Kirby Risk Connected Fall 2022

the antimicrobial feature is nice when it holds true. We will be testing the product on our own to prove what this product says it will do.” As an added benefit, ABB is doing a free Plant Electrical Safety Assessment (PESA) for Farbest. The Plant Electrical System Assessment is a 100 percent confidential no-cost consultation process. ABB comes into a facility to discuss pain points and current issues then assesses the facility’s electrical system from the beginning of the process to the end. The primary focus is on the cable protection and wire management in the plant. “We have found that 50 percent of the issues inside of a food and beverage processing facility can be tied directly to using the incorrect product for applications,” says Barr. “The entire purpose of the assessment is to help improve the facility’s overall operations, extend the life of the electrical system, reduce downtime and change over time, increase food safety and provide a safer workplace for their employees.” This unique opportunity for Farbest was the direct result of a strong relationship between customer and account manager. It’s a relationship that Gladish says is responsive and easy. “The biggest thing of

all is the support — I don’t have to work hard to get it,” he says. “Paul goes above and beyond.” “Getting a chance to meet with the manufacturer directly is uncommon,” says Gladish. “Whether it’s ABB or another manufacturer — any new contacts or sources that can be used in the plant are always welcome. It all comes down to contacts and resources, and as a large industrial facility, any time we can connect with our suppliers and gain information, knowledge and other cost saving ideas, we are certainly not going to say no.” ABB is different than many manufacturers. “We will frequently interact with distributors’ customers as part of the plant electrical system assessments and product development process,” says Barr. “It is an important relationship because it gives us a better understanding of food and beverage pain points, applications and specific needs, so we can develop new and innovative product solutions solving key issues that will go across all food and beverage processing.” Forging relationships with distributor customers also allows ABB a continued source of feedback at each step of the development process, which helps identify needs for additional products

and services to help ensure success for customers.

For Fleck, the relationship is about being a solution provider. “We’re not just here to sell them products but to try and find solutions to a process that make it safer. Recalls cost millions of dollars” says Fleck. “This is just one small way to prevent bacteria growth. No one else is going to bring a customer the solutions that we do, and this is because of the relationships we have with our vendors.” At Kirby Risk, relationships with vendor partners are just as important as relationships with customers. “Anyone can sell stuff,” says Fleck. “But people buy from people that they trust, and you won’t get that from one of our competitors.” Kirby Risk has been working with ABB throughout 2022 to be a resource for food and beverage product solutions. We want to bring manufacturers and customers together to ensure we are offering the very best solutions to fit their needs.

Learn how you can get free online training, a Plant Electrical Safety Assessment or even personal advice. Join our Program!

14 CONNECTED | FALL 2022