RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

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RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager

Transcript of RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

Page 1: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

RUSSELL FINEX AFTERMARKET SUPPORT

By: Richard KayAfter Market Sales Manager

Page 2: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

CONTENTS

• Introduction

• Sieve & Filter Meshing Demonstration (inc. Factory tour)

• Russell Finex Sieve & Filter Meshing

• Spares vs After Market - Policies

• ATEX overview

Page 3: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

A machine sale doesn’t stop at the machine sale!

• Spares Business – 2005-2006 Nearly £5,000,000

• ~40% of RF turnover

• Annual growth ~10%

• Average value per order:Ave value per m/c ~ £10,000

Ave value per spares order ~ £1,200

10 orders/month ~ £12,000

Spares value per month ~ £400,000

• Spares stock value

• RFL Employees (11)

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MESHING DEMONSTRATIONInc. Factory Tour

Page 6: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

Why Choose Russell Finex Meshing/Re-meshing?

Page 7: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

Why Choose Russell Finex Meshing/Re-meshing?

• Bespoke mesh frames

- FDA tested for Food & Pharmaceutical

- High temperature/Solvent resistant

- Spot welded/Backed meshes for extra strength

- Certificates of Conformity (CofC’s)

- Mill Certificates

- Surface readings (Ra)

- Tension measurements/Calibration

• Maintain sieving performance with support & guidance from Russell Finex

• Quality Bonding Methods to suit all applications:

• Certified mesh frames:

Page 8: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

Why Choose Russell Finex Meshing/Re-meshing?

• Russell Finex high quality mesh

• VDS meshing – its part of the VDS system!

• The Russell Service:

- Customized stocking

- Bulk Re-meshing - Pricing methods, cost effective transportation

• Competitors mesh frames

Page 9: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

Russell Finex Mesh

• Maximum sieving efficiency – Micron (hole size) vs Mesh count (holes/inch)

• Sieving accuracy – optimum product cuts, consistently

• Improved mesh life – High precision mesh manufacture

• Reduction in frequency of re-meshing

Low Cost 75micron/250mesh

Russell Finex 75micron/250mesh

Standard market grade 75micron/250mesh

Page 10: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

VDS re-meshing – A balanced system

Mesh specification is critical

• Efficient transmission of ultrasonics

Adhesive specification is critical

• Efficient transmission of ultrasonics

The VTP (Velocity Transfer Plate)

• Tuned design

• Material of construction

• Condition

Mesh frame specification is critical

• Tuned design

• Condition

Page 11: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

VDS re-meshing – A balanced system

LOW COST MESHING CAN BE COSTLY!

• Damage to control box + Probe

• Power by demand system

• Customer misinterpret sieve performance

• Timely and costly

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Russell Finex Microscreens

• Quality manufacture

• Unique Russell product

• Be alert to customers needs – Product development

Defined Hole Microscreens•Two dimensional perforated apertures for high accuracy filtration •Provides finer quality filtration •10 – 3000 micron filtration•Angled holes to allow perfect cleaning•Can be reinforced and/or hardened for extra strength

Wedgewire Microscreens•For high capacity safety filtering•Very high strength•Longer life•High open area •15 to 5000 micron apertures

Page 13: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

Overview of Old Spares Policy

• Reactive to supply spare parts

• Reactive to support machine breakdown

• Stock policy based on Global usage

• Emphasis on capital sales rather than customer retention

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Overview of New Aftermarket Policy

• Website - Secure access, easy contact

• Comprehensive operator manuals

• Customised stock policies & recommended spares packages

- Minimising downtimes and lead times

• Customer services

– helping customers maximise the use of their Russell equipment

• Converting a problem into an improvement

• Training Programs

– Comprehensive training programs onsite and at Russell Finex

• Post-machine sale aftermarket processes

- Linking one machine sale with the next

- Helping us understand current and future needs

Page 15: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

Overview of Aftermarket Policy – New focus

• In touch with new product releases

• Machine maintenance agreements – Breakdown callouts

• Service agreements – Health checks, Preventative maintenance (6-monthly, annually, bi-annually)

• Training Programs – Comprehensive training programs onsite and at Russell Finex – Help operators understand the equipment

• Comprehensive operator manuals

• New IT system - Efficiency, improved monitoring of business processes (Global)

• Building relationships to develop trust and peace of mind

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How does mesh/spares business effect you?

• Reputation – High quality equipment can be affected by non-genuine RF spares

• Regular business ‘after’ each machine sale – Car Inds.

• Strengthens relationship – when’s the next project?

• Helps develop projects for your other principles

Page 17: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

Your part to play!

• Optimise site visits - Machine health checks

• Feedback to RF for support. Help us understand your market

• Catch a problem before it manifests

• Break language barriers:

• Proactively sell spares:

- Post machine follow up

- Quote follow up

- Recommended spares packages

- Have up to date support info (manuals, GA’s, price lists)

Page 18: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

Recent Aftermarket Campaigns

• Recommended Spares Packages

• Blue Gaskets

• ATEX upgrades

• Clamp assist

• FDA bonding

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ATEX – Explained

The ATEX Directive is an EU legislation which affects all industries where powder, dusts, liquids and vapours are present. Its primary function is to eliminate the possibility of explosions and applies to electrical and mechanical equipment intended for use in potentially explosive atmospheres.

The term "equipment" is defined as:

‘any item which contains or constitutes a potential ignition source and which requires special measures to be incorporated in its design and/or its installation in order to prevent the ignition source from initiating an explosion in the surrounding atmosphere.’

Mixing Confinement

Oxidants

Fuel Ignition Source

Additions to the explosion triangle:

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ATEX – Explained

Environment Classifications

Page 21: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

ATEX

• ATEX introduced in March 1996 Voluntary, giving 10 years to comply

• ATEX has been implemented under DSEAR (Dangerous Substances & Explosive Atmospheres Regulations)

• Focus is on customer to carry out risk assessments to ensure work force are protected from risk of explosions.

• Guidelines widely available to aid customers identify zoning in and around Russell units.

http://www.hse.gov.uk/fireandexplosion/atex.htm

http://www.bsi-global.com/CEMark/ATEX/index.xalter

http://www.baseefa.com/

http://www.ampa-associates.com/dsear.htm?gclid=CKLC7_bL2ocCFRuIQgodayBFTg

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ATEX – How does this effect you

• RF offer equipment to meet customer requirements for any ATEX environment

• Upgrade existing non-ATEX units:

- Full compliance to ATEX is due: July 2006

- RF offer peace of mind

• Increase ATEX awareness to customers

• Maintaining ATEX equipment

• Benefits for non-Europe – Increased safety with continual development programs

Page 23: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

Summary

• Spares is regular business - 40% of RF turnover

• Focus on customer retention – 80/20 pareto law

• Meshing - Understand and sell the benefits!

• A machine sale doesn’t stop at the machine sale!

• An operating machine equals income!

• Regular customer contact means repeat business

Page 24: RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

Thank You