Paul Bender October 2019 Breakout... · likely be different from every other end user’s specified...

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Tulsa SystemsPaul BenderOctober 2019

Today

▪ Wet seal market change

▪ Short update on Bearing Gard

▪ Short update on BulkTite

▪ Special guest speaker – Clive Geddie

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Wet seal systems market shift

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FLS Sales is here selling

‘custom’ systems but wanting

‘standard’ prices

Tier 2 vendors

Flowserve Previous state

Quality & Customization

Price End user, Distributor, OEM,

‘non-project’ Market

FLS Previous state – focus

on high specified and

customized Wet Systems

with high price and long

lead-time

‘Tier 2’ vendors – Provide

standard solutions. Don’t

make mechanical seals

and don’t understand the

details of interactions of

Seals/Systems

- Momentum

- Delta

- Swagelok

Caution - Tier 2 misrepresenting products

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None of these products are API 682 compliant

If you see these, don’t ask for an API complaint system quote

For our success, two things need to change

▪ Product portfolio needs updated with ‘standard’ products (ATO/MTO)

▪ Our selling process needs to change to accommodate the new standard products

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My task – build the ‘Standard’ portfolio

• Completely transform and expand Flowserve’s “standard” portfolio

• Focus on “fit for purpose” Flowserve preferred systems to compete with Tier 2 suppliers

• Easy to quote, stocked where appropriate

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Your task – changing our sales process

• Initial communication with Customers – Can’t just ask for their “Specifications

and AVL” then go through the “old” quoting process, you will be too expensive

• First point to clarify:

- Don’t assume “API” customers wants API systems (like pipelines or tank farms)

- Help them understand API systems cost at least twice as much as a general industry solutions

• Second point to clarify:

- Don’t assume your customer requires us to meet any Corporate/Local or Industry Specifications

(tier 2 competitors assume they do not need to meet these)

- Customer specifications and Approved Vendor Lists can add 50-400% to the selling price

• Help your customer make an informed decision on what quote is best for them:

Flowserve ‘fit for purpose’ standard solutions or Flowserve custom solutions

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Winning systems orders – Select quote type

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Flowserve Standard (ATO/MTO)

W2,W8, W4, W9, Seal coolers…

▪ More under development now

▪ FLS pre-engineered systems

▪ Offer best price, value and lead-time

▪ Drawings and pricing readily available

▪ Designed for End Users, distributors and

non-project OEM business

▪ Can influence on the project business

▪ Fit for purpose - Designed to ASMEVIII

Div1, B31.3, PED, CRN and others

▪ Focus on Flowserve preferred vendors

▪ No substitutions allowed *

* talk to Product Management for additional variations

Design to customer specifications

▪ Traditional Flowserve process

▪ Common for Projects with EPC/OEMs

▪ Customers specifications and AVL

▪ Full engineering process

▪ Note:

▪ Customer specified vendors may not

have FLS agreements increase

cost/lead-time

▪ Customer specifications will add 50-

400% to the selling price

▪ Typical delivery of +12 weeks

Additional lessons learned - wet systems quotes

• Communication of ‘scope of supply’ is key to success

• Don’t ask for a quote on an “API Plan XX” unless you want a fully compliant 4th edition API 682

System

• Don’t submit specifications that state “Compliant to API 682’ and say to ignore the customer’s

written specification

• Clearly communicate if you want a standard or custom solution

• There is a lot of confusion in the quoting process about “piping plan” scope of supply, what

products Flowserve supplies and what is ‘standard,’ let’s all use the same definition….

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What is a Piping Plan?

▪ Definition:

A "piping plan" is an “assembly” of “products” (accessories, instrumentation and more)

generically defined by an Industry Association like API or ASME(was ANSI) and expressly

specified by users to manage or control the environment around a mechanical seal.

▪ Any specific end user’s Plan XX may or may not follow the API 682 general definitions and will

likely be different from every other end user’s specified Plan XX

▪ API 682 Plan XX will differ significantly from General Industry Plan XX in cost and scope

▪ Examples:

▪ Reservoir – Product that can be used in different piping plans (52, 53A, 65, 75)

▪ Plan 52 – Assembly that typically contains a reservoirs, valves, instrumentation…

▪ Plan 53B – Assembly that contains an bladder accumulator, seal cooler, instrumentation…

▪ Seal cooler – Product that can be used in many different piping plans (21,23,53B…)

▪ Piston accumulator – Product that is used in a Plan 53C

▪ Flowserve sells: Products, Assemblies and “Piping Plans, ” be clear on FLS scope of supply

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Flowserve Systems leadership evolution

▪ New Product Manager wet seal systems – Paul Bender non-Tulsa based for global perspective June 2016

▪ New Product Manager dry gas systems – Torsten Bernicke based in Germany

▪ First cross-functional team created Nov 2016 focused mainly on North America Systems issues

▪ Created a new ‘Systems’ General Manager position – Mark Welch in July 2017

▪ Global Leadership team created with Product Mgmt, ComOps, Operations and Supply Chain

▪ Identified critical add of a Global Systems Engineering Manager with Roger DeBlois in December 2017

▪ This tied all critical functions globally together facilitating communication giving the platform to implement global change

▪ Nov 2018 – New NA ComOps manager, Clive Geddie with focus on Systems and Bearing Gard execution

▪ Jan 2019 - New Systems dedicated Global ComOps Manager, Shawn Patterson

▪ Jan 2019 - New General Manager, Daniele Brocca (replaces Mark Welch)

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Wet seal systems – ATO/MTO portfolio

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September 2019

ATO/MTO portfolio - Reservoirs

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3

W8 / E8

• General Industry

• 3 Gallon

• MAWP 160 PSI

• Materials: 304/316 SS

• Cooling coil optional

• Tube LG: Al, 316

• Water auto-fill option

• Many options stocked

• Lead-time: 4 weeks

• Menu dwg (Imager)

• CRN and U-stamp

• 6 pack program

W2


• 2 or 4 Gallon

• MAWP 400 PSI


• Cooling coil optional

• Weld pad level gauge

• Many options stocked



• CRN and U-stamp

W4

• API 3rd ed.

• 5 Gallon

• MAWP 720 PSI

• Materials: 316 SS

• Cooling coil standard


• Stock Bare reservoir:



• U-stamp

• CRN - 4R145913ZZ

W9

• API 4th ed

• 5 Gallon

• MAWP 620 PSI


• Cooling coil standard


• Stock Bare NPT

• SW & BW CL 300

flange option



• CRN U-stamp

To be determined


• 2 and 5 gallon

• MAWP 350?? PSI

• Materials: 316 SS

• Cooling coil option


• Water line auto-fill

option(CPM)

• More info at launch

Coming in early

2020

ATO/MTO portfolio – wet seal coolers

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4

NX----SA


• Coils: 0.5,0.625,0.75in

• Shell: Painted carbon

• Coils: 304 SS coils

• Tube: up to

1600psi@700°F

• Shell: 150psi@212°F

• CRN, PED

• No U-stamp

• Drawings in Imager

682 Seal Cooler

• API 4th ed compliant

• Shell: 316

• Coils: 316

• Series or parallel flow

• NPT connections

• Tube: 3700psi@700°F


• Full disassembly

• Drawings in imager

• Parallel flow:A2R23812-16

• Series flow: A2R21431-11

682L


• Replaces LD 682

• Shell: 304 welded

• Coils: 316

• Series flow only

• Connections:

• Tube/NPT

• NPT/NPT

• CL 600 FL/NPT

• CL 600/CL 300

• Tube: 2900psi@700°F


• No disassembly

• CRN, PED, U-stamp

• NPT/NPT stocked

• Drawings in imager

682M (late 2019)


• Shell: Painted carbon

• Coils: 316


• Connections:

• Tube/NPT

• NPT/NPT

• CL 600 FL/NPT

• CL 600/CL 300

• Tube: 3700psi@700°F



• Slightly lower

performance than H

682H (late 2019)


• Rebranded 682 S.C.

• Shell: 316

• Coils: 316


• Connections:

• Tube/NPT

• NPT/NPT

• CL 600 FL/NPT

• CL 600/CL 300

• Tube: 3700psi@700°F



ATO/MTO portfolio –Airfin cooler

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5

625 NC


• Tube 304 SS

• Fin: carbon steel

• Blower: galv steel

• Frame: painted carbon

• Tube: 2300psi@160°F

• Tube: 1200psi@800°F

• 0.5 in NPT connection

• BM# WCA14640733


625 FC electric motor


• Tube 304 SS




• Tube: 2300psi@160°F

• Tube: 1200psi@800°F


• BM# WCA18856933

• Single phase

• BM# WCA14020233

• Three-phase


• Not ATEX for EMA

625 FC air motor


• Tube 304 SS




• Tube: 2300psi@160°F

• Tube: 1200psi@800°F


• BM# WCA26748333

• 1/3 hp w/60 psi


• Not ATEX for EMA

ANC (Sept 2019)


• Tube and fin: 316

• Tube OD: 0.750 in

• Length: 6m, 12m or

parallel 6 m

• Connections:

• Tube

• NPT/NPT

• Welded Cl 300,

600,1500

• Tube flange Cl

300, 600, 1500

• Tube: 2900psi@700°F

• First shipments Feb

2020

New FD(late 2020)


Coming in 2020

ATO/MTO portfolio –API Plan 53B

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6

Standard

• API 4th Edition

compliant

• 682 seal cooler

• 10 gal accumulator

• Fixed alarm

• Launch by end of 2019

• Optional

instrumentation “trims”

Follow up variations

• ANC air cooler

• 682 L and M

• Hand pump

• Tubing version

ATO/MTO portfolio – Plan 54

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Gen Industry

• Oil

• 1 or 4 gpm

• Up to 400 PSI

• 25 gal 304 tank

• Lots of options

• Start at $15,000 US

Gen Ind H20 Booster

• Water or Oil

• 4, 15 or 40 lpm

• 100-400 liter tank

• Up to 50 bar

• Lots of options

• Start at €13,000

USA - UDDPU EMA Plan 54 Coming in 2020

Gen Ind H20 Booster

• Plan 53A water

booster

• Long life pump

• Up to 4 seals

• Simple

instrumentation

• Large reservoir

• Target List <$10,000

US

Refinery Service

• Up to 4 seals

• API duty service

• Target List <$30,000

US

Coming in 2020 Coming in 2020

Gen Industry

• Water or oil

• 304 SS tank

• 350 psi

• Simple

instrumentation

• Limited options

• Mixer or GI mech seal

• Cooling coils

• 2-3 year pump life

• Target List <$7000 US

ATO/MTO portfolio –Additional products

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8

Piston Accumulator

• API 682 – 4th ed

• 1.5 gal *note

• 1.15 ratio

API universal reservoir

• Ambidextrous

• 5 gallon

• Switch or Transmitter

Tank farm Piston

Accumulator

• No utilities

• No instrumentation

• Visual indicator for

level

Coming in 2019 Coming in 2020

Late

Coming in 2020

Early

1919

6 Pack reservoir program

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6 Pack Program

▪ 6-Pack Distributor Reservoir Program

- Discounted price when you purchase quantity 6 of bare W8

reservoir (with or without cooling coils)

- Stocked kits to make a Plan 52, 53A or CPM variation

- Offers significant savings over individual purchases

- Reduced lead-time (most from stock – 6x could be 4 weeks)

- Increases your product flexibility

- 6 packs could be offered on other products (contact your

QRC or the Product Manager)

- Prices are in eCommerce

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Part Number 2018 List 2019 List Unit Net to Dist Savings

6x-W8034N0000 $6,881.44 $7,218.63 $902.33 17%

6X-W8034Y0000 $9,021.40 $9,463.45 $1,182.93 18%

B0368411 $296.06 $368.30 $276.23 23%

B0368782 $347.04 $448.79 $336.59 28%

B0368786 $1,124.88 $1,180.00 $885.00 8%

Plan 53A kit

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1

Plan 52 Kit

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2

CPM Kit

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3

2424

Bearing Gard

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Bearing Gard / ISC2 ‘Supersize’ promotion

• Order 2 Bearing Gards with an ISC2

• 82% increase in order margin

• 32% increase in order value (adding BGs)

• ISC2 discount increases from 30% to 40%

• BG discount increases from 35% to 45%

• Program ends 12/31/19

• eCommerce promo “SUPERSIZE”

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▪Bearing Gard is changing the market, we are supplying over 15,000 per year

▪ Leading competitors changed designs to try to address the Bearing Gard advantage

▪Still use 2 different designs to cover the same range as the standard Bearing Gard

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Inpro VBXX-D

(old)

Inpro VB45 & VB45U

LabTecta

(old)

LabTecta OP & TP

Changing the market

Why did Inpro change their design (still in use)

▪Contact starts around 0.005 in

▪Minor binding causes heat, O-ring wear

▪Major binding causes drive O-ring failure

▪Extreme causes shaft damage and equipment

failure

▪If your customer is using VBX, VBXX-D designs

they should change designs

▪They might as well change to the industry leading

Bearing Gard

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Rotor

Stator

▪Standard axial movement of 0.025 in to cover

ANSI, API and larger pumps with 1 design

- Inpro requires a premium design for equipment

with axial movement > 0.005 inch (like the RVX)

- AESSEAL requires a premium design for

equipment with axial movement > 0.010 inch

▪ Large contamination exclusion features for superior

performance

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Bearing Gard key features

▪Bearing Gard dynamic O-ring lifts off with no

wearing parts both in operation or when inactive

▪Competitor designs have asymmetrical O-ring

movement during start-up and potential 2 - 3 body

abrasion/wear during operation

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RPM


▪Dual drive rings for better grip on the shaft and rotor positioning

▪Part number and branding for easy ordering

▪ Installation notch for better and easier installation


Note: Inpro doesn’t

put part # on their

seals only serial #

▪Flowserve Pump

- Significant increase in Bearing Gard sales

- BG is standard on RVX, Durco ANSI 3A

- Optional on nearly every other pump model

- Specify Bearing Gard on pump new or repair

orders to protect/build your aftermarket

- 90% of FLS aftermarket goes to Inpro direct

(roughly $15 million globally)

- Start here – part numbers exist:

▪Durco ASME, ISO, CPX

▪HPX, HDX, HED

▪Many, many more…

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Building market acceptance

3232

BulkTite

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BulkTite sales summary

▪+100 BulkTites sold

-Dow (multiple reorders)

-BASF

-Lubrizol (multiple reorders)

-Equistar Chemical (multiple reorders)

-Cargill

-Atlantic Coast Crusher (OEM)

▪This is your chance to put seals on equipment

you have been walking by for years

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3

BulkTite on a dewatering screen in a corn processing plantBeat Inpro, Cinchseal, AESSEAL in head to head performance

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Before with competitor’s design, 5 CFM air With BulkTite installed, 0.2 CFM, running for weeks

BulkTite on a corn “grind mill” in a distillery

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BulkTite on “densifier” in a chemical plant

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6

BulkTite on “bagger” in a mineral processing plant

3

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BulkTite on “delumper” in a chemical plant

3

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BulkTite on “rotary valve/airlock” in a food processing plant

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BulkTite on “screw conveyor” in a chemical plant

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0

Feedback and Voice of the Customer info

• I want to hear what the customer is saying

• Please send information to me directly or through your Flowserve SE/ADM

• Constructive criticism is appreciated: customer, sales channel, product scope,

market price

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Any now, Clive Geddie

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2

NA ComOps Org Chart

Geddie, Clive

NA Manager, Commercial

Operations

Edmonton

Arrasmith, Don

Supervisor, Commercial

Operations NE Region

Cincinnati

Barr, Dan

Applications EngineerBridgeport

Bradley, Dave


Petrou, Daniel

Applications EngineerWoodridge

Robert (Bob) Hayman

Systems Specialist North America AMTulsa

Fowler, David

Applications EngineerEdmonton

Golembski, Scott


Gupte, Prashank

Applications EngineerScarborough

Hughes, Jonathan

Applications EngineerAshland

Matthews, Stacey

Applications EngineerSarnia

Mutheardy, Anthony

ApplicationsEngineerEdmonton

Rooney, Matherin

Applications EngineerFort McMurray

Shubert, Joel

Applications EngineerWoodridge

Slaght, Dave

Applications EngineerCharlotte

Spirito, Chris

Applications EngineerScarborough

Tanner, Michael


Operations WC Region

Port Arthur

Viramontes, Alejandro


Operations WC Region

Rancho Dominguez

Anthony Simone

Applications Engineer

Rancho Dominguez

O Neil, Colleen

Applications EngineerBenicia

Ralston, Tom

Applications EngineerBroomfield

Valdez, Jared

Applications EngineerBroomfield

Woodrum, Michael

Applications EngineerAshland

Primrose, Mike

Applications Engineer, Co OpEdmonton

Jeff Gully

Applications Engineer Edmonton

Guadalupe Romero

Applications EngineerBenicia

Porter, Dawn

Applications EngineerBaton Rouge

Chronister, Rusty

Applications EngineerTulsa

Connally, Travis

Applications EngineerPort Arthur

Riebel, Shelby

Applications EngineerTulsa

Juan ( Carlos) Moreno

Applications Engineer

Corpus Christi

Eric Benzenhoefer

Applications EngineerPasadena

Mark Broussard

Applications Engineer Baton Rouge

Vopinek, Cheryl

Director Global,

Commercial

Operations

Rancho Dominguez

72 Hour Turnaround

2019 Structure

• The North American Supervisors have many years of experience with Flowserve and add

tremendous value to our team.

• ComOps NA has a Senior Systems Specialist ( Robert Hayman ) located in Tulsa to help assist

and manage the NA aftermarket systems business. We are working to improve this sector of our

business and have established a team of systems specialists who are being trained to provide

quotes on auxillaries and simple plan 52, 53A & 53B systems. These specialists will be available

to the other AE’s across NA to help them improve in their job.

• Don Arrasmith - Cincinnati, Mike Tanner – Port Arthur, Travis Connally – Port Arthur, Alex

Viramontes – Rancho Dominguez, David Fowler - Edmonton, Chris Spirito – Scarborough, Dawn

Porter – Baton Rouge, Scott Golembski - Bridgeport

• We have also selected Anthony Mutheardy and Danial Pertrou to be Bearing Gard specialists for

same reason. This is help push the quotes out through correct channels and ensure correct

procedures are followed and quotes will have the correct information included.

2019 Structure

▪ NA QRC AE’s are reaching out across the Flowserve divisions to introduce themselves and keep

communication clear to what we can offer and who should be contacted for a quote. AE’s are joining

QRC accountability meetings and sales meetings to keep a finger on the pulse of our business. This

will build a stronger team and smoother process when support is required from the QRC AE’s.

▪ We are working with FPD to write a process for seal quotes for replacement pumps and seal

upgrades. We will have this ready for review in next few weeks.

▪ SAP approval process for orders over $500K must be processed by the ComOps AE team

▪ ComOps AE team to assist with site seal & system troubleshooting.

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Thank You

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Paul Bender October 2019 Breakout... · likely be different from every other end user’s specified...

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Transcript of Paul Bender October 2019 Breakout... · likely be different from every other end user’s specified...