b'Who Do YOU Call WhenJASON KAEB DIRECTOR OF BUSINESS Things Hit the Fan? DEVELOPMENT, KSI CONVEYORS @jasonkaeb_ksiJasonKaeb@ksiconveyors.comWE HAVE THEbenefit of doing business in growing markets like Asia. AsKSiConveyors.comI write this I am in South Korea to install seed coating equipment in five new seed plants for pelletizing. Seed plants in growing markets often have very little experience with and knowledge of seed coating issues like pelletizing.The Future of Automation It goes like this: The seed company has invested in new equipment and they expect a delivery experience very close to plug-and-play. Often, we enter the facility for start-up only to find the seed coater not only uninstalled,Delivers Peace of Mindbut also still waiting in the delivery box on the floor. We usually try to be helpful to get the wiring completed since we haveWHATS BECOMINGmore omnipresent, more traveled so far. As soon as the panel is connected, we are set for our start-up.taken for granted and more a part of the seed This means that our technician calibrates the machine and makes sure thatindustry? The answer: Automation.everything is set. As automation is more readily available and After that, its time to train the designated operatoroften an unexperi- accepted in the seed treatment space, its impor-enced but loyal employee who has the trust account to operate this precioustant that the automation solutions provide value to investment, but little or no experience in doing so. This person can feel a lotour customers and partners. It is not enough to just of pressure. What usually happens when we start up the engines is that a lotprovide automation. of people come out for the momentous eventco-workers, office workers,The key to the equation is communication, neighbours, and also managers from other seed plants around the country.openness and transparency to make sure were We use this occasion as an opportunity to start training the operator indoing our part. Specifically, were trying to pull how to build the recipe, add ingredients, and work the machine. Pelletizing is aback the curtain and to talk about accuracy, stew-bit tricky to master, so the first batch often ends up lacking in quality. ardship, where improvements can be madeand This is when things hit the fan. The operator often feels some pressurewhat we as an industry are missing. from this, considering a crowd is present to see it. His stress builds up and heWe must take advantage of the technology can often get discouraged. available, while also having a process in place that In this situation our technician continues to fine-tune the machine andallows us to keep our equipment not just func-assure everyone this is a normal part of the process. tional, into the future, but up to date. As soon as the batch of perfect uniform pellets is discharged from theTraditionally, hardware and software come coater, everything changes. We see big smiles that confirm the machine hastogether taking advantage of the best available exceeded all their wildest expectations. Pictures are taken and happy phonetechnology for that static moment in time. Its not calls to management are made. that difficult to make sure youre using the best The more you learn, the more you realize how little you know. This is wheretechnology and the best equipment possible; we explain to the operator how long its going take for himwhats challenging is to join the two in a way that to gain expertise and be a professional at his craft.sets you up for the future.This is also the moment when we announce thatIts critical to keep our systems up to date, so NoroGard offers free lifetime support.that our customers can turn on the systems and That, dear reader, is how we build long- know they are going to operate with the latest term relationships and grow stronger onsoftware platform that we have designed and the global market. the latest hardware technology available. Moving forward, our model not only allows us to pushout software updates but also provide users new hard-ware as needed. How do you address the fear that if I buy some-thing today, it might be out of date tomorrow? Its all about conversations and being willing to talk KETTY NILSSON through pain points, to address friction and to PRESIDENT, NOROGARD provide the best solutions with tomorrow in mind. With these conversations and these assurances@NorogardABketty@norogard.com come peace of mind.norogard.com38/ SEEDWORLD.COMJANUARY 2020'