ing two well-known isomers. This illustration may be far more effec tive than the word specification in illustrating performance. Applications Engineers are also responsible for orienting Direct Sales personnel in understanding of the company's instruments, their capabilities, and their prime fea tures in an absolute sense and, in comparison with competitive prod ucts. Technical Representatives. The Applications Engineering Section also represents that group which is best identified by the customer as being representative of the techni cal face of the corporation. Appli cations Engineers are uniquely qualified to present information on the company's instruments and their use, which is of interest to the technical field. Therefore, a great deal of activity is devoted to field trips and the presentation of techni cal papers, participation' as instruc tors in college courses on instrumen tation, participation in ACS, ISA, and other sponsored lecture tours. The technical public relations func tion is also carried through on an individual basis in that customers, or potential customers, who wish to ask about the possible application of P-E instruments to an antici pated problem or even problems re lated to the manipulation of P - E equipment, will generally come in contact with Applications Engi neers as the men who best under stand this kind of situation, and who can exploit all of PerkinElmer's resources, Engineering, Special Instrumentation, Manufac turing, Training, Demonstration, and Service, in a team effort appro priate to each individual problem. Consultants. The Applications Engineering personnel also serve as consultants to other groups within the corporation as well as to the Direct Sales force and their cus tomers where specific technical backup is required. New Applications. This group is also responsible for development of new applications. I t is responsible for recognizing potential new gen eral areas for application of existing instruments to promote the exten sion of product applicability. In the laboratory instrument lines,
those problems are selected which are new and which represent an area of widespread user interest, or are of unique analytical value. For example, the use of analytical in struments for insecticide residue analysis is an important new field because of the FDA regulations, and therefore a determined effort would be made to solve general residue problems. On the other hand, a unique problem in the anal ysis of space vehicle material or measurement of epitaxial transistor layer thickness, for example, might be of interest, not because of the widespread interest in this analysis, but because of the excellent value of the determination in furthering public goals or specific industrial or scientific requirements. In the process analysis and con trol area, Applications Engineeringis performed on a more specific basis. Individual analyzers are fre quently sold based on an analysis specification rather than a mere "hardware" specification. Applica tions recommends typical analysis systems based as much as possible on standard sampling, instrument, and readout hardware designed to satisfy the customer's analytical problem. Frequently, where neces sary, custom designs are undertaken by the Process Engineering Group. This same Engineering Group is also responsible for the fabrication and performance testing of all proc ess hardware and systems, both standard and special, with consul tation of the Applications Engineer. Thus, the most appropriate profes sional and technical abilities are brought to bear on the provision of a process analytical system for the particular case in hand. Both the Process Applications and the De velopment and Test Engineers must be oriented along process engineer ing lines since they are, in effect, consulting on and specifying part of the plant design for a customer. This area of New Applications is the largest portion of both process and laboratory applications work. At Perkin-Elmer, Applications Engineering does not routinely do actual final assembly and test of process instruments or systems, but rather concentrates on development of new applications. Both standard
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