Reading time ( words)
Mike Montesi is sales manager for On Site Gas Systems
Andy Shaughnessy: What are some of the biggest challenges that your customers are facing right now?
Mike Montesi: One of the biggest challenges for me selling is educating customers that they can generate oxygen and nitrogen on their own for up to 90% savings versus getting trucked in deliveries. It’s all about education because 98–99% of customers are used to the high cost of delivered gases, where we can separate it on-site with their own equipment, and the payback is typically under a year.
Shaughnessy: It’s almost like what they do in chemistry class at high school.
Montesi: Yes. Nitrogen is the primary reason we’re at IPC APEX EXPO. Nitrogen is just under 80% of breathing air, so we have a system that can take that air and turn it into high-purity nitrogen for customers on-site.
Shaughnessy: That’s cool. What segment are your customers in?
Montesi: They’re mainly SMT and electronics manufacturers. We are in a variety of industries outside of electronics, but here, any customers that are doing selective solder, wave solder, reflow ovens, and dry boxes all use nitrogen, and they’re all potential customers for us.
To read more comments by IPC APEX EXPO 2020 attendees, visit our Show & Tell Magazine.