According to Azima DLI Vice President of Sales and Marketing Randy Johnson, expertise is disappearing from the work force every day so it is important to take advantage of technology to overcome the loss of knowledge. BIC Magazine recently visited with Johnson to learn more about how Azima DLI provides its customers with cutting-edge technologies, which help manage work and ensure safety and efficiency across plant floors.
Q: What led to your position at Azima DLI?
A: I received a phone call from the former president and a founder of Azima DLI. He knew my background, which was in the process control, data security and data storage industries. I was attracted to the collaboration tools Azima DLI had to help companies manage assets and avoid unplanned downtime. Azima DLI was developing a solution for plants that could monitor machine health over the Internet by applying technology and a virtual analyst pool of talent. This idea attracted me and sounded like something the industry was ready for — especially given where we are today with the aging work force.
Q: What’s the biggest news at Azima DLI right now?
A: We have announced the availability of our TRIO™ CA8/CX8 and CA10/CX10. These are the latest generation of vibration data collectors and machine condition analyzers from Azima DLI. These data collectors and analyzers offer tablet-style computing in lieu of expensive dedicated instruments that our competitors use in the marketplace. We also recently introduced a temporary promotion where all three of the TRIO products are offered at the same price. So a customer has the choice of selecting any one of these three products and getting it at a price point that is $10,000 under its normal street price.
Q: Are you looking to grow in new markets or expand in current ones?
A: We recently hired a director of international WATCHMAN services who will deploy a strategy to take us worldwide. Given the technology we have, it’s pretty easy for Azima DLI to go international because our traditional collectors and on-line systems replicate information over the Internet to our data centers where our analysts can access it through our infrastructure virtually from anywhere in the world.
Q: What type of clients mesh best with your style?
A: The best clients for us are ones in transition or who have found themselves in transition. What I mean by this is there are 10,000 people per day who are retiring from the work force. If you talk to plant managers, they know they have this problem going on now, and for the foreseeable future. As the expertise leaves the plant, years of experience and plant knowledge goes with them. Clients that get it are plant managers or operations people who know the costs (whether it be production or lost opportunity) associated with unplanned downtime. We have to consult and work with our customers to fully understand what their lost opportunity costs are. We need customers who are attentive and understand and realize that keeping their assets in good operating efficiency makes the difference in the profitability of the facility.
Q: What is your best sales approach/marketing tool?
A: We like to get a customer on a webinar so we can demonstrate what our infrastructure and solution look like. We look for a technology solution to the customer’s problem instead of what the customer has done in the past, which is usually just hire more people. We can host webinars with general information for multiple customers or we can perform dedicated webinars addressing a customer’s specific business problem.
For more information, visit www.azimadli.com or call (800) 482-2290.
