. If humans are looking at things and saying good and bad, we haven't get moved into the 21st century because a human has been doing that forever in this industry. Oh, it's good, it's bad. Let me get brambles at random sampling. And I'm going to find out what what's going on. That's not how this industry should be running. We have enough tools and technologies. And we have made enough progress, that we should be able to now leverage tools and technologies for that purpose, we should be able to leverage, you know, either platform like ours, where or technologies like this, where they can tell you anything before even that happens. So we're not contributing to the sustainability challenge that we're faced with right now. We shouldn't be able to control this well in advance not find after the fact. We've still been we have been and we continue to be operated in a reactive manner.

21:16

It's a human it. I mean, you're hitting on all the points. I mean, without a doubt. How does and how will AI help us with sustainability? If I'm a company?

21:28

Who also there? There are three ways of looking at this. And I learned this by from my customers really, it's not that, you know, it's it's earth shattering revolution that I'm going to do, I've actually learned by working with these customers, right? So what are the key sustainability is achieved in three ways. One is you look at your current operations, and you optimize that, that's where you can start to already gain and be improving this is you can already start to gain 20 to 30% off efficiency gains, just by optimizing your current assets and your current operations. The next thing that comes in that is the next phase that comes is then you go from optimization to looking at alternative sources of energy that can further now go from, you know, if you were at that 20%, you can start to further gain 30 to 40% by looking at alternative sources, and then over the course of time also start to embed New Tech, new technologies, as your as your assets are aging, and you're starting to replace this, what this industry would end up doing is start to bring in more energy efficient assets into into play as well. But that's actually the roadmap of how you gain sustainability. One of our customers just in one of their one of their plants, actually, it's a food ingredient manufacturer, one of their plants, they started to look at how they were generating energy through their cogeneration assets. And and realize that they were always running them at 100% efficiency, even when the plant demand didn't require them to run the assets at 100%. Because you know, it's still hard to keep on going back and forth,

23:03

to cycle those things down, up and down.

23:06

And then that requires, you know, more resources. And that requires then repeated intervention, that just they didn't have the ability to do. So that was the easiest thing. And then they recognize that and that's where, you know, it's I'm talking about a very simple way of how you start to optimize this. So they started to look at them, how we can use data, so that the data can tell us if the plant demand is X amount, how to run each of these assets that's supplying the energy. So they actually set that and they connected the, the the platform, and they have been able to they've been using it now for the past almost four years. And what they have been able to do is now create a completely closed loop system. So that the plant feeds the data and tells our system of what the plant demand is the system then connects back into these assets and say run asset one or run boiler one, that 40% efficiency boiler to at 70% don't need to run boiler three because the plant doesn't need it right now. And then takes that message back into the control system. So there's no human in the loop, right? And runs that system. And it's been running it for the past, you know, four years now.

24:13

And probably put in a lot of coin in the pocket too, as well as that whole sustainability. I mean, it's it's a it's truly Win Win everywhere.

24:21

I they have been reporting that year over year there has been they have been able to reduce their fuel consumption by more than 4% just by looking at the small assets I'm talking about. Yeah. And then over 20 million pounds of carbon emission reduced every year.

24:39

So So why what what are the forces that are requiring businesses to look at this? What what regulations are going to be in place? What what what are we doing here? Well, so

24:54

one of the mandates really is from the industry, if you look at the mandate is really to be achieved. Certain carbon efficiencies and or net zero emission mandate for 2030. And then further into 2015, where everybody is looking at, you know, zero carbon emissions zero,

25:10

by the way, I want to make sure that it 2030 is just still right around the corner, FYI, it's only nine years away. So if you look at 2030, and just go on, I got it. I know, it's nine years away, it's just like, right there, you, you know, you're gonna be on 2030.

25:25

That and that's why I talked about this as a as passionately as I do, because I think we all need to get on that on on that train of passion for this, then it builds on the passion project into the CFOs mandate. Now, the CFOs mandate, the CEOs mandate, it shouldn't just be in the operations team looking at, you know, how we're how we're improving on our continuous improvement projects. No, it's no more about that. It really needs to be as what are we doing about all the waste? What are we doing about energy? What are we doing about water? And we do this in a combined way. All contributes towards sustainability, right? Because right now, it's department by department. It's very segregated. And that's why a lot of the AI that also gets applied is very segregated. Nobody, nobody has looked at this, how do we apply different technologies that allow us to hit these kind of methods, nothing happens overnight, nine years, that would be gone.

26:19

Like a blink of an eye, I'm just telling you, when you mentioned this, and I'm thinking then you said it's nine years in our off conversation. And I just said, Oh, my gosh, I had the wrong perspective, that's right around the corner. And that's got

26:30

to happen now. Right. And the only way it can happen is when it becomes part of the mandate. It's no more about just a nice to have it's about and they can really those are the few things that can start contributing, how am I going to reduce my water consumption? How am I going to reduce the waste that I'm generating every day? And how I'm going to actually control my energy consumption and utilization throughout these, they can just start simply with looking at those things. That's really where I've seen customers, when they simplify it that way, they're able to then identify, hey, where can I start today? Then where can I go tomorrow? Yeah, that helps them get on that journey of sustainability. It's as simple as that. And I know, it's not easy for them to start to immediately all of a sudden prioritize it. But guess what, if the mandate is about reducing costs, as well, and how you're going to actually look at, you know, covering that labor shortage, as well, all of those things help you there as well. Because what you're going to end up doing is you, if you reduce the waste, you've already started to impact your bottom line, if you can start to reduce energy consumption and control it, that's helping on the bottom line too. And then if you can actually put the operator to control it, that's gonna help your labor shortages, all feeds into those mandates to

27:49

roadblocks in what you're saying. I mean, it's the money, but there that it's there, there are roadblocks. And I'm not saying don't, don't come to me, or whomever and complain about this. It's got to happen, because it's a mandate, and you got to figure it out. But what are the roadblocks?

28:09

So to be to be just very honest about this, Scott, I think one of the biggest roadblocks is the mental Roadblock, oh, it's too hard to it's the myth about technologies like AI that stops people from leveraging it to its full capacity. The other is the siloed transformation approaches. Every group, every organization looking at silo, there is the companies that I see the most successful that we have worked with are the ones that look at this edge scale, you will, you will learn certain places, you will fail at certain places. But the success that will that you will create through this journey is what's going to help you get ready and meet your objectives for 2030 and 2050.

29:00

And it's got to happen yesterday. I mean, you and I share the same sort of, you know, the passion and anxiety to saying, hey, we've got to do it. Now. I don't know why this is, but it is what it is. We have to wrap it up. Unfortunately, I can have this conversation for a long time in America. How do people get a hold of you and say, Yep, I like what she's talking about. Best way to get a hold of,

29:24

you know, just go to Canvass.io. Click on you know how to connect with us different ways to find a demo book a meeting. And that's the best way and you will find that our team, which is a combination of subject matter experts, as well as data people that actually know how to work the industrial data would be happy to work with it.

29:45

Excellent. I like that. Go out to our stack our two men, it's h u m. e r a. Malik. Did I get that right? Malik. I hope so. Ma l ik find her Reach out there too, as well. She's got a great stat card. See? Oh, Canvass is the company. Fantastic. Thank you very much for being on the industrial talk podcast America. It's been an absolute pleasure, Scott. It's been wonderful. It is the number one industrial related podcast in the universe. Just FYI. I think I've oversold it. Alright, listeners, we're gonna, you know, we're gonna wrap it up on the other side. So if you're not, we're gonna have all the contact information out on industrial talk. ca.com. And, of course, we're gonna wrap it up. Thank you very much for joining. Stay tuned. You're listening to the industrial talk Podcast Network.

30:43

All right, a big, big, hearty, thank you to Humera Malik, Canvass. AI is the company go out to Canvass.io. Find out more. I'm telling you right now, if you're not looking into data, as a way of solving some of your challenges. I mean, I like the fact that she brought up the point that it could augment your workforce. And I mean, it's really important, especially today when we have a real tight workforce. She's great. She's a rockstar data Rockstar. All right, again, IoT solutions World Congress in conjunction with the industrial internet Consortium. This event is in Barcelona. It's incredible. Got to put those two things on your bucket list, October 5 through the seventh 2021 right around the corner. And the next one is the manufacturing and technology show. This is in Cleveland, Ohio, November 9 2011. Let's get our life back in order. Let's visit these things. Right. Be bold, be brave, dare greatly change the world. Thank you very much for joining. We're gonna have another great interview right around the corner.

The post Ms. Humera Malik with Canvass AI talks about Data and Industrial Sustainability Goals appeared first on Industrial Talk.

In this week's Industrial Talk Podcast we're talking to Jon Smith, CEO at Hydromax USA about “Transforming the Subsurface Infrastructure through Digitization”. Get the answers to your “Subsurface Asset Optimization” questions along with Jon's unique insight on the “How” on this Industrial Talk interview!

You can find out more about Jon and the wonderful team at Hydromax USA on transforming subsurface infrastructure through digitization by the links below. Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2020. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

JON SMITH'S CONTACT INFORMATION:

Personal LinkedIn: https://www.linkedin.com/in/jonsmith1/

Company LinkedIn: https://www.linkedin.com/company/hydromax-usa/

Company Website: https://www.hydromaxusa.com/

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Industrial Marketing Solutions:  https://industrialtalk.com/industrial-marketing/

Industrial Academy: https://industrialtalk.com/industrial-academy/

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Safety With Purpose Podcast: https://safetywithpurpose.com/

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The post Mr. Jon Smith with Hydromax USA Talks About Transforming the Subsurface Infrastructure through Digitization appeared first on Industrial Talk.

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The post Mr. David Reid with NOV Talks About a passion and need to innovate in the energy market appeared first on Industrial Talk.

In this week's Industrial Talk Podcast we're talking to Ricky Watts, Industrial Solutions Director at Intel Corporation about “Utility 2.0 and Modernizing Utilities Supply and Demand through Digital Transformation”. Get the answers to your “Utility 2.0” questions along with Ricky's unique insight on the “How” on this Industrial Talk interview!

You can find out more about Ricky and the wonderful team at Intel Corporation on solution to modernizing the Utility Industry by the links below. Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2020. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

RICKY WATTS' CONTACT INFORMATION:

Personal LinkedIn: https://www.linkedin.com/in/wattsricky/

Company LinkedIn: https://www.linkedin.com/company/intel-corporation/

Company Website: https://www.intel.com/content/www/us/en/homepage.html

PODCAST VIDEO:

THE STRATEGIC REASON “WHY YOU NEED TO PODCAST”:

OTHER GREAT INDUSTRIAL RESOURCES:

CAP Logistics: https://www.caplogistics.com/

Hitachi Vantara: https://www.hitachivantara.com/en-us/home.html

Industrial Marketing Solutions:  https://industrialtalk.com/industrial-marketing/

Industrial Academy: https://industrialtalk.com/industrial-academy/

Industrial Dojo: https://industrialtalk.com/industrial_dojo/

Safety With Purpose Podcast: https://safetywithpurpose.com/

YOUR INDUSTRIAL DIGITAL TOOLBOX:

LifterLMS: Get One Month Free for $1 – https://lifterlms.com/

Active Campaign: Active Campaign Link

BombBomb: BombBomb Link

Social Jukebox: https://www.socialjukebox.com/

Industrial Academy (One Month Free Access And One Free License For Future Industrial Leader):

Business Beatitude the Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

vehicle, Balyo, talk, distribution centers, industry, people, company, concept, driving, industrial, tech, moving, equipment, world, john, floor, expensive, autonomous vehicles, important, solving

SPEAKERS

Scott MacKenzie, John Hayes

Scott MacKenzie 00:04

Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's go Alright, welcome to the industrial talk podcast. Once again, we take a journey into why industry is so doggone cool. I'm telling you right now you're bold, you're brave, you dare greatly you solve problems. you innovate like nobody's business. You're changing lives and you're changing the world. That's why we on this podcast, celebrate you, the industrial hero, that's who you are. Thank you very much for what you do. And that's why we love you here on this platform. In a hot seat in the industrial talk hotseat, we got a gentleman by the name of john Hayes. He is the director of sales at a company called Balyo. And we're going to be talking about autonomous vehicles. So let's get going. Yeah, so there's some challenges that we are experiencing. And and of course, you know that the industrial talk platform is all about innovation and being able to apply that innovation, creativity to apply those solutions to industry to be able to be better, stronger, faster, the Steve Austin approach, and Balyo is no different. We're talking about autonomous vehicles. Now, before we get into that particular conversation, let's just have a just a recap of industrial talk to Dotto again, if I keep on preaching the necessity for education, it's out there, if I keep on preaching the necessity to collaborate, that the people are out on industrial talk, and they do want to collaborate, they do want to solve problems. And thirdly, if we're talking about innovation all the time, and how that innovation is applied to each industry and how they're using that in innovation to well make you better, provide greater customer service, everything in between. It makes sense. So Industrial Talk 2.0 is a focus on being able to make that process the education, the collaboration and the innovation process simpler, because we need to bring people together, we need to be able to have that conversation in a big way. And john Hayden and the wonderful team out of Balyo, they're just like right in the thick of it. And they've got solutions that are very, very important. Now, let's get on with the interview. So we're going to be talking a little bit about the over the period of times we're finding that that labor is a very tight commodity. And yet companies need to keep going. And companies need to keep their doors open. And company needs to continue to deliver good customer service and survive in this particular unique market that we find ourselves in. And of course, the conversation has to revolve around autonomous vehicles, what do we do within the warehouse? And how do we create a safer environment of course. So john and and team Balyo have a great solution. But we definitely talk about a lot of stuff that's associated with the market today. So with that said, Here's john. JOHN, welcome to the industrial talk, podcast absolute honor that you have joined and start to share your wisdom and insights with the listeners of industrial talk. How you doing?

John Hayes 03:35

Very well, thanks for having me on today. Thank you very, very cool,

Scott MacKenzie 03:38

man. I'm gonna enjoy this particular, you know, conversation, because it's really wrapped around and listeners, we're going to be talking a little bit about sort of that lack of labor that exists within today's market and sort of this push for autonomous or automatic vehicles. And then Fortunately for us, john with Balyo sort of understands that particular topic. But before we get going, give us a little background on who you are.

John Hayes 04:05

Well, thank you very much. I hope I have some knowledge and background I started in 1993. In the industry, yeah, I'm old. That's right. I'm getting gray.

Scott MacKenzie 04:19

Hair I don't.

John Hayes 04:22

I started way back then started building vehicles and then went on site to install. And then from there, I was lucky enough to be kind of adopted by this industry. It was a very, very small industry in 93. And most of those folks that I work with moved on to other companies and as did I and jumped back in finishing after I got back from a project in Japan, and sent a resume to a company that happened to have probably four or five people that I was in Japan with that was another AGV company. And it just grew from there moved into sales. Then from sales and applications, engineering into More of a strategic role. Vice President of Sales and Marketing, I think that marketing is a strong component of what we do as well. And then Director of Sales here at Balyo. So I've been, unfortunately, I've been around if you say they've been around for quite some time through the HGTV concept, and now into the EMR world, and you know, some differences, the concepts are still the same, there is still moving product from point A to point B, there's a lot of technology that we talk about, you know, this is different how this works, and those sorts of things. But in the end, I think that customers or users really only care, and can really only afford to care that things get from point A to point B efficiently. And they don't have to worry about it, why put a system in, that's going to be more problems than it's worth.

Scott MacKenzie 05:46

Yeah, for, for the listeners to define AGV.

John Hayes 05:50

And Mr. absolutely happy to do that. So he is he is kind of the catch all term that's been around for ages. And it stands for automatic guided vehicle. And you know, that goes back to the 50s. Really, a very early system, I believe Barrett was the first company that put one of those in on wires. And the fundamental principle of AGV is that path follows. So if you think about the earliest vehicle, it just ran, it had a sensor under the vehicle that looked for the wire in the floor, so the frequency frequency generator and for that frequency, but conceptually, they all do exactly that same thing today, even though most of them are virtual, using something called laser guidance using laser triangulation, they still do virtually the same thing. Now Amr is a new concept, which stands for automated or autonomous mobile robot. Really, it's a technology difference. And then it's highlighted by the way that it gets from point A to point B autonomous mobile robots path plan versus path follow. So that whole concept going back to the 50s with the wiring the floor, has been turned on this year. So use a similar technology, sensor base, much more sensor, which has a lot more sensors on the vehicle, but the vehicle itself maps its environment and then understands where it's at, and doesn't follow a defined path. It creates its own path now many companies constrain them but really that's the difference. One path plans a Mars path plan and agvs path follow. Now there are shades of grey and companies are starting to overlap AGV companies are being more Amr like but they in principle, that's really the what makes them different.

Scott MacKenzie 07:34

So why is this important? What why the why is this tech important with the industry?

Scott MacKenzie 07:39

Well

John Hayes 07:42

agvs have historically been very custom. So most vendors would build a custom vehicle every single time for every single customer. And the integration was difficult installation and integration because it required that line in the floor, keeping in mind that it doesn't really exist that much anymore. But it meant a lot more time in the field. So they were expensive. At the root of it, they were expensive, is the shifting to a Amar began a few years back probably 10 or more years ago with respect to ACD vendors putting controls on that we haven't vehicles ever again, being vehicles being high street Ale, which is one of the companies we use lambda in Europe, those types of vehicles platforms and putting controls on them. And then the structure of going to a controls platform that didn't require infrastructure. So that wire in the floor or the targets or those sorts of things, that concept called slam and stands for simultaneous location and mapping, and almost masters of infrastructure for use that concept. What highlight said is the fact that it's inexpensive, because we don't need anything to Matt, I mean, we use the vehicle to map the facility, we don't need any infrastructure. And the systems become smarter and smarter. So as time went on, the systems become smarter and smarter, the tech gets better. But there's a trade off, as with anything, right? That new tech is still It has great promise. But it's not as stable. It's not as accurate, generally speaking, and it's not as fast as AGV technology. So it's almost like going to you take the car concept. You've got gas powered cars, right. And you could have a drag race gas powered car, you know, like the john Porsche concept of drag car. You can have an electric car. Obviously electric car is more technologically advanced. But right now there's no drag race, electric car, maybe in the future, right? So to draw an analogy, that's kind of where we're at You can, you can have a Cadillac of a system that, you know, you can trust with an AGP concept. We'll just do the job all day long, it's a little more expensive, maybe in some ways a little, you know, maybe has a little bit more maintenance because of the awkward equipment. But you know, it works. And then there's the other side. And then there's the far side is the tech of the situation, the the tech, the Amr, Amr tech in and of itself, with respect to some of the applications suitability is great, because it doesn't require high accuracy, and it doesn't require high speed. And when I say that application will make it more clear, picking applications where people walking along, or being what we call, picking those say, in an area in the vehicles will come to them. And they will place something in the bins, that doesn't require an awful lot of speed. It doesn't require an awful lot of accuracy. A lot of integration work. But you know, that's expected across the spectrum. But when you start to get into the middle ground, and then moving over to speed and efficiency, that's where the Tech has promised. But it's not totally there yet. So you know, you're just not quite yet. Okay, this

Scott MacKenzie 11:17

is all great. Well, what problems are we solving? What What is the problem that's demanding this?

John Hayes 11:24

Well, taking tech out of it, and let's just look at it as an industry. Historically, going back many years, the problem we were solving was one of our ally, it was one where you erred on the side of the company every single time, which was, I would theoretically talk to someone about, well, we could take a person off of a forklift, and that would save you X number of dollars a year. And in order to do this project, you will need to remove this many people. And you will get what you call her rate. Typical hurdle rates in the US are 18 months or two years. So it's always been at that point about ROI. And it's completely changed. So what are we solving today, I'm driving down the highway and you'll see manufacturing plants and distribution plants with banners hanging outside now hiring. And what we're solving is an inability for businesses to find people to move product. And it is a it's a real problem. And it's one that exists this move the needle for this type of equipment, it's it's wildly popular now used to be new people were looking at moving around autonomously and would back away like what in the world am I seeing here is becoming more adopted. The ability just to get Labor has eclipsed nearly any other reasons, purchases, equipment, safety is still a reasoning, certainly. But it's the ability just to find someone. And then when you do so we did a project a couple of years back for a large shipper. And everybody knows who the big two are, it was one of those. And they said that, you know, we're looking at this project because our turnover is over 100%

Scott MacKenzie 13:11

hold a turnover a people,

John Hayes 13:14

turnover of people over 100%. So what what they say, what they said they were seeing is that one of the larger companies put a put a warehouse distribution center and down the road, and people were getting paid a little bit more problem and went down the street. And you can't blame a forklift operator, he's making X number of dollars an hour, if he's going to get a nickel dime, quarter dollar an hour more, he's going to go down the street, that's what's going to happen. But you know, one of the things that I found funny is they would say, Well, you know, eventually they come back because we pay them to come back here, but didn't have you know, you have resources bouncing back and forth and those things. And when you think about trying to run a business, when your primary concern is moving product from either a manufacturing line or through a distribution center, your primary resource is the movement is that person or that equipment. So it's gotten to the point where when you have that risk, you have to find a way to mitigate it. And that's really what we're what it's coming down to. So that I think that's the problem that we're solving today. It's interesting.

Scott MacKenzie 14:24

Yeah, it's interesting, because I would imagine a lot of these distribution centers are not located where there's a big pool of skilled individuals. So that's also a problem, correct?

John Hayes 14:40

It's not, you know, it's funny. If you think about a forklift driver, we don't need a Harvard graduate to drive a forklift and god knows what the savvy ones are the ones that do look at the guy who just moved across the street, and take that Our our network over there. And and the ones that stay. And frankly, any forklift driver, when you look at the safety aspect, the number of injuries for forklift drivers is quite high. Simply because driving a forklift is not the most gentle thing on your body, you know, you're driving, in some cases, a 10,000 pound vehicle around, that's bouncing off of, you know, expansion joints and holes in the floor, or maybe running into things. So you have a lot of injury, you have a lot of those things, which obviously drives your costs up for, you know, insurance as well as workers comp and those things. So, you know, it's even though they may not be, you know, the Harvard grads of the world, they're getting hurt. And if you can find a way to not get hurt, then that's obviously a beneficial thing. And I think that my message has always been, you know, we don't want to put people out of work, what we want is a benefit, mutually beneficial position for these folks, I think, at least I think I would, I don't know that I wouldn't want a mindless job, or I was driving back and forth. Some of these distribution centers are 200 or 2 million square feet. Yeah, they're driving, you know, a half a mile. And by the end of this their day, they're, they're thinking about anything, but what's going on in the plant. So I think that having the ability to move folks into a position where they can do stuff with their mind versus just driving a vehicle over and over and over again, the same path, can you imagine, you know, eight hours a day, you drive the same path over and over and over again, we mean, people run into things because they just get tired mentally, they get tired, worn out at the end of the day, mentally more than physically.

Scott MacKenzie 16:50

And I would imagine the same thing exists, there's a greater demand concept.

Scott MacKenzie 16:55

It's there's an increased demand to I I see it out there, that there's just more movement of products. And this, this, this logistics backbone is becoming more and more important, and creating more and more demand on that. That professional that is just driving that, that forklift around. And I like the point that you talk about safety, you're absolutely spot on. I think that there's business continuity.

John Hayes 17:25

Huge.

Scott MacKenzie 17:27

And and, and you're sure you're hitting on some great, great points. With With that said,

John Hayes 17:33

What, what's,

Scott MacKenzie 17:35

what's the biggest pushback here? I mean, it makes sense.

John Hayes 17:40

Well, it's still a bit of black magic, and it is still a bit expensive, um, the pushback has been reduced greatly, mostly because of what's been termed the, you know, the Amazon effect. And I am part of it, and I bet you're a part of it as well. We had a conversation the other day, and you say, go get these headphones, because they're, you know, they're gonna work very well. But guess where I'm from? I'm from Amazon. There's an Amazon distribution center, I'm outside with Virginia, it's more than 50 miles from here. And with the truck stuff that we talked about a few minutes ago, the over the road, trucking that they can only do eight hours a day. Well, they pop distribution centers up around larger cities. So you're right, that the regular desire and need for automation means more people, more people harder to get. So by proxy, the automated equipment becomes more and more in demand and favorable. I think that it's it's not black magic any longer. The costs have come down. But even so, if you look at the paradigm, us versus Europe, the hurdle rate, or the internal rate of return for Europe, in many cases is five years or more. In the US early on, in conversations about this equipment, we're looking at 18 months to two years, which means that really we're looking at two or three shift operations and sometimes for it's a no brainer for three or four shift operations just makes because we're providing the vehicles that operate on all four shifts with no people if you thought about that very same operation, you have four times the number of people so the numbers start to make make a lot of sense. I think that we're personally I think this will start to make a lot of more beneficial use. We talked about this internally Balyo the other day, you know how do we kind of work towards being a more we're all responsible company I guess is the best way to say it. My view is when we can take this equipment and mom and pop companies can have Third, to take a piece of automated equipment and grow their business, then they can compete with and I don't want to, say, the Amazons of the world, but I think you kind of see where I'm going with it, they can grow their business without having to add the expense of, you know, multi shift operations they can grow and, you know, moving people again into this more mutually beneficial roles, you know, running a machine or working on things, or there's things that use your mind when when we can take this concept and it becomes less the purview of Fortune 100 companies, and becomes more available to mom and pop. I think that everybody's going to be a lot happier with what with what we can do in this world. But you know, it's still expensive equipment, expensive, the sensor basis, something else,

Scott MacKenzie 20:48

but you're getting there. I mean, yeah, continue.

John Hayes 20:55

Yeah, the tech, when we talked about Amr, originally, you talked about the Gulf of differences, you know, the cost for EMRs are less expensive than average. And almost all cases, and the costs are coming down. Now, one of the things that we're seeing is, the average used to be kind of built jack of all trades. And that was the expectation that I could buy an ATV and it would do just anything, you know, where it could pick from the floor and put something in a rack 30 feet tall. But if you reset your expectations of what automation can do, and you're smart, start small. This stuff can be inexpensive. So you know, you pick something very simple to automate, you don't have to start. And frankly, I recommend that you don't start with a 3030 vehicle system that's super complex, the rapid pace of change within your organization would be head snap, and you would you you entire organization would be turned upside down quickly. The thing that the new tech is allowing us to do is do things like proof of concepts and those things where we can come in and put a single vehicle system in and show you in your organization, how that works, what the process changes might need to be and how to get used to them before rolling out more and more vehicles. So most all of our aging VA Mr. Brother, brother in reports to the MH I used to be called MH I think it's called MH II now material handling industry of America. And so the numbers used to be represent we would all report our numbers. In on average, the average AGV system was about five to seven vehicles. And the reason for that was just the three line items outside of the hardware, which was engineering, installation and integration. That was the time on site really. And you had to amortize that over the vehicle cost and five to seven just happened to be the sweet spot where it started to make return on investment sense, right? The new tech allows us to put vehicles in for a much lower number so people can now afford to put a single vehicle system in and learn from it. So the tech is pushing all of us forward. It really is.

Scott MacKenzie 23:04

I like it and the what stands out would be that incremental approach, even proof of concept it I think that's great. It doesn't have to be big bang, you don't have to dig a trench of some sort. It's it doesn't have to be that complex. Now we're gonna have to wrap this conversation up. JOHN, how does somebody get a hold of you?

Scott MacKenzie 23:26

I think the best case scenario would be to reach out via the internet. That's Balyo comm www.meliar.com. And you'll be able to reach out to us as a company there. My personal email address is certainly available. That's john dot Hayes ha ye s Balyo COMM And I'd be more than happy to help. I tend to take a more consultative approach to everything that I do so pretty little to salesy with me. So I'm more than happy to just chat with people if it's something they'd like to talk about.

Scott MacKenzie 23:53

And if you type in john Hayes, if this just blows me away on on LinkedIn, you've got john Hayes. I was looking at him going, and I saw john Hayes 7953 blah, blah. No, that's impressive.

John Hayes 24:17

Right.

Scott MacKenzie 24:18

All right, a couple of things that I want to put before you listeners, once again, I love the concept, and we've got the problem of up labor, we've got to be able to look at it from that. From the technology perspective, I think Valley has got an interesting value proposition. I like the fact that we're talking a little bit about the incremental approach. I think the future's bright when it comes to this and and I think if you're driving down the costs, and and trying to have that mom and pop mindset, I think you've got a great value proposition. I like it.

John Hayes 24:54

Thank you very much. All right, we're gonna wrap it up. I really appreciate you. Yeah, we're

Scott MacKenzie 24:58

gonna wrap it up on the other side. You're not go away. We will be right back. You're listening to the industrial talk Podcast Network. All right, that is john Hayes i t y e s and you definitely can go out to john hay. His Lincoln stack card is all out there and you know what? It is truly john Hayes h A y e. s. Balyo is the company go to be a lyo.com find out more about how those that solution and what they're doing. Balyo can definitely help you and your manufacturing process as well as your warehousing stuff. It's everything that's john right there, man. I'm looking at it as that card right there. JOHN, good looking guy with the beard can't miss. Alright, once again, we are talking about industrial talk to Dotto. This is where you're going to go this is where you're going to go. You're going to go to educate, you're going to go to collaborate and you're going to glue to innovate. We are all bound together without a doubt. We have ties, every industry whatever it is, let me Valley Oh man, that's important stuff and they have ties to the warehousing and and the manufacturing world. important stuff. Reach out to him. All right. Thank you very much. Be bold, be brave, dare greatly you change the world. Thank you very much for joining the industrial talk podcast. We will be right back

The post Mr. John Hayes with Balyo Talks About the Power behind Automated Transportation Solutions appeared first on Industrial Talk.

In this week's Industrial Talk Podcast we're talking to Ricky Watts, Industrial Solutions Director at Intel Corporation about “Utility 2.0 and Modernizing Utilities Supply and Demand through Digital Transformation”. Get the answers to your “Utility 2.0” questions along with Ricky's unique insight on the “How” on this Industrial Talk interview!

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

utility, systems, innovate, companies, intel, ricky, modernize, industrial, substation, talk, renewables, people, platform, world, innovation, power, conversation, run, moving, infrastructure

SPEAKERS

Scott MacKenzie, Ricky Watts with Intel Corporation

Scott MacKenzie 00:04

Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's get All right. Welcome to the industrial talk podcast. Another show that is dedicated to industry heroes. That's right, you if we're out there on the old video, I'm pointing right at you. You're an industry hero because you are bold, you're brave. You dare greatly. you innovate. You're changing lives. You're changing the world, and you're solving problems. Did I leave anything else out? No, I don't think so. We are all as an industry bound together. And we have these ties. Everybody is interlinked. That's why we must educate, collaborate. And definitely, you're an innovation. So keep innovating out there because we depend on you. hotseat industrial talk hotseat. His name is Ricky watts. And he is the industrial solutions director with a small little company called Intel. You might have heard of them. But anyway, let's get cracking. We're gonna be talking about utility to Dotto.

Scott MacKenzie 01:19

Yeah, again,

Scott MacKenzie 01:21

another utility conversation. Alo, I mean, you gotta admit, I love geeking out about this whole utility stuff, but it's really becoming a, an interesting challenge to be able to manage supply, manage demand, and innovative people.

Scott MacKenzie 01:39

And innovative companies that constantly say this is better, better, not just for before the demand side, but better for the supply side. It is a brave new world. And this is a great conversation once again, and we're going to be talking about a number of things. Ricky's, Ricky's got some passion, big time, you're going to enjoy this conversation in a big, big way. Before we get in to that conversation. I want to just remind you, that industrial talk.com is a platform where you can educate where you can collaborate, where you can definitely work with the individuals to innovate, because we're innovation is and if you don't think that we're not bound together, that we don't have ties in industry, all industries, if you're talking about utilities, yes, it has ties to manufacturing, if you're talking about manufacturing, yes, it has ties to reliability and supply chain, and and how does that whole beautiful

Scott MacKenzie 02:44

You know, network work, it requires that you educate because

Scott MacKenzie 02:49

everybody is just learning so much. And there's a lot of innovation going on out there that you just have to keep current. And that's what industrial talk is all about. Just go there. And if you see anybody you want to reach out to do so, because they're putting themselves out there. They're looking at this world. They're very excited about what is happening and what's changing in it. Alright, let's get with Ricky watts. Again, Intel is the company Ricky watts is the individual hotseat. His card is really pretty cool out there on on LinkedIn. And

Scott MacKenzie 03:24

it's, it's funny to hear just just like we

Scott MacKenzie 03:30

had a conversation with Dean with Hitachi. There's just this level of excitement that exists with this innovation and I know that Intel, Ricky, his team, and everybody there they're looking at ways of being able to do that, that bring the innovation to make you know consumer our lives. If I'm a business our lives better if I'm just a consumer, I flipped the switch our lives better. They they are looking at the world through the lens of innovation. And I love it. That it's it's a geek fast. Don't get me wrong as a former journeyman transmission lineman, I love utilities. I love what I do. I love the people within industry just it. It just keeps on getting better. All right, enjoy this conversation with Ricky watts. Ricky Welcome to the industrial talk podcast absolute honor that you found time and you're you're a hard man to get ahold of you are running and gunning there at Intel. How are you doing? I'm doing well my friend and yourself. Wait, thank you for asking. I'm doing well because I get to talk to you. And we get to talk about utility to Dotto we get to do and I and I'm gonna geek out on this one I am I'm gonna geek out. Listeners we've been having a just a dandy conversation prior to this particular recording. And he brings the passion. There's no doubt about it. You're gonna find out that Ricky brings the passion. All right before we get into the utility to dot o Ricky give us a little background little 411 I'm looking at your

Ricky Watts 05:00

We didn't stack card. It's impressive. Give us a little background. Okay, so yeah, so Ricky watts, you can tell by my accent, I come from this little island, outside of Europe, they're all called the UK. But, but I'm living over here in the US now working with Intel looking after the industrial solutions, what we call segment market and to look after the markets within industrial, including utilities. So and let me tell you about ourselves. So I spent 28 years on the road, I've lived in China, I've lived in India, I've lived in Europe, I've lived in six or seven places in the US, Russia, Nigeria, Middle East, you name it, I've been there. So I came out of the telco world Originally, I was trained as a radio engineer, satellite broadcasting, moved into the software world, I've done many, many roles was in South Africa for five years, you know, working on modernizing their comms infrastructure. But nowadays, I'm really focused on what we call, you know, these industrial segments in the utilities market. And

Ricky Watts 06:03

what I'm trying to look at is from an Intel perspective, there's a lot of technology that we talked about, that's coming in your around this utility to dot zero, yeah, how an Intel and how can we bring these technologies together, that really innovate, drive to the next level in terms of what we can do here? You know, the the reuse of renewables in the manufacturing? How do we use power? How do we generate power? How do we understand the use of that power, all of those system level activities, bringing all of that together, and that's really one of the passions that I got is bringing all those pieces of my background together to drop down

Scott MacKenzie 06:44

in the utility space as a whole, on very reluctant to change, because they have a system that is pretty stable. And very, we take it for granted here in the United States and others where we didn't we flipped that light switch on it is on what is driving the necessity for utilities to innovate and change?

Ricky Watts 07:06

Well, I think it comes from a few areas.

Ricky Watts 07:10

You know, there's if you look at it from the fact that the utilities are looking at how they use in power and how they're generating power, okay, so those are the two things the usage and the generation side of it. So look at the generation side of it, we know that we're getting a lot more things on the renewable side company, wind, solar, these renewable things that are coming in micro grid technology, solar powers on people's roofs, with, there's a lot more places that we're generating power than we did before, when it was generated at the central plant, you know, if it was nuclear, or coal or gas or whatever. Now we got power being generated everywhere. So they got to be how do they do that? How do they bring these things together? That's a challenge for them. You know, how do you distribute that power? That's a real big challenge for them as well, then, of course, we've got the impact of governments, whether it's the US government, whereas the EU government doesn't matter. governments around the world are saying, hey, one of the things we got to look at is this idea of climate change, you know, you hear it all the time, you know, and how are we affecting the planet and through the use of our power, so there's regulation that's coming, that's driving change as well, the regulations coming down. So we've got renewables coming in, which the the utility companies want to tap into, they want to do it intelligently. They've got government regulation coming, and then I'll go down to what is his brass knuckles? Can I reduce my cost, and you know, how important that is to utilities, you know, they're regulated, the way that they charge is very much driven by you know, regulation. So they got to look at how they can reduce a car. So these three or four things that are going on is saying, hey,

Ricky Watts 08:51

what I'm doing today, can it be done differently? Can it be done more cost effectively? Can it allow more flexibility? And can it reduce, you know, the use of carbons, okay, so reduce

Ricky Watts 09:05

carbon usage in the way that I use and consume power? So that's the technology that I think we've been working on an Intel is looking at those things, how can we do that, and that's what you call that utility. 2.0. So and that's really about modernizing, whatever call the utility infrastructure, and where I focus on where we've been focused on a team is much more on what we will call the operational side, the control system side, you know, you talked about the idea that the socket, you know, plugging in power comes out the systems that are doing that have been there and designed over many, many years. You know, I mean, it's a very reliable and robust infrastructure. Yeah. If you're gonna modernize that you better be sure you know what you're doing when you do.

Scott MacKenzie 09:50

So listeners what I hear and I think that this is an interesting conversation from for, from the perspective of industry to dot O. Utilities as a whole have to really run

Scott MacKenzie 10:00

With multiple generation options, you know, they're just like these micro grids that exist out there. And that that reality, unfortunately, or fortunately, or whatever you want to call it is not going away, and it's going to be bigger. That's one, two, there's a lot of pressure from a regulatory perspective, governments, what are we doing? How do we manage climate, all that good stuff is also impacting that utility. And of course, utilities are not that I'm telling you, I'll be the first to admit, I don't want my power to go up. And therefore the utilities are obligated to make sure that that pop power is down. And then

Scott MacKenzie 10:38

how do you take that, that soup of dynamics and be able to control it in such a way that delivers power to my house? Me because it's already and others and manufacturing in a stable way? Did I sort of summarize that up? You did you did you know that. So you can use it on a bumper sticker, it's, it's a bit lengthy, but you can use?

Ricky Watts 11:02

Yeah, it's like what I'm coming to you when I'm moving,

Scott MacKenzie 11:06

you're gonna run into something because it's too long.

Ricky Watts 11:09

But, but your point is very valid. So let's try and break this down. So you know, the most difficult task really is that those systems that you talked about, that are out there today that have, you know, involved in the distribution of power, so we've been looking at the substation market, you know, substations are absolutely critical in the distribution power, you know, they're very complicated, they've got a lot of legacy systems in them, they've got a lot of operation systems, what we're working on inside Intel is, we want to modernize that infrastructure. And we want to modernize it on a modern compute platform, you can take these things, these applications that are running in this environment, the manual part stays the manual part, but the systems that operate and run it and look after those that are what we will call the legacy appliance, they sit on an old piece of equipment, we can now modernize that and put it into a modern type of computer architecture. Now, it takes time to do that, you've got to make sure it's safe, you've got to make sure it's secure, you've got to make sure you're complies to the standards, you know, and ultimately, the most most important thing is any new technology should never result in you making things worse than they were before. It must improve, okay?

Scott MacKenzie 12:27

You want to shut initiative down, make it worse. And I guarantee you people just, yeah, they're coming after you.

Ricky Watts 12:34

So you start there. So we've been building that we've been working with utility companies on this modern computing infrastructure, taking those legacy systems, moving them on to a modern compute infrastructure.

Ricky Watts 12:48

But you talk about utility 2.0, why is that important? If you do not get those systems modernize, you will never truly be able to get to the next level. Because you cannot bring in new technologies such as AI, you can't bring in new technologies that are going to be connectivity, you're not going to be able to upgrade and add in new services, you're not going to be able to innovate, but the level that you want on the usage, you talked about the usage, you know, if I'm going to look at usage, how I'm intelligent, the using power, where the word intelligently comes in, well, what does that mean? I need to look at data, I need to analyze how I'm using something. Am I using it efficiently? Are my systems using it at the right time? Can I match the usage of my power, maybe to one, I've got a renewable this generate the sun shining really well today? Therefore, I'm generating maybe more electricity from renewables, could I map that to somehow at the factory and that the guy can up his production or that time, whenever it sounds kinda like Star Trek II, but that's a reality, what's what intelligence is, and you need a platform that can host those systems allow renewables to be very flexible in terms of the way that they come in, and then map that to the usage on the other side. And that's kind of what I will call that common platform at the substation that allows to connect the control systems with what we're going to call the evolution of these intelligent systems on the usage side as well. So you know, when you talk about utility to Rado, number one thing, let's start looking at modernization. As we modernize, can we database it, keep it running, keep it safe, keep it secure, hey, I can lower the cost as well. By the way, this is a lot cheaper, these 26 boxes that you are paying for, we can now put them on one box. Cheaper, smaller, less power. Now we've got that then we can start to sort of do some of the other things. So again, we're on a journey. absolutely the same doesn't. As you say, I didn't switch off the lights on a Friday night and Monday morning. The world has changed. It's not like that. But we definitely didn't reboot it. Yeah, we're done.

Ricky Watts 15:00

Quick finish.

Scott MacKenzie 15:03

No, you didn't thank God, you didn't reboot it. Java's coming out your socket that you know.

Scott MacKenzie 15:10

Right.

Scott MacKenzie 15:11

What is interesting from A to point out is that you bring up a good point about the necessity to truly modernize the realities in the marketplace, specifically within the utility area is that these these generation sources are not going away the necessity to be able to manage that demand side. And it is really a data driven solution. Can I incremental eyes it?

Ricky Watts 15:41

My approach, it's like, take a substation over here. It's a, it's a substation, and then and then approach it from your perspective. Yeah, I actually think I mean, there's two ways to do that, you know, again, I'm not saying you just throw everything away. I mean, you know, the stuff out there that works, you know, so what you do is you look at your infrastructure, and you start modernizing it incrementally bringing new things. So I always say, you know, again, let's, firstly, you've got to go for a lot of testing and proving and make sure as I say, you comply. Then you look at your substations, you say, okay, so where can I start on this journey? How do I do this? Okay, so you can bring in a substation, so yeah, this concept, and you've probably heard of it for Brownfield Greenfield. Yeah, yeah, I'm not saying that you have to rip and replace everything in one go, like, oh, let's take the whole grid and shut it down. And then, you know, hey, give us a year, we'll turn the grid on next year, we will be good to go. Okay. That's not it's gonna be incremental. So you're bringing in we we work with the utilities, we install the platform, we start with the simple stuff, first, less intrusive stuff, you know, that's in the in the substation, maybe some of the lesser critical things, we don't want to get protection relays yet, maybe just some of the distribution stuff, we start bringing that in. And then what you do is you eventually you start a migration path of the services bit by bit in the backend, what you want to do is make sure that your control systems environment,

Ricky Watts 17:07

are all systems green, is everything working, okay? I need it to be easy and consumable. So the system technology that's at the backend, that says, hey, you know, I can now see a new computer screen with new things that are going on, I can compare that with my legacy, we need that fusion of what I would call, hey, those are old systems and those new systems so and you'll start moving them across one by one. So yeah, incrementally, we'll look at the systems and the technology in the substation, move it slowly across. And eventually, you'll get to, you know, sometime in the future, you know, a platform that really, I suppose this replaced all of those legacy assets, you know, from a compute environment, all the compute control stuff that we're looking at, there'll be system level control that goes not just back to control systems, but, you know, technology to interface to that as well, you know, not just for the utility company, but for the people that are using the power as well. So you know, that management aspect that we talked about, that orchestration system needs to come both ways. I, as a user, need to understand what I'm doing. So I want to have some, I want to have some understanding of what's going on

Ricky Watts 18:16

a company like pg&e, Florida light and power, he patrols these companies. Yeah, they want to manage and understand their grid as well, from a generation perspective, am I doing the right things? Am I doing it safe? So you're going to see control in a way, go to directions, it's going to go to the end user, and it's also going to go maintain is, you know, with the the generator as well, you know, the utility company that's doing it, because I think that's important. If you truly want to innovate. Me, and you, as users have got to understand what we're doing our impact where it's coming from? I mean, wouldn't you like to know, when you're doing something today? What's the power coming from? Is it coming from renewables? Is it coming from nuclear? Is it coming from coal, you know, because now, you know, we say to ourselves, well, I didn't get the socket result? Well, you know, the kind of nice to know that, well, if I did it, the things I want to do, I don't know, as a user simple stuff. If I switch the washing machine on in the afternoon, I use renewable power. So my impact on the environments produced, if I do it in the middle of the night, simple example, I'm going to use power that's being generated from gas. So my carbon footprint goes up. So I think I know it, I think I sort of, I guess I'm geeky or whatever. But I like the idea that if I think of the younger generation now that are very aware of these things, giving them that information, allowing them to innovate with those systems as well. So again, incremental change, very safe, very secure, modernisation of the systems in a very, you know, controlled way. Once you get that and you start to accelerate and you'll see that accelerate

Ricky Watts 20:00

As we seen the need for, you know, new systems coming in, you'll be able to innovate new services. I mean, there was a fascinating thing. I believe in the telco world, they used to take about 18 months for a new service to come in. Okay. We know I just got to step in and seems like everything takes 18 months.

Ricky Watts 20:20

You know, every project that you know, you've been on it, ah, it's about 18 months to deployment. It's like, Yeah, but it is funny. It used to be two months, but it used to be about 18 months for service to be generated a new service in the telco world prior to the modernization of the infrastructure. Wow. Now they can bring in new services, my understanding is in the 15 to 30 minutes. Think about that. I've got a new idea. I want a new service. And, okay. In the telco world, you could argue, well, I've got a new app or something that doesn't matter. In the if you think about the utility isn't utility to Dotto. I don't know what those services and those applications are. But if I want to change something, I want to do something. If if an idea takes 18 months to implement, again, that's an awful long time for impact. So this technology transformation is going to allow many different things to happen. Again, I'm going to be often the if you know it, but you're absolutely right, you're talking about speed to realization, right, you're compressing that time, which is just super important. And it sounds like you're saying I'm going to remove the roadblocks. I'm going to remove the friction, and I'm going to make it as easy as possible. So nobody has an excuse. Yeah, exactly. That's, that's what I that's the journey I think we're on Yeah, I think we start off with the basics, safe, secure, reliable, high performance, we modernize the compute platforms to do that we reduce the cost of doing that for the utility companies. If we reduce that cost, that gives them more opportunity to innovate. I mean, we always know, if I'm saving money, I'm more likely to continue to do something, you know, bottom line. Absolutely. That's, that's important. I agree with you on that. So if you're looking at that transformation, and you know what it's like, there's a trust factor in any new system, especially who you tell it is, you know, the engineers and the people that run those systems, they've been doing it for a long time. They know what works, they know what doesn't work, you know, so when they see innovation, they're going to be very cautious. But when we reached a tipping point, where the trust levels of that innovation have passed, the point of this stuff works, it's, it meets absolutely all the requirements, it meets the safety standards, it meets the security standards, once they get that level of trust, and you start to see it, I think what you're gonna see is you're gonna see that rat curve, that that evolution go really, really quickly. And I think we're probably a little way away from it now in terms of that curve moving up, but we're a lot closer than we were two or three years ago, and you and others within Intel, and what you're trying to do requires an education, you're looking at an industry that has been very successful at delivering quality power for a long time. Yeah. And, and there is that need to educate. And I think you guys are doing a good job at that. And this conversation is always necessary, and it just takes time for people to consume it. Let me ask you this. Is This Really? I mean, come on, let's be truthful here. Is this pie in the sky? Or is this doable stuff? It's doable stuff. It really is doable stuff. I mean, you know, I've been working at this for a long time with my team. I've been working, you know, looking at many systems, the interaction, the systems, Ai, you know, modernisation of grid infrastructure is really doable. It works. It does what it says it does on the tin, you know, so we're proving it, we're making sure to do your point about training and educating and gaining that trust. You know, we're not doing this without going through a lot of work with the utilities companies to make sure that they are absolutely.

Ricy Watts 24:12

On top of this, they understand it, they agree with you, it meets the requirements, all the stuff that they need to know like, imagine that you're not just operating in a vacuum, you're not just sitting there going, Hey, we're around this water cooler and and we're we're drinking our own Kool Aid. No, you're incorporated and you're bringing in from a collaborative perspective, the professionals that are out there in the utility market, correct? Yeah, yeah. be working with the utility complex. We're working with the supplier community as well. One of the things that Intel does really well is obviously we built this thing called a chip. You know, we would never use that what what up guys do

Ricky Watts 24:49

you know?

Ricky Watts 24:52

You know, what we do is and you know Intel does really really well, is that what they do is they build from that up with state

Ricky Watts 25:00

Say, Hey is a compute platform. And they work with the ecosystem so and a utility would be an end user, but they're system integrators that need to be involved companies like black and Veatch and people like that. Yeah, there are suppliers like ABB and Siemens and Schneider's, we need to work with those guys as well. So it's not just about Intel. And what we're doing, it's about this entire community, evolving atashi, these companies like that they're innovating. So they're innovating

Ricky Watts 25:30

at the same pace that we're innovating. So by working together with them, so not only working with the utilities company to show the architectures that can work showing the compute platforms that can work, working with companies, Dell, we provide platforms, companies like VMware, that provide software platforms that are optimized on Intel, to run their workloads. ABB Siemens, system integrators supply companies, we need to work with the entire value chain on this transformation as well. It's not just about Intel, it's not just about the utility. It's about everybody in that value chain, you know, and that is critical to us. And again, so we work with our partners, we innovate, we show what can be done, we keep innovating, we look at their performance metrics, we work with those companies. And ultimately, what we do is we build a system of partners, an ecosystem that deliver to what the utility is going to need, because the utility is going to go back into its supplier and say, Okay, I love what you're doing. Where do I get it from? I want it. What am I?

Ricky Watts 26:38

Okay, I have a great thing, but it's just in a lab. You know?

Scott MacKenzie 26:45

We got to make that is a good, good point. That is I

Ricky Watts 26:51

I liked the fact that you were talking about that value chain. I'm not sure I just what's interesting, and maybe I could be completely wrong is I see more companies willing to collaborate, and take that little and and take a little slice of that pie but and work with people such as Intel, and so on, to come up with a solution that truly is beneficial to the end user made the manufacturer that whatever it might be it, I'm just finding it more and more each and every day. Yeah, no, I would agree. I get Yeah. You know, we're all people. I mean, I know. We're all companies, we're all run on profit and loss. I'm not saying that you, you throw the baby out with the bathwater. Everybody wants to be competitive. Well, yeah, you know, what I found in this when I have these discussions, whether they with government, people, whether they're with utility companies and partners, whether they're with my family and friends, there's a genuine desire these days to be aware of what we're doing around the planet. And I know it sounds cliche, yeah. But you get that in every company that I'm aware of has this interesting thing called rise, which is really, you know, our impact on the environment. We call it the rice strategy. You know, we want to be looking at renewable sustainability, real key key values. Most other companies I mentioned before, whether it's ABB, Siemens, Schneider, they all have the same values as well. You know, we're as much responsible for the profit and loss of our companies our company's success. But we're also within those companies. We're becoming very aware. So when you talk about that partnership and that collaboration? Yeah, of course, we all want to be competitive. Absolutely. But ultimately, we want to work together. And the reasons we want to work together is because I think you're seeing this align goal that comes through all companies in that value chain, even to the end users. I mean, I want to be aware of what impact I'm having on the environment, equally as much as I want the companies that I buy services and goods from, to be aware of that as well. So I think that responsibility coming in that enhances that collaboration again, absolutely. I know that companies that we work with are going to want to be competitive, they want to want to say, Hey, you know, my widgets slightly better than the other guys. But collectively, we are all working towards bringing that utility to that zero, through. You know, we need everybody on board working that we need the utilities, companies, we do governments, we need supplier community, all of us working together. And again, I've seen you know, I've worked collaboratively in Europe, in in the Americas, in Asia Pacific as well. Everywhere I see I see a genuine ness of genuine way of working, wherever you are. So yeah, I'm seeing that kind of help create that kind of momentum, as I call it and keep and keep moving forward. So yeah, collaboratively with respect, but also maintaining competitive as well, which is what you want. You need competitiveness. you innovate through being competitive, competitive, as well. You're amen to that. That's a whole nother conference.

Scott MacKenzie 30:00

You're spot on that one big time. All right. We're gonna have to wrap it up, unfortunately, Ricky, I love this conversation.

Ricky Watts 30:09

Yeah, I agree with you 100%. Hey, are you active out there on LinkedIn? I am. Yeah, you can see my LinkedIn profile on there. Ricky Watts? So yeah, absolutely. You know, anybody wants to reach out to me, please do happy to talk to anybody working in this area. So, you know, you know, as I say, you, you can see, it's my passion. As much as it is, I work within the company, we've got bad deliverables. But I am really passionate about this utility 2.0 concept. I actually think it's just,

Ricky Watts 30:41

to me, it is one of the greatest evolutions that I think I'll ever be witnessed. In my lifetime. I mean, it for the right, yeah, I agree with you. 100%. It's a, it's really an exciting time. And it is bringing some of the best innovative companies together to solve real, real challenges and opportunities. For the for me a consumer and I like that there's nothing I can argue about that. It is it's going to be great for you. It's gonna, it's going to be great for our kids and our grandkids. You know, you know, I say I'm passionate about it. And the grandfather makes important to me. So yeah, anybody would like to reach out to me, find out what we're doing and Intel and my team is doing, please do. Happy to be part of the podcast today. Thanks for the opportunity to talk to you and to talk to your listeners. Now. listeners. That was a dead frickin sexy conversation. I enjoyed it. We're not going to hear you're going to you're going to say Scott, I need I need more time to get that contact information, fear not. We're going to wrap it up on the other side. I'm going to have all of that information on Ricky's podcast out on industrial talk Comm. Stay tuned, we will be right back. You're listening to the industrial talk Podcast Network.

Scott MacKenzie 32:03

What did I tell you, Ricky, thank you very much for being on the industrial talk podcast, sharing your utility, your insights into how to just make that whole grid, more modern. pushing the envelope. Really just love what what's taking place in your team and Intel and the desire to be truly innovative when it comes to the utility space supply, demand, all the good stuff that's associated with it. All right, reminder, gotta go out to industrial talk.com. Industrial talk.com is where you're going to be able to educate, collaborate, and definitely innovate with people like Ricky, his team, Intel, everything else they want to connect. Go to industrial talk. COMM find out more, because I'm telling you right now, you will not be disappointed with that. Ricky guy. All right. As a reminder, be bold, be brave, daring greatly. Yes. Reach out to people that are bold, brave and daring greatly and you know what you're gonna do? change the world. That's what we're all about. Thank you very much for joining the industrial talk podcast. We're gonna have another great interview right around the corner. Stay tuned.

The post Mr. Ricky Watts with Intel Corporation Talks About Modernizing Utilities through Digital Transformation appeared first on Industrial Talk.

In this week's Industrial Talk Podcast we're talking to Dean Bushey, Transportation and Mobility Expert at Hitachi America about “The Power behind a Connected Transportation System”. Get the answers to your “Connected Mobility” questions along with Dean's unique insight on the “How” on this Industrial Talk interview!

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

hitachi, dean, transportation, transportation system, people, optimize, airplane, talk, vehicles, industrial, mobility, solution, collaborate, connected, innovation, world, customer, company, goods, exciting

SPEAKERS

Scott MacKenzie 00:04

Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's get right Welcome to the industrial talk podcast absolute honor that you have joined this platform that celebrates you, you industrial hero, you're bold, you're brave, you dare greatly. You solve problems, you innovate, because you're innovation issed. And you're changing lives and you're changing the world. That's why we celebrate you on this particular podcast.

00:42

You know, what?

Scott MacKenzie 00:43

industry has changed so rapidly? It's an exciting time. And if you're thinking about getting into a career into something that is exciting, yeah. Industry, is it because we are talking innovation like nobody's business? Now in the hot seat, gentlemen, that by the name of Dean bushi, he is with Hitachi America, he is the transportation mobility shmi, or subject matter expert there. And I got to tell you, if there's a topic that needs to be discussed, it is definitely that one, let's get cracking. So, so what's great about this? So what's cool is that Dean massive skills, massive skills, stack card is just dripping with skills. And he we talk about connected transportation systems. Now, you're saying to yourself, Scott, why would we want to do that? And it's everything moves by some form of transportation? And can we improve upon that? Oh, yeah. Oh, absolutely. We can, people like Dean, Hitachi America, and others, they're really exploring the innovation that is needed for that particular next generation, that ability to be able to focus on a customer 100% in their transportation, in their logistics in their supply chain solution. And it just gets down to that connected capability to be able to see exactly what's going on. It's exciting, and it can't be done. This is not pie in the sky stuff. This is not something that you're gonna say that it's just not gonna happen, we're gonna still deal with it, no, this this, whatever we call this next normal, has really created a sort of a focus on some of the challenges that take place within our transportation system and the need to be able to bring in electrification, the need to be able to think about autonomous vehicles. Just in the last mile, there are so many subjects, and and topics to discuss in this particular, you know, if you look at a transportation, supply chain, you know, logistics, it's all there and connected. Before we get into it. Just FYI, I want to be able to just sort of once again, plant your seed, the industrial talk is all about education. Got it. Dean's right here, educating, it's important, you got to stay ahead of that. You got to collaborate, you don't have Dean and company, they collaborate with a number of other companies to be able to come up with solutions that truly meet customer's needs. And then definitely innovate. The future is truly an innovation as type of platform it it really pushes the envelope, and it's an exciting time. The industrial talk platform is sort of going through a an upgrade, shall we say an industry industrial talk to Dotto, that means we want to be able to facilitate that education and get the greatest and latest information on whatever you want to talk about that innovation that's out there that will make you a better company that will make you a better professional, and to be able to collaborate with these individuals that will say, Hey, we want to do it with you. We want to be able to create and change the world by collaborating and then finally, deploy an innovation, deploying innovation that truly transforms the world. That's what industrial talk is all about. That's what the two dot o focus is going to be on. There's a lot of great stuff out there a lot of wonderful conversations to have. And I'm telling you right now, this guy right here on this side of the microphone is absolutely jacked. All right, deep transportation, mobility, subject matter expert. And I mean, we just scratched the surface in this conversation. And he's the go out to a stat guide. It's it's deemed dash bushing. That's bu sh e y. Find them reach out to him. He wants to connect. And he is an absolute wealth of knowledge. And I'm telling you, once again, we're just scratching the surface because when we start talking about connected capabilities, we're talking about utilities. We're talking about the necessity for cybersecurity. It just never stops. Alright, let's get cracking. Enjoy the conversation with Dean bushi. Dean, welcome to the industrial talk podcast. Thank you very much for finding time in your schedule to talk to the listeners. How are you doing today?

Dean Bushey 05:13

I'm doing fantastic. Thank you for having me on the show.

Scott MacKenzie 05:16

I love it. And he's with Hitachi America. He is a subject matter expert when we start talking about transportation and mobility, but I'm not going to talk about it you're going to talk about, give us a little 411 on who Dean is, and where do you come from and why you're such an incredible professional.

Dean Bushey 05:31

Sure, I've got a military background, I spent 25 years in the military as a pilot and manner leader.

Scott MacKenzie 05:40

Hola, Hola. Hola. Hola. You just can't gloss over that. I'm looking at your stat card out on LinkedIn. And I'm still trying to find pilot. And that would have been just really great to include there because I would be just all geeked out now. Now I'm geeked out now You caught me off guard because I'd rather talk about that.

Dean Bushey 05:58

Well, if you want to talk about flying airplanes, I love flying airplanes. I went to the Air Force Academy and I went down to pilot training in Arizona, I spent three different tours overseas, flew seven different airplanes, got some combat time, flew unmanned aircraft. So we did a lot of different things in the military, which prepared me for long range transportation, a lot of the time I spent was in C fives the biggest airplane we have. So we were we were talking about how to optimize the flow of goods and services and people. introduction into my own transportation, mobility. And then I got a PhD in computer science, went back to the Air Force Academy, taught back there a little bit. But then they put me out in unmanned aircraft where we were trying to have the aircraft deployed overseas, and the pilots back in Dallas, or in Las Vegas, or in Washington, wherever the pilots may be. So we were trying to optimize the flow of information back and forth. The video and the command links via satellite to airplanes that were long range a bunch of different places. So

Scott MacKenzie 07:07

I have to was there ever a delay? Like I mean, if you've got that distance, if you're, you're flying over, you know seas, and you've got your command here and in North America, that was there ever, like an information delay?

Dean Bushey 07:19

Yeah, there's three quarters of a second delay each way. So when I move this way, with the stick three quarters of a second later, the airplane will do that. But it takes three quarters of a second to come back for me to realize the airplane did that. So it's about a second and a half delay via satellite, which makes it really tough to land via satellite. That's usually why you have a local unit that captures the airplane and lands, the airplane locally.

Scott MacKenzie 07:49

That's a whole nother conversation that I would love to have. I think that's just but we can't because this is industrial talk. And we got to talk about transportation and mobility and the challenges associated with it as I push that whole other subject to the side, and I'm not very happy with that. Thank you very much, Dean, appreciate you catching me off guard with that. Sure. Anyway. A lot of conversations with a lot of professionals that have been on the on the the industrial talk podcast, talk a little bit about that, that the challenge is going forward mobility wise. In the transportation, the challenge is this whole conversation about automated vehicles and autonomous autonomous vehicles, all of that is just this big soup of interest. But how do you how do you make? Oh, how do you make sense of it? Where do you go? What do you start first, Dean?

Dean Bushey 08:42

Yeah, that's an interesting discussion. So I view transportation as going back to the old movie planes, trains, and automobiles. And it's really moving people and goods across all of those spectrums. So if you get focused just on making a car drive itself, or making a train super efficient, and on schedule, I think you're missing the boat really for, for me, it's about getting you or a package from its warehouse to its final destination. And then if that involves a lot of different modes of transportation, whether it's the delivery guy, which is last mile, whether it's putting it on a train, putting on a ship, putting it on one of my airplanes, and I'm going global, all of that comes into factor. So you as the customer and we talked about a little bit of yo care where the package started, you just want it tomorrow. Well, that's a whole transportation system. That's got to be integrated, optimized, examined, and then from a company like Hitachi, we're really into optimizing the flow of information and goods and services. That's where we can come in and make a big difference. But it's it is an information question, right? It really is.

Scott MacKenzie 09:58

I mean, I think the The The, the, the infrastructure and sure it could be optimized, but it's really a collection of data and that that ability to be able to decide on what that data means, right?

Dean Bushey 10:12

You are correct. And you would actually maybe, or maybe not be surprised that how a lot of this information does not flow smoothly. There are different API. So if I'm trying to get information from a cell phone, and an autonomous vehicle and a train, and maybe a traffic stoplight, all of those have sensors, they're all information providers. But those those if that information doesn't actually talk to each other real smoothly. So the key to make a connected transportation system, and that's really where my that's it, that's

Scott MacKenzie 10:43

the that's the term Go ahead.

Dean Bushey 10:45

That's, that's the secret sauce. So connected transportation system, making a smart, which is what you were hinting at, is getting all those various data sources to one communicate. And then when you need and then to, you need to adjust them at three, you need to make smart decisions for you. If you're the customer, I need to be able to answer questions you may have like, how do I optimize the flow of this traffic through this neighborhood? Or how do I optimize the flow of my palette from beginning to end and its journey?

Scott MacKenzie 11:17

See, this is where it seems like a huge challenge. I mean, it's massive, because if you just go out to the the Interstate, you see trucks, you know, you go to the rail yard, you see a bunch of I mean, it's just full of stuff, and we move stuff all over the world. Right. And, and in that network, there's there's inefficiencies. Where do you Where do you just sort of, from your perspective, where do you just start like, with that incremental approach? Yes, we got this. Yes, we're talking about this, but let's just start here. Greatest bang for the buck? How do you answer that? I don't know how you start? I mean, who brought up? You brought up street lamps? And I'm like, yeah, you could, you could do that, too. You know, I mean, please?

Dean Bushey 12:04

Well, I really think you need to, from a business perspective, you need to focus on a customer. So if if my customer, for instance, we have a customer in Florida, just outside of Orlando, I was there a couple weeks ago, and they've got a private community. And they're we're really interested in the smooth, seamless flow of people through their community. Well, that brings up one use case. Now we've defined this whole transportation system gets really I don't say simplified, but it gets focused on how do we integrate their micro transit, micro transportation, which is the shuttles and the scooters, and small bikes to their collective transportation, they have autonomous vehicles that are going to the community. That is their bailiwick. So I focus on that and we get into a use case problem, then we talk to you as a customer and say, What are your pain points? What are you not doing? Well, nothing talks to one another. And then we started exploring, okay, well, that's a pain point. And maybe Hitachi can help you do all of it, but most likely Hitachi will not. And we found that it's better for us to say, all right, if we can define the pain point, we can start to evolve solutions with you, we co create solutions with the customer, and then say, well, maybe we need to bring Intel them. Or maybe we need to bring Amazon Web Services with their cloud storage devices. And now we have the power of Hitachi, Intel and Amazon Web Services, jointly coming with a solution to a problem that you as a customer, once you get a solution, then we have a joint solution. That's probably from our perspective, business wise, repeatable. Now we have a solution that maybe Las Vegas will want, and Miami will want and San Francisco will want.

Scott MacKenzie 13:51

Yeah, you bring up a good point about the necessity to collaborate, I don't think and it's not a slam on on Hitachi or any other company. I think the use cases are that complex. And you end up in and and for a company to be able to say, yeah, we could do it soup to nuts, I don't think so it requires, you know, that collaborative desire and mindset. I just think it is. And that's the right way to do it.

Dean Bushey 14:22

Another one we're trying to tackle another use case, for example, examining is multimodal at a freight level. So if you think of a ship going across the ocean, it's got all these pallets on it. It's got all these cargo bins on it. It has a bill of lading. Well, when it gets to the port, there's a separate system that gets it off of the boat and puts it on a train. It needs a new bill of lading because those systems don't talk to one another. But when it gets to the trucking yard where you're trying to truck it, it's got a different bill of lading. So this multi modal, smooth flow of goods and services. requires, it sounds really simple. But it's not. You need sensors that tell you where the packages are, you need to optimize scheduling routes, you need companies that have great sensors, companies that have cloud based storage. And no one company can do that. So now we start to collaborate and come up with some solutions, Interim solutions as

Scott MacKenzie 15:20

we're moving towards an optimized solution, these the necessity to generate new bill of ladings is there a solution or a use case that says, hey, from from overseas manufacturing, all the way to destination, whatever it might be, whatever, whatever that that is there a way of being able to consolidate that, that solution that technology, the bill of lading, or just,

Dean Bushey 15:50

I love its legacy, obviously, a lot of it is has been in place. And once we start digitizing, and making everything less manual and less paperwork wise, you're going to start seeing a lot of solutions. And I really enjoy Amazon, I like working with them. They're they're coming up with solutions based on commerce. So money is driving them to optimize their solutions. They're getting supplies from all over the world. And you may or may not like, like the size and scope of their business model, but their business model is driving innovation based on money. And the flow of goods. So

Scott MacKenzie 16:31

it's, it's quite successful. And we had this conversation prior to the podcast, and I called it the Amazon effect. And it really because they focus on that commerce. And definitely the the customer because they know that the customer's impatient, I want my like, go out there. That's, that's, that's an interesting challenge. And they deliver. You know, now all of a sudden, you get the little vans out there, the Amazon vans, they're doing the last mile they're doing whatever that is. And I I mean, I can't help but like it.

Dean Bushey 17:12

And, and as much as it sounds like it's you ordered on Amazon Amazon's website, it's an Amazon product delivered by Amazon fulfillment centers to your house, you bought it from a bunch of different companies. You had a shipping company, you had to have the ports, maybe you had the government involved as far as clearing those islands that come in, you have local communities you had have roads that were able to deliver to your house, maybe you had connected communications amongst the communities. So all of that happened, even though it looked like Amazon to you all of that happened because you have collaborative systems

Scott MacKenzie 17:48

where Yeah, and and now. And now if I don't, if I don't get a notification that my drivers 10 stops away, I'm frustrated.

Dean Bushey 17:59

I'm ready to cancel my order.

Scott MacKenzie 18:01

Like, what's going on? What kind of service is this? So with that said, I mean, there's just, it sounds like there's a lot of great and wonderful opportunities to truly great bottom line value, great customer service, great. All of the stuff that that you do so desire. Where do you see it going? Because it's not going to stop? Right? It's just not nobody's going to say, All right. We tried this whole supply chain thing that we're done. We're going to go back to the old way. Where do you see going there?

Dean Bushey 18:37

Yeah, I really see a big I wouldn't I'm some people would say it's a disrupter. I'd say it's an enhancer, when you start talking about the electrification of vehicles. Ah, I'm gonna I'm gonna leave alone, airplanes and maybe electric in the future, but cars transportation systems, when when you talk about the electric infrastructure that's going to be required to support large scale fleets that become electrical. I mean, you start at the automobile, OEM manufacturers, those plants all are producing internal combustion engines. Those plants need to be modified and optimized to produce Evie vehicles. Is the battery going to be separate from the vehicle? You can have battery manufacturers and vehicle or is for get a pretty spot? Then how do you charge these vehicles? Where do you charge these vehicles? And what is the impact on the grid? Are we going to have an issue where everybody plugs in at five o'clock and all of a sudden, the energy grid gets a hit? Probably? Yeah. What are you gonna do with all the gas stations when you start earning an electric vehicle? You may you in California or New Orleans or me in North Carolina, we may be able to find a charge station. What happens to all those old gas stations they have to be converted? And then how do you get those systems to talk to one another right now nothing talks to one another. I think That's why I say it's an enhancer. It's disruptive. But when you go to electric vehicles and electric charging stations, there's a great opportunity to optimize based on the communication among those stations and communication among vehicles.

Scott MacKenzie 20:14

The and correct me if I'm wrong, the dean, the electrification of these vehicles is key for the autonomous, right. It's it sort of, it just sort of goes hand in hand. So I've got these automated vehicles out there, I might not have the resources to be able to deliver the truck. But is that is that it has to be electrification.

Dean Bushey 20:38

Correct. I spent a year with voyage on autonomous vehicle company. And they did. They had a hybrid. They had a Chrysler Pacifica, which was a hybrid vehicle. But everything about the vehicle had to be electrified, because you had a massive computer in the back, right? You had the brains were in the back of the computer, or the car that were making split second decisions based on sensors, which were all electric. So there had to be a very large electrical source of power. Wow. Yeah. Yeah, if you start making more than more than autonomous, autonomous is fun, but autonomous and then connected, where it actually could transmit and receive data via Wi Fi or LTE or 5g as it comes out. Now you're making now you get me really excited. It's where the future is here. See,

Scott MacKenzie 21:32

that's, that's right in line with your statement of connected transportation systems. That's it. It's people like you and others who who think about this, you know, night and day, which is pretty cool. Thank you for doing that. Because, but for people like me and others, it's it's a, it's a pretty cool food future. But we as consumers, yeah, we take it for granted. I take it for granted that I'm going to get my package out there, I don't see the nuts and bolts into how that sausage is made to get that package to my front store. And now now somebody takes a picture of it, it says this is where it's at. It's like, yeah, there. There it is. I mean, it just keeps going up. And it's just little things like that.

Dean Bushey 22:13

When you Yeah, well, this is almost for soccer, because you asked me how I was doing at the beginning of the podcast, and how do I like to talk to you, America, I love it. Because Beverly said, Dean, we want you to stay on top of the transportation industry, we want you to stay on top of mobility, which means that my job is to make sure I'm on the cutting edge of all the innovations. And it's it's huge and it affects every phase of life. I think it's one of the biggest enablers or disruptors, whatever you want to call it, transportation is going to affect everything. Obviously CODEL shot a lot down, and it's going to change transportation. But if we can enable people to be able to move about cities, and we enable the movement of goods and services, and we connect all of this, that's just really exciting to me, because you're making a difference in people's lives. You're not, you're not just doing something to deliver whatever you're making a difference.

Scott MacKenzie 23:06

Here's a question that I don't know if there's an answer to it. But let's say Amazon's Amazon, Amazon is going to have the capital to be able to do whatever it really wants to do and to be able to innovate the way they want to innovate, to benefit themselves, the shareholders, whatever it might be, whatever that driver is, but what about, what about the mid to small companies that price point? How do they How do they participate in this this brave new world?

Dean Bushey 23:35

I think there's lots of opportunities. I do a little teaching on the side to computer science students. And we talk about several facets on how you can get into this, whether it's the passenger experience in the vehicle, maybe you're designing a new infotainment system or a connected system where that if you're driving by a coffee shop, you get a pop up of a coupon on your phone saying, Hey, I recognize that you're virtually in front of a coffee shop. Maybe it's the Eevee design or designing batteries, and you're doing a computer design of what we would call a digital twin, a simulation. Maybe you're helping with the mobility phase of it. There's just there's just so many avenues for people to get in this game. And yes, digital companies tend to expand and they can tract and then merge very quickly. But so do computer science technicians they they they spent a year at a company and they're going to a next company and they're doing amazing thing. So it's really exciting time to be a technologist in this Evie changing world because there are so many paths and the small companies

Scott MacKenzie 24:49

is where it is the AI and yeah, no I agree with you 100% on that that's true and it's the it appears that though it's true Blue Ocean opportunity. And it's it's not even bound by your imagination you can, if you can think it, you could probably execute upon it, you might might be able to find somebody to help you work through it. That's pretty good. But you know what you just said it's sort of Minority Report ish, the movie, where, where are you driving by? It's like, hey, look at that this coffee shop has something on for sale. Hey, hey, you need a shirt. You were talking about the shirt? Here's a shirt for sale right next to you. Yeah,

Dean Bushey 25:31

it's, you know, it's you. We even haven't even touched on cybersecurity.

Scott MacKenzie 25:38

That's a whole nother thing. Transportation Systems.

Dean Bushey 25:42

Somebody's got to be smart enough. And hopefully, it's the kids that I'm teaching. They're smart enough to start developing systems that are secure, robust and reliable, and have backup systems. Because when you connect to things, there's a sort of intrusion. There could be

Scott MacKenzie 26:01

sort of intrusion. that's a that's a whole nother conversation. I like the conversation about cybersecurity, because I think that it's, it's one of those topics that nobody wants to have, but everybody has to have it.

Dean Bushey 26:15

When it's working fine. I

Dean Bushey 26:16

just don't want to know when to do

Scott MacKenzie 26:18

Right. Exactly. I don't come to me and let me hear my dirty laundry and and say that, no, it's it. That's a whole nother conversation. And yes, if you know somebody within Hitachi America that wants to talk about cybersecurity. I'm all ears. We're all headphones. We're all my

Dean Bushey 26:35

Yeah, I definitely have some

Scott MacKenzie 26:36

people that would love to talk to you because it is a great topic. And it's like you said and I think that we just there's that human element, the gravity of it is so it's it's like overwhelming. And and the same thing in the world of cyber in those same thing with the this whole digital journey. It's from me, simple mind. It's overwhelming, but it's it's exciting at the same time.

Dean Bushey 27:06

One, one particular use case that's a little bit outside of mobility. But I've tended to become a utility infield player for Beverley just whatever she needs help on I I plugged myself into. We were designing some advanced energy management systems for a town outside of Orlando. And basically it's grid, a grid load balancing, if you think about what happened in Dallas have a demand and peak demand cycles. So connecting buildings, what are the the energy source, the grid sources traditional grid, or its solar or floating voltaic cells, or whatever, you want to put Eb charging stations, connecting buildings and parking garages so that they manage the load much better? Building says, hey, I've got a real high load and the feeder from the Orlando utility company says, hey, that's a pretty high spike. Some of the other buildings can come in and go Okay, well, we have excess capacity. Yeah. Well, so that introduced a connected system, we immediately had to go to our cybersecurity people and say, all right, we need to have you part of this project to say, Hey, there could be intrusion since we're communicating wires.

Scott MacKenzie 28:20

I love it. It's exciting. And it just seems like the the speed at which all of this is happening is is lightning. It because you guys just sort of sit around, I don't know, hang around the water cooler. And you know, chirp about how we can digitally transform everything in the world.

Dean Bushey 28:40

I really wish I was 20 years old to get it because I think the next 20 years is going to be amazing.

Scott MacKenzie 28:46

That's exciting. Well, let's put it this way. We're gonna have to wrap it up. However, how do how does somebody get ahold of the dean

Dean Bushey 28:54

told me at Hitachi, so I will provide you a my email address. It's not pushy.hs. Guy calm. I'm out on the web. I've got several different places where you can see my writings on Hitachi data, LinkedIn, you can find me on LinkedIn, but usually great way to get a hold of me.

Scott MacKenzie 29:16

Which is pretty cool. Because you've got Dean dash bushing, which is very, you were an early adopter to LinkedIn and must be because because I'm sure there's other Dean Bushey.

Scott MacKenzie 29:27

I live in the digital world.

Scott MacKenzie 29:30

It's it's dead sexy. I'm telling you. It is and I, I geek out. I'll be the first to do that. But Thank you, Dean for finding time in your busy schedule. And, and sharing with us a slew of information and insights. I'm overwhelmed. Now. You're a disrupter. That's what you are doing. Alright, thank you, Scott. Appreciate it. All right. Thank you listeners. Hey, hey, we're gonna be wrapping up on the other side. All of the contact information for Dean will be available And really appreciate you joining the industrial talk podcast where we celebrate you industry professionals. Stay tuned. You're listening to the industrial talk Podcast Network.

Scott MacKenzie 30:16

All right, a big, big kudos to Dean Bushey. That's b u s h e y madstad card out there on LinkedIn, told you the information in the content would be just absolutely to die for. Man, I'm telling you. I'm just taking the innovation. And where's it going?

Scott MacKenzie 30:35

What does it look like? What

Scott MacKenzie 30:36

did we can look like in 10 years? Not a clue. Like guarantee it's going to be different. And it's because of people like Dean Petacci, America and others, pushing the envelope, wanting to collaborate. Definitely want to innovate. All there. All right, reminder. It does real talk to Dotto and that is where you're going to go. That's where you're going to go to educate. That's where you're going to go to collaborate. And that's where you're going to go to innovate. And you're going to find people like Dean bushi out there, and you're going to reach out to that guy, because you need to because he sees the future and others on the industrial talk podcast. Absolutely true. So do not hesitate. Go out to industrial talk.com find out more. All right, be bold, be brave, dare greatly hang out with people that are bold, brave and daring greatly and you will change the world. We will be back with another great interview shortly.

The post Mr. Dean Bushey with Hitachi America Talks about The Connected Transportation System appeared first on Industrial Talk.

In this week's Industrial Talk Podcast we're talking to Julian Seume, Chief Marketing Officer at Wiferion about “Wireless Charging and Increasing your E-Vehicles Availability by up to 30%”. Get the answers to your “Innovative Charging Solutions” questions along with Julian's unique insight on the “How” on this Industrial Talk interview!

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

charging, julian, industrial, inductive, solution, vehicle, battery, technology, forklift, assets, inductive charging, company, scott, plug, people, talk, drive, fleet, listeners, cool

00:04

Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's get All right. Welcome to the industrial talk podcast absolute, again, absolute honor that you have joined this particular platform that celebrates you, as I take my pin and I point to you on the video, you are an industry hero, you are bold, you are brave, you dare greatly your solve problems, you innovate, you're changing lives, and you're changing the world. celebration is what we do here on the industrial talk podcast. All right, in the hot seat, we have a gentleman by the name of Julian zoomy. And he's with a company called wiper Ron. And we're talking this is pretty cool. This is cool technology. This is cool innovation. We're talking wireless power, inductive charging for your E fleet. But it's not that it's how they design and how they are able to do that. You're gonna love this conversation. Let's get cracking. See, this is what's so cool, right? industry as a whole industry. We always talk about innovation. But here's a company, why phoron that's taken inductive charging, and just taking it to the next level that keeps your assets up and running your E assets up and running 30% up to 30% more, that's money in your pocket. That is value, baby. All right, before we get cracking with the interview, again, I want to be able to tell you a little bit about industrial talk 2.0. And it's a redesign. But we all you know, we you know, we do the podcast, you know, we do the videos, you know, we do the blogs, you know, we do all of the stuff, we host we do all of that stuff. But we are just sort of reconfiguring industrial talk so that you can find information and you can find it easily and you can collaborate, you can educate, and you're going to be able to find these individuals that you can innovate. Like why for Ron right here, you're saying to yourself, Scott, I need to be able to look at that solution. Boom, industrial talk.com has it for you reach out, boom, see, everything that you possibly can try to the team here at industrial talk really is trying to work at making it easy for you to get stuff done. Because we're all about that education. We're all about the collaboration. We're all about that innovation and working with companies that embrace those values and recognize in this new normal, this next normal, whatever this normal is that we can't do it all on our own. We've got to collaborate. We've got to find companies that saying, Yeah, yeah, I'll work with you. Let's get this stuff done. That's what we're looking for. That's what we have out on industrial talk. Because it's just going to have to be that way going forward. It's it's, it's an exciting time. Don't get me wrong, I love it. But I want to be able to find people who want to get stuff done. Alright, let's get a kurakin. Wiferion, is the company so let me look at his. This is Julian Seume. You're gonna say Scott, it's not spelled with a Z. It's not it's s e u m e Julian's first name, Ron is w i f e r i o n. And you can go out to Julian's LinkedIn stack card. Impressive, as always, like everybody else. And being the chief marketing officer, he brings the pepper in this particular conversation and pretty bad. I just once again, just as I look at the other screen, once again, the innovation, the technology, then what companies like wife Ron are doing is just spectacular. I don't know, man, do you get chills up and down your spine? I do. And if I had hair I share my hair with tingle in my head would tingle but I don't and so it doesn't. But anyway, wife run wireless charging systems. And in the video, if you look out at the video, you'll see just these, like these little plates, he's holding it. And these plates are just powerful solutions for your E, your, your E fleet, your your, and it just starts there, man, you start pulling on that thread of the solutions that can be provided. And it's never ever ending. It is just God. It's an exciting time. All right. You don't want to hear me continue to Yammer on remember, industrial talk. 2.0 Be on the lookout for that one. All right, here is Julian Seume. Julian, welcome to the industrial talk podcast. How are you doing today?

04:50

I'm awesome. Thank you, Scott. How you doing?

04:53

We'll see. See listeners. He's got a lot of pepper in him. That's what I like about him. Julian, a lot of In fact, that's his last name, pepper. Seume. Did I get that right?

05:06

You got a perfect but today let's let's keep it

05:09

easy because I'm sitting there going, quote quote quote unquote that doesn't. And listeners you're gonna say I want to be able to spell his name correctly, it'll all be out there on industrial talk.com Don't worry about the pronunciation. That's my problem, not yours, but you do need to reach out to this gem because he's got a mad stat card out there. And I love what we're going to be talking about the the tech, which is really cool. And then the company is why fire on and that's again, don't worry about it my responsibility. It'll be out on industrial talk calm. Alright, Julian, for the listeners out there. Give us a little background of where you come from why you're such an incredible professional, then we're going to go into this particular topic that I think I'm pretty, pretty excited about.

06:01

Yeah, awesome. Let's do so my name is Julian, and that's keep it away. I'm working at a company in Germany, where we coming from, it's called Wiferion. But Wiferion is also fine. And what we're doing is what we do is actually we do call inductive charging pads for making energy transfer over the air without any contacts and not thinking about your your electrical toothbrush, or your your smartphone. We talking about big industrial robots, agvs cars that move themselves that are driven by batteries. And we would like with the solution we would like to discuss today. We want to make it easier to get energy and power into your batteries without any contact

06:42

with Julian that that has that been done before in the past?

06:46

I mean, the honestly, the technology was developed by Nikola Tesla, maybe some people know from the computer game, I think common and conquer where you have those Tesla power stuff. Yeah. So basically, it's 160 something years old, right. But let's say to have pushed into such a small footprint with that high efficiency. It was not done in the last couple of years in depth, high efficiency and power when we do so. But everybody knows. Maybe we get a very little hint that the smartphone stuff used nowadays. Yeah,

07:20

almost no one is plugging anymore. Everything comes you put it on a little desk, you put it into your car, and there's a little mat in there, which says inductive charging. I'm charging your phone now. And basically that's what we do, but with much more power for other vehicles.

07:37

Yeah, this inductive, by the way, apparently, I'm one that does not use inductive charging for my cell phone. I still plug it in, I still run around trying to find that plug.

07:49

But one question. Are you brushing your teeth with an electrical toothbrush?

07:54

Yeah, but it's it's driven by a battery.

07:58

Okay. Okay.

08:01

Try Julian, I'm trying to leverage the inductive technology. But the funny thing about that cell phone. And I'm sure some of the listeners out there can can embrace this, when that little plug gets bad. And you try to just sort of extend the life of it. And then you sit there and you'd sort of stay. I'm looking forward to the inductive solution.

08:24

Wow. And that's actually it's the same issue. If you're running a forklift or something that needs to be plucked after the shift. Just imagine you are the work of the next shift. And the stupid guy from before it didn't pluck the correctly come down with shit. My equipment is not ready. So I got to go to the manager and say, I'm sorry, can't work. The equipment isn't ready. So that's basically some of the things we're going to talk today. And that's what how we want to solve issues about plugging in cables, or, yeah, things like that. So.

08:56

So we're talking about inductive in general, macro, high level inductive charging. And we're talking about the technology to be able to do that in an industrial setting. forklifts, other other large equipment within a manufacturing floor, let's just sort of lay that out, and, and keeping the assets charged in a way that they're productive. And so the overall, what was the overall thinking behind the company and why this is so important.

09:29

Yeah. So we looked at what happens in the industry and actually the industry is removed from its revolutionizing. It's basically everything is moving now it's going to be flexible. There's robots and ATVs and industrial trucks moving from gasoline into electric. So we saw there's a huge benefit, because at the moment the standard technologies that are charging those electric vehicles, they are either on a cable, which is quite strange if you think about an autonomous truck or an autonomous VIERA this completely alone and can drive me crazy, amazing, intelligent, smart things. But then in the evening needs to drive somewhere where a guy goes and plugs a cable. I mean, that's, that's not what we really think it's a complete solution. So we thought about what can we do with the technology available? And we found four very smart guys were actually researching on a PhD level, how can we make those kinds of inductive charger very efficient. And in the end, we basically came up with a little plate that is just 10 by 10 inches. Just keep holding that up.

10:33

If you're looking at on the video, this is this is it looks cool, right? Got a great smile, but it looks cool. So don't get distracted by the smile. And that's all it is.

10:44

That's basically what what do you put on in the in the ground or on the ground or on the wall of your manufacturing location. And then you have a similar plate on the vehicle. And basically, the only thing is having the two, the two plates not kissing each other, but getting very close to each other. And then immediately starting communicating and transferring energy without any additional help from from a guy or from software. So that's all full automatic. And the cool thing is there's no context in between. So there's no wear and tear, there's no cables to be plugged in, just the two plays need to get close to each other communication, hey, I'm a vehicle I need energy. And then we generate a magnetic field. And the magnetic field basically charges, vice versa, then the battery in the vehicle.

11:29

So I'm a human being. I make, hopefully, dumb decisions. It's not my fault. It's just my species. So I sit there and I say, that's pretty cool. I get it to content, you know, I can get real close. How do you? How does your company prevent me from getting too close? Or too far away? And I, I optimize that distance so that I'm optimizing the charging, and I'm not banging into it, or I'm not that far away. How does that happen?

12:05

Yeah, I mean, there's it's quite simple. First of all, the guys who are driving forklifts, if it's a manual driven forklift, there's super good and driving forklifts, they can actually I think they can drive less than an inch if they want, because, you know, they were really amazing in the in the warehouse in the in the manufacturing supply chain. But honestly, the best case where this latest stuff is really amazing is at the autonomous driving. So if you have autonomous driving fleet AGV, that is actually the smart component in the process, that it has scanners and and never then navigation technology, which makes it easy. And we have quite a big, let's say chance of being not in a perfect distance. And that's our experience, no problem at all, it's even a much easier, because compared to other solutions where you have, for example, one of the competition solution, which is on the market is a contact charger, which is it's available since I think the 1980s or 75, or something. So it's it's good, it's traditional, it works. But you have to be exactly on place, you have to push, you have to hit perfect. And if you do, if you are a manual driver, sometimes an interest too much, or even the technology of of the scanning and the navigation software of the self driving ATVs they need to be very precise. In our case, there's like inches left the right enough space, we don't need to be 100% accurate, just close to it. And then we will the thing will do the thing.

13:35

Seeing that that's pretty good. So your your inductive solution allows for the human very ability and be able to achieve the objective that is necessary to charge that be keep that asset moving and doing what it needs to do to be productive. Now, it's an interesting stat that I have here. It is fleet availability of your industrial II vehicles v e by up to 30%. So your solution keeps that asset delivering its benefit up to 30%. Is that correct?

14:13

I mean, that's that's correct. Then of course, that's that's a marketing talk, but it's a real marketing talk because it's reality. So what what we do have that and that's the difference to other solutions in the past but you had mentioned you have your forklift, you have your forklift driver and he runs a full shift and after 678 hours the battery is empty which is fully fine. Yeah, those two t goes to a charging spot maybe drives whatever 500 meters, stops there gets the battery into the park says goodbye. And the forklift is basically staying there for four or five hours to be fully recharged again. What we do is we basically because that so easily to be implemented the grounds on the floor and on actually on locations where the fork driver is stopping anyway, and there's no petitioner let's say job to be Done with a cable in, let's imagine he has a five minute single break, or you need to go for the restaurant or he has a break for the cafeteria for 30 minutes. No one nowadays drives to forklift 500 meters to the charging location proccing, the charger cable for maybe 20 minutes of breaks? Yeah, go back to the cafeteria. And so what we basically want to do is we're going to implement the charging in the process where he anyway stops, if he stops for unloading the dock. And there's a certain stopping time because the truck is changing, then he has five minutes of standing time, or maybe only two. And as it's fully automatic, and there is no trick, chances are, there's no wear and tear and things like that. It's basically done automatic that the driver doesn't have to think about charging.

15:51

And you know, that's huge. Julian as the listeners, I want to make sure that that point is sort of crystallized. And it's just the charging, the function of charging of your assets is just a part of the process. And so if I go to station a, there could be a charging station there. And I just pull up, take care of whatever, it might take me a minute, but I've got a minute of charging that's taking place. And then I pull out and I go to station B same sort of deal. But it's embedded into the process. And so I don't have to make a conscious decision to go eat lunch, but drive the forklift or other asset over to this one charging station, stick it in, and then walk back over there. Brilliant. Scott,

16:41

you got and that's exactly what we'd like to do. And just imagine in the manufacturing area where you have no self driving agvs or in a house where you where you anyway have to go to load something which takes 30 seconds, maybe a minute. Or if you're in a production circle and your your production let's let's let's assume your yawn yawn yawn automaker. And nowadays the the body of the of the cars has not been like Ford and 100 years ago, put it on the beginning of the band. And then it walked through. Nowadays we go from station to station and the things are going on an ATV. So that means maybe there's like 50 stations they go through and there's automatic robots and manpower who was working on the on the car. And just imagine every time you drive two minutes to Next station, then you have a one minute working time when robots are going on and, and doing stuff on the car. That's the time where you easily change because it's just in the ground if you want or on the on the ground. Just don't think about

17:39

now I'm telling you. That's that's actually that's a cool solution. Great thinking over there. That is I love it. I love it. So the question that comes to mind? Yeah, yeah, good, good answer. Because the question that comes to mind is a couple of things. One, cool, I'm listening, I want to be able to do something like this. Can I do it in a small way? Big way? How do I begin the process of implementing?

18:09

Yeah, let's, let's be honest, it's it's basically, there's so many in 1000s of potentials to put it in. And we have to look, it should be also a good business case. And that means you basically started Look, I have a driving situation, I have electric a vehicle. And I'm running more than let's say two shifts, and I have constantly problems with power, power transfer their interior, broken, damaged cables. So what can I do, of course, we are targeting companies who make agvs, who make industrial trucks to make basically upgrade their their vehicle into a smarter vehicle, not only by sensors and systems, but also in the way of charging and energy supply. That's the one thing and of course, that's our first target two is to have a general improvement of the vehicles outside there. And that will bring the revenues for the end customer using those vehicles. On the other hand, if your industrial truck manufacturer, or for example, if you're using manufacturer trucks, we can basically swap your old lead acid battery and swap it into a new tray which has inductive charging with for example, lithium ion in there, which is a little bit better suited for let's say rapidly fast and quick and short charging circuits in terms of lifetime of the battery. And then make in retrofit, you're actually truck into a new very crazy state of the art inductive charging machine. So that's that's these are the two ways which we're trying to get into the market and where we think the product can have a huge benefit for the end customers. See,

19:41

here's here's the thinking it's like pretty cool. I can take old assets, battery asset, you know that that has to get plugged in, and I can retrofit it with your solution cool. And be able to create a charging station that sort of elevates And prolongs the value of that asset, because you just sort of updated it, I would imagine and correct me if I'm wrong. Now I'm able to collect real data on that asset as it moves around. And then I can be able to make tactical decisions on my manufacturing process, or where people are at, does it give me more data to look at to be able to be a better business?

20:26

Yes, Scott, good question is that we will do it, I think we do it. It sounds like it was not a predefined question. It was not actually,

20:35

it wasn't, it was just me.

20:38

So it's cool. It's got mister.

20:39

So

20:40

that's also the new technology without only transferring the magnetic field and therefore putting energy from one side into the battery. We also have a communication connection, basically. And we do communicate all the data from the battery system from the vehicle into the stationary site, which is plugged on the ground, and then into a cloud. So Meaning, if you have a smart management fleet management system, you can hook up to the cloud and basically get not only the information you have anyway, but getting detailed information about a battery, the life cycle, what's the status, and things like that. And one more thing, I think is very important, because we talked about the system does not be belong to one kind of technology in terms of battery, we charge 24 volt, 48 volt batteries, lead acid, lithium, lithium, the tinium doesn't matter what kind of battery and only have the same charging spot. Meaning even if you have different kind of vehicles running on your fleet or on a warehouse, everybody can use the same. And that's where the real game changer comes into the game. Just imagine a big guy like Amazon or whatever the sides, okay, I don't care what kind of vehicles are driving, I just want one investment for the charging. And everyone should need a similar charging spot on the other side. But that's let's say it's visionary. Maybe Amazon list is listening. Please call me we can make a good deal.

22:06

That's it.

22:09

All right, that's a shameless plug. But it's a good shameless plug. Because the technology's really cool. Okay. So what I see is one, this is an important if you're in whatever application or you're using these assets. And and and i think that it's important that you use these, you're going to have to come up with a, a strategy around that. And I think that this inductive solution is a cool future. You know, thinking into the strategy, it's important. It is a digital transformation journey, because you're going to be able to pull all that information, you're going to be able to make better decisions. I get it. Why do you have certain? What are the roadblocks? Why don't people just say, I get it? Let me push back on it.

23:01

Yeah, to be honest, em, as you ask, how long is that on the on the horizon, it's been there for many, many years in a different way. We call it next generation inductive charging, because everyone who has heard about it or use it or tried it out, they basically had a line charger, which is normally placed into the ground with a lot of infrastructure work. And yeah, I would say those system were available also since couple of years. The problem was, it's huge investment. And you cannot really drill into a leased warehouse where you have to know in 10 years, I have to return it to the owner. And I have to fix all the groundwork. So that was one of the topics where where we have limitations. So we come up, let's do it on a spot charger. Let's do that little 10 by 10 inch thing, if we can even put it just on the ground with some plastic mats, depending on the application. So you can easily move it away from one place to another if the warehouse design changes the layout. And the second thing is the second why why is the robot there, people need to understand it's not the old kind of inductive, the old kind of inductive charging was around 60% efficient, meaning if you have those those phone charges, which are like this size, they have a similar maybe 50% 60% efficient efficiency, which is okay for for five watt of charging of a phone. I don't care if I lose too much. But if you lose 1500 watts for 3000 watts, right. Huge, huge issue. So that was one of the biggest roadblocks and people need to understand there's something new in the market, which really works with 93% efficiency that's fully comparable to any other charging solution available on the market. See, and

24:36

I think that that's a great point. And because you're in the business and because this innovation just keeps on rolling forward, it only gets better. It's only just keeps on getting better and better and better because your focus your company and others are focused on delivering value delivering success. And that requires me to keep on innovating. And so you're already there. Throw away that dog on old tech uses New Tech.

25:11

Yeah, that's a cool thing. If you're a startup, which we been like five years now, and, you know, we can really concentrate on one thing, and we only riding that horse, and we have to ride it until it's dead, or we're going to make a unicorn out of it, you know, but let's, let's see, it looks like other companies are focusing on too many other things. If you have one really cool stuff, which we believe we have. And now as I said, in Europe, it's quite we're quite, let's say established with the category that we have most of the the systems in your running and we now entering us, that's also why we have to talk. We are at promo dx. So that's gonna be amazing. We really looking forward because that's gonna be a big game changer. I think also, yes. All right,

25:52

we're gonna have to wrap it up. This is what I've got out of this conversation listeners, outside of the fact that Julian and and the wonderful team at y Ferran or, anyway, right there, they're passionate about your success. It is a true innovative solution that's delivering value that you can deploy. Yes, there has to be a business case. And but they'll help you through that. And it it makes your assets more efficient. And it's, it's, I'm telling you right now, Julian, I'm sold. You had me at pi.

26:31

Okay, Scott, let me let me show you one. You can start charging a phone with it. But it's gonna be like very zip charts. It's gonna be you have to be careful. Don't keep it lower than maybe five seconds on the plate.

26:42

It goes way. Roast my thing.

26:48

Yeah.

26:50

Hey, are you active out there on LinkedIn?

26:53

Of course.

26:54

You will find me under my name was Julian dot Seume. And of course, we and also Wiferion w, I, f, r i o n. You will find us on LinkedIn. We're quite active there, hopefully. And as I said, we're going to entering us on promar Tx. We are one of the ovation award nominees in the finals of the coolest product in this year. So look out, I would really enjoy time with you explaining the idea and developing projects, if you like.

27:25

All right, right, efficient wireless power in this is an inductive solution.

27:31

And

27:33

it's pretty badass. I love it. Love it all. Very cool. Thank you very much, Julian. Now you're gonna say Scott, I got to get all that, you know, it's gonna be out there on industrial talk.com with his particular podcast, all the links and ability you need to reach out to him and this particular company find out more because it is important stuff. make you a success in the future. Alright, Julian, thank you very much.

27:57

Thank you, Scott. Stay charged and charge safe.

28:00

Bye. Bye. All right, listeners. That's a closing salutation. Stay tuned, we're gonna be right back. You're listening to the industrial talk Podcast Network.

28:19

Now, that was a great conversation. You got to admit that industry is so cool. And people within industry you heroes. You're just cool. Got a high cool factor. No doubt about that. All right. All the contact information of Julian swimming and wiper on, of course will be attached to his podcast at industrial talk.com. Don't miss out I guarantee that they want to talk. And I think that if you can see true bottom line value to your solutions into their solutions in your your business. Boom. We got to be about making our business succeed because we're about surviving, rebuild, and of course prospering in this new new world. And remember, write, be bold, be brave, dare greatly. Let's collaborate with people who are bold, brave, daring greatly. And I guarantee you're going to sit there and you're going to change the world. Because you're going to change the world through innovation, you're going to change the world because you're going to continue to educate industrial talk to Dotto, it's going to be out there. So there's no excuse, right? All right, we're gonna have another great interview right around the corner, as you always know. So be safe out there. And thank you very much for joining the industrial talk podcast.

The post Mr. Julian Seume with Wiferion Talks about Wireless Charging and Increasing Your E-Vehicles Availability appeared first on Industrial Talk.

In this week's Industrial Talk Podcast we're talking to Yoav Kutner, Founder and CEO of Oro, Inc. about “Change Management through Digital Transformation and the Role of B2B eCommerce”. Get the answers to your “eCommerce” questions along with Yoav's unique insight on the “How” on this Industrial Talk interview!

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

companies, platform, b2b, magento, open source, people, business, conference, changing, industry, website, customer, product, big, world, talk, oro, b2c ecommerce, online, absolutely

00:03

Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's go. All right. Welcome to the industrial talk podcast, a podcast that is dedicated to industry heroes such as yourself. But if you're looking out on video, I'm pointing at you right there. Yeah, that's you. You're bold, you're brave. You're daring greatly. you innovate like nobody's business. And you're changing lives, and you're changing the world as we speak. And that's why this podcast is here to celebrate you. Thank you very much for what you are doing. All right, we got another one. And you're saying to yourself, Scott, you always have great interviews? Yes, I do. Because industry is great. And people are great. So get used to it, because that's what we're all about. Yoav ever

00:59

could nurse. Okay, that's good. That's why Oh, a Kutner. And if you go out to his stat card, his LinkedIn stat card, you will quickly notice that he is smarter than I am. Alright, let's get cracking here. All right, we've got a couple of things that we've got to start to

01:19

do some business here. All right, I'm all about education, you know that that's what this platform is all about educating, and I'm all about collaborating, I'm all about innovation, you got to do that. If you want to survive, rebuild and prosper in this new world, you're gonna have to educate all the time. You can't come to me and say, Scott, I don't know how to educate. It's, it's a world wide web out there. There's a lot of great stuff in it. And the industrial talk podcast is dedicated to that education. Now I want to point out something that is just absolutely spectacular. This was brought to you by those wonderful people at the University of Wisconsin Milwaukee. It is the connected systems Institute. Now just go out to uw m.edu, forward slash CSI, get all that information and they're just educating the workforce of the future. So we talk about industry for Dotto digital transformation in everything underneath. And that organization is absolutely Dedicated To Your Success. How can you can't you can't argue against that either. This platform is just really just chock full of great stuff for you.

02:24

You'll have How are you doing? Oh, I'm doing fine. How you doing? I'm well, thank you very much. Thank you very much for being on the podcast. I'm excited about this conversation. As you can tell, I've got your to get your website up. I've got your stat card up. And I've got pretty much everything about you up even your form up. And

02:45

so we've got about about five days of information to cut into about 20 minutes of a conversation. We're not going to do that.

02:53

All right. For the listeners out there. Give us a little 411 on who you are and why you're such an incredible technology professional. Absolutely. Well, thank you for that. I I've never heard that I'm an incredible technological person. But we'll say we'll take it we'll take

03:11

your your your LinkedIn stat card is lying. Because it's it is

03:15

although your your

03:20

All right. So yeah, let me talk a bit about so again, like I mentioned when we were first contacted, I'm around for a while. We talked I talked with you. Yeah, it was around with mainframes, Vax computers. I've seen a lot of things taking over. I remember just to show you how not smart I am. When the first time somebody showed me the internet that was like that's a fad. Nobody's gonna look at these green screen withholdings data. And so, you know, that's the first time I saw

03:51

you

03:54

a big one. Yeah, there goes the smart compliment.

04:00

You know, I was listening to these private networks and stuff like that. That said, once it's started taking over

04:08

my claim to fame was co founding a company called Magento and 2004. Later we released a product called Magento. That was a b2c e commerce platform and open source one at that so we can talk about a bit the open source kind of approach and strategy as we call it. And that platform did very well. We got really good adoption I think at our height when I left it was about 35% market share of all online b2c e commerce stores. Yeah, that was great. With no number with no number two, No, nobody came second almost It was like very, very rare category. Maybe.

04:45

We were in some countries like Australia, we had 50% were number two was home grown. So we really took the market for the b2c market and that we can borrow some money. Yes, of course. It's my side business.

05:03

So we actually did pretty well with that we got really good

05:07

adoption, and learned a lot of what was happening in the world of e commerce at the time. We later in around 2011, finalized the sale to eBay and PayPal, actually, within eBay. And that went pretty well. I think the the product itself Magento is still around, it was bought by Adobe.

05:27

And now it's taking its own life form, it's ready in their version major version too. So great to see that the brand is still around. I mean, it's been, it's pretty caught 11 years already around. So that's Wow, that's right. That's right. Wow, that is a pretty cool. That's a cool, yeah. It's like, I refer to it as my estranged son, because we don't talk anymore. But I love kind of following up on the progression and success, you know, from the sidelines.

06:00

All right, so let's go down this road. And I want to make sure that the,

06:03

the listeners understand, can you just sort of level set, talk to us a little bit about what open source means?

06:11

Open Source, what does that mean? Well, open source is,

06:16

again, kind of a philosophy where you don't want to patent or close source, which is more the traditional term, but they they have code is that it used to be compiled. And it used to be used as a black box, you didn't see actually how things were written and done and implemented. And you would use the product, if you have to modify it or change it, you were limited to whatever configuration or API, or interface was allowed to you to use. But that was it. What happened.

06:44

I think it's already for many, many years. But definitely the 70 took a lot of momentum was developers that were not interested in copywriting if you want or licensing their software and actually provided the code that they wrote, alongside with their source code, with different licenses, which is actually the open source license, kind of story. But again, we won't get into that. But that license allows you to actually use the code and actually modify it with some limitations or not to your own use. So before all these modern Object Oriented Development and all that, that was like the best way for companies to take something that was very close to what they needed, but not 100%, modify it from the source code, without limitations and making actually sure that that works for everything they need to do. And with the biggest thing is no vendor lock in, because there was no necessarily relationship between the vendor the the actual producer of the software and the company using it, which was beautiful, right, because you would get somebody work and just build on that and use it for your own needs. That said, What happened usually around then open source is an ecosystem of a community of developers community of users, the actual software vendor. And that usually caused these open source tools to get developed so much faster, and adopted faster and get feedback faster, and move faster than the closed source solutions that were very limited. And that's why open source is something that's ongoing for the last 40 years in very high speed. I mean, a lot of people don't even realize and learn when I say people companies we talk to don't even realize that a lot of the tools that they're using are actually based or built on open source code, right that somebody was using. Now today, if we jump ahead a bit, though, this is as technical as we'll get, probably. But if I jumped ahead a few years now, today, the actual source code with older object oriented API's after I mean service oriented architecture and stuff like that maybe is a little bit less relevant, you will not necessarily go and modify the actual core code. But you'll build on top of it extended. But were open source is still very much important is like I said with the license. So what you're actually able to use it how you're able to use it, are you able to resell it, you're able to use it only internally, stuff like that. So it's all about the license today, and how you can actually use it for your own benefit. There's a big case right now going on, you know, with Google and big lawsuit there. So I think we are in a place where today open source is more about the license, the freedom to actually build on that use it commercially. Without again, the vendor lock in, which is the biggest part of so you, if you like the vendor, you work with them. If you don't like the vendor, you actually can invest in your own developers and make sure that technology works. And again, with no limitations, which is if we look at SAS platforms like Salesforce, we talked about Salesforce quickly, you are limited to whatever they expose to you. And you end up building a lot of these custom application living in third worlds around that application, not in exactly that hosting environment, not as efficient and as performance. But when we talk about open source, you can actually start

10:00

They'll modify source code if needed to get extensive use cases. See, and and from my perspective, again, correct me if I'm wrong, I like the speed. Right? Especially today. And when we start looking at, let's say, industry for Dido, all of that whole, it technology itself is just evolving at such a blistering pace. I mean, I just I don't see how you can not

10:24

get more into that open source type of mindset, and be able to deploy solutions that truly meet your business needs as fast as you possibly can. I don't see how you can ignore that. Which then brings us to this, the product that we're going to be talking a little bit about that, once again, listeners out there, it's Oro o. r. o, right, Inc is the.com is the website. The product is a series of Oro and so they got commerce and CRM and platforms and all that stuff. And I'm looking at the website, I didn't just sort of pull this off of my head. I'm just using their website. And I'm just sort of, and the the one that just sort of fascinates me is this Oro-commerce. Can you give us a little sort of background into that? And what is it? Absolutely. So Oro-commerce actually came from what, again, what we learned through the years of at Magento. So we like I said, develop the b2c e commerce platform. The problem was that we started seeing more and more companies that were contacting us that were not necessarily selling directly to consumers, there were more about selling to other companies, which makes them a b2b company.

11:32

We were much younger, and definitely have the ego to match that. And we were open source and flexible, etc. We said you know, we can do anything. So when we got approached, we said, Yeah, absolutely, we can serve your needs, we can build on top of what we we have already. But because we were so focused on the b2c side of the equation of this, yeah, we kind of left a lot of the basic kind of architectural features

11:58

out, right, we didn't focus on them. We didn't even know them about b2b at the time. So when we started working with b2b companies, we saw that fundamental features were missing in the platform. So fast forward, when I left the Magento. Eight months later, we created a new company called aura. And Oro, one of the products we kind of worked was on was the b2b e commerce platform, which is kind of our take on e commerce, but for companies selling to other companies. And so

12:30

yeah, so I got us a step in. So for the listeners out there, let's try to simplify it in a sense, it's like, Hey, I'm Acme, your beta, we can use this platform to engage in commerce Is that it? That's in a nutshell, that's it, we have three main use cases that we kind of talked about, and then we kind of start breaking out from but the first one is exactly what you said, which is the buyer seller interaction. Yeah. And that's the buyer doing some research finding a seller or manufacturer or brand or distributor that he wants to work with, they get in contact to get in touch, submit maybe a request for a quote, or CRISPR, pricing, get this pricing, and then put in an order, right. So taking all that world digitally. That's our main focus, basically, because this world is changing this world is, especially with COVID, we've seen that that conferences, trade shows were not even an option, right? That's where a lot of these b2b business and orders were actually done introductions, etc. So we're really trying to move this whole world digital, that's kind of so so I'm Acme. I'm a buyer and I'm looking for a seller, do I go through the Oro commerce platform to find buy sellers? So I can be in your platform and say, hey, check it out. That's, that's a company and whatever the details associated I can do that in your platform? No, I mean, unless you build the marketplace, which we'll get into that part. But when we're talking, we're just a software provider. We don't provide any services.

14:10

Right. So the best way to find you is where actually most researchers start today is on Google or on any other search engine. I won't get into that war. But let's say any search engine is where today, most researchers and buyers are starting their search today. And that's overtaking any kind of tradeshow, any kind of conference, anything like that. So if you build your site with a platform like ours, you'll be searchable and indexable and then people can actually find you. So you don't have to go through us nobody needs to know who or is we like to be in the in the shop. We like to make other people upfront and successful. So we're not like an eBay for b2b or,

14:53

or anything like that. We are not a marketplace on our own. We do provide a marketplace is one of our features or actual products.

15:00

But we are definitely about running your business, making your business so visible. And that's a big change and a big kind of attitude change, I guess, for b2b companies that they have to be visible online today. They're missing out on so many potential customers, so many potential orders, so many potential deals, because they're not searchable and indexable online.

15:22

So does your platform optimize that? Seo? Whatever, you know, dealio? Why? So I'm once again, I'm Acme. I'm interested in finding a seller of

15:35

I'll make it simple spoons. Yeah, go on my, my search engine. Right. And, and it's because of your platform, which is embedded in their site, whatever this spoon site,

15:48

you you give them a level of robustness that I'm able to find. It's like, hey, check it out, man.

15:55

spoony is right there. Yep. And that we will be actually running the website. Usually in most use cases, we are even running the front end the whole experience, customer experience, etc. We have Yes, we have other implementation, headless, pw a etc. But in a nutshell, we actually are the website that most people will hit either directly or through a CMS if it's a very big company, and they have this content management system in front of us. But we actually have the front end and the back end, you get everything in one. So let me start, let me maybe simplify our first

16:34

our first kind of steps that we usually do with a lot of very traditional b2b companies is just published or catalog online. So that means that they do have a way to get the catalog out of their eirp order management system where where we're not or a Pim, Product Information Management System, that where all the product information sits. But that information has to be published in in a e commerce style catalog style CMS, which is what we built. So we have a very good

17:04

platform to build your website that will actually make all your products visible online. Oh, no, of course, then SEO friendly and indexable and searchable, etc. So a lot of times, that's the first thing we do we come to a company, we say, look, if somebody searches for your products, they find nothing. Best case they find some, you know, this static website that somebody has a phone number on that's frequently goes to a

17:29

phone number to a sales rep that doesn't work there anymore. Right? And, and, and that's what we do we actually create, you know, I'll go all the way back for about 15 years, we create dynamic websites, right, that are actually not static, you can actually update them, you can like any CMS, like you would do for any kind of website, but focused and specializing in catalog publishing. Okay, I got I got it. I gotta interrupt real quick, because you know that that data is absolutely horrible. When you go to a customer and you say, Hey, hey, let's just get this thing online. Let's make it all robust in everything. Give us your catalog.

18:05

That's when it starts. Absolutely. With many we have manufacturers of nails. So when we told her to give us a picture, we say, well, and nails and nail, you know. So yeah, we just have to adjust to how we show the data. So yeah, images, maybe not the strongest suit for that industry. And that's acceptable. Again, you are dinged on Google and all that. But you know, it doesn't change the fact that your competitors will not have better pictures of nails. Right. So for that industry is so cool. Okay, continue man.

18:37

Asian By the way, I'm enjoying this conversation a lot. Thank you.

18:42

I sometimes Yeah, it's nice to meet people that find b2b e commerce. Interesting, because a lot of people would say, Yeah, when I say um, yeah, when I say I'm like in the b2b commerce business, everybody's like what Say again? What, what is that? It's like,

19:00

No, no, but we really love it. I mean, one of my passions and the reason I'm actually doing this, it's,

19:07

it's because I really like coming to companies and kind of automating digitizing a lot of what they do. It's really something I've been doing for many, many years since I, my first professional, out of the army was, like, career as a developer was on a salary program that I was we were developing way back then. And just like for HR and stuff like that, and we would come to companies and automate the whole, you know, HR salary kind of processing and stuff like that. So it was like, you know, who cared, but back then we were, you know, making people's lives so much easier. And it's something that we were, I really liked. I really like coming to a company and saying this, three months down the road, that how much we can help them how much we could have saved them time and, and made their life easier and more productive. And I think when we talk about e commerce, we're putting that on steroids. It's like we can today, really, this

20:00

digitize any process that your company does? automated? And the big question is, what our big problem is we do not replace the sales guys, we actually make them more efficient, more able to find new customers easier, right, which is a lot of the CRM pitch. But we are definitely helping the companies stay relevant, be able to survive pandemics and stuff that a lot of people didn't realize that might happen. But really the way the world works today, it's digital. Right. And, and we're seeing this throughout the sales process. Like I mentioned, most research will be started online today, even if

20:39

I have to go on a tangent here. What's your viewpoint on? Because I'm all into what you're talking about? What's your viewpoint on? conferences?

20:50

Well, conferences are great. I mean, especially we have we have a lot of business in Europe. And and they're shaking hands, having a cup of coffee is still a part of how you do business. I think the shock of the pandemic and and our European customers was a bit bigger. We actually had still salespeople traveled there, and we were like, what's happening today? Well, they will, they won't shake, you know, they won't sign the deal without shaking the hand. So it's something that it's still relevant, I don't think it will go away, I think, you know, people are still happy to meet each other. But like I said, you can come much more informed to the to conference, right? If you before you go to a conference, you can actually start searching online, some of these companies. Now, if you come in form, you can maybe already start requesting pricing before. So when you get there, you just don't waste your time on the whole cycle of the meeting of handshaking. And then you can come much more prepared. And, and not only that, let me let me give you another thing we're doing for a real customer of ours. And we went through their trade show, we saw how that happened. That works there in the animal, kind of their animal supply distributor, and they're like, pet food, pet supplies, stuff like that. Yeah. And that's a huge conferences. It's really a thing to see. Right. I went to Vegas, we saw that conference, that the thing that we're helping them accept everything that we're doing on the online strategy, and all that, with the conference in mind is that we are digitizing how the orders are taken in the conference itself, right? We added these booths with touchscreens that a sales rep can walk in with,

22:24

you know, a new customer or an existing customer, for that matter, pull all their data, pull the relevant catalog, pull all their special pricing in front of them. Before that they had these booklets right with this huge price books and stuff like that. And everybody had to remember, and there was constant screaming when I went there was constantly No, did you know the price for that guy, he's from Cleveland, you know, what's the best that we can give them? It was more like a meat market and actual like a sausage grinder Yeah, then then like a like a conference for you know about having a relationship with your customer. And once we did some pilot with that, we saw that one of the things that actually really helped was we decrease the number of errors in entering these orders the king in these are errors, the order sorry, later, right? Because you would write it on paper. All these papers, go back to the office, and then the sales reps used to start keying them in counting mistakes and not being able to read that. So just there, we were already improved. By the time the customer got back home from the conference, the order might have already been waiting for them there. Right. And it's something that we're really changing and improving. I think the customer experience, usability efficiency.

23:38

That's all connected to our system. This these kiosks are just another front end, basically, instead of a web based. It's just another front end of our application.

23:49

Okay, I mean, I'm all in. Why aren't people all in? Well, big deal. Yeah, that's that's where we started seeing the challenges. So I think one of the things and again, I'm looking at my previous life at Magento versus where I am today, in the b2c world, we really hit the wave on the right, I'm from California, sorry, I might have some surfing

24:11

analogies, but

24:13

but we hit the wave really, when it was peaking. And we really, you know, everybody was changing the way they're doing business. They understood that they have to sell direct to consumers, a lot of brands, we actually, when we released Magento a lot of brands that were not traditionally selling direct to consumers, even big brands decided because of the old kind of crash, that they have to start improving business and why not start selling directly to consumers. So we saw a lot of that happening. So there was really a perfect storm in terms of how people were changing their attitudes on selling directly to consumers. I think today with the b2b, we are on the cusp of the same kind of moment. A lot of businesses have to kind of update the way they're doing business. They have to maybe get out of their circle of customers and expanded International. I know

25:00

a bad word for many. But selling cross border, especially in Europe, we see this more and more taking over and and for a while in Europe, of course. But I think in the US, the US market will also have to kind of learn to deal with other countries. So definitely have to have b2b

25:19

kind of platforms that will allow these features to be implemented. So companies can actually modify the way they do business. That's it when we come to companies and we talk technology to sometimes a surprise how behind the curve they are when it comes to technology. We talked about mainframes and let me let me throw another term with you as 400. Still around europese, right. that are that are archaic, you cannot change anything. They're like, No, we asked him, can you change this API? and

25:50

Roger will pick up the phone, he's retired, you know, it's like, these are the answer is yes. It's expensive as Hell, yeah.

25:59

It is expensive. But we're really, really finding that they're really behind the curve and technology. Like I said, a lot of times where we start from is just

26:10

publishing their catalogue online, which seems trivial. But like you said, it's not at all because the product information is not there, the quality of the product information is not suitable. So that's not an easy, I talked about it like it's a trivial thing. It's not it's changing the culture of how you talk about your product, what content you have about your product. What if you, if you are a distributor, you need to get that content from your merchants that are selling through your manufacturers, to your manufacturer, you need to get it from your supply line, right, who's ever giving you those descriptions? So a lot of a lot of non trivial things on the culture of how the company is actually operating. And that's across the board. We're getting pushback from the marketing team. They don't know what to work with, necessarily with online marketing. They know more about print marketing. It's about the sales team doesn't want.

27:00

We're just telling you right now. All right, we're gonna have to wrap this up. I mean, come on. You guys have got to be in Hey, if you guys go out to orange ink, that's o r o inc.com. Click on orocommerce. There is a demo a demo of the platform that I think you need to take notice of listener. Don't come to me and say you don't have an idea or a solution. This is cool stuff. Dead sexy. Are you active out on LinkedIn there? Yup. Yep, absolutely. Okay, you're gonna have every gun link, no demand for this company, this individual and the value proposition that they bring to the table. b2b is the way to go. I like it a lot. Thank you for joining

27:46

it, this was great. We could talk for hours, I'm telling.

27:50

I'm just trying to spare the listeners of the the this. All right, we're gonna wrap it up. Thank you very much. We're gonna have another great interview just around the corner. So thank you.

28:01

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PODCAST TRANSCRIPT:

Scott Heide Interview

Tue, 2/2 9:25AM • 28:09

SUMMARY KEYWORDS

engineering, customer, scott, company, solution, product, automate, cost, sales, automation, people, impatient, engineers, intent, heidi, industry, capture, challenges, procrastinate, conversation

00:04

Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's go. All right, let's go. Welcome to the industrial talk podcast absolute, as you know, an honor that you've joined this platform that celebrates industry heroes each and every day, and you're saying to yourselves, God, why do we celebrate? Because? Because industry, manufacturing, the people that are in those professions are bold, brave, dare greatly innovate like no buddy's business, and you're changing lives, and at the same time, changing the world. So that's why we celebrate you. All right. But Hot Seat today. His name is Scott. He's a good looking guy, by the way, because his name is Scott. Heidi, last name. co. Engineering intent.

01:14

Cool. It's cool. It is cool. Let's get cracking.

01:20

Yeah.

01:23

Outside of the fact that I can remember his name.

01:27

He's, he's damn good looking. But anyway, what's interesting about this conversation, and I think it's an interesting Avenue and

01:37

engineering intent is a, let's say, a software, a technology company, right. And they provide a platform that allows people in the field to be able to create sort of pretty accurate engineering quotes on solutions for firms that are in the engineering space, right. So for example,

02:06

I go out, I visit a customer, the customer has something in mind, it looks like XYZ, it's got this and that right then and there because of their platform because of their software. Because of their technology. I'm able to come up with a pretty doggone decent swag at what the cost of that particular solution will be. And and for me, right, Scott MacKenzie, being impatient, as I've always impatient, unfortunately,

02:38

I like it. I like it. It's like real time insights into like, Hey, I got this idea. And then I want to be able to come up with some sort of an estimate of what it might look like, engineering intent. The team of Scott, Heidi. I mean, come on. Come on. It's pretty doggone cool. You got to sit there and say, it's pretty damn cool. Now I'm not gonna do it justice, because Scott and his team at engineering intent, live eat breathe this solution. But Oh, I know. Boy, it satisfies my my curiosity, of being able to get something on paper that looks like what I'm thinking about and have a dialogue right then and there. I don't, you don't even have to go back to that. You know, whatever your your office is. You can do it right then and there. Come on. That's what the future holds. That's what this is all about. That's a that's an industry hero, his team, their industry heroes, what can you say? All right. Remember, I want you to do a couple of things. And just note this before we get into the interview is one you got to constantly educate, right? Just keep keep educating. Now's the time. This, this is speeding by us. So educate, collaborate, reach out to me, Doc gotta reach out to me and we'll let's collaborate. Let's figure out the way to get your story out there. And as well as all the other people who you want to collaborate and of course, innovate. You got to keep innovating, just like engineering and tech men. They don't shop. It's not as if like, hey, all right, we got our platform, blah, blah, blah, and a stop. Nope. They keep hammering on that technology so that it brings the value that you so deserve, because you're an industry hero.

04:29

All right, let's get cracking on the interview. Now his card is pretty doggone chock full of great stuff. Right? Scott, Heidi, that's h Ei D. Engineering intent is the company. And as I scroll down, I look at his stat card. Oh my gosh, he is smarter than me. absolutely spot on. All right. Instead of me yammering on and on and on and on. Let's get going with the interview. Enjoy Scott and his insights into what they're doing at

05:00

Engineering intent. All right, Scott, welcome to the industrial talk podcast. We've had habit listeners, you're gonna like this conversation, just because we've been having a great conversation offline. In fact, we should have been recording it, Scott, because you were just dropping value bombs all day long. And I'm just sitting there going, man, I should have recorded that man. All right, before we get out again, but yeah, it's not gonna happen. So before we get really cracking and, and relive all our conversations, because that's what we can do. Give us a little 411 on who Scott is. So the listeners understand why you're such an incredible professional.

05:37

My name is Scott, Heidi, I'm CEO of engineering intent, I've been in the business of what we call engineering automation, or design automation, sales configuration for the past 30 years, and I've had a lot of experience with several different companies and with several different large scale partners over the years. Today, our company is a software company that makes a product called knowledge bridge, and we'll talk about that soon. This is interesting if you've been in the business, and I mean, your your, your cutting edge at engineering automation, I'm going to just sort of share with you every time that I had to go approach my engineering department, you know, what was was the biggest problem.

06:21

I would procrastinate and then I would probably go over and grab a cup of coffee. And then I would see, hey, there's some donuts. I would procrastinate to the end until I couldn't procrastinate anymore. And I'd have to have that conversation with engineering. And so the simple fact that you were already thinking about engineering automation, you're a trailblazer? Yeah, it's been it was pioneered in the late 80s. Actually, there was a company called icad, that kind of came up with the original concept of this kind of object oriented approach to design automation. And we've been developing it and growing with it over the years. The the key for us over the last few years is the proliferation of the the Internet of geometry that can be fast and interactive of some of the new technologies coupled together with that underlying ability to automate what people think automate, the engineering process has really brought it put us in a good position to help a lot of companies. Yeah. And you're you're a cloud based business. Right? Yeah, that's right. And that has its tremendous value. But

07:39

so what was the problem that sort of lay out that problem of what's your try this this knowledge bridge or K bridge solution? what problem are you addressing? So a lot of companies that do customized products, have to configure their products, but they have to configure them in the using engineering rules as part of what drives that configuration, they have to use geometry and geometric relationships. And they have to, if they're going to make a possible for their sales people and for their customers to be able to do the configuration, you need to be able to interact with it. And so the technology for doing the automation has been around for a long time, but it hasn't succeeded and rolled out the way it could to help these companies, because of this lack of these extra features that enable it to make it more effective. And what we're doing these companies that we work with struggle because they're trying to make a custom product for their customer. But because it's custom, it takes time, it takes expertise. They make mistakes, there's handoffs,

08:58

there's throughput, time, and so on. And so we're trying to help them streamline that process to automate it to capture the knowledge that's needed to do those steps in an automated way. And that's what we do. And so if we can make it so instead of taking two weeks to do a quote, you can take two hours to do a better yet do it in front of a customer with the customer better yet even have the customer do it themselves, then the communications just becomes much more efficient. And you're able to make a sale that you wouldn't be able to make it to do it with less resources. You're able to make fewer mistakes while you're doing it. You're able to understand your margins while you're doing it because we're rolling up the cost and we're doing calculations. All of those things become more effective for our customers. I think it's brilliant. And and you know, yeah, you're absolutely right. It's been around for a little while people have been talking about it.

10:00

This is like the, the, you know,

10:03

the the golden goose if you could do it for me being a, some people say that I'm impatient, some people, not everybody, but some people say that I'm impatient. This is like right in line with what I like. So if somebody came to me, and and I had a dream, I had a thing in my head and I said, I'm thinking about this, and I'm gonna, I want to talk to you about it, if you could take care of it right then and there. And we could communicate, and then ferret out all the challenges. Holy cow, you have a customer for life I'd like and then when they leave, I could just say, yeah, yeah, we got it going on. I just think it's such a tremendous value proposition. I mean, I might be, but I'm really impatient. But I think a lot of people are, yes, absolutely. Being able to interact with the customer and show them what they're going to buy, not just configure it and show them the price, but show them a picture of it, or a 3d model, or a rendering or a drawing and so on and have them be comfortable with it. And an immediate response is just the the value from a sales point of view is huge. And keep in mind, this all started. Because what the problem we were originally trying to solve was just, you know, I've got a bunch of engineers that are spending so much time on every individual design, it takes hours, it's, you know, the throughput, time, and so on. And it's expensive. We're trying to automate those engineers, but what we realized is if we enable the UI, in such a way that you can use it in a pre sales mode, just like you said, you get a customer for life, when you can show them what they want, and confirm for them that we're going to be able to make what you need. And do it quickly. It's just high super high value. high value is an understatement. Because you're sitting there having real conversations with your customer about a problem they're trying to solve. And you're going back and forth. For a level of clarity that doesn't exist, like hey, we make this thing but I'll be back in two weeks, and then I'll come with a drawing and then and then of course, it all breaks down hell in a handbasket. No, I didn't want that handle, I wanted this handle and whatever. And

12:27

I just think it's just damn cool. Yes. And and on top of that, you know, engineers don't like to be involved in that pre sales process, the company's not getting paid for that engineering time, you know, they'd rather be thinking about what the next new product is going to be, rather than just turning the crank on yet another quote for the same product over and over again, it really frees them up to focus on new product development, and it frees the sales guy up to make that, that sale with the customer. And give them what they want to be and be assured that it's been engineered properly. And it's a valid solution did doggone sexy, I love what you're saying. Now, the question I have. So if I'm, if I have, hey, I want to build a descriptor for cater no such thing. So listeners out there don't go Google dysgraphia cater because it doesn't exist. It's my word. I want it on a bumper sticker anyway, well, let's say I wanted to build a descriptor for cater. And it has, you know, materials of cost of materials and just just materials, right? Does does your product go out? And say, yeah,

13:36

aluminum is? Do we procure it at this point, whatever, you get the price right then and there. Yeah, so we often our applications connect directly to

13:48

the cost center for their the company, that's usually the RP system, where they have the materials, they have the purchase components, so they we can have access to availability, and costs. And then we can actually make choices for the customer based on trade offs. You know, some of the customers we we sell to, for example, in power distribution, use a lot of copper, the cost of copper can change tremendously from one week to the next. And you may choose a different design based on the evolution of that, that change and

14:26

evolution of that change in

14:29

the price of copper. And so that sort of dynamic decision making can be really effective. Yeah, especially, you know, I've been down that road and then it's like that material. Today was $5. Tomorrow $7. The next day is $10. And then of course, somebody comes back and it's like, how do you how do you narrow it down? To me is just a big, big deal. But I would imagine, I mean, are you let's let's just let's just

15:00

lead and put it out on the table.

15:04

If 100% let's say it's $100, right, here it is, it's $100. How closer am I, with your product with your solution? Am I to the $100? I mean, like, do I nail it? Well, you nail it a lot better than you would without the product. In other words, we, we roll up? Well, first of all, we ask the customer, how they do pricing. And sometimes pricing is done based on cost. Other times, it's not frankly, it's based on other parameters. And we can incorporate either pricing model into how we put together the cost and the price for them. Typically, for the kind of customers we work with, it's a, we're rolling up a cost. And that cost can be materials, but it can also be manufacturing steps, it can be an engineering factor, there can be delivery factors, and we can roll those into an overall cost. And then the margins, often there are rules about the margins as well, you know, if it's if this distributor gets extra margin, or this customer buys a whole bunch from us, so they get a discount, there's rules in there about the margins to those are all rules. And so our system allows you to capture that and, and

16:23

hone it and hone it and hone it. And I would imagine you get a little bit better as you continue to go forward. It's like, yeah, I'm tightening it up. I see where I've, yeah, yeah, yeah, they're really good companies keep track of what they quoted and what it ended up being and do the connection between to make a jump make those adjustments? fine tune to, you know, fine tune that to get it exactly right. See, not every company does that. But there certainly are companies out there that do and they can be very successful with. Come on. Now. You had me at at me make sure you had me at the term

17:04

engineering automation. You had me at that. One of the push backs, why do people I mean, it's it's not all, you know, bubblegum and pink elephants out there? What would be the pushback to this makes complete sense? Well, that's that's a good question. And there's a couple of different categories. But, you know, the first one is often Well, you know, we don't think you can do that, you know, how are you going to capture our rules are you rules are so special that we can't possibly imagine capturing them? And, and in some cases, there's some truth to that. But what we do and what's special about our product is you capture the rules that you have, you provide a user interface that allows them to interact with it and put put their human factor into it where that's needed. And combination is what's really the best solution. So that's one of the push backs. The other pushback is, Oh, we've got some programmers over in the back room, we'll just have them programming solution. And the problem with that is it ends up being, you know, the programmers, first of all, don't understand the product. Secondly, it ends up being this huge dotnet programming, nobody understands it can maintain or extend over time, and, and so on. So are, you know, one of our biggest competitors is the roll your own way, and we'll try to do it ourselves.

18:31

Like I said before, some of those companies, a lot of those companies end up being our best customers, they come back three years later and go, Ah, you know, I see why we didn't want to get in this mess of software. We're not a software company. We're a manufacturing company. We've got this whole group over here trying to write software, and maintain software. Help us out here, and it ends up being our best. Yeah, and and why wouldn't I want to leverage your organization who have you know, I mean, if you've done it over a number of years, you've, you've refined your thinking, you have insights that, you know, the IT department doesn't have at Acme Corporation, you just bring a greater level of experience that for me, we've been through it many times before, and we've seen what the challenges are, and both technical challenges and organizational challenges and business challenges. And we can help companies help coach companies through to success and that's kind of on top of our product, which is a great platform for doing the sort of thing but the product itself isn't the only thing that

19:45

it takes more than that to be successful and we can help with the rest of it as well. Yeah, I mean, of course, it's it's, it's a die. What would always upset me because apparently I'm impatient.

20:00

Sometimes, is when somebody says it can't be done. Yeah, yeah, I just

20:07

I bristle with that because you take a challenge at that. And, and and prove them wrong most of the time prove them wrong. Yeah, you know, I've been, I've been watching, right, Elon Musk, and SpaceX. And looking at that, I just, they never say it can't be done. It's like, they'll have this, you know, wild idea, and then they'll try to figure out how to get it in it. They do it. And it's like, God, that is just refreshing. Yes, yeah. No, we, we think that way. And we like to be challenged by our customers. And, you know, most of the time we're able to meet those challenges, and and it ends up being a win for them and a win for us. And that's what gets us up in the morning, Franklin. Yeah, don't get away from that legacy thinking and, and meaning we know how to do it and all that good stuff. Yeah. Where do you see it going? I mean, what, what are the trends? What's, I mean, this is great stuff. This is a great conversation. It's a great solution. It's great service, it's not blah, blah, blah. But what do you see it going? So I think that we will be extending this capability to many, many, many more companies. I mean, we're just at the tip of the iceberg right now, in terms of the products, the industries, the companies that do a customized product that need this kind of technology. So I see that growing for years and years. Another exciting angle on it for me is that we're part of what we're doing, when we when we do these applications is we're capturing reusable sets of engineering rules. And we've set up our technology from day one, to manage modular, reusable sets of engineering rules. If you think about it, engineering is a collaborative process. You never design anything. If I look at this console in front of me, there were probably 100 engineers that touch different parts of it, that were experts in each area, yeah, you can capture those modules and mix and match them together. It's the impact long term impact on the engineering world is going to be significant. And we've, we've built the infrastructure for that we've built a store for exchanging these kinds of things. And, and to me,

22:40

in the very long in the longer term, that's even more exciting than the ability to help an engineered order company sell their product faster, both both are exciting, obviously. But changing the way engineering is done is is really the the end end game here.

22:58

I think that that's very cool. You brought up a good point. And, you know, I can sit there with my business cap on and say, Hey, this is great. I understand what you mean. But there's a there's a positive bottom line impact to streamlining this effort. Can you explain a little bit about that? Yeah. So there's what we call value buckets, there's many of them for an application like this. First of all, you're able to sell more easily. So you're making that sales

23:35

experience, exposing it directly to your sales guys, to your customers. And as we discussed not having to spend weeks to put together a quote, you can do it in minutes in front of your customer. But along with that, you're also reducing the amount of time it takes from a throughput time, you're reducing the amount of hours it takes, so the cost is going down. And then you're also reducing the every anytime you automate something like this, you're reducing the opportunity for mistakes. We've had customer who follow the whole Kaizen thing, and I've kept track of their cost of quality. We've had customers justify, you know, very large investments, million dollar investments entirely on the cost of quality for one of these, nevermind all the other things we've talked about for the last 15 minutes entirely on the cost of quality and so that's another you know, area where value comes into play. And so there's just the the key is doing automation. Once you have it. There's just there's value all over the place. It's it can be very strategic for any company that embraces it.

24:50

This is this just cool stuff.

24:53

Really, we think it is okay, not everybody would talk to you. Thanks. Oh, well apparently you're not selling right.

25:00

You're not communicating, right? Because apparently they should be listening to you. They should, they should. Again, how can people get a hold of you?

25:09

We're at engineering and ten.com. The website is the best place, there's links to our email addresses and phone numbers and such there that just spelled out no dots or anything engineering and ten.com.

25:25

We'd be happy to hear from anybody. There's actually live demos on the website, you can run one of our applications, you can learn about a lot of the different industries we support. There's a lot of information on our website. That's really the best place to start. Very cool. Very cool. All right. You got a couple of things here to free demo on websites. Right. You've mentioned that that's good. And you made this a pretty clear if you're a qualified prospect free discovery session, I first off be qualified to take advantage of that. That is absolutely and everything will be out at industrial talk.com. You know that all the contact information for Scott, engineering intent, and anything else that we can possibly jam on his landing page. We will. Scott, you're absolutely wonderful. I love this conversation. Hey, thanks, Scott. I really appreciate it. Thanks for doing that. I enjoyed it. It was fun. Man. I love what you guys are doing. Now all of a sudden, if I had an engineering company, I would be looking forward to connecting with you. We'd be knocking on your door. Yeah, but I'm not. And so

26:37

I could I could just sing your praises. And every time I come in contact with somebody that's engineering, so you need to get ahold of this guy. How's that? All right. All right, listeners hang tight. We're gonna be right back. As you know, we're gonna sum it up on the other side. So stay tuned.

26:51

You're listening to the industrial talk Podcast Network.

27:01

Scott, Heidi. Yep. Put that in your notebook. You never know attaches the company. They're delivering value. They're delivering solutions. I'm telling you, they're satisfied my

27:15

inclination of being impatient, big time, coming up with solutions that truly help you move that ball forward using a sports analogy. So go out to his LinkedIn stack card, Scott, Heidi AGI de engineering intent reach out to him. I guarantee you will not be disappointed one iota know how to spell it. All right. I'm going to continue to hammer on this stuff.

27:44

I want you to hang out with people who are bold, brave and daring greatly.

27:50

You be bold, brave and daring greatly, and you're gonna change the world. Hang out with Scott. Heidi, you're gonna hang out with me to go to industrial talk, calm, everything is going to be out there. All the contact information. Have a wonderful week. We're gonna come back with another great interview shortly.

The post Mr. Scott Heide with Engineering Intent is talking Solutions to Automating your Engineer to Order Business appeared first on Industrial Talk.

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

technology, companies, member, collaborate, called, digital transformation, people, industry, turkey, partners, understand, digital, create, educate, industrial, initiative, embrace, education, max

00:04

Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's go. Alright, thank you very much. Again, thank you very much for joining the industrial talk podcast. Because this is where we celebrate industry heroes. I am so jacked for this particular interview coming up, and I just want to make sure you got to stick around. Because you are bold, you are brave. You dare greatly. you innovate and you're changing lives and you're changing. just changing the world. Why can't we celebrate you each and every day? That's what we do. We celebrate you each and every day. All right, in the hot seat, you know me, Scott, MacKenzie, you know me, and I'm all about collaboration, innovation, and education.

01:02

Here's a gentleman fa. That's e f e epi. Alright. Erdem, er d m, he's with an organization called matched. And they've got they're just coming out of Istanbul, Turkey, and they've got a lab, they've got an ecosystem that is really looking into industry for Dotto training the individuals around Europe, about the technology, it is a fabulous conversation, they are passionate about what they do. So let's get cracking. Stop listening to me right here. Now you got to keep on listening to me. You definitely do. All right. I've been doing some series, and we're gonna get into the interview. But I just I just need to reiterate. 2021 is right around the corner, it's right over there. And if you're looking out at the video, I'm looking at 2021 right down there. And it's right around the corner. Now what does that mean? Well, let's put it this way. It's going to be great to look at 2020 behind you, right. But the other thing is that what is your plan? What are you doing? How are you going to generate revenue? How are you going to close deals? How are you going to do all the things that you need to do because you can't live through 2020? Again, in 2021, now I understand the challenges that exist out there, I understand the the fluidness of this pandemic, and I have no idea. All I know is that 21 because it is December 2021. Let's create some strategies. Let's be bold here, let's be brave, let's, let's, let's consider going rogue a little bit and pushing that envelope in how you market and how you sell. Because right now, right now is the time to be able to differentiate yourself to be thinking about how things are just what can I do to be different? How What can I do to get my message out? You know, those are some of the things how do I reinvent myself, you know, that means Do you know what that means in reinventing yourself and going rogue and being, you know, unique and sad and being bold, requires you to be a little uncomfortable. But that's okay. You just been through 2020. And it's okay to be uncomfortable. Because you need to be we need you out there. So I did a, I did a live and then I flipped it into a podcast just because I can. And so I did that. And what was great about it is it's my beef with webinars, that's one that's a live that I did, we can do better, we have to do better, you have to do better, I have to do better, you know, just being okay is just not going to do it. We've got to be quite innovative when it comes to this stuff. And that goes for your marketing and your sales strategy coming up in 2021. You can tell I'm amped up on goofballs on that stuff. Because I just

03:56

I want you to be a success. That's it. So one of the things that we're doing, and I'm going to continue down this road, I want to collaborate because we're about collaboration, you know, innovation and education. But I want to collaborate with industrial sales and marketing people. I want to hear what they have to say, I want to be able to get that information out. Because if you're not generating revenue, if you're not breaking into opportunities,

04:20

it's not gonna be a good year. And I want it to be a good year for you. And so that means we've got to figure out how to do this whole marketing and sales things better. So I've got a lot of I got a lot of baggage that I want to be able to get off my back because I think we have to, we have to be so creative, so innovative, and we can't, we can't give up on our education. And that's brings me to this particular dog gone interview with Epic, fabulous organization. The, the the, the hub, they call it a hub and I'm looking at my notes because

05:00

The Hub the MCs me XT, and they're just all in passionate about educating

05:09

about industry for Dotto, it's here, your digital transformation journey has already begun, you need to figure it out, you need and that means education, because it is going fast, and it is speeding through your life. And you need to be able to educate yourself on that. And and when we start talking about all this, you've got you got to do it, man.

05:35

I'm all wigged up. Because I just, I'm so passionate about it. I'm so passionate about everybody collaborating, because we need solutions. And that means we've got to talk and collaborate. We need to innovate not just from a technology perspective, but how we interact with people be innovative. Rethink yourself. And then the third one, of course, is education. You can't stop. You can't stop not just from technology. But how are you going to get your message out? What are you going to do? That's it. All right. I'm done. I'm spent. Yeah, I am. I'm spent. All right on the hot seat again. Fa. Erdem, he's with Max, enjoy the doggone interview. All right, fa, thank you very much for joining the industrial talk podcast. How are you doing? Well, in Turkey, it's afternoon, here in the United States in Louisiana. It's the morning how are you doing today?

06:31

I'm doing fantastic. Thank you for the right kinds of mutation. I hope you're also doing well. Oh, I mean, I'm talking to you, How can I not be doing well, this is fun stuff. And it's really an incredible topic. And I and I love it. And I love what you guys are doing there in Istanbul and with an organization called mess and maxton, all of that good stuff. And I think that this is a timely conversation. But before we get into that conversation listeners,

06:58

epi brings a lot of doggone street cred. If you go out to his staff card on LinkedIn, you will not be disappointed. Give us a little background on who you are.

07:10

I'm the Managing Director in Charge of the MCs initiative. And they initiative is actually a product project of the largest industrial association of Turkey called mes. It's an association that is looking after 250 big large industrial companies who are active in the metal industry. And when I say metal I refer to automotive, steel, white goods and machine builders. So we are a large industrial Association and three years ago, the chairman of the association decided to undertake a massive project to build a technology center in essence, it's actually digital capability sensors that would help the member companies so I'm it's called mixed the initiative and the project is called I want to make sure this is clarified it m EXT not NEZM e XT continue that that's absolutely right. And we decided to brand it as me XD s next, that would basically refer to the next level, next era of the metal industry or next level of the manufacturing, the upcoming digital manufacturing revolution, so to say. So here, here's my,

08:31

here's my beef. Here's my insights here. My here's my challenge. And especially with this, I've I've had hundreds and hundreds of conversations that are all around industry for Dotto, digital transformation. Edge cloud II, people throw it in 5g, what the heck, why? Let's just throw that in there. Right? Let's just say it doesn't really matter. It seems like it's the the miscellaneous file for everything that's taking place within technology today. And one of the things that you could probably attest to and I have a challenge with is the speed at which technology is evolving, and the human capability of being able to

09:11

embrace it, right. It's like it's going really fast. It's like you're trying to hold on that Tiger's tail, and yet I can't consume it fast enough. Is that what Max is all about? What what give us a little background into mext. That's accepted I take Sure there so that that is a needs that are identified among our member companies as well. So we have observed that some companies are investing into upskilling and rescaling their workforce to cope up with the upcoming digital manufacturing era. But we have also observed that that was not done at scale. So it was usually the upskilling and rescaling efforts, were usually targeting maybe a small set of engineers, maybe some managers, mid level managers, but that's the

10:00

So it was we felt that it was not enough to undertake a massive transformation effort at a company scale. So as an association, we decided to step in and provide the necessary training, actually a free of charge to our member companies in order to better equip them for the upcoming new digital manufacturing era. So as you rightly pointed out, this is our primary goal, we want to upskill and rescale the workforce, so five member companies, so your member companies right now it's about 250 plus heavy industry within the boundaries of Turkey, are they just naturally a part of the maxed initiative? Like I'm a member, I'm over here now too, as well, I can get the access to this, this great training, is that how it works? That's right, we are giving them access to the training programs plus the consultancy services, which we can also touch on in a while. But, of course, like any new initiative, it's taking some time to also convey the message to our member companies. So it is not very ordinary, that an association undertakes something like this, it is such huge scale. So it is also taking some time to explain it to our member companies. Why are we doing this? And how are we going to help them? Of course, once they understand the message and our ultimate goal, they really appreciate it, and then they immediately start making use of our services. Yeah, because I'm telling you, if you think this digital transformation journey is going away anytime soon, your saw us, Sara Lee, you're going to be disappointed because it is not going away. And it is going to be around and either you're in the game and you're trying to figure it out, and how it will benefit your organization benefit your business benefit your career,

12:00

you're going to be left behind. And that is unfortunately, the truth. So guess get with the game and it now. So when you were sitting there about a few years ago, and you're with the

12:13

the head guy at Mass, and you started talking about this, a What's this gap? What's going on? What was the thought process behind that? Yes. And we observed it's a some of our members even did not realize, as you just said that it is a necessity to transform. So with some of the member companies, he felt that we need to create the urgency, a sense of urgency, and then the awareness about the digital transformation.

12:44

We also observed another set of member companies, which already started to take initial steps towards transforming their factories supply chains. But again, a I think some some the some consultancy companies prefer to refer to it as a pilot purgatory. So they were stuck in their pilot purgatory, and they were not scaling

13:09

So again, in that we identified the need to provide training to the whole workforce rather than a privilege subset, in order to in order for the company to embrace such a culture as a whole. And that was the thought process that the Soviet Navy identified first of all the need to create urgency, a sense of urgency, and provide the necessary understanding for what it takes to do that. I like it. Okay. Sorry. I like that. Go ahead. Perfect. Secondly, I think that the other observation was that the top level decision makers, and they were puzzled with the buzzwords you threw in those buzzwords just a couple of minutes ago, and

13:58

put, if you put them yourselves into the shoes of those top decision makers, they usually get to see colorful slides from a consultancy companies and everybody knows what to do best. But at the end of the conversation, the key decision makers is really puzzled about what to do what what is the initial step, what should I do for my factory, a me so it was this lack of clarity, lack of clarity that was existed in the minds of the top decision makers. And that was the second, I would say, toward that, that provoked this whole project and idea this the fact that we need to provide this clarity to the key decision makers of our member companies so that they can embrace that and cascade it as a vision to this whole workforce. So this is how I see that rolling out that is a great explanation, especially with this new

15:00

digital transformation, industry for Dotto, whatever that high level, we speak in this sort of language that we all understand, but nobody else does, right? We assume that they understand we assume that they get it right. But what what I hear FAA talking about is that there is a sense of urgency, whether we like it or not, whether you want to ignore it, there is a sense of urgency, you got to keep moving, you got to understand that means you've got to educate, that means you've got to figure out and say, yes, it's here. Yes, I got to understand. And then I've got to, I got to truly understand how this technology, this, whatever this is, is is clearly understood in into my business itself, how does it apply? All the technology is a technology, that's great. And as we talked about going forward, technology will be technology, and people will continue to push it. It's how you understand how you see it, and how you can gain value from it. I like it. I like it a lot. epi. That's a good, good way of starting out this conversation. Now. It's not.

16:10

It's not all pink elephants in cotton candy out there. What's the resistance here? Does it make sense? What's the resistance? Yes, I think that resistances is especially in with the smaller scale companies. So among our 250 companies, it's a very interesting portfolio, very diversified portfolio. So among our member companies, we have the largest industrial company of Turkey, the whole country. But also we've got SMEs, small medium sized enterprises, who employ not more than 150 people. So when you re approach, it's not an insignificant subset is roughly 77, zero out of the 250 can be classified as SMEs, when you talk to the bosses. And usually they are family owned enterprises. When you approach their bosses, it first insists they're not comments at all about evaded the digital technologies are really needed for them would bring value to them. And they have this prejudice of being confronted with not affordable technology so that they feel so this is a genuine prejudice that exists in the minds of people, they find that the technology is hugely expensive, it wouldn't add value to them. So I think to, to to answer your question, if especially in the SME segment, I think a the the resistances to overcome this prejudice, in first instance, to tell them well, there is affordable and accessible technology that would create value, even for a small sized enterprise. So this is something we are working on at the moment, I would say yeah, and you have to keep on educated, you got to keep on providing that information, you got to keep on pushing it out there just because that's important. And then it changes. And then. And that's what's so great about what you're doing at max, because you've got your finger on the pulse of what's taking place in this whole digital transformation world. That's great, and how rapidly it is changing. And therefore you can keep current with what's taking place out there in the market. And that is of significant value. I I can understand why this is an important initiative for the the the organization mess. Now, let me ask you this.

18:35

One of the very, I mean, I can't I can't ignore it, is that I know that a lot of companies are going in and are going to be impacted from the deployment of digital transformation solutions. And the and people getting their say, displaced. Is that a conversation? What? Tell us, give us a little, you know, warm and fuzzy why that's not gonna be the case. Or it might be the case, but there's still a bright future. Give us a little background into that. Yes, yes. I think a this is a very well made point. So we we have a huge target. We would like to touch 50,000 employees every year. So it's a massive effort. In fact, he did you say every year 50,000 that's that's exactly right. That's exactly what I said. Absolutely a stretch goal.

19:28

Yes, so that as you can imagine, a we are going to employ all sorts of methods, including a digital way of bringing up those courses and modules, but 50,000 people every year so that that number itself, even a brings us is the largest initiative in the world to upskill at such a scale. And so, of course as you can imagine among the 50,000 people in May

20:00

A major chunk of that population will be a hourly paid person. And so operators on the shop floor right yeah. And of it is essential that we bring across the message that this is something that that will be helping them going forward. So as you said, of course, there are some sometimes these statements like it may displace workers,

20:28

again that you have studies from Bertie economic forum that suggests otherwise, that such as in 2013, that the digital transformation and technologies will actually create more jobs than it would displace. So we are also advocating the same and saying that this is a game for all countries, for everybody. And that one cannot turn a blind eye on instead, a, I think every one of us should understand how to come to terms with this reality, what it means to have a life to our work practices, in order to continue, actually the likelihood of

21:15

having better chances for a state visit. I embrace what you're saying, I think it opens up opportunities. And I think if you accept the fact that this digital transformation is happening now, there is a sense of speed, there is a sense of urgency. And if I learn as much as I possibly can me as an individual, that just opens doors because it's not digital transformation is not just going to just be in Turkey, it's going it's global, right? You access and learn and grow and get into it, then it just opens up doors globally as well. It just does. There's no there's no way of ignoring that. And that's why it's exciting. I fully agree with that. And I think it's the moment if you look at the global landscape, there is a race and there is a race. So so even the developing nations, of which Turkey is also one are trying to not to stay behind. So it is it is it is everybody calls it it's an exponential disruptive wave. So it's happening fast. And we felt that our member companies should not also stay behind the curve. And they should be ahead of the game. You can't because you can't compete globally, because there's going to be companies that aren't going to be all in on this digital transformation, which, which we've had this conversation prior to this particular podcast, you and I and others are, embrace that incremental approach, right? It's not a what we call a big bang approach. It's like, Okay, I've got this company. And now I got to do it all at once. So you don't have to. And that's the beauty of the technology. It's, it's, it's nimble enough to be able to say, Okay, here's, here's some low hanging opportunities right here. Let's deploy it here. Let's get some wins and victories here. And then we can scale from there. And I think that that's what what do you guys advocate? Now all of this is great stuff. It's all wonderful. I get it. But you're not just in the, the the business of

23:26

here, here. Here's the education. You guys also do consulting, because one of the biggest problems I see is I don't even know where to begin. I have no clue. So you guys provide that type of guides, right? That's absurd, right? That's absurd that and that we do partially on our own in house training consultants that we have trained for this purpose. But also we are partnering up with a great institutions and other companies from across the world. In fact, with from offer from Germany, we are providing the so called Digital maturity assessment service, that would help the key decision makers to basically understand figure out for themselves, what what is the customized take a tailored roadmap for their company and for the affected for the next two years. So this is actually how the whole journey starts with our members. So we go in for one week in depth on site study, and together with our partners, and they observe end to end the whole manufacturing system. And from a special lens perspective, of course, and then they come up with the reports. It's not a generic report, but with a specialized report for that particular company Exactly. What should be done in the next two years. But then, but let's say I deployed if I say

25:00

Yeah, this is great stuff thumbs up, I'm ready to get going. But you're not going to leave me out there to dry. I'm not going to be there alone. I mean, I because technology is like going really blistering fast, right?

25:14

Two years from now, it's gonna be a completely different landscape. I'm not alone, right? I mean, you guys are just gonna still be there. That's exactly right. Not only us, but also the ecosystem that they've established, they will be there to support our member companies. So from the very beginning, give her very much conscious that nobody can do that alone, even the big companies. So everybody needs some sort of help and guidance leads from a startup need from a technology software company. So we did set that, as an association, we can afford to basically establish this web of partnerships that would help our member companies in their transformation efforts. And as such, we've signed a contracts partnership contracts with more than 40, a globally known a universities, institutions, from everywhere from Singapore to North America, we have partners that will assist our member companies together with us during a transformation journey. So I fully agree with you, it is a must to have a partner set onto it, who are

26:26

keeping up with the fast pace of technology and who can guide you during this journey. It is an ongoing journey, actually, that is here. And it's not going away. And I and I'm all into it. I hear what you're saying what with all that said, with all this great momentum that you guys are experienced, which is great, great, great. Where do you see it going? Where's that future? Where does it look like?

26:52

Yes, and I think what they would like to see a within that time horizon of planning horizon of two years, we would like to create some measurable impact in the transformation efforts. And we will measure it. And by using the just mentioned, digital maturity assessment methodologies, so we will have a pulse so to say, an index, which will tell us how much we have succeeded in transforming our member companies or help them transform themselves. So they would like to see, to see that uptick in the index for the overall metal industry among our member companies. So and then, of course, what we would like to see, of course, most of our effort is towards creating that cultural awareness, starting at the C suite, and they should embrace this as a leader, and that they should regard this as an ongoing journey rather than as a one off effort. And hopefully, within two years time, we will see our member companies coming back to us and asking for more asking for a refreshing curriculum, asking for a new set of technologies. And if we can achieve that continuity, and that's that, that sense of ongoing journey, I think that we will call consider ourselves successful in the medium term, two to three years. And going forward, going forward, hopefully, if we can create an ecosystem where our member companies cooperate, collaborate with a with other partners, from the ecosystem, global ecosystem, and mourning the research and development efforts to to start creating technologies for themselves. That would be a huge success in the longer term. Yeah, I'm telling you, right. Now, listeners, you're gonna need a definite partners, like

28:53

this group and others, but you're gonna need a partner like max. And the reason for that is that just any, any,

29:03

any technology, and any journey like this requires that because you're not going to keep up with it. And you don't want to be stagnant in that journey, right? You don't want to say, Hey, I get a thumbs up, or we're good. And then all of a sudden, you're, you don't keep up. And that's why I love the use of ecosystem. I love the use of that, that necessity to collaborate with everybody because this stuff is moving fast. And you need an organization like max to truly help you with that journey. I like it a lot. Now, Effie, are you out there on LinkedIn? I am in DTS, and you're pretty I mean, you're I need to find found you and

29:43

grab me it's Effie. Bird, I'm gonna get it. That's that's a good pronunciation if you just Okay, so the spelling is E F, E, first name, last name, e r d, e m, right? Reach out to him. I'm sure that

30:00

There's not many out there that have your name, which is a very good thing than like john Jones or something like that it's very common, but reach out to him and your, your active because I think, and this is not just, this is not in the confines of just

30:16

Turkey and that it's International, you spoke up the international fingers that are taking place with this Mex initiative. Right? That's very much true. In fact, he actually make use of saying services from international partners. But in the in the area of developing new use cases in our digital factory, a, most of the international partners utilize it as a testbed to showcase the latest and greatest technology. So I mean, we did this is something it's a winning proposition value proposition. The value for the partners, if you look at the other side of the equation is that they gain access to the leading 250 industrial companies of Turkey. So if they can, in a real working environments demonstrate the value of their technology. And this is an amazing advantage to them. Because you cannot do it in a standalone showcase environment, industrial people usually would like to visualize it on a real working production environment. Otherwise, it's just empty words to them, unless you can prove the real added value of the technology on the real working environment. And that's what we set out to do. That's why they established this digital factory. And this is why most of the partners are jumping in actually to be able to speak to the real clientele customers prospective customers and demonstrate their technology and the value of their technology. In such a great case. Even I can give you some examples during the high initial period of the pandemic. And late April, we were cooperating with with a German startup to develop a use case for CNC machining, utilizing 5g technology and highly advanced analytical modeling. So why I am giving you this example is that we are ready here to cooperate with everybody, so long as they want to reach out to the Turkish customer base. And it's great that in today's world, even a pandemic cannot prevent you from doing this. So it was possible for us to collaborate with a German startup in late April, despite the pandemic periods. And we are in fact continuing to collaborate with technology companies, startups, from Europe, from Singapore, even from North America In the meantime, so yeah.

33:00

Yeah, and I mean, I've been a big advocate on collaborating, innovating and educating and you guys reflect all of that, you create a platform, you create a an environment that allows people to collaborate, which is a positive, you create an environment that allows people to truly innovate and think through that and be innovative in their approach their business and their careers. And then of course, you provide the ability to educate because without the education, you can't innovate or it's hard to even collaborate because you're not, you're not educating yourself and I and what you guys are doing at Mex, it's, it's a great thing, because that that's what you guys do. And you're doing it with a sense of urgency and speed. Because now is the time you can't lollygag I like that. I

33:48

can use that. Go right ahead. Go use it. Put it on a bumper sticker. I don't care. It will surely by No, this is.

33:56

Alright, we're gonna have to wrap this up. And I'm sorry. We had a bit of a technical difficulties. That's what happens. You know, you live by technology, you die by technology. But for the most part, technology's pretty doggone good. All right. Now we also have a virus. I hope I said that right? as well as gorg. See, Gox Guk. Did I say those right? Come on, guys. Help me out.

34:23

You can call me Jackie. Okay, because

34:28

I feel like I'm just sort of swinging in the wind here and going Okay, here we go. Anyway, great team. Great, great spirit, great energy that you guys are doing there at max. I really appreciate you guys jumping on the industrial talk, podcast. Thanks for inviting us. Thank you so much. All right, listeners. We're gonna wrap it up on the other side. All of the contact information and information that you need to get a hold of this great team will be summed up after this break. So stay tuned, we will be right back. You're listening to the industrial

35:00

Talk Podcast Network.

35:08

Alright FA he's the man he understands and he understands and his team at max understand the necessity of education. If you don't want to leave people behind, they have organizations just like, like, max out their fabulous purpose because I look at it this way technology is barreling down that track, and they need to, we need to train. And that's why these guys are so incredibly wonderful. All right. 2021 right around the corner. I'm looking at it right now. It's right there. What are you going to do? Are you gonna market how are you going to sell? You cannot as a company, relive? 2020 Let's be successful. Right. rebuild, right. prosper. twenty.com 2021 do it. Reach out to me. I'm here to help. Big time. Alright, people be brave dare greatly hang out with those people that are bold and brave and daring greatly. You will not be disappointed. Let's have another interview right around the corner.

The post Mr. Efe Erdem with Mess talks about Training the next Industry 4.0 Professional appeared first on Industrial Talk.

In this week's Industrial Talk Podcast and in conjunction with The Industrial IoT World, we're talking to Sai Yamanoor, IoT Applications Engineer at Linde about “How to effectively scale your IoT strategy”. Get the answers to your “IoT Strategy” questions along with Sai's unique insight on the “How” on this Industrial Talk interview!

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

iot, product, devices, scale, talk, conversations, people, industrial, design, business, industry, world, cellular, understand, obsolescence, companies, develop, sigh, industrial iot, lindy

00:04

Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's go. Alright, let's get cracking. Thank you very much for joining the industrial talk podcast. I'm telling you, I'm honored that you have said, Yeah, yeah, I want to be a part of this podcast. Yeah, I want to be a part of this platform. Because you know why you're an industry hero to me. You're an industry hero that is not just changing lives around the world. You're changing my life. You are, but you're changing communities. And that's why you are bold, you are brave, and you dare greatly and your innovation is just second to none. That's why you're an industry hero. Thank you. Thank you for what you do. That's why the industrial talk podcast is here. It's a celebration. celebration. All right. Let's talk about the hot seat. Hot Seat on this interview is a gentleman by the name of psi. And inside forgive me if I mispronounce your last name, Yama nor, let's say it's why am a NO our fabulous stat card out there on LinkedIn. And of course, you can imagine he's the only site out there with that last name. And he's with Lindy and we're going to be talking about 10 years.

01:31

IoT, you have to talk IoT, this is coming from the perspective of you got to design it, you got to solve problems, you got to be able to deliver solutions that are meeting the markets need. sigh he's a designer this stuff. So let's get cracking.

01:48

Yeah, he is.

01:50

Yeah, I know. I've talked about it. I have I have I have half. But the reality is, is that it's here to stay. Now side brings a lot of dog guns street cred. And it's it's important. It is just it is. And I want to make sure that you understand it put this on your calendar. Now. It's happening today. And but it's, it's it's it. He's speaking at a conference. Let's check it up. Let me pull it up on my fabulous computer here. And it is the industrial IoT World Conference. I get confused, too. This one is industrial IoT world. Okay. And it is December 1 today, through the third. And it's talking about adapt and win. What do we need to adapt? Holy? Nike sees IoT now for lasting digital transformation? That's pretty positive. Why wouldn't I want to do that? Why would you want to do that? So speaking at this particular event, again, get it on your calendar, this is December 4. Today, Google third, still have time, do not lollygag. Get out there. And I'll have that link out there. It's all good. Look at all these wonderful speakers. I'm impressed. Yeah, I'm I'm out on the website. You You can't come on. Gotta register. Alright, before we get in the interview, but I want to just be able to chit chat briefly about your 2021 plan? How are you going to sell in this market? How are you going to not just survive, which we have to you have to we depend on you. But how do you survive, rebuild and prosper in this particular world? I have ideas. I have, you know, insights, but you need to start thinking about it. Now. How do you be able to do that in a world that is still very fuzzy, very foggy out there, about how do we conduct business, you're not pressing the flesh, you're not going out there? You know, hey, let me buy a drink. And let's talk business. Everything still is for the foreseeable future. little chaotic, little uncertain. So I, I'm challenged with you with that you got to start thinking through it. I have some ideas. I have some solutions. But for the first for the most part, you got to start thinking through that. The other thing, and I'm going to be doing a live on this one. But the other thing is going to be Hey, what do you think of webinars? Are you tired? Are you a little fatigued? Maybe I should come up with a word that talks a little bit about web fatigue. Maybe that's it? I don't know. But it's I know that I'm, I'm fatigued. And it's not as if I don't want to consume the content. I don't it's not that I don't want to learn more. It's it's the fact that

04:44

is the message getting out. Is it being consumed? Is it or is it just becoming just noise. And unfortunately, unfortunately, from my perspective, is becoming noise. I get notifications all the time and

05:00

It's all good. Don't get me wrong. It's not. It's not meant to be a, you know, a wet blanket or, you know, slap across the face. It's just what do we do? Where we go with it, we still have to communicate, we still have to figure out the solution of being able to for people to listen to you, it to consume it, and to be able to have action, right? I'm just throwing that out there. I'm going to be doing a live because I can

05:28

because it's fun. And because I could do it. Anyway. That's I'm going to be doing that. And I think I have some ideas. I'm going to pose some uncomfortable, uncomfortable positions here and there. But I think it got to have this conversation. All right. Under the interview, sigh Yama, Nur.

05:49

Sorry, sorry, if I mispronounced I think I got it. Why am N o r are go out to a stat card. He's got a website too. And you'll hear it in the interview. He's got a website that is solely dedicated to him just sort of playing around and making IoT devices. How about that for hobby? I betcha. I not many people have that type of hobby. In fact, he's probably one of just a handful of people that say, My hobby is to build IoT devices.

06:17

Outside of my outside of my job, I just build IoT devices, because it's fun. That's pretty cool, huh? All right. Let's get going. Thank you again, sigh enjoy this particular interview. wonderful guy. great insights. Enjoy the Simon.

06:35

side. Welcome to the industrial talk podcast. And it's an absolute honor. I'm looking forward to this conversation and listeners. He's got mad skills out there on his LinkedIn stat card. So I want to make sure you write those down listeners. His name is Sai. Last Name spelled pencil and paper time, why am a n double o r? Do not Do not miss out in connecting with this gent because he's going to be stuck talking a lot about AI IoT, however, we're talking a little bit about how we're going to scale this IoT. What goes into it? all of that good stuff. sigh welcome. How are you doing today? Hi, good morning. Thanks for having me on. The pleasures all on this side of the well, the Logitech camera. Yeah, whatever this thing, give us a little 411 little background on who Psy is for the listeners. Sure. So I am a senior IoT Applications Engineer for lendy in Buffalo, New York. In case you have not heard of Lindy Lindy is an industrial gases manufacturer, you probably have used lindis products in your life. If you have ever purchased a carbonated beverage at a fast food restaurant, or a party balloon. My role is, you know, in IoT hardware design. Yeah. See, it's interesting that I've always been fascinated by industrial gas companies. It things just wouldn't happen if we didn't have companies like Lindy producing industrial gas, not just carbon, just, I mean, everything in between. and then some, you know, you've probably seen some of their trucks rolling around on the streets. They're doing big, they're fantastic company, and they're making our lives better in a big gun way. All right. So here's here's sort of the direction we're gonna be heading. Now, listeners, we've talked about IoT. Yes, we've talked about industry for Dotto, we've talked about double IoT. How about that? We've talked about edge, we've talked about AI, we've talked about machine learning, we've talked about cloud, we talked about everything, that stuff that is under the blanket of industrial for Dotto, just, there's something probably up there even higher, however, doesn't happen. Without individuals like side being able to sort of hear what's happening in the market and hear what the companies have to say, designing the the innovation, designing the technology to serve their needs, or solve their problems. So we're going to be talking a little bit about that. And because Syed brings, he's got a website out there. I just want to make sure you guys understand and I'll post this out on industrial talk Comm. But he is so geeked out about this IoT stuff. He has an actual site that he just plays around with this stuff. How about that? Now, you know, that guy's got street? street cred, baby. So let's let's talk about I've got my business hat on their side. And I'm interested in to begin my digital journey.

09:45

How do you have a conversation with me? What am I trying to accomplish? Do you have any ideas?

09:51

Um, first of all, I would try to understand what exactly is it that you want and as an IoT

10:00

In here, I try to be your advocate, you know, like, you know, like, if it's possible to immediately solve your problem, like, you know, is using an off the shelf product, that's the way to go. I would like to understand, you know, what I like, you know, how are you going to use this device, you know, up, like I, you know, how is this product going to help you, that is the first thing I would like to, you know, understand as an IoT engineer. Because the solution might be like, right, within your realm of possibilities, like, you know, you could probably just use something that's immediately available out there in the market, that could solve your problem. Like, my role comes in only if there is nothing else available out there that could be customized to suit your needs. Because, you know, today, we you have hundreds of products out there that could possibly do what you want. But if there is some something very specific that you would like to be accomplished, that's where I would come in. See, it's interesting, because I know the industry as a whole is trying to create some sort of standardization like, Okay, we got this device, and it does this, it reads this vibration, it reports this stuff, it's got 5g, whatever it might be. And then we start talking about the cybersecurity component with these devices and potential penetration issues, all of that.

11:26

What given us an example of something that is so I mean, a lot of these companies are producing these devices. Give us an example of something that's truly unique.

11:39

A unique IoT product give me Yeah, um, I would say,

11:46

Ah, that's a good question.

11:50

So funny, because when we start talking about this,

11:54

I mean, like I said, there are tons of companies out there, done. They're developing these devices. But they're, they're trying to develop an in such a way that is sort of mass producing the capabilities so that the market says, Yeah, I'll buy one of those. And I know, I'll buy five, no, I'll buy 500 of those things. And I'll stick them out on my, like, what's what's an example of some some unique IoT situation within the let's say, the, the industrial air market? Okay, um, since I am a hardware design engineer, I will talk about it from the hardware perspective. Again, I mentioned the company's name, though, is that, absolutely. Oh, sure. So better, you might have heard of Digi, that's, you know, that makes a lot of, like ZigBee

12:41

related products. So dejes, recently came up with what's called the X v3 line of products. I like Personally, I'm a big fan of those big, here's why. So they designed a cellular module and a ZigBee module. And they designed it in a way such that you could write your code for the set, let's say the cellular module. And you could use it as just by changing a single line of code for the ZigBee line of products. So that is the most likely EAC product that I've recently come across. And then I was working on this, I thought this is going to take a lot of effort to migrate a product that uses cellular technology to the and move it to, you know, say ZigBee wireless. Yeah, but I was surprised by how you could, you know, just do it as this all you had to do was change, like, you know, make the new hardware and, you know, conduct the migration, it was that easy. That, you know, like, that's the best, you know, example. That's interesting, because you're talking about, let's say legacy devices that been in the facility forever, whatever it might be, and to be able to convert those, those legacy devices to a wireless platform. Is that what you're saying? Is that what

14:20

Digi does? Yes. And so a G's products that are so that uses their legacy? Digi ZigBee modules. So the so they have designed it in a way that not only is it backwards compatible, so let's say you deployed a ZigBee module, like 10 years ago, you could slap this cellular module in and not only that, you could also migrate it to your you know, future ZigBee line of products. And on top of that, you don't need an like, you know, a firmware program.

15:00

To do this, so someone with some basic knowledge of Python programming could actually develop a product using this. That's because they actually develop their own flavor of Python programming called like, you know, so there is an open source project called micro Python. So they adopted the micro Python for their family of products. So it makes it easier for you. So if you have some basic nail knowledge of Python programming, you could develop your own product because it's already FCC certified. So it just makes your life so easy. She and we're talking about that, that sort of ultimate flexibility, and which then in law, it goes in line with our next topic that I would like to be able to do this. Okay, so

15:44

we got it. A lot of smart people like yourself, are creating a lot of capabilities and flexibilities within and not really sort of shoehorning you know, the solutions into sort of, you got to do it this way, whether you like it or not type of mindset. So, and that that to me, bodes well from from an innovation point of view. And and it's important, right? Not every company is the same, and so on and so forth. So many of my conversations occur, happen around

16:14

where do I start, which we talked about, where do I start from an IoT perspective? Can I do it incrementally, right, and people saying, Yeah, you can do it incrementally. Let's get some quick wins. Let's, let's run it. Let's check it. Let's do. And I think that that's a fabulous approach. Now, I say, Alright, I'm ready to scale.

16:37

What do we do? How do we begin that process of scaling? I've already proved it, like it, I'm ready to scale it. How do we do that? Well, I can talk from my personal experiences of scaling such devices, the first thing to do would be to actually understand, like, you know, what is your target cost? You know, it's important to understand that, so, so that when you're scaling, you need to keep that in mind. And also, you have to keep your recurring overhead costs in mind as well. This is important, because you need to understand who's going to pay for it, is your customer going to pay for the overhead cost? Are you giving this product to your customer for free? Or is this a premium based plan, so it's important to understand your business, you know, like, you know, your, you need to have a business case, and you need to understand this, before you decide to scale your product, you know, that actually helps you under so if you are someone that you know, if you're not going to have a lot of volume, like, you know, your target cost is going to be such and such, but if you expect to have like 100,000 devices, which is highly unlikely, you know,

17:55

so, you know, if you're going to have, like, you know, in the in such cases, you have the liberty of making 1000 at a time, because

18:04

then you can go talk to your vendor, or whoever is manufacturing this device for you, like, you know, and say, hey, my projected volume is this, and I'm going to buy 500 at a time, and my target cost is this, can you do this, you know, so, you know, like, yeah, your capabilities and like, you know, what you can do and cannot don't help you shop for people, like, you know, sometimes you might not have that option. And from there, you kind of have to make sure that you have all your agreements in place. Like, you know, the person that you're buying it from has an understanding your business, you know, has an understanding of like, you know, this is the person that they have to go to, to buy it. You have to keep the product lifecycle management in place, like, you know, if there is any technical debt around, like, you know, if there was any issue that wasn't resolved, it needs to be resolved before you start scaling, because we don't want a ticking time bomb. That that's, you know, that's mine deployed out. Yeah, that nobody wants that. Nobody wants to hear that in a sentence, either. I know

19:18

that she this is interesting, because many of the conversations I've had, the device has already been manufactured. It's like it's already out there. We got it in the warehouse, and it's been tested. It's right over there. And I'm, I've never, and I know it's a manufactured product, right? I know it is somebody who's going to have there's a lot of work that goes into just creating that device. And then when you start talking about, Hey, I'm ready to scale, right, I'm ready to scale, then you got to have to have that manufacturing compensation of the individual or the companies that that manufacture that product. That's a that's an interesting point. And it could be a pinch point. If you don't have

19:58

the design

20:00

Do what you're trying to deliver. clearly understood, it could be a pinch. Yeah, I have been in situations where the proof of concept, or rather, the pilot actually went really well. But when it came to scaling, there were there were actual disagreements in like, you know, the pricing. And like, that was a pain point. And like, even like, the payment terms, was a pain point, like, you know, how are we like, you know, the payment mechanism, like, you know, sometimes some people want like a purchase order, and some people want to pay with credit cards. And they don't want like, you know, nobody wants to be bound by an agreement where, you know, you have to have a minimum business guarantee, or something like that, right. So that, like, we had to abandon things abandon, like a line of thought that we had, like, this is how we are going to scale it. Because we figured out, like, you know, like, well into the product development phase that, okay, this is not going to work, we need to take a new path. Now, you don't want to be bad. You don't want to be there. You want to be able to ferret all that out at the beginning, right? Yeah. Yeah, stop fraud. Right. And, you know, it's more just paperwork and conversations and chirping, you're not having to sit there and put things into action. You don't want to do it that way. Yeah, yeah. And not only that, you will make everyone unhappy, as well.

21:30

That was subtle side.

21:33

No, 100% of everybody will be unhappy. Nobody. In those type of conversations, say,

21:40

I like the miscommunication. I like that misunderstanding. It makes us better and stronger. Nobody. Nobody says that.

21:49

is wild scaling. I would like to add that while scaling, you had to keep technology obsolescence in mind as well. Wow. Yeah, I would like to provide a little example. So 3g networks are sunsetting, I believe in 2020. So if you're deploying a product that uses 3g modules, you kind of have to make sure that you have a drop in replacement for your customer. And you are not only that, you have to make sure that you have an arrangement with whoever is providing the product, that there's a drop in replacements, cars, or you know, like, for example, you could probably replace it with a discount, you know, so you need to make sure, yeah, you need to plan for product obsolescence.

22:39

You know, see, I never thought of that either, but you're absolutely correct. And with technology as a whole, just FYI, technology as a whole tends to be pretty fast, and tends to change pretty quickly. And so that's, that is a very important product, technical obsolescence. I think that's interesting. Now, can you deploy from a scaling perspective, let's say I'm a business and I,

23:05

I can pull these off the shelf, like, like, just like that, okay, 50 of those are going to be just off the shelf, then I've got 25 that are sort of unique to my business, and I pull that in, have you seen sort of a development of an IoT scaling solution that includes sort of a portfolio of just?

23:24

Or do you try to keep it the same.

23:27

Um, I have done a mix of both. So the very first product that I developed for Lindy, had to be developed within a scale of six months. So what I did was I got something off the shelf, I integrated it, and we scaled it. But like, you know, we didn't exactly like you know, do it in six months, but it took a little bit longer. But we did it where we used an off the shelf product. And like, you know, we customized it a little bit and scale that. But the challenge with that, is that like you kind of are tied into it. So what I'm like what I have learned over time, is that platform ization of these things are important.

24:13

What would that say? What's important platform ization of the platform ization another great word that's never really I don't even know how to spell platform ization.

24:23

Black ization.

24:28

Let me give an example like the Digi products, the example that I gave, right, that would be a classic example. Let's say that you're designing sensors. And like, let's say you're using the ZigBee wireless products. Yes. Um, so and so you you probably have set up an infrastructure to accommodate the sensors out in the field. Now when you're going to design a product that's somewhat similar in application, but you know, you're going to use

25:00

But you need cellular technology. Yep. So you can actually accomplish that by like, just using their wireless their cellular module in your design. And so that that's sort of adjacent in terms of like the technology that's available. So what happens is that your infrastructure can accommodate any type of product that's somewhat similar, this just makes your life easy, because then future, let's say you're jumping on to a different application, like you could meet, you know, down up something that's similar in combination, that just that that just accelerates your product, timeline development timeline over time, so you don't need to actually develop something from scratch again, and again, but you know, you have this infrastructure, you're just adding something new, this can go as far as, like, you know, you could probably get something off the shelf, and design it in a way such that it, you know, the data pipeline comes in into your existing infrastructure. See, here's, here's a thought that comes to mind based off of that, let's say I'm, once again, I've got my business hat on, I'm looking at a portfolio, I'm trying to, you know, I'm accelerating my digital journey, whatever that looks like. And

26:28

I have history where these devices have to be either updated or upgraded, or whatever. And if, and this is my thought that would come to mind, if I have a sort of a portfolio out there. I want that process because I know what's going to happen, I want that process to be simplified. But if I have these all these little disconnected type of devices that are sort of talking to each other, that hole up dating up grading, activities,

6:59

risky.

27:01

And, you know, so what we do in the development process, like when we get started, right, like, there are two things we consider. One is backwards compatibility, if I'm going to update something, in terms of hardware, I'm going to make sure that it is backwards compatible with the previous generation of devices. Because here is why so let's say you have a millions of assets, like you know, you, you don't want a fleet that's of one type and the fleet that's of other type. Yeah. Especially if you're designing something for a very specific customer, it becomes, you know, like, unmanageable, when you're trying to like, you know, deliver something very specific. So, you know, you cannot, you cannot do that. So what we try to do is we try to maintain backwards compatibility. And we also try to maintain the possibility of doing future upgrades easier.

28:05

Last, yeah, so that you could do a drop in replacement, you know, you would want that, like, otherwise life is going to be monumentally difficult. See, and that, and I think that many of the conversations I've had is that they're looking for many businesses, many industries, many manufacturers are looking for a silver bullet. And many individuals have talked about, I love this digital journey, I think that there's going to be great, and I think it's going to make my business more resilient, going forward. all wonderful topics. Absolutely true.

28:37

But they don't realize how challenging it can be a lot of thought processes that are that have to happen and conversations that have to happen to make that journey a little less painful. Because nobody doubts, nobody doubts, the benefits of this. Nobody. I mean, some people say now may financially, sort of you spoke on the financial, what's the cause? Maybe doesn't align that way. But eventually, people like you and others, you'll continue to drive those device costs down. And which is an interesting conversation to have is like, maybe today, these these assets over here. We can't afford it. It doesn't work. Right. But maybe two years from now revisited. Because maybe the market has changed their cost structure No. Have you seen then I, when I found it hard to convince people that, you know, certain something is not going to pan out? My approach has always been to actually, like put something in their hands, you know, like, you know, this could be a field trial, or this could be a pilot run, right? Like, you know, and show the deployment and see, you know, this is what we could accomplish, and this would this is what it would cost and this is what it would take why

30:00

I try to do is when it comes to, like, you know, target costs I, like, you know, I try to, you know, understand what my customer has in mind. And, you know, I set that as a target. And like when I'm on the, you know, when I'm on the design board, I try to, like, you know, assume that it's going to cost twice as much. And it's going to take three times, you know, sorry, yeah, twice as long, right. So that, you know, and work my way backwards and see what could be paid and what cannot be quick, you know, that would help me like, you know, that would make me estimate, like, is this going to be possible? Are we going to be able to do this within this time or within this cost? Like that? You know, I think that that frame of having that frame of reference can help you determine the feasibility of the project itself. And again, here's the deal, you understand, but unless you have a couple of wins in your belt, some, you know, victories and said, we just did it, this proof of concept, it works. We did it see soup to nuts, beginning to end all of that stuff, and then actually realized some sort of return on it. Yeah. See the value the benefits that we achieve from this particular project? is x. You know, being with us. I want to see it, you know, that's conversations going to happen. It's hard without having that real information and data. That's for doggone Sure. Oh, yeah. Yeah. So we're gonna have to wrap it up. So already beyond it's already done. You. you've nailed it. Are you active out there on LinkedIn? Yes, yes. I am on LinkedIn. You can find me on LinkedIn as I am. Yeah, it

31:49

you can go out there. I would imagine there's not many Sai Yama, nor did I get that right. Correct. That is a, I am a note on LinkedIn. And so if that's you, and his last name is spelled YAMAN, double o r, it will be out there on the industrial talk podcast on his pot, you got to listen to this guy. You got to reach out to him. I think he's bringing some really major goal when it comes to IoT, and to that conversation, and how to calm to scale and deploy in a much grander way. So you are wonderful. Thank you. Thanks for having me. You're awesome. All right, listeners, you know what we're gonna do, we're gonna wrap it up on the other side, I'm going to have all the contact information from Scion. And then I think there's also a conference and I will wrap it up and I'll give that conference a plug too as well. So stay tuned.

32:44

Your listening to the industrial talk, Podcast Network.

32:53

All right. sigh Yama, nor All right. He's with Lindy great company. He's doing some great things, especially in this world of industry for Dotto, yeah, it's got to start someplace, it's got to start with the vision, it's got to start with the problems got to start with, how do we develop solutions in this? This world? That's where it starts. Again. He's gonna be one of the many speakers that are taking place at the sea, the IoT, the industrial IoT world event started today. two more days of it. still have time to sign up. Great guy, great event. Here's his adaptive win, got adaptive win definitely sees IoT. Now, for lasting digital transformation. Again, argument that you need to do it. Easy. I'll have that link out there. All right. Again, you're bold, you're brave, you dare greatly but I want to make sure that you understand you got to you got to hang out with people who are bold, brave and daring greatly. Your view of the world will change dramatically. You guys are great. Love you all. Thank you very much for joining the industrial talk podcast. We're gonna be back with another great interview shortly.

The post Mr. Sai Yamanoor with Linde talks about Scaling Your IoT Strategy appeared first on Industrial Talk.

In this week's Industrial Talk Podcast and in conjunction with IoT Solutions World Congress, we're talking to Bill Schmarzo – The Dean of Big Data about “The Dangers of Legacy Thinking and The Power of Hope in Innovation”. Get the answers to your “Culture of Empowerment and Culture of Innovation” questions along with Bill's unique insight on the “How” on this Industrial Talk interview!

You can find out more about Bill by the links below. Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2020. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

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The post Bill Schmarzo talks about he Dangers of Legacy Thinking and the power of Hope to Innovation appeared first on Industrial Talk.

The post Xcelerate20 Features Kevin Clark with Fluke Reliability and the need for Digitalizing Condition Monitoring appeared first on Industrial Talk.

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In this week's Industrial Talk Podcast we're talking about the virtual event of the year- Fluke Reliability’s Xcelerate20! Home to 3 powerful iconic brands – Pruftechnik, eMaint and Fluke Connect. (that right-the guys with the black and yellow tools are FAR more than just hardware!) Join forward-thinking maintenance & reliability pros as they gather, learn, get inspired and become resilient. On air we are speaking Jeff Hay, CEO of RDI Technologies about “Leveraging Technology to It's Fullest to Make Your Facility More Reliable and Resilient”. Below is a quick summary of the Xcelerate20 agenda and video of the technology provided RDI. You can find out more about Jeff and the wonderful team at RDI Technology by the links below.

Motion Amplification is a video-processing technique that detects subtle motion and enhances that motion to a level visible with the naked eye. Motion Amplification Technology can resolve motions as small as0.01 mils or 0.25 micronsand can be performed live in real-timemaking it suitable for a range of applications from field-basedmachineryfault diagnosistostructural testing.The process involves the use of a high definition,high dynamic range video camera where every pixel becomes an independent point sensor creating millions of continuous data points in an instant.This turns a camera into a full field vibration acquisition device with millions of independent sampling locations.All points in the image are acquired simultaneously meaning relative phase can be determined across the entire scene for comparative analysis across the field of view. This solves fundamental issues in today’s standard contact-based data collections, that is for large assets outfitting them with contact sensors is costly and difficult because of the sheer number of sensors required to cover the entire asset.

In addition, the technology allows the user to measure calibrated absolute displacement across the full field of view providing a time waveform and spectrum for each measured location. Motion Amplification video is supplemented with other full field vibration techniques such as Motion Maps that produce colorized images of motion, vector overlays, and transient capabilities that allow the user to Motion Amplify small motions on a moving target making it suitable for analysis on a broader range of targets. This includes tracking and measurement of motion in a moving reference frame, including spectral analysis.

Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2020. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

JEFF'S CONTACT INFORMATION:

Personal LinkedIn: https://www.linkedin.com/in/jeff-hay/

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Xcelerate20

PODCAST VIDEO:

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SUMMARY KEYWORDS

technology, resiliency, vibration, jeff, fluke, people, tool, asset, reliability, industrial, innovation, leverage, fullest, accelerate, amplification, rdi, listeners, scott, pretty, important

SPEAKERS

Jeff Hay, Scott MacKenzie

Jeff Hay 00:04

Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's go. All right. Greetings, you industrial professionals

Scott MacKenzie 00:23

all around the world. Thank you very much for joining the industrial talk podcast. This platform is dedicated to you the industrial professionals, the women and men who get it done. You are bold, you are brave, you dare greatly. And this is why we celebrate you each and every day on this particular podcast because you deserve it. Yeah, we celebrate you because you are absolutely wonderful. All right, in the hot seat in the industrial hot to the dot today is Jeff Hey, he is the CEO at RDI Technology. This is a fluke reliability, Xcelerate20 interview conversation. And you're saying so Scott? How come I know about fluke and you're saying yourself? I've seen that? Yep. They're much more than that. Just black and yellow meter, which are fantastic. They include brands like proof technic, he mate, and fluke Connect. And you know what? Jeff? Hey, he's going to be talking. He's going to be speaking, he's going to be featured at accelerate. 20 let's get going. Yeah. Great event. Great, great, great event must attend. Absolutely. And before we really jump into the interview with Jeff, hey, because I don't know, man. There's some great people out there. Jeff just happens to be one of them. And he's speaking at this particular event, by the way, I need for you to get your pencil and paper out. It was sort of weird pencil and paper, maybe pen and computer, maybe just your computer and put it on your calendar, whatever the technology, whatever it is, make it happen. It is Tuesday, November 17. through Thursday, November 19. And I'm telling you, they've got a just an incredible amount of great speakers, Jeff being one of them. We've got to just keep on rolling these wonderful interviews out as long as they just keep coming on in. So once again, calendar, get it on there November 17. to November 19, get it on there be a part of Xcelerate20. Now, one of the themes that happens with this particular event. And I think it's really pretty much focused on resiliency, business resiliency. What does that mean? What does the technology what is innovation? What does that bring to the table for future resiliency, business resiliency. So I always talk about collaboration, right? collaboration, innovation, and education, being at the heart of resiliency, but you got to do it with a sense of speed and purpose. And boy do you have to be tenacious, and the the speakers at this particular event, Xcelerate20 definitely fall into that category. And the theme, of course, Xcelerate20 is all about resiliency, and the solutions that are being provided with their technology with their innovation with their incredible thinking. I can't speak enough about that. Because especially today, and kudos to fluke reliability that they see and they see the necessity to be able to bring to you, the listeners and and hopefully the future participants of Xcelerate20 solutions that are truly geared toward resiliency. That's important. I mean, I can't get I can't get around it. I mean, I'm all passionate about you know, I am what the heck, man? Yeah, I mean, I'm just a big fan of industry. And boy, I'll tell you, fluke reliability leading the way with their solutions, and of course, the people at fluke reliability. All right. Now I'm gonna have all this information out on industrial talk.com Don't worry. And if you come to me and say, Scott, I can't find it. Well, you're lying because well, it's all out there because you need to attend it. Jeff hay is in the seat. Right? He is in the industrial talk hotseat. He is the CEO at rd AI Technologies. We're talking motion amplification. But how does that motion amplification? How does technology How does innovation really feed into the necessity for resiliency? That's what he brings to the table. That's what he drops. Right? Truth on this particular podcast. Enjoy Pay on the industrial talk podcast. Jeff, welcome to the industrial talk podcast absolute honor that you have found time in your busy schedule, because I know you're busy to talk to the listeners of the industrial talk podcast, how are you doing? Good, good. How are you, Scott, I'm well thank you very much. Now, before we get going, I want a little background on who you are, and where you're at, and all that good stuff so that we can level set for the listeners out there. And then we're gonna start talking a little bit about, you know, resiliency, business resiliency, what you bring to the table and how that impacts business. But before we go there, give us a little 411 on who Jeff is.

Jeff Hay 05:35

Yeah, sure. So I'm Jeff, hey, I'm the CEO of RTI technology. So we really are a company focused around computer vision for maintenance and reliability. So we developed a technology called motion amplification, that allows you to use a video camera to be able to measure vibration and use those use that tool on a an asset, such as a motor in the maintenance, reliability space, to be able to determine asset health,

Scott MacKenzie 06:02

before I forget, now, if I'm looking at that asset using your technology, and I mean, listeners, you got to go out to RTI Technologies and look at some of those videos because they're pretty doggone cool. I like it a lot. I look at it. I don't know why, but I do. I'm sort of it's like, looking at a lava lamp there. Jeff, you know, you just stare at it.

Jeff Hay 06:23

Yeah, you're like, is it? What's it doing? How could it be doing that? Right?

Scott MacKenzie 06:27

Anyway, but go out there, but in the world of the PPF curve, are you capturing if my asset is doing what your video is doing? Right? I just late to the game on that pf curve? And can you define pf curve, please, for us?

Jeff Hay 06:43

Yeah, so pf curve essentially tells you about a potential failure and the time at which that that potential failure can occur can occur. So essentially, it's kind of plotting the life of an asset, and in your risk with that asset over time. And as the assets life goes up, you know, continues, the chance of a failure goes up with with a fault being manifest in in the asset. And so, essentially, you know, with, with the technology, you you really want to try to maximize your Technologies in ways to, to be able to detect those faults as early as possible. And, and better yet, if you can detect those faults, before they even go into commission, you're sort of getting into, you know, before it even enters into the the PF part of the curve.

Scott MacKenzie 07:33

Yeah, and so, if you look at at a curve, and it's got a little slope too, and that's fine. The key is to be able to say, okay, but one can say that an asset, just by virtue of wear and tear is, is there's a lot of demands on it. And it's, it's, it's getting worked pretty hard, but you can with technology, be able to look at that asset, and be able to do to a certain extent, when you want to begin to perform proper maintenance on it, which is always a good thing. Right. And your technology allows that insights into that particular asset, is that correct? Yeah. So

Jeff Hay 08:10

there's, there's a, you know, there's sort of a host of things that you can detect, that are sort of, I would say bread and butter faults, like misalignment, soft, soft looseness, you know, sort of the big ones. And, you know, the, the key is trying to detect those as early as possible. So you have the most amount of preparedness, you know, for, for when you want to handle that fault, you know, and, you know, the best case scenario is, is that you have planned downtime that you can, that is upcoming that you're at very little risk really to, to leverage that downtime to be able to, to be able to repair that fall, if, for example, you don't catch it soon enough, you're kind of running the risk of a failure occurring before you're ready before your plan. And then it's catastrophic, and then you have collateral damage. And, you know, you can imagine the value, you know, of detecting the detecting fault earlier is is tremendous.

Scott MacKenzie 09:05

And there's really no reason why you can't I mean, the tools and that are out there the innovation that is out there, especially with your particular product, your solution is not difficult to operate, is it?

Jeff Hay 09:19

No, it's not difficult, you know, we, you know, we we always encourage people to be trained on on their, their technology, so the maximum maximize them to the fullest. But no, it's not difficult along with a lot of other Technologies that are out there with the proper training, you know, you know, anybody can really pick up these tools and, and really leverage them, you know, in in some form with our technology, for example, there is an element that's very similar to capture and video where it's sort of like you record a video and then you press a button and you're watching it amplified and you can see it move and you know, all the different pieces kind of dance around.

Scott MacKenzie 09:54

It's pretty damn cool. I'm telling you right now I like it. Now. You brought up a good point. Now when we start talking about business resiliency, and we talked about, especially pre virus, there was this, I don't know, a different view on how I'm approaching business, how I approach reliability, how I leverage technology and going forward. And and maybe I would have a two to five year, you know, strategic plan on when I wanted to play all this stuff COVID hits, two finger death punch, boom, hit you over the forehead. And now all of a sudden business, the conversation is, what what are we going to do? How do we create a business of resiliency? If unfortunately, something happens in the future? Now, let's talk a little bit about that. I'm all big into collaboration, innovation and education. And and now is the time a sense of speed and purpose. What I hear you say, Jeff, is that, first off, I have no Lance, I don't have all the answers, I got to interact with individuals like you that have an answer, have technology have the ability to educate? Can you sort of expand a little bit upon why that technology is important, specifically, when it's around business resiliency?

Jeff Hay 11:11

Yeah, sure. So, you know, the first part of that is having the technology in place, right, having the technology in place. So that in a situation, let's take the COVID example. You know, that happened pretty quick, things don't change like that, you know, that drastically.

Scott MacKenzie 11:28

Right? Fine. Tuesday, bad?

Jeff Hay 11:30

That's right. And so so, you know, we were aware of the situation now that you know, so it's a sort of a full full me wants scenario, where, you know, we know, we know, this can happen, so and so are the Technologies in place that that that's really, I think, a key question you have to ask yourself, if not, you know, well, what do I need to get do to get the Technologies in place, that and then so there's a second step to that, after that is, are the Technologies in place? And are is my workforce properly trained on those Technologies? Yes, if we have the Technologies in the building, when this happened, it doesn't make a whole lot of difference, if we're not properly trained on that. Now, there were some, you know, kind of things that happen a lot, you know, remote training and things like that, that, that I think people have started leveraging, and that's great. And I think that that's going to be another thing that we're going to probably adopt, you know, large scale, but having that training piece is very important. Because, you know, I it's not uncommon for, you know, a facility to have lots of Technologies that are going unused and gathering dust on the shelf, just because the workforce is not trained on it, when there's tremendous value, just really easy, low hanging fruit, to pick up those Technologies, and get people trained on them and get them moving with them.

Scott MacKenzie 12:45

That is, it's such a absolute, accurate, you know, analysis of those these tools. Like I said, pre virus, these tools, were probably sitting on the shelf and somebody's cubicle, the individual that was originally trained on moved on, and it just sort of sits there and, and the software is not updated, it's just a mess, and then come come to virus. Now everybody's realizing, hey, these are important, we need to figure them out, we need to at least deploy the people to get out there to do it, so that we can at least begin having the technology in place to be able to do what we need to do to create this business of resiliency. But I would imagine, Jeff, the challenge would be, we all know, we all know that there's going to be this next normal right now we're sort of right in the middle of it. And we see the sense of urgency, and we need to be resilient, or whatever we want to call it. But they're we're gonna get lazy, there's gonna be a point in time where we're gonna, and I see a challenge of sustaining that. Do you have that same insights? Or what do you think?

Jeff Hay 13:53

Yeah, no, I mean, I agree. I mean, I think that that we really, you know, it's, it's one of these scenarios where we talk about reliability, we talk about resiliency, you know, in a company that was a company that was not necessarily preparing for this, right, but had a proper maintenance and reliability program up and running, would have a much longer run rate going into this, you know, the building, you know, things are starting to open up, you know, facilities have have the things in place, but there was a period of two to three months. That was pretty serious for for not letting visitors in and not allowing people to visit and so so the question was, you know, were you prepared for that, and if you had a normal maintenance and reliability program, that was up to speed that was current, your your workforce was was was trained, you could probably get away with a much longer period of time when you were under that sort of lockdown. You know, and that's the sort of thing that I think people need to take away from this in the sense that just getting things up and running and properly in place with your maintenance and your reliability programs. Allow, you know, just preparedness for any sort of event happening.

Scott MacKenzie 15:05

I, you know, we all understand that there's the challenge of COVID. Anyway, I got that side of the sword. But then there's this other side of the sword which created the opportunity and, and people are having companies people are having more meaningful conversations and are focused on what is important. And maintenance and and having a reliability program, mature or at least begin that process is a conversation that people are having today. Beforehand, they replied guy, I've been there, done that. And then all of a sudden, this happens. And then they realize, ouch. If I was a little less stubborn, and less reactive and whatever, less distracted, I would have been a little bit better off today, because I would have had a more of a mature reliability. So I think that that is a really, really, I guess, a good thing that happened as a result of

Jeff Hay 16:05

silver silver, there's always silver linings, right. Take them no matter what.

Scott MacKenzie 16:09

Yeah, exactly. But you know, that there's going to be this there always going to be roadblocks. And and I just reiterate the necessity to innovate the the necessity to use technology to its fullest, like you, you've so aptly put the problem I deal with and help us understand, Jeff, is that you are and you and your team at RTI are just absolutely mad crazy on doing the best, and constantly changing and pushing the envelope me not the sharpest tool in the shed, I'm still having a hard time evaluating the prior versions helped me understand how I can get up to speed and what strategies do I need to in my head? To do this?

Jeff Hay 16:58

Yeah, I mean, that's it. And I think there's it's a timely question, because I think even that that's evolving, so it's true, we, you know, we, as a company, have a mindset that we're constantly innovating, you know, we, we were releasing new features and new capability and essentially, because our tools is cutting edge anyway, in the sense of using a camera as a as a sensor, it's these are pretty sometimes our updates are pretty monumental in in kind of the, the change in the way people use our tool. And we do you know, even us, you know, we struggle with making sure that our customer base and, you know, the the market is, is educated on that, you know what one of the things that I will say, you know, in in terms of the timeliness of, of everything that's going on, is we've been really engaging community online and providing a lot of sort of educational awareness and educational webinars and that sort of thing. And in our engagement has been really, really positive on that. So we we as a company, make it a point to try to make sure that awareness and education is on our tool is in the forefront. So those sort of tools, and those things are available on a rolling basis so that you can sort of jump in in a webinar and see see what the see what the latest is because the product today that that we offer is not the same product that it was a year ago. And so there's,

Scott MacKenzie 18:21

that's amazing. That is amazing to me, because it said it does. And I guarantee you guys are sitting there going, I didn't know, we could do that too. We can refine that makes it clearer, that makes the the analysis of data information better. I think that's pretty cool.

Jeff Hay 18:39

Yeah, we really try to you know, we really, we really tried to work on this education piece but and then to the other piece about it is I think this industry, you know, there used to technology, so we're fortunate that they they adopted like technology, but but our tool is a little bit different in that it's not to traditional plots and graphs that vibration analysts are used to looking at. So we really, we have a challenge there of just getting people's mindset around, hey, now you know, it's a video and how do I leverage a video and integrate that with my reliability program, to be able to, you know, utilize it maximized to its fullest and not use the tool with preconceived notions of a traditional sort of vibration tool. So that's, that's something we really really work on

Scott MacKenzie 19:30

you that's an interesting because vibration analysis, the the traditional vibration analysis have been around since the beginning of time, almost, you know, and so it's a very mature industry and how they look at vibration and they're constantly refining that as well. And here comes RTI and you're saying, We've got this video that that allows or this technology that allows you to actually, for me, layman person, I don't have to look at the little squiggly lines. I can actually see See it? Do you do you align your technology with the sort of the traditional vibration? You know, thinking out there,

Jeff Hay 20:08

we do, we, we make sure we cast it in that perspective. So that that people understand what it is we're trying to do with it, but but extend it, you know, we can, you know, with our tool, you can measure, you can draw boxes in the video, and it will make a virtual sensor there that will provide you with the squiggly lines, the time waveform, and that's just a small piece of it, you know, and that's sort of connected with that traditional methodology, but, but we can extend that further, like, give a colorized image of the vibration, you know, give a video of the vibration and give these other tools that allow you to tune in, because, you know, if you think about our technology, most people are used to using maybe a multi channel analyzer, maybe it has three channels on it, right? This three, whereas we have, you know, two, two and a half million pixels that are each a sensor, so now you have, it's like, you have two and a half million vibration data points. And so you have to think about that you can't look at each one, you know, you have to do a lot of data reduction, you know, and so we, we have tools that that, that help with that to try to, you know, you've got to it's, you know, one of the things I like to call it fulfilled vibration, you're doing vibration over an entire field of view. And so, it's not quite as simple as just putting your sensor on, you put your sensor on something and saying, Okay, this is, you know, I'm just gonna get this one data point, you know, you have all these data points that you can gather. And, and so you really have to think about it differently.

Scott MacKenzie 21:43

You do, and I mean, and that's an education in itself. Because Forever, forever, forever, we looked at vibration a certain way. And now all of a sudden, you come in and say, you can look at it this way too. And it is meaningful, and it is tactical, and it is a way of being able to extend the life of that asset, if you know how to do it. And now if you know how to use the tool correctly, I just think it's, it's, it's cool. Now, last question, what do you see going, Jeff? I mean, I mean, what do you guys, I mean, already, I'm, I'm impressed. And I see the stuff, the the product that you're producing out there? What do you see it going? What's the next sort of horizon on all this?

Jeff Hay 22:26

You know, one thing I'll say about where we are, it's really exciting to be in the camera space right now. You know, I mean, you've got cameras that, you know, do anything from give, you know, they'll send me a ticket, you know, a fee, every time I cross a bridge, you know, automatically to my doorstep, you know, and then and then, you know, they'll drive cars, you know, now, they, you know, they analyze machinery vibration. So, you know, that, it's really exciting to be able to leverage a technology like that moving forward. You know, one of the things that I think that that our cameras are known for, you know, sort of ubiquitous, our security cameras, where they're everywhere, you know, you can measure anything, and everywhere, we just, we just launched a continuous monitoring product that is fully networkable. You know, you can put as many cameras on a network as, as you want. And, you know, start covering and monitoring 24 seven and get email notifications. So, you know, camera technology can really be leveraged this way, because we already do it in other industries. You can never escape. Now, all of a sudden, you can snap

Scott MacKenzie 23:30

like, I got this little 4k camera up here, but it's like, there it is,

Jeff Hay 23:34

like, pretty powerful device.

Scott MacKenzie 23:36

Yes, pretty sophisticated. A lot of stuff inside we take for granted. But there's a lot of sophistication and technology in there. All right. Are you active out there on LinkedIn there?

Jeff Hay 23:45

Yeah, I'm on LinkedIn. You can look me up. Jeff. Hey. And then we're the company's very active rd Technologies. We have a motion amplification groups you can join. And then we have a YouTube page that has, you know, pop some popcorn, pull up a chair and you can you can watch endless motion amplification videos. It is

Scott MacKenzie 24:04

telling you it's like a lava lamp and vibration. I'm going to stare at it or just a fun, it's just the trick there, man. It's just like, you just can't get enough of that. Alright, listen, listeners. That is Jeff Hey RDI What does that stand for?

Jeff Hay 24:19

Well, it's really just already I nowadays but research development, innovation is what it originally was, but it's become, you know, just already I

Scott MacKenzie 24:27

think, thank goodness, because I thought that would be a long domain. Yeah,

Jeff Hay 24:31

it would be probably available but you

Scott MacKenzie 24:34

know, guarantee is available. I guarantee it. Alright, RDI Technologies is the company. Jeff. He is the CEO of that fine. Team. I'm telling you, man, it's great stuff you need to go out to their website need to go out to their YouTube channel. Look at this stuff because it's fantastic. We were talking a little bit about resiliency. They are a company that is truly collaborative, innovative, and definitely love the education side. To that, and they're doing it with a sense of speed and purpose. All right, Jeff, you were wonderful. Absolutely. Wonderful. Thank you very much for joining the industrial talk podcast. You have a wonderful day my friend into Thanks, Scott. Always a pleasure. All right, you listeners, we're gonna wrap it up on the other side, all the contact information, and maybe I'll just sort of take one of those videos and slap it out on his podcast just because it's cool. Cool stuff. All right. Stay tuned.

Jeff Hay 25:24

You're listening to the industrial talk Podcast Network.

Scott MacKenzie 25:34

All right, Jeff, a rock star. You heard it. You heard it from the man himself. RTI Technologies is the company we're talking innovation. We're talking resiliency, we're talking about collaboration, innovation, education, speed, purpose, tenacity. Got it. Bring your A game, we need you now more than ever. pencil and paper computer, whatever you want. Get it on your calendar ASAP. We're talking about accelerate, right? accelerate, November 17. through Thursday, November 19. featuring some of the best within reliability, innovation. Big, big, big thinkers in that world, right. Don't miss out, go out to buy, you could go to industrial talk.com there's a link out there, fluke reliabilities bringing out this Xcelerate20 All right, I've challenged you to be bold, be brave, dare greatly hang out with people who are bold, brave and daring greatly. Your world is going to change the way you look at the world is going to change. Another great accelerate interview right around the corner. Thank you very much for joining me

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In this week's Industrial Talk Podcast we're talking to Sid Verma, General Manager – Global Digital Manufacturing Practice at Hitachi Vantara about “Powerful Digital Manufacturing Strategies to Build a Business of Resilience for Future Success”. Get the answers to your “Digital Manufacturing Solution” questions along with Sid's unique insight on the “How” on this Industrial Talk interview!

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Company Website: https://www.hitachivantara.com/en-us/home.html

Company Twitter:  https://twitter.com/HitachiVantara

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PODCAST TRANSCRIPT:

SUMMARY KEYWORDS

work, manufacturing, digital, hitachi, hitachi vantara, digital transformation, iot, world, journey, talk, solve, problem, companies, solutions, business, industrial, motor, manufacturer, industry

SPEAKERS

Scott MacKenzie, Sid Verma

00:04

Welcome to the industrial talk podcast with Scott MacKenzie. Scott is a passionate industry professional dedicated to transferring cutting-edge industry focused innovations and trends while highlighting the men and women who keep the world moving. So put on your hard hat, grab your work boots, and let's get there. Welcome

Scott MacKenzie 00:22

to the industrial talk podcast. This platform, the industrial talk platform is dedicated to you the women and men of manufacturing, the women and men of industry. The women or men who get things done, you are bold, you are brave, daring greatly. you innovate. And you're changing lives around the world. That is why we celebrate you here on this particular podcast. Another good interview Hitachi Ventura is the company. His name is Sid Verma. But once again, you want to go find him out on his stat card out on LinkedIn, you're going to have to type his first name in and that is, as Id d h. AR. th. Verma is ver ma, reach out to him. We're talking manufacturing, we're talking about, you know, the ability to have that history of success, especially in this world of Industry 4.0. Yep, sit brings definitely the truth, Bombs. So let's get a rolling. Yeah. What an honor. I mean, when we start talking about industry, we talked talking about manufacturing, we start talking about all of the wonderful things that are taking place specially, and the conversations that people are having companies people are having as a result of whatever this new normal is, it's it's really exciting. It's an exciting time to be in the manufacturing space. It's an exciting time to be in an industry, it's an exciting time to be able to an opportunity to have great conversations with industry leaders, like Sid, and many of the individuals at Hitachi Ventura, and talk about real solutions to real problems, to create businesses, manufacturing industry business that are resilient because the wreck, you know, we just got to recognize just don't throw it out there. This might happen again, we don't want to don't I'm not wishing that on anybody. But it could happen again. Unfortunately, why not today, right now, possibly yesterday, talk about strategies, deploy strategies that really ensure your business resiliency, why not? Now's the time. Technology is there. You hear me talk about collaboration, I'm telling you right now. You want to collaborate with these people that are on the industrial talk podcast, they're out there, they want to talk to you, they are at the cutting edge of innovation, right? They are. And they definitely are committed to education. There. It always dazzles me to see individuals like said and others that that they take to a certain extent, there's a level of humility there, they take this stuff for granted. And for me, who's constantly sucking it up and saying, Man, that's cool stuff. That's cool stuff. I am just always dazzled by how professionals, leaders within industry, leaders in manufacturing, just constantly push the envelope. And they're all it's all focused on solving problems, providing solutions, and doing it with a sense of speed and purpose. And so you gotta love that. And so this conversation was Sid is just right on the money and and they're doing some incredible things. And we're talking, just so that we're on the same page. One of the things that I did point out with to him, and I share it with you, before we get into the interview, is that there's a lot of companies out there, a lot of companies talking about, you know, IoT, talking about edge, talking about cloud, talking about everything that's all under the sun of Industry 4.0, it's out there, and I and I know that it's out there. And one of the questions that that was always intriguing with me, how do I how do I know who to who to trust? Who to pull into my inner circle, my collaborative inner circle to be able to have real meaningful conversations that makes sense because you're looking at executives that have to make these decisions. And who are you going to pull in you're gonna have to at least find companies find delivers of services that you can trust. Sit is right there. Hitachi Vantara is right there. All right, let's get on with the interview. Again, when you reach out to him because you need to write you need to sit he goes by said Verma. But remember, write this down si d d H AR t H. Verma you'll find it find him and reach out to him and I'll have all the contact information on industrial talk.com on his you know landing page that highlights him. So anyway, enjoy this conversation because and and take notes because it's really important about what what is CIT is talking about and why it's important for you as an industrial and manufacturing professional. Enjoy. Hey said Welcome to the industrial talk podcast absolute honor that you found time found time in your busy schedule to be on this particular podcast and share your insights and wisdom into manufacturing. How're you doing?

Sid Verma 05:42

I'm doing great, Scott. How are you?

Scott MacKenzie 05:45

I'm doing well because I get to talk to you. And we get to talk about manufacturing. We get to really be bold, brave and daring greatly in our conversation and we're gonna change the world. Before we get into your interview. Let's talk a little bit about who CIT is a little background on who it is. I know that you come from Canada. And are you a Argonauts fan?

Sid Verma 06:06

I am not. I am a tennis fan in Ottawa. No way.

Scott MacKenzie 06:11

Yeah, there you go. Okay, nevermind. I've been getting into hockey. But yeah, Senators, maybe

Sid Verma 06:19

I didn't my masters. I didn't have much money that time. So the only thing that came on the TV was Canada.

Scott MacKenzie 06:27

That's Canada for you. Because it doesn't come on down here. You know, well, you're you're in San Francisco, the Bay Area. You're not getting much hockey down there.

Sid Verma 06:36

Oh, no, not at all.

Scott MacKenzie 06:38

All right, give us a little background on who you are there said.

Sid Verma 06:41

Sure. So, I am right now the general manager of manufacturing for Hitachi Ventura. And I represent the global manufacturing business for Hitachi limited. Earlier to joining Hitachi, I worked for Siemens as the Global Head of manufacturing, in the newly minted IoT and consulting unit. I spent around two years at Siemens earlier than that I was in Deloitte for eight years, that I have created their industrial IoT practice have run it. And it was an absolute honor at that time to make a business from scratch.

Scott MacKenzie 07:14

I'm telling you, and you're talking about being a trailblazer. I mean, all of a sudden, now everybody does their stands. And they're saying that IoT, everybody understands digital transformation, or think they do, because pre virus, everybody has sort of this plan A to five, whatever your plan to begin their digital journey. But then COVID hits and all of a sudden, I need to speed my digital journey up relatively fast. Have you seen that on your side?

Sid Verma 07:44

Exactly. I don't think that that journey anymore. It became a burning platform. It's like, if I don't do anything, my my workers cannot go inside my factory stopped running. And just this whole idea of remote monitoring, being able to work safely using technology mean that manufacturing never occurred to them. Like I mean, the whole idea was people going and working. And machines were there to support it's kind of become the other way around.

Scott MacKenzie 08:11

Yeah, and it's interesting, and I think it's a beautiful, you know, we talk about how, you know, pre pandemic, but when we start talking about COVID, there's the there's the one side that there's a lot of pain, yes, absolutely understand challenging time. The other side is that it really took manufacturers and gave them the ability to truly hone in on what is important. And that's why that whole conversation of digital transformation really became I have to hone in on it. I've got to figure out how to keep the wheels turning into my my business. So it's important. So let's, let's talk a little bit about that. Okay. You're seeing and correct me if I'm wrong, you're seeing a shift manufacturer, let's say macro level manufacturer is starting to look more and more at the their, their digital journey, their digital transformation. Is that a correct statement?

Sid Verma 09:07

I'll say yes. So from my point of view, like everything has to run on continuous innovation journey. Otherwise you do not survive or do not stay in the business for a long time with digital is basically the next normal now. And means COVID has expedited the normal of five years to six months now. But from the time we have electrification to that is you needed to just do it to survive to now we have to do digital to survive. That is the core of the business. We no longer individual machines or individual people work and optimize their performance. We have to do it collectively, and be able to use some of the tools that humans cannot do while they're working to come from outside and then come help them. So that is kind of for me a natural phenomena. This is what you have to do. This is the evolution of manufacturing. The next step

Scott MacKenzie 10:02

right now is digital. And I like that and I like that. It's it's not a sense of you know, I mean it's it's just a fact that you manufacturing have to begin that digital journey today. In fact yesterday right and and begin that and interact and collaborate with individuals like yourself companies like Hitachi Ventura to begin that thought process. Don't Don't be in a position where I have not, you know, I didn't do it. So I'm behind. No, now Now is the time. And and I think you're spot on. And I like the statement continuous innovation journey. Remember that listeners continuous? And that's not just what the digital journey it is. It's just your life. Continue. make that happen. Now, with that being said, Said. People are people, cultures are cultures, internal, external doesn't really matter. What are your roadblocks for getting people to say, Yeah, I got it. I'm going to walk hand in hand with sit in tachi vantara. What are those roadblocks? What are those things?

Sid Verma 11:14

So one of the things about digital that is key is we try to take like data out of steps and not do incremental improvement. So if you see the last 40 years of the Kaizen and six sigma, or the incremental improvement, small, small steps, yeah, what digital allows you to do is look at the process and do major improvement. And a major improvement is sometimes hard to fathom. And imagine, if you have always done the same thing. Because if you can do a inspection, using a camera using AI, you don't need five people. And you can do it at every step, then rather than doing it at last step. And then you can kind of skip the whole scrap and everything else. But this is not like a simple improvement of fixing things. This is like a monumental change in which you will do things. it's sometimes hard to take that leap of faith, and also trust that it will work. I'm telling you,

Scott MacKenzie 12:10

kind of. Yeah, you're you're you're you're a heretic with you're talking about in manufacturing, a make a major, major improvement, holy cow, but it can be done. Right.

Sid Verma 12:23

Yeah. And this is what digital is doing, like digital is not exactly letting you jump a couple of steps in the cycle of continuous improvement that we were used to. But it done

Scott MacKenzie 12:37

the journey. So once again, the resistance the roadblock is culturally I'm not comfortable with making major steps I'm comfortable with let's say my eyes on and and being able to make those incremental improvements and constantly work for the you know, just continuously improve, right. And now we're coming in with this new industry for Dotto, whatever it might be, and it's everything under the sun, and it's going to solve all our problems. Major and and that is really from a cultural perspective, uncomfortable for me

Sid Verma 13:07

correctly.

Scott MacKenzie 13:08

How do you break into that and and create comfort for a manufacturer to say exactly

Sid Verma 13:17

what, especially in the manufacturing sector, people like to know that you have done it before. Because this is not like mean imaginary stuff. Correct. It's not marketing that you can say. And if it doesn't happen, it doesn't happen. You can fix it, manufacturing, you have to fix and do it. So the main, so my clients and my company itself would like us to prove it beyond doubt that this is actually working. And we need to look at not only an MVP, which was a three or four years ago problem that let's do an MVP, and we'll solve everything. I got to stop you right there. You're saying in V is in Victor p What? What do you say

Scott MacKenzie 13:53

that they call it the minimum viable product? Got it. Thank you minimum viable product, MVP. Got it. Go continue. Sorry about that.

Sid Verma 14:01

So when we started this journey on digital transformation, people say let's try something we will create a proof of concept, we will make something that will show to the world that it works. And then last two, three years, it never went too far beyond an idea. People saw really good videos on LinkedIn. But you go back to a production line still the same like what we have seen is we need to prove it beyond doubt that this thing works on in all the integrate things that the manufacturer does in the job. And that is the comfort level we have to provide. We have to spend some time and energy in building those proof of concept which actually solved the whole thing. And repeatable you sell the whole thing. So the manufacturer will tell us you do it, I allow you but you have to make sure it runs for one year. And my people are kept on doing it. Not just like you have a good idea. You gave me a software and you walked away. Nobody use it. Yeah. And and one other layer that I wanted to bring forward is all that digital stuff happened at the enterprise software layer before? Correct? You have the earpiece? Yeah, yeah, yeah. Up front big planning. But on the floor, people were still weltering using machines sewing, there was no transformation there. Correct. Like, and now the transformation is at that level.

Scott MacKenzie 15:21

So yeah, that's interesting. I had that sort of aha moment, I said, you know, you had these enterprise systems that whatever that, that time in our, our manufacturing life was like, everybody's doing this enterprise type of approach, okay, it's gonna solve all problems. And it didn't, it just created a big system, and nothing to feed it. The only way of feeding it would be this guy like me fat fingering this information in now with this whole IoT, IoT digital transformation. I've just been able to collect that data seamlessly. Now I've got to venture into the world of data analytics and figuring out what it's telling me. Right? Exactly, yeah. So listeners, what I hear when I would have what I heard, so talk about and this is real important, specifically here in this digital transformation journey, is a history of success. Right? And you can demonstrate that because that's where that's where me as a manufacturer would be get a little nervous. Because I, I have my process, I've laid it out a manufacturing, whatever it is, I understand when that assets going to go down, possibly whatever it might be, I have a feel. Now you're asking me that I can put these solutions, digital solutions within my process. And I lose control. And that that sort of that thought that I comes I I'd normally just touch that motor. Now you're telling me I all I have to do is look at a screen and trust that data. That's that's a that's a difficult challenge.

Sid Verma 16:58

Yeah, I mean, compounded on this challenge has a lot of people have promised and companies Oh, and and nothing worked. Like, I mean, that is the part of I was saying correct. The proof of concept world, the startup world Good idea. That worked in, let's say Telecom. Let's hope it works in manufacturing, great idea. It looks like it's gonna work. And we put it on top of a motor and it didn't work and the motor blew. And sometimes people got hurt and the product got destroyed. As your, as a manufacturer, you're gonna give it a couple of tries. And then you're like, Okay, I'm done. I'm not going to give any more people. I'll even

Scott MacKenzie 17:37

give you one try. And if it fails, I'm kicking it over the, you know, over the bridge, right off the bat, you're spot on. And I forgot about that. And I was going to ask you about it. If I had a nickel every time said that somebody came to me and said, we're AI or IoT specialist, or I'm an AI person, or I'm an edge person or I'm a cloud person and I do all of this stuff and I link it all together. We wouldn't be talking I'd be on a you know beach sipping mai Tai's because everybody's out there. And they're all talking about that. And if I do a search, on my website, or on not my website, but out there, I'm going to pull up a gazillion hits on IoT, and u right, it gets down to trust. I love it.

Sid Verma 18:23

Yeah, and not everything can be like transferable a lot of the IoT came from the telecom, like Cisco and at&t, they did a lot of that, and they wanted to use that that skill set only transferred a little bit. And then you need a different level of expertise to bring it down to manufacturing versus health, healthcare and biotech. And that is where you need an expertise, like we one of the reasons my clients is why should I trust you versus somebody else. And the reason is, we have to actually do and prove that to our own company in Hitachi. And same thing when I was in Siemens, like same thing, like the companies like industrial companies like to spend a little bit more time. So we are usually behind the curve. But we have to prove to ourselves before we go to tell the client that hey, I actually can solve your motor problem. It's not that glamorous, it's hard work. And it is rewarding once you finish it. But you have to do this. Every asset every processor time

Scott MacKenzie 19:22

it is in and I think there is this silver bullet mindset to a certain extent where Yeah, I bought I bought that device, I've stuck it out on my motor, I should be resolving the problem ASAP. And I've just tried to solve that problem. Yet there's there's a lot of intellectual and sweat equity that goes into that device being stuck on that motor, shall we say? And that's where the real that's where the diamonds are, right? True Value true efficiencies, and finding individuals the human side that can dig That stuff up and be able to make that stuff work. And that information. Now, with that said, Where do you I mean, it just seems like it's at a blistering pace it. I mean, I can't keep up I went. Last year when we were able to go to conferences. I was in Barcelona, I have IoT solutions World Congress, or IoT solutions. Anyway, and it was just technology at this blistering pace. And it's when it's pre virus, I was upset because I couldn't keep up with it. Now, it's like, everything is so fast and everything, where do you see it going? said,

Sid Verma 20:41

Yeah, I mean, even I have challenged keeping up.

Scott MacKenzie 20:46

I'm sorry to hear that. Because I am, holy cow, you're in it.

Sid Verma 20:51

It is true, like, the new ideas are always there. And it takes time to challenge and I test it out. But from what I have seen in this world is we started with the big data thing. So what it Yes, people have done from the big data, and be able to ingest and be able to do like how you run your Google Maps and Facebook, like behind the scenes, there is a lot of analytics and AI going on. And what we in manufacturing said hey, we can use some of it, we are quite behind. And we'd like to reproduce that. So, what happened from the first generation was we started having an IoT platforms crack you get the ptcs of the world, a commodity of the world. But then platforms are more horizontal or generic like somebody has to go solve a problem. And that is the next few years of doing PLCs or proof of concept mdps which took them which got everybody excited, but then nothing got solved, except for few easy stuff. From from where we are like last two years of the people said okay, I get all the stuff like you need a system integrator to do custom stuff, you need a platform. Okay, still not solving my problem, like at the cost level I need. That Yeah, one thing is, the other thing is the most of the companies now have done enterprise level solution. So they all have the RPS and me as is. So they said, okay, we are now good on planning. Now, the frontier is the people who are actually working the process getting done, I can use some technology to get data out. I can borrow something from the IT world to do big data analytics. Conceptually, it looks like we have everything but why is it not working? And so for me that right now, the challenge that I faced in last two years of Siemens, and and Hitachi is to take those generic platforms to convert a user level solution of persona based solution, maintenance manager on a modern need the solution? Yes. And what will that take me to work? And that is what my challenge is, because that is the frontier of digital transformation for manufacturing right now,

Scott MacKenzie 22:54

you got to be solving problems, right? There is still there, the problem still exists, but how do you? How do you link that digital solution and solving true problems? I love it. And I love the fact that when we start talking about you brought up a really good point, and I and I want to make sure the listeners hear about it, there's still a cost element to it, right? And you still got to do that, do I get an ROI on it, you got to balance it out. And so the only way you're really going to get to that point is that you've got to have that history of success, demonstration of the ability to be able to do that. And then be able to, with confidence, and with trust, be able to say, That's right, the value is there. Let's deploy it. And I feel comfortable. And that's that's like you said, the, the new frontier, you got to be able to do that. And And boy, there were a lot of there still are, there's a ton of companies out there, they're just saying, Yeah, we can do it. It's gonna save you a gazillion dollars. But it's going to cost you a gazillion and a half. You know those things. Because the neck, the new normal, whatever that normal looks like, my concern chin, you know, take away my concern. That's your responsibility. But my concern is, once all of this stuff passes, and we start feeling more comfortable with that next normal, whatever it looks like, it's not business, as usual, can't be business as usual. So whatever that next normal is, then we're going to take our eye off the ball, we decided that we wanted to go to this digital journey, and then we take the eye off the ball and then we go back to what sort of a Kwazii digital manual process. Do you see that? Or do you think companies are going to say, No, I want resiliency and I want to be able to commit to this until that next time. That's the message.

Sid Verma 24:40

You're right. So it means I it's hard for me to foresee what will happen. But I think the way digital transformation right now is accelerated it mostly to allow the work to go on. Allow remote monitoring to happen and allow safe working place to be created. I mean, we are Not able to produce the same level of productivity we had before, because the whole last 40 years was, let's put everything close to each other. So that there is minimum time wasted. Yeah, but now everybody's so close to each other. And COVID says, okay, you cannot be close to each other. So what we have done is we reduce the number of people hands, we have reduced productivity and, and brought output. A little bit of digital is helping. But what I foresee in the future is every process, right now, we don't have the luxury because of safety to do that. But every process will have to go through that return on investment versus concept like return on capital invested, because not every process will need digitization. Not everything needs predictive maintenance. Because it means there are other ways to design a process correct, like so means if a motor can fail, and more than $100, for three motors, they're in parallel paths one fails, the other one picks up, I mean, so you don't have to, you have to invest. So So that's basically where we will be, we'll be looking at each process and saying, which is the most critical failure mode, our outputs, and what does it cost me to do digital on it, and a lot of that other stuff below the radar will be left as is. And also, the other side is human dexterity. And training is much faster and cheaper, then you can actually program it. So if you do new things, and you need people to do like a little bit of AI in their head, rather than you program it, that part will always be there, in our computer systems are not as good as a human yet, especially without too much training. So I see that is happening from technology side ROI and human dexterity and, and engineers like me that we humans can feel and perceive things that a computer will

Scott MacKenzie 26:50

absolutely, you're absolutely spot on. So don't listeners out there, don't be concerned about this digital journey, this digital transformation, and changes within whatever the future looks like. There is always going to be room and the need for people. They're just different skill levels different all that there's always going to be that need now, we're gonna have to wrap it up. Are you active out on LinkedIn? Is that a good way to get a hold of you?

Sid Verma 27:19

I am Yeah, LinkedIn is my only social media thing that I am active on it is I like it.

Scott MacKenzie 27:24

Yeah, I do too. AI. that's a that's a, a free promo to LinkedIn. Right there. I like it too. Now, listeners, let's just sort of wrap it up. Just real quick here, I think a couple of key takeaways, continuous innovation journey. If you're in manufacturing, if you're listening to this, you've got to just embrace that continuous innovation journey. The other thing you need to look, if you're saying, Hey, I'm interested in this digital transformation journey, and I think it's important to us, you need to find a company that has that history of success, real success, that can really help you in this journey. And I think the last point is that there are a lot of people out there talking and talking and somewhat walking the walk of IoT and digital transformation. My recommendation is that you just go right to Sid and just get it right from him and Hitachi vantara because they're doing great things out there. All right, said we're gonna wrap it up. Thank you very much for joining the industrial talk podcast. We're celebrating heroes of manufacturing on this one. We didn't really hit too much on that. But you're a hero.

Sid Verma 28:36

Thank you, Scott. I think you had to the morning kind of messaging. So I appreciate that.

Scott MacKenzie 28:41

All right, thank you very much. All right, listeners. We're gonna wrap it up on the other side, you're gonna have everything that you need at industrial talk.com. Stay tuned.

28:51

You're listening to the industrial talk Podcast Network.

Scott MacKenzie 29:02

Well, thank you very much for joining the industrial talk podcast. I hope you enjoyed that interview with Sid Verma, I know I did. I am just an absolute junkie, when it comes to this stuff. I like to consume as much as I can. Because you know why? It's because I'm, I want to collaborate. I want to innovate. I want to educate. And I want to do it with a sense of speed and tenacity. That's what I want you to do. You got to reach out to sit, go out to his stat card on LinkedIn. And again, it's si d d, h, AR, th Rama vrma. Reach out. I'm guarantee you he wants to talk to you. And he's got solutions for your pain. Yeah, I'm definitely Alright, here's the challenge. hang out with people who are bold, brave and daring greatly, and I guarantee your world and your vision of this world will change in a positive way. All right, you'll be bold, you be brave, you dare greatly. Let's change the world together. Thank you. for joining the industrial talk podcast. We're gonna be back with another great interview shortly.

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In this week's Industrial Talk Podcast we're talking to Amos Meiri and Chris Davis with Colu Technologies about “Engaging Local Businesses and Communities by Leveraging Technology to Provide Incentives to Support Businesses”. Get the answers to your transformative solution questions along with Amos' and Chris' unique insight on the “How” on this Industrial Talk interview!

You can find out more about Amos and Chris and the wonderful team at Colu at the links below. Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2020. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

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In this week's Industrial Talk Podcast we're talking to Bill Schmarzo, Chief Innovation Officer with Hitachi Vantara about “The Power of Collaboration, Embracing Ambiguity and the REAL Value of Data”. Get the answers to the real power behind data along with Bill's unique insight on the “How” on this Industrial Talk interview!

You can find out more about Bill and the wonderful team at Hitachi Vantara at the links below. Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2020 and beyond. All links designed for keeping you current in this rapidly changing Industrial Market. Survive! Rebuild! Prosper!

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Personal LinkedIn: https://www.linkedin.com/in/schmarzo/

Company LinkedIn: https://www.linkedin.com/company/hitachi-vantara/

Company Facebook: https://www.facebook.com/HitachiVantara

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In this week's Industrial Talk Podcast we're talking to Phillip Diao, Supply Chain Solutions Consultant at Infor about “How to build a robust, intelligent supply chain in a COVID world”. Get the answers to your Supply Chain questions along with Phillip's unique insight on the “How” on this Industrial Talk interview!

You can find out more about Phillip at the links below. Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2020. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

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LinkedIn: https://www.linkedin.com/in/psdiao/

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On this week's Industrial Talk Podcast we're talking to David Hartell, EVP of Development, Operations and Production at New African Global Energy about Digital Twin and benefits to Risk Management and Asset Performance.

On this podcast episode, David discusses the use of Digital Twins to help design and better operate dynamic processes and control systems for complex Energy Industry facilities. Digital Twins linked with Advanced Analytics are an important tool for Asset Performance and Risk Management during operations.

Learn more about David and the wonderful team at New African Global Energy by the links below and on this podcast:

Company Website: http://www.newafricanglobalenergy.com/

Personal LinkedIn: https://www.linkedin.com/in/william-david-hartell-3048a82b

Company LinkedIn: https://www.linkedin.com/company/newage-african-global-energy-/

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Company Website: https://www.copperleaf.com/

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Industrial Academy (One Month Free Access And One Free Licence For Future Industrial Leader):

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Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

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In this week's Industrial Talk Podcast we're talking to Tim Rice, Founder and Principle Consultant at The Defect Elimination Project, about how companies and reliability engineers can achieve massive reliability success through a strategic and focused defect elimination project. Why eat the whole reliability elephant at one time when you you can achieve reliability success one bit at a time?

NOW is the time! Execute on your Reliability Program for real Financial and Operational Victories through Defect Elimination – NO Excuses.

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Company Website: https://thedefecteliminationproject.com/

Personal LinkedIn: https://www.linkedin.com/in/tim-rice-70266b33/

Company LinkedIn: https://www.linkedin.com/company/the-defect-elimination-project/

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Mobius Facebook: https://www.facebook.com/mobiusinstitute/

Mobius Twitter: https://twitter.com/mobiusinstitute

PODCAST VIDEO:

https://youtu.be/qtt-mwUwRsQ

THE STRATEGIC REASON “WHY YOU NEED TO PODCAST”:

OTHER GREAT INDUSTRIAL RESOURCES:

Safeopedia: https://www.safeopedia.com/

Industrial Marketing Solutions:  https://industrialtalk.com/industrial-marketing/

Industrial Academy: https://industrialtalk.com/industrial-academy/

Industrial Dojo: https://industrialtalk.com/industrial_dojo/

Safety With Purpose Podcast: https://safetywithpurpose.com/

YOUR INDUSTRIAL DIGITAL TOOLBOX:

LifterLMS: Get One Month Free for $1 – https://lifterlms.com/

Active Campaign: Active Campaign Link

BombBomb: BombBomb Link

Social Jukebox: https://www.socialjukebox.com/

Industrial Academy (One Month Free Access And One Free Licence For Future Industrial Leader):

Business Beatitude the Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

The post Mr. Tim Rice talks about Defect Elimination as a Powerful and Nimble Friend for Asset Management Success For the Future. appeared first on Industrial Talk.

On this episode of Industrial Talk Podcast, we finish our 3-part series on IoT and IIoT insights and solutions. In this episode, Helena Lisachuk, Director of Management Consulting and Global IoT Lead at Deloitte, talks about The Real Applications of IoT, and how to stay focused on what is real solutions and not just “shiny objects” that distract. It is truly an exciting time to be engaged in real technology solutions that will absolutely transform industry. We have to fight to focus on engaging real solutions to solving problems and avoid distraction that comes from technology hype. Learn more about Helena and her wonderful team at Deloitte on how to begin your IoT journey in this episode of the Industrial Talk Podcast. Find out more by the links below:

Company Website: https://www2.deloitte.com/global/en.html

Personal LinkedIn: https://www.linkedin.com/in/helena-lisachuk-128262/

Company LinkedIn: https://www.linkedin.com/company/deloitte/

Company Facebook: https://www.facebook.com/DeloitteUS/

Great Resources From Helena:  https://www.techtarget.com/contributor/Helena-Lisachuk/2019

More Great Resources from Helena: https://www2.deloitte.com/us/en/misc/search.html#qr=lisachuk

OTHER GREAT INDUSTRIAL RESOURCES:

Why You Need To Podcast: https://industrialtalk.com/why-you-need-to-podcast/

InforEAM:  https://www.infor.com/products/eam

Safeopedia: https://www.safeopedia.com/

Industrial Marketing Solutions:  https://industrialtalk.com/industrial-marketing/

Industrial Academy: https://industrialtalk.com/industrial-academy/

Industrial Dojo: https://industrialtalk.com/industrial_dojo/

Safety With Purpose Podcast: https://safetywithpurpose.com/

YOUR INDUSTRIAL DIGITAL TOOLBOX:

LifterLMS: Get One Month Free for $1 – https://lifterlms.com/

Active Campaign: Active Campaign Link

BombBomb: BombBomb Link

Social Jukebox: https://www.socialjukebox.com/

Industrial Academy (One Month Free Access And One Free Licence For Future Industrial Leader):

THE STRATEGIC REASON “WHY YOU NEED TO PODCAST”:

Business Beatitude the Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

The post Ms. Helena Lisachuk with Deloitte talks about The Real Application of IoT (3 of 3) appeared first on Industrial Talk.

Live from IoT Solutions World Congress, IIC Voice Podcast interviews Robert Jackson, Global IIoT Program Manager with Moxa and Syed Ali IIoT SME at Chevron. In this episode, the Robert and Syed team discusses leveraging IIoT solutions for optimizing Heat-Exchangers. Get the answers to your “How” questions along with this teams unique insight on where it's all headed on this IIC Voice Podcast interview!

You can find out more about Robert and Syed and the wonderful team at Moxa from this interview and the links below. Finally, get your exclusive free access to the Industrial Academy and a series on “Why You Need To Podcast” for Greater Success in 2020. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

ROBERT JACKSON CONTACT INFORMATION:

Personal LinkedIn:  https://www.linkedin.com/in/robertcjacksoniii/

Company Website: https://moxa.com/en/

Company LinkedIn: https://www.linkedin.com/company/moxa/

Company Twitter: https://twitter.com/MoxaInc

IIC Twitter: https://twitter.com/

IIConsortium IIC Company Website: https://www.iiconsortium.org/

SYED ALI CONTACT INFORMATION:

Personal LinkedIn:  https://www.linkedin.com/in/syed-ali-pmp-p-e-84a65119/

Company LinkedIn: https://www.linkedin.com/company/chevron/

Company Website:  https://www.chevron.com/

PODCAST VIDEO:

Industrial Academy (One Month Free Access And One Free Licence For Future Industrial Leader):

THE STRATEGIC REASON “WHY YOU NEED TO PODCAST”:

Business Beatitude The Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

The post Live from IoT World Congress Mr. Robert Jackson and Syed Ali with Moxa and Chevron talk IIoT and Heat Exchangers appeared first on Industrial Talk.

On this episode of Industrial Talk Podcast, we continue our 3-part series with 2 of 3 on IoT and IIoT. In this episode, Helena Lisachuk, Director of Management Consulting and Global IoT Lead at Deloitte, talks about Women In IoT, and how to get engaged in this exciting, transformative and innovative technology. No matter where you are in life, the IoT technology is expanding and making a positive impacts into how we conduct business. In short, you need to be engaged! Learn more about Helena and her wonderful team at Deloitte on how to begin your IoT journey in this episode of the Industrial Talk Podcast. Find out more by the links below:

Company Website: https://www2.deloitte.com/global/en.html

Personal LinkedIn: https://www.linkedin.com/in/helena-lisachuk-128262/

Company LinkedIn: https://www.linkedin.com/company/deloitte/

Company Facebook: https://www.facebook.com/DeloitteUS/

Great Resources From Helena:  https://www.techtarget.com/contributor/Helena-Lisachuk/2019

More Great Resources from Helena: https://www2.deloitte.com/us/en/misc/search.html#qr=lisachuk

OTHER GREAT INDUSTRIAL RESOURCES:

Why You Need To Podcast: https://industrialtalk.com/why-you-need-to-podcast/

InforEAM:  https://www.infor.com/products/eam

Safeopedia: https://www.safeopedia.com/

Industrial Marketing Solutions:  https://industrialtalk.com/industrial-marketing/

Industrial Academy: https://industrialtalk.com/industrial-academy/

Industrial Dojo: https://industrialtalk.com/industrial_dojo/

Safety With Purpose Podcast: https://safetywithpurpose.com/

YOUR INDUSTRIAL DIGITAL TOOLBOX:

LifterLMS: Get One Month Free for $1 – https://lifterlms.com/

Active Campaign: Active Campaign Link

BombBomb: BombBomb Link

Social Jukebox: https://www.socialjukebox.com/

Industrial Academy (One Month Free Access And One Free Licence For Future Industrial Leader):

Industrial Talk Free Webinars:

Business Beatitude the Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

The post Ms. Helena Lisachuk with Deloitte talks about Women in IoT and Getting Engaged (2 of 3) appeared first on Industrial Talk.

The post Stratum Radio Series on Last Mile Configuration of InforEAM by Michael Snyder (3 of 3) appeared first on Industrial Talk.

In this week's Industrial Talk Podcast we are starting a new series about Why You Need To Podcast! It is truly not a matter of debate. You need to include Podcasting as a vital platform for improving Sales, Marketing, Branding and humanizing your digital content. In this episode we begin with my “Why”. Why I started industrial podcasting and the positive impact it has had on my business. You can do this, you have to do this to increase opportunities and sales for ongoing future success. Find your podcast “Why” in this episode of the Industrial Talk Podcast.

PODCAST TRANSCRIPT:

00:02                                    Scott MacKenzie, and you're saying to yourself, Hey Scott, where is the intro to the industrial talk podcast? Well, this is a series and it's actually on the topic of why you need to do podcasting. Either you bring it in house and you figure out how to do it, or you find somebody to do it for you. But either way, you need to figure out how to begin bringing podcasting the powerful platform that it is into your sales and marketing and branding strategies, not just for 2020 but on into the future. It's, it's, it's just a medium that will be around for a long time. And if you're not in the game, somebody is going to be in the game and they're going to take advantage of it and, and, and, and you're going to be left out in the cold. So I've had a number of people I've done over, geez, 500 plus podcasts of just great professionals and many have asked me why I'm doing podcasts.

00:56                                    You know, man, he want to know my story of wow, I got into podcasting and, and if you are a listener of the industrial talk podcast, you'll know my story. But if you're not, and if this is the first time you've heard this, uh, I'm going to tell you this story. These are going to be videos. They're going to be 10 minutes or less and they're going to come on out all the time. And we're just trying to make sure that you are successful in your efforts in 2020 to leverage the power of podcasting and how, um, how I approach it and how you can approach it. And I'm here to help any way shape I can. So once again, 10 minutes or less, these are going to be videos. And, and today I'm going to be talking about why, why I got started and, and, and how it has evolved.

01:41                                    So what happened is I spent a lot of money, spent them on a lot of money, on the traditional stuff. I was doing digital stuff, but I was also doing some um, print and the typical at that time, typical, um, advertising. And you know what? I got for it after spending a lot of money, nothing. And I had a serious lesson that I learned that it is, uh, the, the death rate that exists within the Tricia traditional print is rapid. It gets out there, it dies and there's no way of being able to bring in or see what happens or if the message is resonating, there is a ton of problems. So I was coming back from a client and I said, and I was listening to a podcast and I said, doc, got it. I can do that. I just needed, I just wanted to change the conversation.

02:31                                    I had no plans of anything beyond that. I just wanted to be able to change the plan, approach a client and say, Hey, would you be willing to get on the podcast and talk about positive things and help the listeners be better at what they're doing? It was truly an other focus platform to be able to provide valuable content, tactical, valuable content for you, the listener. And it was, and during that I just said, I'm getting to know these guys and they make decisions and it's a real win win for everybody all around. And it opened up opportunities for sales, marketing, and branding and, and, uh, just, just multiple opportunities. And I said, boy, this is, this is a pretty powerful platform. This is, this is exciting stuff. And, and as a, as you fast forward, as you go forward in time, I realized that we in the industry need to begin to bring this powerful platform into our portfolio of marketing, sales, branding solutions.

03:38                                    And it's not that difficult. And in this, in this series, you'll see how I, you know, you slice it and dice it and create content and why and how the opportunities are missing. Just know that, that there's a best interest here and I want you to be successful. And, and, and for me to just sit back and just say, okay, I do podcasting and that's, that's just not me. And I want it. I want to share with you why. Okay, so if you are looking at this on a video, because it is out there, I'm gonna shift to a slide. And on that slide you'll see, and I'll try to be as communicative, the communicated as I possibly can, but I would, I highly recommend that you go out to industrial talk.com and find this series and you'll see the platform. And then of course I'm going to have the links in it.

04:27                                    You're not going to be left out alone here. But what you'll see is you'll see a slide. And I said, okay, what is my why? Why do I want to do this? And I and I went through this process. And you need to do the same thing. It's this is an industrial platform. You have to think about a platform that you can create that is in it. It creates a bond between you, your customers, your partners, your, your even your prospects. So it's simple. If I'm talking to you and you're on the podcast, we're creating a bond, right? It's, it's, it's spectacular. And I and I, I did not realize that when I went down this road. So it's, it's a really a great bond creating situation. It is a really valuable, this podcast, once it's produced, it's a valuable sales, marketing, branding asset. It's an asset and look at it as an asset and you can take that content, slice dice and do everything you possibly can with that particular product, that asset, it is all about the other.

05:35                                    It helps others, right? It is truly a helpful, beneficial marketing sales solution. It is also, you know, everybody saw, it talks about [inaudible], how do I create content? How do I, and you sit down and you adapt your computer and you start plugging away at trying to create, it's hard. Here is a platform that I can communicate, create content, slice it up, transcribe it, get it out there. I could create blogs, I can do everything from this individual podcast and I'm just, this is why I do this. It's about attention. It's about marketing, it's about sales. But more importantly branding, but very Mo, more importantly, is about the value it brings to your customers, your partners. And your prospects, they like it. It's important people like doing them. It also gains in that conversation. In this back and forth, it gains market intelligence. You truly hear from your prospects, from your customers, from internal extra, it doesn't really matter what are some of the market challenges, what are the behaviors that are taking place in the market and it also creates a platform for digital compounding.

06:59                                    Okay, here's an example one, I do a podcast and I do a podcast for X, okay? And then I will promote that podcast. They will promote that podcast and if they have customers that are on that poker podcast, they will also promote and then that customer can promote it to their prospects. See, it has a compounding effect and you leverage, you leverage as much as you possibly can out of that one single podcast, but it doesn't stop there. And I, and I'm just telling you, I just realized this. Now I get to squeeze as much content and repurpose not just from a video. I could create snippets. I can do all of this stuff from this particular podcast that highlights the individual that highlights the value you're bringing and you know what? It helps people, it helps people to do their job better. Everybody, and I mean everybody wins and that's why you need to, no matter what.

08:06                                    It could be me, it could be others, it could be internal, it could be external, I don't care, but you need to really thoroughly that the necessity to bring in podcasting into your portfolio of your sales marketing, branding, and we're going to go into great detail on why that is important because we're just going to continue to just sort of granularity, but right now you need to do it and I just highly recommend this will be out there on industrial talk.com you need to look at it today, figure it out, contact me. I don't care. I will help you in any way, shape or form. You just need to do it. Thank you very much for joining the industrial talk abroad podcast people. Be brave. Dare greatly change the world. That's what we're all about. Look forward to talking to you. Where do you know what we're going to talk about next time? We're going to be talking about the old way, the old way of communicating. So thank you very much. Look forward to seeing you on the next series of why you need to podcast.

PODCAST VIDEO:

OTHER GREAT INDUSTRIAL LEARNING SOLUTIONS:

Infor's Educational Alliance Program:  https://www.infor.com/services/education-alliance-program

Infor's GenOne Program: https://go.infor.com/genone/

Festo Didactic: Blazing the trail in hands-on Industry 4.0 training: https://www.festo-didactic.com/us-en/

OTHER GREAT INDUSTRIAL RESOURCES:

InforEAM:  https://www.infor.com/products/eam

Safeopedia: https://www.safeopedia.com/

Industrial Marketing Solutions:  https://industrialtalk.com/industrial-marketing/

Industrial Academy: https://industrialtalk.com/industrial-academy/

Industrial Dojo: https://industrialtalk.com/industrial_dojo/

Safety With Purpose Podcast: https://safetywithpurpose.com/

YOUR INDUSTRIAL DIGITAL TOOLBOX:

LifterLMS: Get One Month Free for $1 – https://lifterlms.com/

Active Campaign: Active Campaign Link

BombBomb: BombBomb Link

Social Jukebox: https://www.socialjukebox.com/

Business Beatitude the Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

The post Why You Need To Podcast – My Why and Find Your Why! appeared first on Industrial Talk.

The post Live From IoT World Congress: Mr. Said Tabet with Dell EMC Is talking about Autonomous Driving appeared first on Industrial Talk.

Live from IoT Solutions World Congress, IIC Voice Podcast interviews Edy Liongosari, Managing Director – Chief Research Scientist at Accenture. In his interview, Edy discusses how technology is shaping and enabling solutions to solve problems that facilitate positive transformation in industry and around the world. In short, technology is changing the world! Get the answers to your Why questions about the brave new world that technology offers along with Edy's unique insight on where it's all headed on this IIC Voice Podcast interview!

You can find out more about Edy and the wonderful team at Accenture from this interview and the links below. Finally, get your exclusive free access to the Industrial Academy and webinar access to “Building a Better Industrial Sales and Marketing Platform for Greater Success in 2020”. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

EDY LIONGOSARI CONTACT INFORMATION:

LinkedIn: https://www.linkedin.com/in/edyliong/

Company LinkedIn: https://www.linkedin.com/company/accenture/

Company Website: https://www.accenture.com/us-en

Company Facebook: https://www.facebook.com/accenture/

IIC Twitter: https://twitter.com/IIConsortium

IIC Company Website https://www.iiconsortium.org/

Industrial Academy (One Month Free Access And One Free Licence For Future Industrial Leader):

Industrial Talk Free Webinars:

Business Beatitude The Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

The post Live From IoT World Congress: Mr. Edy Liongosari with Accenture Talks about Solutions that Transform The Future appeared first on Industrial Talk.

Live from Inforum 2019, Energizing EAM Podcast interviews Marcela Rascon, Vice President at Stratum Consulting Partners. In her interview Marcela discusses the the flexibility of InforEAM, proven implementation strategies for success and applications in multiple industrial market segments. Get the answers to your InforEAM implementation questions along with Marcela's unique insight on the “How” on this Energizing EAM Podcast interview!

You can find out more about Marcela and the wonderful team at Stratum Consulting at the links below. Also, get your free InforEAM Toolkit. Finally, get your exclusive free access to the Industrial Academy and webinar access to “Building a Better Industrial Sales and Marketing Platform for Greater Success in 2020“. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

MARCELA RASCON CONTACT INFORMATION:

Personal LinkedIn: https://www.linkedin.com/in/marcelarascon/

Company LinkedIn: https://www.linkedin.com/company/stratumcp/

Company Website https://www.stratumcp.com/

Company Facebook: https://www.facebook.com/stratum

Infor EAM: All you need to know about InforEAM

YOUR INFOREAM TOOLKIT:

Click on the InforEAM Toolkit picture above and receive the following “Must Have” EAM reports:

1. 7 Steps for implementing reliability-based maintenance
2. 10 steps toward a paperless operation with mobile EAM checklist
3. Asset intensive industries, finding the straightest path to the cloud
4. EAM vs CMMS, don't get fooled
5. Infor EAM Brochure
6. Infor EAM Overview
7. 9 fleet management challenges and how to resolve

Industrial Academy (One Month Free Access and One Free Licence for Future Industrial Leader):

Related Podcasts At:

https://industrialtalk.com/infoream/

Business Beatitude the Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

The post Ms. Marcela Rascon Discusses the Successful Implementation Strategies for the InforEAM Platform appeared first on Industrial Talk.

Live from IoT Solutions World Congress, IIC Voice Podcast interviews Bill Hoffman, President of Object Management Group (“OMG”). In his interview, Bill talks about the incredible GLOBAL growth happening in the IoT, IIoT, AI, Blockchain and Cyber Security market. IIC/OMG are at the center of providing a platform that encourages Innovation to solve industrial problems. Get the answers to your IoT/IIoT/AI questions along with Bill's unique insight on where it's all headed on this IIC Voice Podcast interview!

You can find out more about Bill and connect with him at the links below. Finally, get your exclusive free access to the Industrial Academy and webinar access to “Building a Better Industrial Sales and Marketing Platform for Greater Success in 2020”. All links designed for keeping you current in this rapidly changing Industrial Market. Learn! Grow! Enjoy!

BILL HOFFMAN CONTACT INFORMATION:

LinkedIn: https://www.linkedin.com/in/williamhoffmanomg/

OMG Website: https://www.omg.org/

IIC Company Website https://www.iiconsortium.org/

Industrial Academy (One Month Free Access And One Free Licence For Future Industrial Leader):

Industrial Talk Free Webinars:

Business Beatitude The Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

The post Live from IoT World Congress: Mr. Bill Hoffman talks about the Global Explosion Happening In the IoT Market appeared first on Industrial Talk.

Live from Inforum 2019, Energizing EAM Podcast interviews Meir Givon, Founder and General Manager at GIV Group. In this interview, we are talking Smart Cities with Meir and how this connected technology will positively impact your life and communities of the future. Find out more about Meir on this Energizing EAM interview and by the links below. Also, get your free InforEAM Toolkit, exclusive free 1-month access to the Industrial Academy and free webinar access to Building a Powerful Sales and Marketing Platform for 2020. All links designed for keeping you and your company current in a rapidly changing Industrial Market. Enjoy!

MEIR GIVON CONTACT INFORMATION:

LinkedIn: https://www.linkedin.com/in/meir-givon-2b53b/

Company Website https://www.giv-solutions.co.il/

Infor EAM: All you need to know about InforEAM

YOUR INFOR EAM TOOLKIT:

Click on the InforEAM Toolkit picture above and receive the following “Must Have” EAM reports:

1. 7 Steps for implementing reliability-based maintenance
2. 10 steps toward a paperless operation with mobile EAM checklist
3. Asset intensive industries, finding the straightest path to the cloud
4. EAM vs CMMS, don't get fooled
5. Infor EAM Brochure
6. Infor EAM Overview
7. 9 fleet management challenges and how to resolve

Industrial Academy (One Month Free Access and One Free Licence for Future Industrial Leader):

Industrial Talk Free Webinars:

Related Podcasts At:

https://industrialtalk.com/infoream/

Business Beatitude the Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

The post Mr. Meir Givon discusses Smart Cities and Positive Impacts appeared first on Industrial Talk.

Live from Inforum 2019, Energizing EAM Podcast interviews Javier Buzzalino, Senior Vice President of R&D at Infor. In this interview, Javier discusses the rapid changes happening in industry and how asset management goes way beyond just equipment. Find out more about Javier on this Energizing EAM interview and by the links below. Also, get your free InforEAM Toolkit, exclusive free access to the Industrial Academy and free webinar access to Building a Powerful Sales and Marketing Platform for 2020. All links designed for keeping you current in a rapidly changing Industrial Market. Enjoy!

JAVIER BUZZALINO CONTACT INFORMATION:

LinkedIn: https://www.linkedin.com/in/jbuzzalino/

Company Website https://www.infor.com/

Infor EAM: All you need to know about InforEAM

YOUR INFOR EAM TOOLKIT:

Click on the InforEAM Toolkit picture above and receive the following “Must Have” EAM reports:

1. 7 Steps for implementing reliability-based maintenance
2. 10 steps toward a paperless operation with mobile EAM checklist
3. Asset intensive industries, finding the straightest path to the cloud
4. EAM vs CMMS, don't get fooled
5. Infor EAM Brochure
6. Infor EAM Overview
7. 9 fleet management challenges and how to resolve

Industrial Academy (One Month Free Access and One Free Licence for Future Industrial Leader):

Industrial Talk Free Webinars:

Related Podcasts At:

https://industrialtalk.com/infoream/

Business Beatitude the Book

Do you desire a more joy-filled, deeply-enduring sense of accomplishment and success? Live your business the way you want to live with the BUSINESS BEATITUDES…The Bridge connecting sacrifice to success. YOU NEED THE BUSINESS BEATITUDES!

TAP INTO YOUR INDUSTRIAL SOUL, RESERVE YOUR COPY NOW! BE BOLD. BE BRAVE. DARE GREATLY AND CHANGE THE WORLD. GET THE BUSINESS BEATITUDES!

Reserve My Copy and My 25% Discount

The post Mr. Javier Buzzalino Discusses the Evolution of Asset Management appeared first on Industrial Talk.

Live from Inforum 2019, Energizing EAM Podcast interviews Joe Pascaretta. In this interview, Joe talks about the power of InforOS and the ability to aggregate data from multiple sources to powerfully gain insights into your business. Find out more about Joe and the suite of Infor Products by the links below. Also, get your free InforEAM Toolkit, exclusive free access to the Industrial Academy and free webinar access to Building a Powerful Sales and Marketing Platform for 2020. All links designed for keeping you current in a rapidly changing Industrial Market. Enjoy!

JOE PASCARETTA CONTACT INFORMATION:

LinkedIn: https://www.linkedin.com/in/josephpascaretta/

Company Website https://www.infor.com/

Infor EAM: All you need to know about InforEAM

YOUR INFOR EAM TOOLKIT:

Click on the InforEAM Toolkit picture above and receive the following “Must Have” EAM reports:

1. 7 Steps for implementing reliability-based maintenance
2. 10 steps toward a paperless operation with mobile EAM checklist
3. Asset intensive industries, finding the straightest path to the cloud
4. EAM vs CMMS, don't get fooled
5. Infor EAM Brochure
6. Infor EAM Overview
7. 9 fleet management challenges and how to resolve

Industrial Academy (One Month Free Access and One Free Licence for Future Industrial Leader):

Industrial Talk Free Webinars:

Related Podcasts:

https://industrialtalk.com/infoream-heather-preu/

https://industrialtalk.com/infoream-kevin-price/

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The post Mr. Joe Pascaretta discusses the Power of Data Lakes appeared first on Industrial Talk.

In this week's Industrial Talk Podcast we are talking Industrial Education and Training the future Industrial Leaders in Industry 4.0. Industry is changing rapidly. The Forth Industrial Revolution is happening NOW and represents a fundamental shift in the production and manufacturing of goods and services. Thomas Lichtenberger, CEO at Festo Didactic discusses his passion for providing Hands-On learning opportunities/solutions for building the Industry 4.0 workforce of tomorrow! Learn more about Thomas and the great work at Festo Didactic at the following links below:

Personal LinkedIn: https://www.linkedin.com/in/thomas-lichtenberger/

Company LinkedIn: https://www.linkedin.com/company/festo-didactic-lt%C3%A9e-ltd/

Company Facebook: https://www.facebook.com/FestoLearning/

Company Twitter: https://twitter.com/didactic

OTHER INDUSTRIAL LEARNING SOLUTIONS:

Infor's Educational Alliance Program: https://www.infor.com/services/education-alliance-program

Infor's GenOne Program: https://go.infor.com/genone/

OTHER GREAT INDUSTRIAL RESOURCES:

Safeopedia: https://www.safeopedia.com/

Industrial Marketing:  https://industrialtalk.com/industrial-marketing/

Industrial Academy: https://industrialtalk.com/industrial-academy/

Industrial Dojo: https://industrialtalk.com/industrial_dojo/

YOUR INDUSTRIAL DIGITAL TOOLBOX:

Bliss Drive: https://www.blissdrive.com/

Active Campaign: Active Campaign Link

BombBomb: BombBomb Link

Social Jukebox: https://www.socialjukebox.com/

YOUTUBE VIDEO OF INTERVIEW:

RELATED PODCASTS:

Industrial Sales – Industrial Market Segmentation!

Industrial Marketing – Digital Compounding

The post Industrial Academy: Training Future Leaders in Industry 4.0 with Thomas Lichtenberger appeared first on The Industrial Talk Podcast with Scott MacKenzie.

The post Industrial Academy: Training Future Leaders in Industry 4.0 with Thomas Lichtenberger appeared first on Industrial Talk.

Industrial sales truth bombs: 1. 93% of online experiences begin with a search engine. 2. 81% of people perform some type of online research before making a large purchase. 3. 75% of people never scroll past the first page of search engines (Junto, April 8th, 2019). Bottom-line, if you are not on the first page of the search results you are losing opportunity and sales. What to do??? Richard Fong, CEO of Bliss Drive discusses the importance for Industrial Companies to deploy a comprehensive SEO (Search Engine Optimization) strategy to improve industrial sales and increase market share. Find out more about Richard “Rich” Fong at:

Company Website:  https://www.blissdrive.com/

Personal Facebook: https://www.facebook.com/Richfong

Company Facebook: https://www.facebook.com/blissdrive/

Personal LinkedIn: https://www.linkedin.com/in/richardfong/

Company LinkedIn: https://www.linkedin.com/showcase/blissdrive/about/

Instagram: https://www.instagram.com/richfongofficial/

OTHER INDUSTRIAL RESOURCES:

Reliability Web: https://reliabilityweb.com/

Reliability Conference: https://reliabilityweb.com/events/featured/the-reliability-conference-2019

International Crisis Management Conference: https://www.crisisconferences.com/conference/

Safeopedia: https://www.safeopedia.com/

Industrial Academy: https://industrialtalk.com/industrial-academy/

Industrial Dojo: https://industrialtalk.com/industrial_dojo/

YOUR INDUSTRIAL DIGITAL TOOLBOX:

Bliss Drive: https://www.blissdrive.com/

Active Campaign: Active Campaign Link

BombBomb: BombBomb Link

Social Jukebox: https://www.socialjukebox.com/

YOUTUBE VIDEO OF INTERVIEW:

Related Podcasts:

Industrial Sales: Cracking Open The Industrial Door!

Industrial Sales: Optimizing Your CRM Using AI With Adam Honig

The post Industrial Sales: Industrial SEO With Richard Fong appeared first on The Industrial Talk Podcast with Scott MacKenzie.

The post Industrial Sales: Industrial SEO With Richard Fong appeared first on Industrial Talk.