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Meet the team: Andy Salotti, Head of Solutions

1) What’s your career with Clearview Intelligence been like so far?

I joined the company 16 years ago as senior field services engineer responsible for the day-to-day management of DBFO (Design Build Finance Operate) contracts, both managing the contracts and the traffic measurement equipment at the roadside. Prior to this I had spent 10 years working at East Ayrshire Council (previously Strathclyde Regional Council) where I gained my HNC in Civil Engineering, primarily engaged in the design of roads and improving their safety.

I then moved into the role of contract manager for the northern region, again, working primarily on our DBFOs. From contract manager there was a natural transition into sales and I began developing our business in Scotland five years ago, which to date has grown each year. My technical background has undoubtedly helped me to fulfill this role as I’m able to fully understand the issues our clients are facing and help them to shape practical solutions.

2) What does a typical day in the office include?

There isn’t a typical day! I could be in any part of the UK. We have offices in Bicester,Glasgow and Milton Keynes where Icould be in internal meetings or talking to clients. Ialsospend time visiting potential and existingclients to understand the issues they are facing, as well as exploring new partner relationships. This means Iregularly travel throughout the UK meeting new people and exploring new opportunities.

I have responsibility for the sales activities at Clearview as well as operational responsibility for the Glasgow office. Sales and operations go hand-in-hand at Clearview as we offer a full turnkey solution. This means the whole company needs to work together to deliver a sale and continually meet our client’s expectations—from solution design, to installation, to maintenance and contract management. Our people at Clearview are the key to our solutions and successes.

3) What’s the most rewarding element of your job?

I find building strong relationships with key stakeholders and knowing we’ve delivered a solution to solve their issues most rewarding. Even if we can’t deliver the whole solution with our technology, we can integrate other technology so that the client gets exactly what they need.

We’ve got some great examples of bespoke solutions we’ve developed by getting to the root of our clients issues:

These represent a series of firsts with more to come, such as a scheme designed to combat speeding HGVs currently in the pipeline. We’re planning to both classify vehicles and detect their speed so that HGVs receive an active warning sign at a lower threshold that corresponds to their lower speed limit. Like the above examples this will be the first of its kind in the UK.

Our systems can be very powerful. For example, the M680 platform can integrate with most third party solutions, meaning we’re not limited by our own technology—e.g. if we need a Variable Message Sign (VMS), we can integrate it. With the knowledge and expertise of our technology and other solutions, we act as trusted advisor and are repeatedly asked to be the prime contractor because of our understanding of how the systems will work as a whole. This is incredibly rewarding for me.

4) What’s the most challenging part of your job?

Our team are frequently working in potentially dangerous situations. We work on a high speed network and keeping our team safe is a top priority. We have clear processes in place to minimise risks as much as possible; it’s a challenge we work on constantly to remain vigilant. We appreciate our work has an impact on the travelling public and roadworks can cause delays, but we are ultimately working to keep the public safe through road safety solutions.

5) What’s one thing you’ve learned in your time at Clearview Intelligence?

I’ve seen how an industry can change. It used to be that SMEs delivered products into Tier1 contractors who supplied the solution. Now, SMEs, and Clearview in particular, have become the solution designers. We no longer focus on what products we can make, but what issue our client is facing and how we can build a solution to solve that issue. It’s the solutions and the outcomes they can deliver, not the products, that are important.

Key to a number of these solutions is the development of our Insight Platform, which manages accurate data from the roadside and allows key information to be made available on the performance and optimisation of the network or asset.

Another thing is that you must meet clients’ expectations. You need to be able to deliver what you say you will or you’ll not meet expectations. There are contracts where I’m still working with the same people I worked with 16 years ago. We’ve managed to meet their expectations again and again, so they stay with us—I’ve been able to make many friendships also.

6) What are you currently working towards?

In my own role, I’m working to replicate the success we’ve had through relationships with key stakeholders and delivery partners more widely in both the UK and overseas. As a team, we’re still working towards delivering solutions to the issues our clients are facing, in addition to developing our products and technology.

Over and above this I strongly believe in our Active Road Studs. These are solar powered studs that provide far greater visibility than ordinary retroreflective cat’s-eyes. Edinburgh Napier University are currently conducting independent research into these, which I hope will definitively show their effectiveness at reducing incidents on the road. I’d like these solutions to be considered earlier in the design process, not only after serious incidents have occurred. Road designers need to consider them from the very start of a project so the potential for incidents can be minimised.
Uploaded 30/01/2017