“Our job is to understand our customers’ imperatives and needs so we can provide them with the best technical solution.”
A technical sales engineer at ADF Sytèmes since 2015, Olivier Riera is responsible for the entire southeast quarter of France. His customers include numerous industries and local authorities in the chemical valley, as well as several high-risk plants in the PACA region.
Having worked for just over 8 years as a technical sales representative at Autochim, a specialist in gas detection systems, Olivier has a thorough understanding of the technical and safety issues faced by manufacturers, particularly in the petrochemical sector.
In 2015, he seized the opportunity to join ADF Systèmes to continue the brand’s development in the southeast region. Although he’s changing companies, he’s not changing worlds. Indeed, the ATEX environment is a restricted universe in the industrial sector, where everyone knows everyone else. In fact, this change of company has taken him from the customer side to the supplier side…
“I was already familiar with ADF Systèmes, as the company had long been supplying audible and illuminated warning devices for Autochim systems.”
And while Olivier hasn’t changed his profession by joining ADF Systèmes, he has realized that flashing lights and sirens are not as simple products as they seem.
While their design may seem rather sober, ATEX standards are particularly restrictive for the manufacture of these electrical systems. In addition to their design, their sometimes complex installation must also be taken into account.
Olivier understands that the right horn is selected according to the constraints of the space. Moreover, he believes that sound diffusion is a complex matter that can require advanced expertise in certain high-risk environments.
“Quite often, our customers mobilize numerous contacts for their safety installations, but relegate audible and visual alarms to the background. If they’re not ‘intelligent’ components, it’s essential to find the features that meet our customers’ specific requirements.”
The technologies developed for flashing lights and audible alarms may not be as complex as those for anomaly detection systems, but these products are essential for the safety of goods and people on site, or more widely on the outskirts.
Sound and/or light alarms are the direct link between the detection of a problem and the human being. So, when designing and installing a siren and flashing light network, it is essential to take into account all the characteristics of the site (sound and visual environment) as well as the employees working there.
ADF Systèmes brings real added value to its customers.
“Although sound mapping in an industrial zone is very complex, our experience enables us to propose the right solutions for each company. We visit sites to provide our technical and regulatory expertise.”
As Olivier Riera says, “I’m a technical salesman, and I’m committed to the technical side of things! Obviously, while the commercial aspect is important, the added value of ADF Systèmes really lies in the skills and technical background of its field staff.
Although he sees himself more as an engineer than a salesman, Olivier Riera explains the importance of a technical profile in supporting customers and offering them appropriate solutions. For him, 80% of the job consists of understanding and knowing the customer’s business and the technical aspects of the equipment.
More than just selling equipment, ADF Systèmes’ teams bring real expertise to bear on each customer’s specific requirements, as well as complementary skills in ATEX regulations.
“We work with many SEVESO sites. We train regularly on ATEX regulations to guarantee the reliability of our recommendations.”
While most of Olivier Riera’s customers are SEVESO-classified industrial sites in the petrochemical and chemical sectors, as well as in the perfume industry (the many perfume shops in Grasse spring to mind), he is also faced with new demands from ERP (Établissements Recevant du Public).
Faced with the risk of terrorist attack and the need to reinforce security measures to protect public places, particularly schools, local authorities are gradually equipping themselves with protection and warning systems.
ADF Systèmes is also committed to helping local authorities manage major risks.
Olivier sums up his job quite well: “I’m not a salesman. I attach a great deal of importance to the technical aspect, and that’s why I’m demanding. I bring concrete solutions to our customers. We support them in their projects from A to Z. From the study of needs to commissioning, including technical validation of the project.
Trust ADF Systèmes for your warning and signage solutions. Benefit from our support and personalized quotation. LET’S TALK ABOUT YOUR PROJECT.
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