Water Well Journal
Issue link: https://read.dmtmag.com/i/629532
Irrigating Our Future is a new column by Mike Allen. He was employed at Western Land Roller/Ingersoll Rand/ Ingersoll Dresser, now Flowserve, for 30 years. He began his career in Hastings, Nebraska, in product engineering, transitioned into engineered sales in Fresno, California, and spent the last 20 years as the sales and marketing manager for Groundwater Development for North America. His column will focus on all aspects of the irrigation segment of the groundwater industry. I thought "No problem" when asked to consider writing a column on vertical turbine pumps in the agricultural market. The linkage is obvious with agriculture using more than 90% of groundwater pumped, and a vertical turbine pump— configured as either line shaft driven or submersible—being the primary mechanical device to access it. Sure, I wondered: "What topics haven't already been cov- ered multiple times across a number of venues and formats?" However, I believe an ongoing discussion on teaching and disseminating information cannot be understated and is as im- portant as the technical knowledge itself. That opinion is based on my 30 years of experience in the industry and the progress I've witnessed. Changes to the centrifugal pump itself have been primarily limited to construction materials and to manufacturing processes. The physical properties of converting mechanical energy into hydraulic energy in a centrifugal pump have re- mained unchanged—and that could be a future column unto itself. The same cannot be said, though, of the technology sur- rounding the tools with which we design, apply, and commu- nicate our pump solutions to contractors and end users. We have all witnessed and participate in the tremendous advance- ments in information technology. When I first transitioned from product engineering into en- gineered sales 27 years ago, my tools were a 3-inch-thick cat- alog and a calculator, while my communications took place in phone booths. Today, we carry on our hips access to almost limitless data via smartphones. This includes everything from customer databases and contact details to technical informa- tion including powerful pump application software. As I reflect on the valuable gains in efficiency this technol- ogy has brought, I'm also aware of the casualties that can and do occur as a result. Markedly, there is the challenge of passing on the impor- tance of building relationships through interpersonal commu- nication. Note, I am not talking about email or texting here. Cliché or not, it really is true: People buy from people. A strong interpersonal communication skill will certainly be a developmental opportunity for the next generation of industry professionals who currently may be more adept at communicating with their thumbs than with eye contact and a firm handshake. As important as interpersonal skills are, that is not the topic I want to dive into here. As a professional's time becomes ever more valuable, we must use the often brief course of our interactions to establish ourselves as a necessary resource. This resource position can take on many forms. Given per- sonal experience in the manufacture and application of verti- cal turbine pumps, my role is generally viewed as that of a technical resource. However, it would be a lost opportunity to define the role so narrowly. Many of the water well professionals I encounter, and you surely do too, are leaders of family businesses spanning sev- eral generations. These folks have awesome expertise within the scope of their operations and specific market areas. But there have been occasions for me where my own expe- rience provided valuable insights into topics these water well business professionals may not have been exposed to. Sub- jects such as succession planning, safety programs, personnel issues, and impending water legislation are just some I've dis- cussed through the years. Indeed the risk to some small businesses may be while they are exceptional water well drillers and pump installers, they may be lacking in some broader business disciplines that would ensure their continued growth and transition to the next generation. These are important opportunities to build value into a relationship beyond just a supplier-purchaser setting. From the perspective as a technical resource, the role has changed in two primary areas over the course of my career. MIKE ALLEN IRRIGATING OUR FUTURE BEING A RESOURCE The ability to provide technical and market details is vital to suppliers of the irrigation pump market. Variable speed operation is becoming more common as variable frequency drive technology gets more cost competitive. 38 February 2016 WWJ waterwelljournal.com