ProSoft Technology works with a number of distributors worldwide. Every so often on ProSoft Insights, we will interview a distributor representative to learn more about them, their customers, and their experience with ProSoft’s communication solutions.
For our latest partner interview, we talked with Bob Petrie of Throughput Technologies, a distributor of industrial solutions in South Africa. Mr. Petrie serves as CEO and works primarily in sales and marketing. He has worked at Throughput Technologies for more than 19 years.
About the interviewee:
Q: Please describe your typical workday at Throughput Technologies.
A: Every day is a new challenge. Our motto has been, for a number of years, “Solving Customers’ Industrial Communication Problems” and this is what we do on a daily basis. Although we are not always in a position to advise the customer in 100 percent of cases, we do assist with the vast majority. It is always very rewarding to support a customer in overcoming their own challenges.
However, with ProSoft that motto has been easy to promote, due to the vast range of products and technical experience available within ProSoft.
Q: How do you value the partnership between Throughput Technologies and ProSoft Technology?
A: We have been working with ProSoft for close to 20 years. As ProSoft grew, we grew as well. We have a vast knowledge of the ProSoft range and Industrial Data Communications in general. That has equipped us to be able to provide knowledge to the market place with the knock-on effect of orders for ProSoft products.
About your customers:
Q: What would you say are your customers’ biggest priorities this year? Is there anything you’re hearing more about from them?
A: Efficiency, IIoT, and cybersecurity are all important, but at the end of the day most customers need their plant up and working and producing. It is up to us to be on top of all the new concepts and features. We are then able to advise customers on the best solution for them. Each customer has their own unique set of challenges. More important is that we understand their needs rather than foisting off new concepts and products on to them.
Q: What are the top values your clients are looking for when it comes to selecting industrial automation products or services?
A: They are looking for ease of implementation and long-term support. Some things never change!!
Doing business with ProSoft Technology:
Q: How have ProSoft solutions improved your clients’ operations?
A: As mentioned above, every system is unique and the list of applications we have been involved with is huge. The fact that we can integrate differing protocols together and provide a perfect fit for the customer helps their operations.
Q: What ProSoft solutions have proven especially popular with your customers?
A: The radios, gateways, and rack modules – each of these systems have been popular and in many cases we have been able to supply all of the various solutions into one application. That is something extraordinary and a testament to the power and scope of the ProSoft range.
Q: Do you have any stories to share about a collaboration with ProSoft?
A: I was recently at a customer, to whom we sold some Modbus® and PROFIBUS SCANport™ interfaces. That sale was probably 15 years ago. The drives are still working perfectly and they have no intention to replace them. Why replace something that is working so well?
On a ProSoft Team note - I remember going to the Hannover Fair a number of years ago and bumping into Doug Sharratt, Alain Chevalin, and Janice Hungerford. I was invited to join them for supper, and I remember sitting there chatting to Doug about all sorts of things. He was a great guy with a great vision. I felt very lucky, both then and now, that I had gotten involved with such a great team with such a great product range.