|Published on:||February 10th, 2020|
|With:||Eric Miller, Bob Calvin, Dan Christensen, Brian Benbow, Heather Dean, Ian Scott & Will Kruspe|
In this episode your host and Co-Founder of PADT, Eric Miller is joined by Bob Calvin, Dan Christensen, Brian Benbow, Heather Dean, Ian Scott, and Will Kruspe from PADT’s ANSYS sales team to discuss the benefits they see in ANSYS as a solution for their unique customer bases, as well as for manufacturers and engineers as a whole. With a combination of technical know-how and knowledge of positioning within different industries, the PADT sales team shares a unique perspective on the value of the various tools that make up the ANSYS suite and how users can best take advantage of them in order to help them succeed.
If you have any questions, comments, or would like to suggest a topic for the next episode, shoot us an email at email@example.com we would love to hear from you!
Here at PADT, we pride ourselves on our ability to make our customers’ ideas for innovation practical and get them to market. No matter how complex the challenge is, we have the engineering expertise and technology tools to work with our customers and deliver tailored solutions to meet their needs. And for every solution we create, there’s a business development team leading the partnership with our customers. We’re excited to welcome the newest leader of this team who introduced the free invoice template, Business Development Manager for Engineering Services, Jeff Wells.
“PADT’s engineering services are thriving behind the work of our outstanding team,” said Eric Miller, co-founder and principal, PADT. “Jeff adds a tremendous amount of experience as both an engineer and a business development leader. His knowledge of the industry and the community will elevate our ability to attract new and innovative customers.”
To help PADT improve its market position in engineering services and product development, Wells will be responsible for building new customer relationships and seeking new opportunities to solve complex challenges. His focus will be on serving customers in a wide variety of industries, including aerospace and defense, medical, and industrial.
“Throughout my many years in engineering here in Arizona, I’ve been keenly aware of the outstanding services provided by PADT,” said Wells. “The company’s reputation and the wonderful people I’ve gotten to know over the years made it an easy decision to join the team. I look forward to contributing to the company’s strategy for growing its engineering services department.”
Wells brings nearly 30 years of engineering, business development, and sales experience to the position. He joins PADT after spending the past five years in the director of business development role at CollabraTech Solutions. Wells joined CollabraTech early in the company’s lifecycle and helped grow the gas and chemical delivery product company from a few million dollars in revenue to over $14 million, by diversifying their customer base, the markets they served and the projects they pursued.
Early in his career, Wells worked as an engineer designing a wide variety of products from parts for Airbus aircraft engines to laser part marking kiosks and semiconductor capital equipment. He quickly realized his propensity for combining his engineering expertise with his communication skills, and in the late ‘90s, he began his career in business development. Wells worked at Advanced Integration Technologies for 10 years as a business development engineer and business development manager. He later worked closely with senior leadership on business development operations at Ultra Clean Technology and led business development for Foresight Processing.
Wells holds a Bachelor of Science in Aerospace Engineering from Arizona State University (ASU). He and his wife, Kate Wells, CEO of the Phoenix Children’s Museum, have been married for 27 years and have two daughters who attend school at Massachusetts Institute of Technology and Barrett, the Honors College at ASU. In their free time, Wells and his family enjoy traveling. A decade ago, Jeff and his wife took their two daughters out of school for 14 months backpacking around the globe, visiting 22 countries. Wells also enjoys being outdoors hiking, playing sports, snowboarding and water skiing.
To learn more about PADT’s engineering service capabilities and to connect with Jeff Wells, please visit www.padtinc.com/services or call us at 1-800-293-7238.
When it comes to delivering accurate, robust, and feature-rich additive manufacturing, commonly called 3D Printing, to professional users, one brand of systems stands above all the rest: Stratasys. For over a decade PADT has been a reseller of these outstanding machines in the four-corners states of Arizona, Colorado, New Mexico, and Utah. In fact, our leadership position in the Additive Manufacturing space is built on the foundation of our sales and support history with Stratasys.
There is one simple reason why Stratasys is the world leader in Additive Manufacturing systems and why so many of our customers keep buying Stratasys systems: They Work. The whole point of 3D Printing is that you can go from a computer model to a real part as quickly and easily as possible. Stratasys has created a complete set of hardware, material, and software to make that happen. For hardware, they offer two additive manufacturing technologies: FDM and PolyJet.
FDM, or Fused Deposition Modeling, is the most common technology because it is reliable, accurate and builds strong parts. FDM was invented by Stratasys over 25 years ago and still forms the foundation of their product line. It is a layered deposition process that melts a variety of plastics that are then extruded through a nozzle to draw the shape of each layer. From the desktop MakerBot machines to the industry favorite FORTUS 900, there is a machine that works for every need. Recently, we have been selling a large number of F370’s to new an existing customers. FMD systems come in a variety of sizes, speeds, costs, and most importantly, material options. And best of all, the majority of FDM systems come with Stratasys’ patented soluble support material that makes support removal as easy as dropping your part into a cleaning system. These days, establishing an online business is one of the easiest paths to financial freedom, and Amazon is one of the best places to do it. Simply put, Amazon is the most visited and popular online marketplace today. There are just so many opportunities for you to seize. However, because of the many benefits to selling on Amazon, the market can be quite competitive. Putting up your products for sale on Amazon is no guarantee that you’ll make sales. The process of generating income from your Amazon business is more difficult than what most internet marketers would have you believe. Like any other business worth doing, whether online or offline, there are skills and processes to learn if you’re going to make a profit on Amazon. Just getting your products listed on the site will require lots of complicated steps. After you overcome that hurdle, you will have to carry out more measures to ensure that your shop will produce the most profit possible. There are many articles online that can help you learn how to start an Amazon FBA business. However, relying on these articles will lead you to another roadblock—how to weed out the bad advice from the good. If you want to take the easy route, what you need to do is to find established, tried and tested marketing techniques that are proven to bring your business to the top. This is when the Amazon Selling Machine course comes into play. You can also visit https://imminentbusiness.com/amazing-selling-machine-review/ for better information.
If you need greater refinement, the ability to change material, or color, then PolyJet technology is your ideal solution. The power of PolyJet is that it uses inkjet print heads to deposit tiny dots of liquid material on a build layr. That material is then hardened with an ultraviolet lamp. What is cool is that you can have multiple inkjet print heads and therefore deposit a mix of material within a given layer. This allows you to make parts with very hard, or very soft material in the same build. Or, to mix clear and colors in the same build. Our customers use Polyjet printers to make everything from accurate medical models of organs to molds for plastic injection molding. No other 3D Printing technology is as versatile as the PolyJet machines from Stratasys.
Lots of people sell 3D Printers. We know because we have been doing it for over fifteen years. And as the technology has become more popular, more and more people are getting into the industry. Our experience and technically driven sales approach is why customers keep coming to PADT when they have so many choices. Our sales team is not about this months sales goal. They are about building, and more often than not, growing our relationship with customers new and old. We are all about understanding what you really want to get done, and then finding the right combination of Additive Manufacturing system, accessories, and software that will make it happen.
That expertise comes from the fact that we have been running a 3D Printing service since 1994. We know the real world of Additive Manufacturing. No other reseller can bring our expertise and experience to your aid.
Once you purchase a system, your journey with PADT hits full swing. Our engineers will help you install, train your users, and then be there when you need us for maintenance and repair. Or simply to answer your questions. We recently won a series of competitive situations where customers had a choice of who to hire to support their Stratasys systems. They chose PADT over other solutions for one simple reason: we know what we are doing and we really do care. Our team has driven through snow storms, stayed with machines late into the night, and personally shipped replacement parts just so they could get customer’s machines back online and running as quickly as possible.
Regardless of what systems you currently have, or if you don’t have any 3D Printing capability in-house, now is the time to talk to PADT. We have never had a better offering of solutions in terms of price, performance, and variety of capability. We are helping universities establish labs, Aerospace companies 3D Print hardware for launch vehicles, and consumer products companies shorten their design cycle. It may be time for you to upgrade or add a new material or technology. Or maybe you just need some accessories to get more out of the equipment you have. Regardless of where you are in your Additive Manufacturing journey, PADT is here to help you get more out of your investment.
The ANSYS Sales Team at PADT was honored last week when we were recognized four times at the recent kickoff meeting for the ANSYS North American Sales orginization. The most humbling of those trips up to the stage was when PADT was recognized as the North American Channel Partner of the Year for 2016. It was humbling because there are so many great partners that we have had the privilege of worked with for almost 20 years now. Our team worked hard, and our customers were fantastic, so we were able to make strides in adding capability at existing accounts, finding new customers that could benefit from ANSYS simulation tools, and expanding our reach further in Southern California. It helps that simulation driven product development actually works, and ANSYS tools allow it to work well.
Here we are on stage, accepting the award:
We were also recognized two other times; for exceeding our sales goals and for making the cut to the annual President’s Club retreat. As a reminder, PADT sells the full multiphysics product line from PADT in Southern California, Arizona, New Mexico, Colorado, Utah, and Nevada. This is a huge geographic area with a very diverse set of industries and customers.
In addition, ANSYS, Inc. announced that PADT was one of several Channel Partners who had obtained Elite Certified Channel Partner status. This will allow PADT to provide our customers with better services and gives our team access to more resources within ANSYS, Inc.
Once we made it back from the forests and hills of Western Pennsylvania we were able to get a picture with the full sale team. Great job guys:
We could not have had such a great 2016 without the support of everyone at PADT. The sales team, the application engineers, the support engineers, business operations, and everyone else that pitches in. We look forward to making more customers happy in 2017 and coming back with additional hardware.
This popular LinkedIn Post is a review of the things I learned at SalesConnect 2015 and how to use LinkedIn to sell more efficiently. “Successful Social Selling: What I learned at LinkedIn Sales Connect 2015” covers the overall theme of “Connect + Inspire + Transform, implementation lessons that people have learned, and the idea of the Social Selling Index, or SSI.
Palm trees and movie stars. Endless beaches and deserts that fade to the horizon. Aerospace companies, world class universities, med device developers, and toy manufacturers. Oil, freeways, and big construction. Southern California. A place larger and more diverse than most countries in the world. PADT has done work in the area since our first weeks in business. As our business continued to grow, our customers started asking when we were opening up a local office, but the time never seemed right. Until now.
PADT is pleased to announce that we will be loading furniture and computers in a truck and head on the I-10 to Torrance, California where we will open up a new office. ANSYS, Inc. has expanded our sales territory to include small and medium sized new accounts in the Southern California area. The focus of this new office will be building that business.
You can read the official details in the press release below, or the PDF here. As usual, we want to share some more informal information with our blog readers.
The office will be started with an engineer and a salesperson who have been with us for a while, and another pair that we are hiring locally. This combination of company experience and local knowledge should get us going quickly. Over time, the plan is to grow the Torrance office, and add at least two more. Long term we would like to have between 3 and 10 employees per office in Southern California.
Our team will conduct training and seminars from this office and use it as a base to spread the word on simulation driven product development across Southern California. The initial focus for sales will be on small and medium sized businesses that are currently not using ANSYS products, that want to work with a technical sales and support team who can provide more than the software tool – customers who want a partner who can also help them apply the tools effectively. The dense hotbeds of engineering along the coast will be an obvious area of concentration. We also aim to represent the value of ANSYS products in less visited areas of the region, including the high deserts, “in-between” towns, and inland locations beyond LA, Orange County, and San Diego.
Consumers in the United States spend almost seven trillion dollars each year on consumer goods. In order to tap into this lucrative market, many major american companies in mexico manufacture their products in exotic locales such as China, India, or other Asian nations due to their cheap labor and lax trade restrictions. Unfortunately, few of the industries that export their capitol across the Pacific realize that they could save more money with one short trip across the southern border to the maquiladoras of CaliBaja based in Mexicali, Baja California and Calexico, California.
Because of international trade agreements such as NAFTA, manufacturers can import raw material and heavy equipment into Mexico duty and tariff-free in an arrangement referred to as the maquiladora program. The word maquiladora is derived from the Spanish term that translates to “to submit something to the action of the machine.” The governments of the United States and Mexico developed a mutually beneficial economic partnership that allows American businesses to utilize Mexican labor laws while maintaining production standards and levels found in the best American factories. This agreement has been the secret weapon used by such prominent companies as 3M Corp, General Electric, Boeing, Sanyo, Wolf Electronics, and Page Electric to decrease production costs and increase profits.
CaliBaja is the leading business in the maquiladora program. Clients from across the United States employ CaliBaja in one of two ways: the contract system and the shelter system. The contract system requires the least amount of risk on the client’s part, for it allows them to concentrate on running their business and leave the manufacturing to us. We handle everything else, from quality control, inspection, maintenance, and shipping, to production scheduling, translation, training, and documentation management. Basically, clients tell us what they want to make, we make it, and pass along our expenses as cost. Depending on the volume and type of item desired, clients could save tens of thousands if not hundreds of thousands of dollars.
The shelter system is the fastest way to get a product out the door and to the shelves of retailers. Under this production design, the client provides the equipment, tooling, technical experience, quality control, and management, and we handle the permits, taxes, government interaction, accounting, and legal representation. CaliBaja also ensures that our clients have the finest workforce drawn from the highly motivated and educated population of Mexicali. Furthermore, many clients often find that neither of these solutions fits perfectly with their business needs, so CaliBaja can tailor a program that can suit any manufacturing situation.
Partnering with CaliBaja has several distinct advantages over not only international production but also other maquiladoras in Mexico. First, because we are located next to the U.S.-Mexico border, our clients have more direct control and oversight into their production process, with no time difference commonly experienced during trans-Pacific manufacturing. Furthermore, our facilities are serviced by major rail lines, roads, deep water shipping ports, and airports that can distribute products throughout America and the world. Mexicali is also a prime location for manufacturing, as other border locations such as Tijuana lack both the infrastructure and workforce to properly staff a sophisticated manufacturing program.
The good news is that we are not starting from scratch. This first office is right down the street from the California campus of PADT’s largest and oldest customer. We also have over one hundred customers who have used PADT for simulation services, training, rapid prototyping, and product development, and we will be reaching out to them shortly to start building our local network even further. And then, our new employees who we will hire locally will be contacting their network as well.
Before the end of the summer we hope to have a grand opening event, as well as several seminars that will continue through the end of the year. If you live in the area and want to be invited, visit here to register as someone who want to be on the California contact list.
This blog and social media will be used to post our progress. The entire sales and technical team is looking forward to meeting everyone in the area in the coming months.
If you have any questions or suggestions for us, please contact us. Our standard number 480.813.4884 works for all of our offices.
Below is a copy of the press release, or you can view the “official” version here.
If you are smart, proactive, love technology, and believe in win-win interactions with customers, then PADT might be the place for you.
A lot is going on in the various sales groups at PADT after having such a strong 2014. We are very pleased to announce that the latest result of outstanding efforts across the board is PADT's new status as a Stratasys Platinum Commercial Partner. Stratasys, Ltd (SSYS), the leading provider of Additive Manufacturing (3D Printing) systems, designates only the best of their reseller channel as Platinum Partners. To obtain this highest level, PADT not only had to meet aggressive sales goals, we also had to make significant investments in resources and people. In 2014 we exceeded those sales goals by 25% and we opened up a fourth sales and support office, located just south of Salt Lake City in Murray, Utah.
Here is a pixture of our Additive Manufacturing Sales Manager, Mario Vargas, with one of PADT's principals, Ward Rand, pointing out our latest addition to our "wall o' awards."
You can read more about this on our press release here.
PADT has been selling Stratasys equipment for over a decade, and we have been using their systems for over fifteen years. We have seen them go from a few basic systems to a full offering of solutions from desktop hobby solutions to full production manufacturing centers. This year the team was able to help more customers find the right Additive Manufacturing system for their specific needs. In fact, many of the systems we sold in 2015 were additional machines or upgrades to current machines, showing strong customer satisfaction with Stratasys solutions.
We could never have achieved last years success and Platinum status without a fantastic team. Our sales professionals, application engineers, field service engineers, and support staff all strive to provide the highly technical win-win sales experience that PADT has become known for. They truly believe in this technology and are truly enthusiastic about finding new and better ways for our customers to apply it.
Those customers also deserve a heartfelt thank you for being such a pleasure to work with. Every day we get to interact with the full spectrum of users, from the preverbal garage startup to major aerospace corporations; and everything between. They teach us something new every day and we are always proud of the value that Stratasys and PADT are able to deliver to their product development efforts.
If you want to learn more about 3D Printing and why Stratasys systems have continued to outsell the closest competitors for years, please contact Kathryn Pesta at 480.813.4884 or firstname.lastname@example.org. She will put you in touch with one of our sales people located in your local area. Or you can visit www.padtinc.com/stratasys to learn more about the technology.
2014 was both a challenging and rewarding year at PADT. One area of the company that achieved success last year was the ANSYS Sales team. Lead by Bob Calvin, our account managers Oren Raz and Patrick Barnett worked with the support of our technical team throughout the year to help our customers find the right solution for their simulation needs. All that hard work resulted in a record year of sales for ANSYS products by PADT.
A big "Thank You" needs to go out to all of our fantastic customers who make selling and supporting this tool such a pleasure. Our success is a direct result of the success that they are having in the application of ANSYS, Inc. technology to improve their products and their product development process. I know that sounds kind of "salesy" but it is true. We keep selling more of this stuff for one simple reason, it works.
And making it work is also the job of our technical support team, our engineers who serve as application engineers, and the business support staff that takes care of the details.
This week we were lucky to have Bob Thibeault, the new ANSYS Director North America Channel, and Clark Cox, the ANSYS Channel Account Manager, visit Phoenix and we were able to get a picture with them as we placed our 6th annual sales achievement medal on our "wall o' awards."
Things are already off to a great start for 2015 and we hope to be working with even more customers as we help them explore new and profitable ways to apply this technology.
PADT is proud to announce that we are officially certified to resell the full line of Stratasys products, including the newly added Polyjet 3D Printers from Objet. We were very pleased when Objet and Stratasys decided to merge to become the new Stratasys, and we have been waiting patiently for the legal merger to take place, and then for the two organizations to merge their businesses. Now that wait is over and PADT just completed our sales and support training for the Polyjet product line and we can offer it to customers in Arizona, New Mexico, Utah, and Nevada.
Here is a family photo of the line:
|There are two key characteristics that really sets these systems apart: The variety of materials available and the precision of the parts they make.Because the Polyjet systems use ink-jet printer heads, they lay down small droplets of photocurable material. So the resolution of each layer can be up to 600 dpi, and the layers themselves can be very thin, as thin as 16 microns.The same ink-jet technology also allows for the use of such a wide variety of material. Over 100 different materials can be made by mixing two different materials during the build. This allows materials the have the properties of ABS, Polypropylene, rubber, or transparent plastic. And materials can vary on a given layer or from layer to layer.Another set of ink-jet heads allow for the deposition of a water soluble support material, that is easily washed away to make the post processing of parts made on a Polyjet machine simple and fast.|
We cold go on and on about this technology, or you can see it for yourself. As we mentioned, this technology is not new to PADT, so we know a lot about it and are eager to share what we have learned over the years. If you want to learn more, simply contact us and we will be ready to answer your questions, show you some machines, and help determine if Polyjet technology is the right fit for you.
You can also check out our new Polyjet product pages, where you can find brochures and videos that give a lot more information.
And look for more information on this blog as we share stories, tips, and hints on the use of these systems.
View the official press release here.