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CANADIAN INDUSTRY ONLINE - OCTOBER 2013
cording to Gocek, “The benefits of So-
fame to these customers is both timely
and unique. Interest in the new Perco-
frac 10 and Percofrac 30 is very strong,
and the lead time is only 12-16 weeks,
a welcome development compared to
6.
SOFAME
STEAM PUMP®
–
Pat-
ented Large Boiler NOx Reduction
•
Percotherm equipped with
an Evaporator to heat and hu-
midify burner fresh air
•
Achieves NOx levels in large
gas-fired boilers lower than 15
ppm
• 2%
boiler efficiency gain of-
fering a system payback with
minimal heating capacity loss-
es
•
Percotherm sized to achieve
significant fuel cost savings if
cool water stream is available
•
Patents pending in Europe,
North America, India, China,
Japan and Brazil
the larger complex systems.”
SELLING SOFAME SYSTEMS
Sofame currently sells through
a network of manufacturing repre-
sentatives listed on its website
which is typical of how
chillers and boilers are sold. Gocek
notes that the company’s sales net-
work act more than distributors: “Be-
cause we are designing applied heat-
ing systems, it is much better for our
sales force to be called in well before
the building is constructed—they need
to be involved in the design and engi-
neering of buildings and processes and
selection of equipment.”
This means that the sales cycle
can take a significant amount of time,
whether the client is doing a retrofit
and installing a system, or starting
from the ground up. “It takes about a
year to redesign a system if it’s a ret-
rofit, and about 6-24 months to get a
purchase order,” Gocek explains. “That
is because we’re not just selling a prod-
uct, we’re working with engineers and
everyone involved with the construc-
tion of a building or plant.”
Sofame has been using completed
projects as showcases for new custom-
ers, and promoting the very positive
ROI that a Sofame system can provide.
“
For most multi-nationals the ROI has
to be within two years—that’s what
industry demands today—but since
2007
we’ve been moving into the U.S.
and that’s where we will see more than
50
per cent of new sales. The U.S. mar-
ket will be our focus for the next few
years,” Gocek notes.
As for the lifespan of a Sofame
SOFAME TECHNOLOGIES
“
Because we are designing
applied heating systems, it is
much better for our sales force
to be called in well before the
building is constructed—they
need to be involved in the de-
sign and engineering of build-
ings and processes and selec-
tion of equipment.”
SOFAME TECHNOLOGIES INC.
