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BURNER MANAGEMENT & COMBUSTION APPLICATIONS TEAM PRESENTED BY CLINT SMITH

COMPLETE AUTOMATION. BURNER MANAGEMENT & COMBUSTION APPLICATIONS TEAM PRESENTED BY CLINT SMITH. Information & Automation Systems (IAS). Who are we? We are a Rockwell Automations’ in-house System Integration Services provider. IAS Core Applications. Burner Management & Combustion

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BURNER MANAGEMENT & COMBUSTION APPLICATIONS TEAM PRESENTED BY CLINT SMITH

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  1. COMPLETE AUTOMATION BURNER MANAGEMENT &COMBUSTION APPLICATIONSTEAMPRESENTED BY CLINT SMITH

  2. Information & Automation Systems (IAS) • Who are we? • We are a Rockwell Automations’ in-house System Integration Services provider.

  3. IAS Core Applications Burner Management & Combustion Applications Manufacturing Production & Information Systems Application Solutions Batch & Hybrid Process Control Press & Automation Applications Power & Energy Management Infrastructure SCADA Applications

  4. Burner and Combustion Applications Team

  5. The Burner & Combustion Application Team Phil Resler Manager Administrative BMS & CCS BMS & CCS BMS Field Burner Combustion Support Marketing Hardware Eng. Service Management Control Caryn Noch Bernie Hrul Tom Rutherford Alan Nichols Rich King Jim Bostjancic Administrative Project Engineer Project Engineer Project Engineer Marketing Mgr Engineer Sr. Associate Sr. Sr. Sr. Max Gembus Tom Schuster Karen Mike McFeely Fred Jenkin Eugene Medovoy Marketing Technician Sr. Eckelberry (Contractor) Project Engineer Project Engineer Specialist Hardware Design Administrative Associate Dave Shood Bob Gross Steve Severn Mike Ruscitto Technician Sr. Marketing Mgr Engineer Sr. Project Engineer Hardware Design Mark Vargo Ken Smith Kristy Valaitis Lee Fenrich Technician Sr. Marketing Mgr Engineer Sr. Engineer Hardware Design Average of 15+ years experience. Clinton Smith Bob Bowser Marketing Engineer Sr. Specialist Represented on NFPA committees Participation in Black Liquor Recovery Boiler Auxiliary Committee (BLRBAC). Chris Kohl Engineer

  6. The Burner & Combustion Application Team What are we promoting/selling?We are offering our expertise. We are selling combustion process system solutions!

  7. The Burner & Combustion Application Team • Over 500 systems delivered since 1989 (combustion process related) • System engineering expertise • Knowledgeable with: • Safety standards • Insurance requirements • Combustion equipment • Efficient and methodical programmers • Seasoned field service engineers • Average safety system experience level in team is 15+ years

  8. Combustion Process Control Systems Burner Management Combustion Control Temperature Control Systems Analog & Sequential Control Pressure Control Atmosphere Control Data Collection Air Quality Control Waste Water Pump Control Soot Blowing Coal Handling Ash Handling

  9. Combustion Process • Burner Management • Firing permissives • Safety shutdown • Operator interlocks • Flame safety BURNER MANAGEMENT IS NOT COMBUSTION CONTROL • Combustion Control • Firing rate • Fuel/air control • Pressure • Atmosphere FURNACE CONTROL = BURNER MANAGEMENT + COMBUSTION CONTROL BMS & CC MAY BE COMBIND IN A SINGLE PROCESSOR

  10. Typical Industrial FurnaceBurner Management System Fuel Control Valve Flue Gases to Stack PSL Safety Shutoff Valves Pressure Switches Vent Valve Air Flow Switch Air Valve PSH FT Combustion Air Fan Igniter Hot Gases Flame Sensor

  11. Typical Industrial FurnaceCombustion Control System Fuel Control Valve Oxygen Analyzer AT Flue Gases to Stack Safety Shutoff Valves • Temperature Control • Fuel-to-Air Ratio • O2 Trim Air Damper Air Flow Air Valve FT Temperature Transmitter Combustion Air TT Combustion Air Fan Hot Gases

  12. Product Offerings Burner Management Systems That Meet FM, IRI and NFPA 86 Standards Combustion/Temperature Control Systems Fuel Only Control, On-Ratio Control, Pulse Fire Control Pressure Control Atmosphere/Oxygen Control Recipe Management, Data Collection, Product Tracking, Door Control FOR NEW CONSTRUCTION OR RETROFIT PROJECTS

  13. What Differentiates Us? BURNERMASTERTM PLC-5 SERIESBURNER MANAGEMENT SYSTEMS • For control of single and multi-burner combustion process equipment • Tested in accordance with: • FMRC loss prevention • NFPA 85 requirements • NFPA 86 requirements

  14. Safety Integrity Checks Automatic input testing Periodically test input modules’ ability to respond to a detected trip condition Output monitoring Helps assure critical outputs are able to respond to a detected trip condition Watchdog circuit Verifies health of the PLC processor Provides a secondary means of removing power/tripping from critical field devices Extensive on-board alarm and diagnostic capabilities Protection from unauthorized logic modifications EEPROM stores verified program Prohibits on-line logic changes during process operation

  15. Typical Scope of Work Consulting Hardware Implementation Software Implementation System Integration Long Term Support Solution Conceptualization Software Design System Hardware & Software Integration System Training Systems Architecture Application Consulting Software Development & Test Field Installation RA Materials Procurement Test and Debug Functional Specification Commissioning 3rd Party Material Procurement Customer Witness Test Start-up Assistance Material Receipt Inspection & Verification Continuing Support Panel Design & Assembly Global Technical Services Link Project Management

  16. Traditional Target Industries • Metal process ($50K-300K) • Chemical & petrochemical ($20-200K) • Food processing & beverage/pharmaceutical($20-200K) • Electric utility ($150-500K) • Pulp & paper ($50-300K) • Engineers & constructors and OEMs serving these industries Note: Typical price range for each system in parentheses

  17. Target Market Traditional Market Steam Generating Equipment NEW MARKET INITIATIVE INDUSTRIAL PROCESS HEATING APPLICATIONS With a Primary Focus on the Metals Industry

  18. Steel Process Applications • Pelletizing & Sintering Furnaces • Ladle & Tundish Heaters • Reheat Furnaces • Annealing Furnaces • Galvanizing Furnaces • Heat Treat Furnaces • Forge Furnaces

  19. Aluminum Process Applications • Melting Furnaces • Holding Furnaces • Reheat Furnaces • Annealing Furnaces • Forge Furnaces • Heat Treat Furnaces

  20. Typical Types of Furnaces Tunnel Furnaces Walking Beam Furnaces Walking Hearth Furnaces Pusher Furnaces Roller Hearth Furnaces Rotary Furnaces Strip Annealing Furnaces Stack Annealing Furnaces Strip Galvanizing Furnaces Forging Furnaces Soaking Pit Furnaces Normalizing Furnaces Homogenizing Furnaces Aging Furnaces Tempering Furnaces Melting Furnaces Tip Up Furnaces Car Bottom Furnaces Pelletizing Furnaces Sintering Furnaces Boilers

  21. Metals Industry Successes • Inland Steel - Burner Management System for Pelletizing Furnace • Evatec Mining - Burner Management System for Pelletizing Furnace • Northwest Aluminum - Burner Management & Combustion Control Systems for (3) Melting Furnaces • Alcan Aluminum - Burner Management & Combustion Controls Systems, plus VFD’s, for (4) Soaking Pit Furnaces

  22. Initial Sales Call Goals • Determine customer need for our systems. • Educate them regarding our capabilities. • Establish a time line for their projects if they have any in near term. • Gather information regarding their needs. • Establish a communication path to the Burner and Combustion Applications Team • Determine required next step. • Inform Burner and Combustion Applications Team regarding any opportunities and also if there are none.

  23. Sales Collateral Industrial Process Heating Word Documents • Burner Management Control Sales Success Guide for Rockwell Automation Account and A-B Distributors for Industrial Process Heating Applications (IAS-382, October 1999) • A Guide to Preparing Specifications - Burner Management Systems for Industrial Process Heating Applications (IAS-381, October 1999) • Industrial Process Heating Application Data Form (IAS-383, October 1999

  24. Sales Collateral • Advanced Control and Information Systems for Combustion Processes and Power Management (full color brochure including power management systems) (IAS-010, August 1999) • Advanced Burner & Combustion Controls (color mini-brochure for industrial applications) (IAS-361, September 1999) New Glossy Documents

  25. Typical Sales Cycle • Account sales representative or A-B distributor identifies lead • Lead is pre-qualified jointly by the sales representative/ distributor and the Burner and Combustion Application Team • IAS systems engineer discuss application with customer by telephone (will evaluate need to visit customer in person) • Customer presentation and site survey (if required)

  26. Typical Sales Cycle • Burner and Combustion Application Team prepares detailed technical & commercial proposal • Proposal sent to distributor (if applicable) for addition of cover letter and end user delivery • Account representative or distributor follows-up and Burner and Combustion Application Team responds to all technical questions. • Distributor (if applicable) accepts customer order and issues an order to IAS

  27. Sales Perspective - IAS Involvement • Reasons why you will want to involve the Burner & Combustion Applications Team: • Our Application Knowledge and Experience • Maintain Account Control • Guarantee that end user will be satisfied with end product • Use of standard Allen-Bradley components • Able to influence product selection/usage within limits • Increase Sales Growth

  28. What direction are we going?Where does ControlLogix and ProcessLogix fit in?

  29. ControlLogix • The technology is ready! • Selective on the application/project based upon: • Customer needs • Competitor offering/customer preferences • Project delivery cycle • Scope of project • Application • Currently does not fit where FM-Approval is required. • Does not fit where redundancy of processors are required.

  30. ProcessLogix • The technology is ready! • Selective on the application/project based upon: • Customer needs • Competitor offering/customer preferences • Project delivery cycle • Scope of project • Application • Does not fit where FM-Approval is required. • Fits where processor redundancy is required. • Fits where project is a part of a larger overall upgrade where cost of server can be distributed over entire new offering.

  31. What is our future?

  32. Our Future • Penetrate the metals market • Expand our offering to other related applications • Expand our offerings into other related industries • Adjust our offerings to meet the Rockwell Automation “push”

  33. Where were our FY1999 orders? 3 3 1 Numbers represent quantity of new projects/order entry in area. 1 1 1 1 1 1 1 1 1 1 6 4 4 1 4* 3 8 1 4 Canada,Mexico & South America * Project # reflects project influence.

  34. What Sells Us? • Team expertise in the applications. • Teams capability to apply RA products. • Teams knowledge and understanding of the applicable codes and standards and participation in the development of the standards • The dedication of the individuals in the group. • Completeness of the systems from the logic to the documentation. • Operating experience - in excess of 500 systems sold.

  35. What do we need from you?

  36. YOUR HELP !!!

  37. We Succeed ONLY when our customers Succeed - Partnership and well Implemented Architectural Strategies will make this a reality

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