At Dynisco, we value our partner relationships and pride ourselves on our commitment to grow together. We commit to cultivating positive relationships with companies where both parties can increase revenue, industry reach, and share knowledge with existing customers and prospects. With this, we created our "Channel Partner Spotlight" segment dedicated to highlight our partnership and effectiveness in the Plastics Markets.
We interviewed Jeff Wilkins, President of Andruss Peskin Corporation to hear his thoughts on their partnership with Dynisco. Andruss Peskin represents Dynisco Pressure Sensors, Polymer Evaluation products and Instrumentation in New England and upstate New York.
Dynisco (D): Thank you so much for joining us in this segment Jeff. What would you say is Andruss Peskin's vision of Success?
Jeff Wilkins (JW): Selling multiple Principals to the same customer. This makes us more of a trusted partner to the customer and the first number they dial when they need something.
(D): How long have you been partners with Dynisco and what differentiates your organization in the Plastics Processing Market?
(JW): We have been partners with Dynisco over 35 years. With over 20 years of Sensor Experience in melt pressure, we have the ability to support replacement parts, OEM’s and machine rebuilds (PLC, sensors, Screws, etc)
(D): Why partner with Dynisco?
(JW): We have been aligned with Dynisco for over 3 decades. Dynisco is known for their high quality products, delivered on time and at a value. Andruss Peskin Corp aligns itself with only the best manufacturers in their market place. Customers come to us for high quality service and engineering support.
(D): How does your partnership with Dynisco align with your vision of success?
(JW): I am building a portfolio of companies to solve many Plastics Processors issues. By offering a complete line of temperature & pressure sensors to machine controls to barrels and screws. We can handle all processors, extrusion, injection and blow molding. Dynisco is a key supplier both from the sensor side of the business, but also in the laboratory. Now with online capability like never before, we expect to see the smaller processors start paying attention to rheology on the floor not just in the lab.
(D): What does Dynisco do/provide to help you successfully compete in the markets you serve?
(JW): Our partnership is one of the longest running of all the firms that represent Dynisco. Dynisco has great Regional Managers who understand how rep firms bring value to them. We work in tandem servicing the customer. Our job is to get in front of the customer and solve problems. Additionally, we need to educate the customer that Dynisco is more than just a sensor company. The PolyTest side of the business actually brings more value to the customer faster. Our job is to make them familiar, help them get budget approval for lab equipment. With the help of our RSM’s close the sale. True partnership…
(D): What are your strengths and how does your partnership with Dynisco compliment those strengths?
(JW): Personally, I have 20 years of Plastic Processing experience. In my previous life, I was the Sales Manager – Americas at Dynisco. My 8 years there, I became intimately familiar with both the sensor side and PolyTest side of the business. Mark Denison, in a former life worked for the competition as a design and manufacturing engineer. He understands the applications is a great resource to our customer base for solving their difficult applications.
(D): Can you provide an example of how Dynisco has partnered with you to complete a sale or realize a success
(JW): A customer ordered the wrong indicators for a project they were working. Working with David Azevedo and Peter Duserick, we determined what was missing in the part number. Attempts were made to retrofit them in the field to no avail. That said, Dynisco worked out a solution to return them and have get the customer the right indicators. What makes this a great story is that the customer designed a rig to help them understand the new adhesives they were using in their process. They were experiencing viscosity issues. While in the plant we introduced them to ViscoIndicator Online Rheometer. While it is not a sale yet, there is great potential to turn it into one.
Henry Ford once said, "Coming together is a beginning, staying together is progress, and working together is success". When striving for mutual growth, each party needs to continually strengthen every component and this is why Dynisco takes pride in choosing their partners and takes the time cultivating these relationships to effectively share solutions, encourage collaboration, and drive growth... together!
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