Approaching telemetry sales strategies


A few weeks ago, one of our distributors in South America asked me a question that, for many of us, might appear superficial. The question required a series of answers to be used to convince a gas distributor, and therefore a potential customer, to use telemetry systems to manage cryogenic or compressed gas storage at their own customers’ storage locations.

Very easily one could answer, as it is often done, that using telemetry guarantees better customer services and optimisation of logistics costs. These answers are absolutely correct and represent the best perception the market has when it comes to telemetry applied to level and pressure measurements of cryogenic tanks or compressed gas cylinders. In reality, however, these answers may appear incomplete or even inaccurate in some cases.

First of all, it must be remembered that a fundamental component, in defining the commercial offer of a telemetry system, is to take into account the ‘Country System’ in which the gas storage systems are located. In this case, aspects such as the density of gas production sites, the existence of large storage systems to supply local cryogenic gas distributors, efficient road networks, and wireless communication systems, are relevant.

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