Our People
Steve Waddoups
January 2019
Technical Support Specialist
North Salt Lake, UT
![](https://www.valin.com/sites/default/files/styles/asset_image_small_size/public/Steve-W-Jan-2019-EOTM_2_1.jpg?itok=LER4iKov)
Recently a Sales Development Specialist joined the office in Utah and had been working with the heat team on setting up calls with customers. To succeed, they needed to learn about process heat and the nuances of what needs to be asked of a customer to set up an appointment. Steve assisted in this endeavor every single day. It started with him printing information and heater images to help identify various components. From there, he found an old cartridge heater and sliced open a section to show the inside of a heater and the design. He was also observed teaching OHM’s law and setting up demonstrations on how heat trace and heaters perform.
A very specific example of how Steve shared his expertise was how he helped convert a supplier’s OEM customer to a Valin heat supplier. The customer had heaters installed in duct units. In one unit the customer had to manually install 20 to 70 heaters. The customer mentioned that installing the heater was a little tricky but was told there was no other way by their current heat supplier. After explaining the situation to Steve and showing him the drawing, he knew right away how to redesign the heater to make installation 100% easier AND eliminate the extra bushings/parts that were required in the original design. He explained to the Sales Development Specialist why the original design was overly complex and how the redesign would decrease installation time for the customer. Steve didn’t just provide his recommended design to pass along to the customer, but he took the time to help the Specialist understand “why”. Since converting the customer to the new design, Valin has already received over $20k in orders for the heaters.
Steve has also assisted and expanded the knowledge of process heating for Account Managers. He has traveled to customer sites to confirm information and make final recommendations as to the best path forward for the customer. Steve is very clear and patient with each customer. He asks what the customer expects of the heater operations, making sure that what Valin provides will meet their requirements. He is very observant and available to assist both customers and salespeople alike and help make sure the information is comprehended. Steve’s willingness to help customers and fellow employees is a rare trait and adds great value to Valin.