“A leader is the one who knows the way, goes the way and shows the way…”
There is no better “way” to describe Matt Welland’s Leadership than this quote.
Today we will talk with our VP of Sales about the world of Analytical Measurement and the effect of the COVID-19 crisis on different industries.
Q. Can you tell us a little bit about yourself and what got you into engineering?
After graduating University I started a job as an Inside Sales Rep with a small family business involved with sales in the Process Analyzer market. The rest, as they say, is history.
Q. Can you describe your role as a VP of Sales at Novatech?
As VP of Sales I provide a mentorship role to the sales force to assist them in their sales efforts. I also continue to cover a sales territory, so I don’t forget the daily challenges both our customers and sales reps face.
Q. What kind of challenges are your customers facing and how does Novatech help to address those challenges?
Our customers are given the difficult task of installing very technical analytical instrumentation to measure or optimize their industrial processes. Making measurements in these processes presents many challenges. They are often very difficult to measure due to corrosive process streams, high temperatures, high pressures, presence of toxic gases etc. and the analysis has to be provided 24/7. We strive to provide our customers with the engineered solutions to accomplish this task.
Q. From a “Sales Engineer” point of view, what unique technology does Novatech have in Analytical measurement?
I was directly involved with the hydrocarbon leak detection technologies and solutions that were developed by Novatech to assist customers to detect process leaks that could contaminate their effluent. The implementation of our technology has gone a long way to reduce the number of incidences and improve our environment.
“The recent crisis we have all experienced with Covid-19 has had a very broad effect on industry. Many companies are delaying capital expenditures until all of the risks from the global lockdown and economic crisis can be mitigated. On the positive side , we do see “several areas still experiencing substantial growth and investment.”
Q. What is the difference in process automation today compared to years ago?
The position of Analyzer Specialist within industry is disappearing, so we must learn to guide and educate our customers on selecting the right technology for their applications.
Q. What gives Novatech products an edge over its competitors?
Our edge; world-class quality products, knowledgeable engineering, and local support.
Q. The world is completely changing these days, some sectors are slowing down while other sectors and industries are booming; where do you see Novatech in this changing world? Can Novatech provide any solution for the rising sectors / industries?
The recent crisis we have all experienced with Covid-19 has had a very broad effect on industry. Many companies are delaying capital expenditures until all of the risks from the global lockdown and economic crisis can be mitigated. On the positive side , we do see several areas still experiencing substantial growth and investment. These include all the polymer industries producing the building blocks for plastic and latex, to the pharmaceutical companies increasing their research and production capacity for vaccines. We have also had several inquiries for H2O2 analyzers from companies that must adopt new processes to sterilize their manufacturing operations and production.
Q. In these unprecedented times where almost everybody is working from home and many sites are even closed, how do you keep connection with your customers?
I try to be as responsive as I can by phone, email, even texting. We are having great success hosting web meetings and seminars. I hope more customers take us up on these offers while we are self-distancing.
Q. How do you see the future of the Analytical Instrumentation business after the COVID-19 crisis?
I think business will accelerate quickly once the “all clear” is announced. We were all very busy at the start of 2020, let’s hope we resume at an even greater pace in 2021.
Q. What motivates you everyday?
Doing my job to the best of my abilities and having some fun along the way.