Weintek USA recently launched its Distributor Spotlight podcast series, highlighting the partners that help bring industrial automation solutions to life in the field. In the first episode, Nikki Gonzales sat down with Cody Curtin, Applications Engineer at H.H. Barnum, to discuss how distributors support OEMs, system integrators, and manufacturers across the automation landscape.
This conversation goes beyond product features. It explores how technical expertise, real-world application knowledge, and strong partnerships help customers solve complex challenges faster and more effectively.
The Role of an Applications Engineer in Industrial Automation
Cody describes his role as an applications engineer as being deeply hands-on and constantly evolving. His work ranges from supporting sales teams with technical expertise to helping customers program, size, and implement solutions in real-world environments.
Rather than a traditional support role, applications engineers act as problem solvers. They work directly with customers to understand challenges, apply previous experience, and help avoid reinventing solutions from scratch.
As Cody explains, this exposure to different industries and applications allows him to bring proven solutions from one customer to another, creating more efficient and scalable outcomes.
Why Distributors Still Matter in Modern Automation
One of the most valuable insights from the conversation is the evolving role of distributors in industrial automation.
Many OEMs assume that working directly with a manufacturer is the best path to pricing and support. However, Cody highlights that distributors like H.H. Barnum offer something different:
- A single point of contact for multiple components
- Engineering support before, during, and after deployment
- Faster response times and local expertise
- The ability to build complete solutions, not just supply parts
Instead of acting as order takers, Barnum positions itself as a solution partner, helping customers design, integrate, and deploy automation systems more efficiently.
How HMIs Are Changing the Way Machines Are Designed
A major theme throughout the discussion is how HMIs are evolving from simple interfaces into central components of machine design.
Traditionally, HMIs were treated as an afterthought. They were added at the end of a project to display data or provide basic controls. Today, that mindset is shifting.
According to Cody, more OEMs are beginning to design machines around the capabilities of modern HMIs. This is especially true when leveraging features like:
- Built-in PLC functionality
- Remote access and VPN capabilities
- Cloud dashboards and data visualization
- Multi-protocol communication
This shift allows engineers to simplify architectures, reduce hardware requirements, and deliver more capable systems without adding complexity.
What Surprises Customers Most About Weintek HMIs
When introducing Weintek solutions to customers, Cody notes that there are a few consistent “surprise moments.”
The first is cost. Customers often expect enterprise-level features to come with ongoing licensing or subscription fees. Learning that Weintek offers free development software and no runtime fees is a major differentiator.
The second is flexibility. What starts as a conversation about replacing an HMI often expands into a broader discussion about connectivity, control, and system design.
The third is capability. Customers quickly realize that Weintek HMIs are not just displays. They can act as:
- A PLC using CODESYS
- A communication gateway between devices
- A platform for remote access and diagnostics
- A data collection and visualization tool
This combination of features often changes how customers approach their overall system architecture.
Key Trends: Remote Access, Lead Times, and Simplicity
Cody also highlights several trends he is seeing across the industry.
Remote Access Is a Priority
Customers are increasingly looking for ways to monitor and troubleshoot systems remotely. Many are frustrated with high subscription costs and complex setups from traditional solutions. Built-in remote access capabilities are becoming a major deciding factor.
Lead Time Matters More Than Ever
With tight project timelines, customers cannot afford long delays on critical components. Having access to in-stock products and reliable supply chains gives distributors and manufacturers a significant advantage.
Simplicity Wins
Engineers want solutions that reduce complexity, not add to it. Integrated platforms that combine multiple functions into a single device are becoming more attractive across all industries.
The Power of Hands-On Demonstration
One of the most effective strategies H.H. Barnum uses is simply getting technology into customers’ hands.
Through demo units, training sessions, and their mobile automation trailer, they allow engineers to interact directly with the technology. This hands-on approach helps customers quickly understand the capabilities and see how solutions apply to their own systems.
Once customers experience the flexibility and ease of use firsthand, adoption becomes much more natural.
Building Trust Through Education and Content
The conversation also highlights the importance of education and content in modern automation sales.
From YouTube tutorials to podcasts like Automation Nation, Barnum focuses on making technical knowledge accessible. This approach allows customers to learn on their own time while building trust in the people and companies behind the solutions.
As Cody explains, customers are not just evaluating products. They are evaluating the people they will rely on for support long-term.
Final Thoughts
This first Distributor Spotlight episode makes one thing clear. Successful automation projects are not just about technology. They are about collaboration.
Distributors like H.H. Barnum play a critical role in bridging the gap between manufacturers and end users, providing the expertise, support, and real-world experience needed to turn products into complete solutions.
As HMIs continue to evolve into central components of industrial systems, partnerships like these will become even more important in helping OEMs and manufacturers build smarter, more connected machines.
Key Takeaways:
- Supporting multiple protocols is essential for meeting strict application needs.
- The protocol chosen should always reflect the structure, processing speed, and feature requirements of the application.