Technical Sales Representatives: The Often Underutilized Asset

Work with your technical sales rep.
It will pay off in ways you haven't imagined.

Process refractometers are sold with the support of sales engineers working for the local distributor or representative. By realizing what these specialists have to contribute, and taking advantage of their knowledge and talent, you will save time and money and experience a better project outcome.

Consider these contributions:

Product Knowledge:
Sales engineers, by the nature of their job, are current on new products, their capabilities and their proper application. Unlike information available on the Web, sales engineers get advanced notice of product obsolescence and replacement. Also, because they are exposed to so many different types of applications and situations, sales engineers are a wealth of tacit knowledge that they readily share with their customers.

Experience:
As a project engineer or leader, you may be treading on fresh ground with a refractometry requirement for your current assignment. You may not have a full grasp on how to handle a particular challenge presented by a project. If this is the case, call in the local technical sales representative - there can be real benefit in connecting to a source with past exposure to your current requirement.

Of course, sales engineers will be biased. Any solutions proposed are likely to be based upon the products sold by the representative. But the best sales people will share the virtues of their products openly and honestly, and even admit when they don’t have the right product. This is where the discussion, consideration and evaluation of several solutions become part of achieving the best project outcome.

Whatever your stake in an upcoming or ongoing project, it's highly recommended you develop a professional, mutually beneficial relationship with a technical sales expert, a problem solver. Look at a relationship with the local sales engineer as symbiotic. Their success, and your success, go hand-in-hand.

PID Control: The Basics

PID diagram (courtesy of Wikipedia)

PID is short for "proportional plus integral and derivative control", the three actions used in managing a control loop. Process loop controllers use one, two or all three of these to optimally control the process system. PID control is used in a wide variety of applications in industrial control and process system management.

Many types of PID controllers exist on the market and are used for controlling temperature, pressure, level and flow. PID control is also used in industrial, inline refractometers to control process variables such as Brix, Percent Solids, Dissolved Solids, Specific Gravity Units, and Refractive Index. 

Here is a brief explanation of the three actions that make up PID control.

Proportional Control Action (P): The controller output responds in proportion to error signal. The characteristic equation for this action is:

• Where, Kp is called proportional gain, e is the error magnitude and B is the output from controller when there is no error. It is also called bias. 
• In a proportional controller, the value of gain is set as required by the process and can be varied from 0 to ∞. 

Integral Control Action (I): The control system will respond if the error is present over a period of time. This type of control action is called Integral Control Action. The integral action is defined mathematically as:

• Where, e= error, Ti= Time interval of integral action.
• Purpose of integral action is to provide adequate control action on varying demands of process. In this type of action, output varies as per the time integral of error. This action does not exist independently and always associated with proportional control. 

Derivative Control Action (D): To achieve a stable process, wide proportional band and low integral action are set. Due to these settings, the control system can be too slow. If large system disturbances occur over a wide interval, PI controllers are inadequate. These large system disturbances can be managed if the controller output responds not only to the magnitude of deviation, but also to the rate of change of deviation. Derivative control action is that control action. 

Today's process controllers are much easier to set the PID, thanks to auto-tuning algorithms. What used to be a very time consuming and tedious job can now be done with the push of a button and allowing the controller to "learn" the process dynamics. PID controllers minimize error and optimize the accuracy of any process.

For more information on the use of closed loop control with industrial inline process refractometers. contact Electron Machine Corporation by visiting http://www.electronmachine.com or calling 352-669-3101.