INSIDE SALES: THINK LIKE A DETECTIVE
KERR’s Inside Sales team is dedicated to helping customers get what they need. Natalie Carrick, Grace Kerr and Darian Dubots follow clues and track down answers to keep projects moving.
KERR’s Inside Sales team is dedicated to helping customers figure out what they need. Natalie Carrick, Grace Kerr and Darian Dubots work together to connect customers with the right products, information and expertise. Much like detectives, they ask questions, uncover facts and track down answers.
While KERR’s Application Specialists are out visiting customers and working at jobsites, a steady stream of orders and quote requests flows into the Pittsburgh office. Many involve standard replacement parts and restocking items for the ten manufacturers KERR represents.
Even a routine request can require some investigation.
KERR’s Inside Sales Team: Grace Kerr, Natalie Carrick, Darian Dubots
Translating the Customer Request
When a customer calls KERR for a quote, the request may seem straightforward. But in the pipeline industry, equipment and tools can have different names depending on the customer or manufacturer.
For example, when a customer asks for “stoppers,” Grace knows they are referring to T.D. Williamson (TDW) Sealing Elements. A “cutter”—the equipment used to cut a hole in a pipe—is a TDW Holesaw. To prepare an accurate quote, the team has to translate the customer's terminology into the correct product name and part number in the manufacturer's ordering system.
“It’s interesting how many requests need some kind of analysis. After we figure out what is needed, we follow the naming system used by the manufacturer.”
Searching for Answers
The team follows the clues, starting with gathering as much information as possible.
When a customer asks for gaskets, Darian needs to understand what manufacturer and equipment they are for. The request could involve Pipeline Isolation Gaskets from GPT Industries, gaskets used in Peerless Separators or sealing components by TDW for hot tapping, plugging or isolation operations. Each has a different purpose, application and part number.
Sometimes finding the answers involves going back to the original equipment documentation. In one case, a customer asked for a 2-inch Sandwich Valve. But Sandwich Valves are only available for 4-to 12-inch pipes. By reviewing his history, the team determined that he was looking for a 2-inch ShortCutt Valve for the TDW ShortStopp II machine. They sent him a specification sheet with drawings to confirm. He ultimately ordered a new machine.
“We have decades of records detailing the equipment each customer has and the history of the parts they order. Doing research saves time in pinpointing the right part for the right equipment.”
Equipment manuals can also be especially valuable. When a customer emailed Grace asking for a Sight Glass Rod for 12-inch fittings, she identified the component using an old manual that had detailed machine drawings. She sent a scan of the drawing with part numbers so he could identify the part he needed.
Knowing Who to Call
Product knowledge and research can take the team a long way, but knowing who to involve is just as important.
For technical questions, the first stop is often the Application Specialist. For example, when quoting a BRUEST catalytic heater, the team needs to know the application and requirements for voltage, location, pressure, temperature and pipe size. These details impact product selection, pricing and lead times. The Application Specialist has firsthand knowledge of the customer's equipment and can help clarify the technical requirements.
When the team has exhausted internal resources, the manufacturer may be the next call. This is particularly important when customers have older or obsolete equipment. A discontinued machine may have been replaced by an updated model, with different components and part numbers. The manufacturer can help identify the replacement and explain what has changed.
The Value of Strong Relationships
Beyond product knowledge, Natalie, Grace and Darian have developed solid relationships within the industry.
“After five years, when I see certain customers’ names show up on the phone, I can almost predict what they are going to order or what they need.”
That familiarity becomes especially critical when a customer calls from a jobsite with an urgent request. Projects don’t always go exactly as planned. A missing TDW Thread-O-Ring (TOR) fitting can hold up the work. The team inside provides essential support and coordination for equipment that’s needed at a jobsite.
Strong relationships with manufacturer contacts make a big difference. If the standard lead time is six weeks and a customer needs a part in two, Inside Sales explores the options. Is it in stock? Can the manufacturer expedite it?
Knowing who to call and having established relationships can help open doors when timing is critical.
Two Teams, One Goal
Inside Sales and the Application Specialists have different responsibilities, but they work toward the same goal: supporting customers' repair and maintenance needs, enabling gas pipelines to stay safe.
While Application Specialists focus on customer relationships, technical applications and projects in the field, Natalie, Grace and Darian keep the day-to-day requests moving. They follow the clues, ask the right questions and coordinate with the people who can provide answers.
Their efforts and quick thinking turn a customer's request into the essential products and support that keeps projects moving.
Kerr Engineered Sales Company has been representing leading pipeline repair and performance companies in Eastern US since the company was founded in 1952. Seventy four years later, KERR remains a family business delivering the highest quality service and expertise.
INTEC FIXED GAS DETECTION SYSTEMS
Kerr is proud to announce a new partnership with INTEC Controls, the leading provider of fixed gas detection systems.
INTEC PX2
INDUSTRIAL GAS DETECTORS
September 2026 - Pittsburgh, PA
Kerr Engineered Sales Company announces new partnership with INTEC Controls. Unlike portable detectors, fixed detection devices make it possible to secure an entire area 24 hours a day. They can also be connected to a detection system, which displays the gas concentration in numerical value, and then triggers the servo-controls in the event of an abnormal value.
Detect abnormal or dangerous presence of gas in a specific area and warn users in the event of potential hazards. Some models are equipped with sensors that can measure the concentration of one or more types of gas.
SGC6
DGC6
“INTEC Controls offers a best-in-class range of products that meet the needs of pipeline operators for turnkey detection systems.”
INTEC Products are stocked by United Products, KERR Engineered Sales distribution partner.
Since 1952, Kerr Engineered Sales Company has been a trusted partner in the Eastern U.S., representing leading companies in pipeline repair and performance. Today, 74 years later, the family-owned business continues to deliver exceptional service and expertise dedicated to improving the life of pipelines.
Our Application Specialists at Kerr are available for team presentations, lunch and learns and site visits. We are here to help you optimize your gas utility operations and ensure the safety and efficiency of your equipment.
EMERGENCY REPAIR KEEPS GAS FLOWING
When a smart pig in-line inspection identified severe corrosion on a 20-inch high-pressure natural gas pipeline, the utility turned to Daryl Smith to coordinate an emergency repair.
How Kerr Engineered Sales and T.D. Williamson helped an east coast utility isolate and replace a severely corroded section of 20-inch high-pressure pipeline in two weeks.
20-inch TDW double STOPPLE® Train in action
When a smart pig in-line inspection identified severe corrosion on a 20-inch high-pressure natural gas pipeline, the utility had to act fast. The amount of corrosion was a serious integrity concern, requiring an emergency repair.
The Solution
The utility turned to Daryl Smith, Sr. Application Specialist from Kerr Engineered Sales. Daryl put an emergency project into motion to replace the corroded section of a carbon steel pipeline in an extremely tight timeline. The project had to be executed in multiple sites without interruption of gas service.
KERR and TDW developed a repair plan using a 20-inch double STOPPLE® Train double block and bleed solution with a full bypass. Daryl rapidly secured the needed double STOPPLE® Train isolation equipment, fittings, and completion plugs. Technical support was fast tracked. After schedules were rearranged, a TDW technician was onsite within days.
With the pipeline in service, crews installed fittings and valves and performed hot taps at multiple locations. The double STOPPLE® Train system was then used to isolate the affected section of pipeline while the temporary bypass maintained gas flow.
Complicated Bend
A bend in the pipeline added a challenge
One section of approximately 30-feet included a bend, complicating the project. This added a challenge to the repair and required careful planning and execution to safely remove and replace the affected section. A temporary bypass maintained gas flow while the damaged pipe and bends were removed and replaced.
The Result
Once the corroded section was replaced at every site, the isolation equipment was removed and the pipeline was safely restored to normal operation. The emergency repair was completed within the two week deadline while gas flowed. A combination of rapid equipment mobilization, technical expertise, and coordinated field execution allowed the utility to address a serious pipeline integrity issue quickly while maintaining service throughout the repair.
Due to highly skilled crews and fast acting support, the elevated risks associated with a severely corroded pipeline were averted.
Preparations for the double STOPPLE® Train double block and bleed
Kerr Engineered Sales Company has represented leading pipeline repair and performance companies in Eastern U.S. since the company was founded in 1952. Today, 74 years later, KERR remains a family business providing gas utilities with equipment, technical expertise, and field support for challenging pipeline operations.
The team of Application Specialists at Kerr Engineered Sales Company is available for technical presentations, product demonstrations, and onsite visits.
ZEVAC VENTLESS PURGE ON NEW PIPELINE
See how ZEVAC cross compression purged a five mile section of new construction pipeline without venting. Using compressed air as a vacuum, the pipeline was cleared and feed gas was introduced into the system the next day.
ZEVAC technology purged a 12" diameter new construction pipeline.
See how ZEVAC cross compression was used to do a ventless purge on five mile segment new pipe, using compressed air as a vacuum. Pipeline feed gas was introduced into the system the next day.
Instead of releasing gas to the atmosphere, ZEVAC helps utilities safely capture and manage natural gas in pipelines. The pneumatic (air) powered and controlled technology eliminates the noise, permits, notifications, hazards, and difficulties of venting and flaring.
ABOUT ZEVAC
From mobile gas evacuation units to fully customized equipment and field services, ZEVAC enables a closed-loop system of capturing, transferring, and reusing natural gas during pipeline operations. The methane mitigation equipment reduces product loss, minimizes costly service calls, and supports safer, more efficient maintenance across the gas distribution network.
Since 1952, Kerr Engineered Sales Company has represented leading pipeline and performance equipment manufacturers across the Eastern U.S. With four generations of family leadership, Kerr continues to serve the industry with the same commitment to quality, reliability, and personal service that has defined our company for more than 74 years.