PMC 2013 Newsletter Volume 13 - Issue 3 - Hydraulic Supply ...

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Jul 15, 2013 ... ing by Percy Whiting. By all means, I strongly endorse this course for anyone in sales. Hands down, this was the best sales training. I have ever ...
PMC News Power and Motion Controls Hydraulic Supply Co. July, 2013 Volume 13, Issue 3

News from the World of Eaton PMC Purpose of visit: To view Eaton´s method of assembly and testing of square and VQ pumps in order to get ideas for improving our internal methods. We had the pleasure of visiting the Eaton Greenwood Vane Pump plant is South Carolina last month to get a firsthand look at their assembly and test processes. What we found was a group of personnel dedicated to manufacturing the best in class when it comes to vane pump and motor products. From the very beginning, every aspect of the process makes sure the parts are manufactured to stringent tolerances which ensure only quality pumps and motors go out of their facility. Earl Daugherty, Product Engineer, took us step by step through the assembly lines. Each group of pumps are produced in smaller “assembly cells” dedicated to a specific group. These cells ranged from 3 to 10 workers with extensive knowledge of the task at hand. Pumps are assembled by hand with care and

every facet of the unit is visually and electronically inspected. Once assembled, each and every unit is tested, and the results are recorded prior to painting. Name plates are attached with the serial numbers and other data. Each order then receives another “once over” to ensure special requirements for painting and packaging are met. The final product is then shipped out with pride from the group in Greenwood. Greenwood Crew: We met several people at the Greenwood facility who were eager to help us succeed with our own build program. Bill Wesmann, Marketing Manager Industrial Portfolio, was visiting the plant and accompanied us to lunch along with Brandon Dickens, Manufacturing Manager, and Earl Daugherty. Bill was excited with the increased focus on vane product and the potential sales increase we offered through the build program. John Thompson, Plant Manager, and Sarah Fissette, Operational Excellence

Inside this issue: Manager, were interested in our labeling of the pumps. We showed them our tag de-

Eaton Vane Pumps are made with Pride in Greenwood South Carolina! sign, and they were pleasantly surprised with it. The major concern was with knock off pumps, but our design clearly identifies the use of genuine Vickers parts assembled by HSC. Tim Brady, Manufacturing Engineer, accompanied us through the assembly cell for the square pumps. He answered questions and offered his assistance with any future needs. Many thanks go out to all the great employees at Eaton – Greenwood Nelson Reinhard and Jim Ade Nelson A. Reinhard Director Product Marketing Eaton PMC

The training levels commenced with product overviews, “level 100” and were followed by more

Eaton Cylinders

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Tripp’s Corner

3

“Turnkey” Projects

4

New Offerings in SiCV’s

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CharLynn News

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Vane Pump Build 4

Special points of interest:

 HSC Turn Key Project

Retail PMC Training detailed” level 200” classes which culminated in a test for each module. The training modules were based around Eaton’s core PMC products including CharLynn motors and steering valves, Vickers gear, piston, and vanes pumps, and Eaton open

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 Vane Pump Build Program delivers pump # 74 of 2013!

News from HSC

Over the course of the last twelve months, one person from each of our southern retail locations participated in Eaton’s Power and Motion Controls training.

Retail PMC Training

loop piston and hydrostatic pumps and motors. These were followed by cylinders, power units, and electro-hydraulic valves including “SiCV’s”. Each trainee studied for and passed

Continued on top of page 3

 Eaton Cylinders  New VFD installed on test bench  Tripp’s Corner , discussions on selling

Eaton’s Duraforce products move the world!

Eaton Cylinders Eaton offers the world’s broadest range of standard and custom-engineered industrial cylinders to meet the needs of the most demanding applications including offshore drilling, steel mills, and machine tools. Sold under the Vickers™ and Hydrowa® brands, Eaton’s cylinder products include standard industrial tie rod, threaded, welded, mill duty, and custom pneumatic, hydraulic, and electrohydraulic cylinders with bores ranging from 20 mm (0.75 in.) to 1500 mm (60 in.) bore and strokes up to 22m (900in.).



N Series - NFPA Tie Rod Eaton’s comprehensive industrial tie rod cylinder offering includes hydraulic, pneumatic, and electro-hydraulic cylinders that meet NFPA standards. Eaton’s N series cylinders cover a broad range of applications such as manufacturing and packaging and material handling equipment. Features include:



Lets take a look at the line starting with the “N Series”.

 

Virtually Limitless Options for Optimum Flexibility with Fast Response. These products are offered in sizes from 1" (25.4mm) to 8" (203mm) bore, and to 300" (8m) stroke with a broad range of mounting, port style, and other standard options.

Unitized Rod Cartridge for better reliability, performance, and serviceability. Captive & Tapered Cushion Valve for increased safety with best-inclass cushion performance (smoother) Gray Iron Bearings for optimum wear properties and longer bearing life

With all these features, the Eaton Vickers NZ series is the NFPA cylinder for you. Checkout the configurator, copy and paste the link below into your web browser!

http://www.eaton.com/Eaton/ProductsServices/Hydraulics/Tools/CylinderCADConfigurator/index.htm

Eaton Vickers VG Series Large Bore Tie Rod Cylinders to 30"(750mm) bore, to 300" (8m)

Features:

 Eaton’s G-Series is the most comprehensive range of standard large bore tie rod cylinders available today. Branded as Vickers (tm) VG Series. These cylinders offer standard bore sizes from 254 mm to 762 mm (10 to 30 in,) and stroke lengths to 7620 mm (300 in.) plus a full range of best-in-class options to customize performance. These cylinders are focused on stationary applications found in manufacturing and processing.

   



Nitrided Steel Bearings for higher load capacity, longer life, and ultimate corrosion resistance



Unitized Rod Cartridge for better reliability, performance, and serviceability SAE 45 Degree Flare Tapered Cushion Valve for increased cushion performance (smoother performance than stepped) Virtually Limitless Options for Optimum Flexibility with Fast Response-- These products are offered in sizes from 10" (250mm)

Ultra-heavy duty rolled tie rods, high yield strength tubes and pistons, and steel heads/caps. Custom versions are available with significantly larger bore sizes, longer stroke lengths and operating pressures beyond the standard 3,000psi

Technical Information:

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Rated Pressure: up to 207 bar (3,000 PSI) for hydraulic standard product (higher capability in custom cylinders) Available standard sizes: 250-750 mm (10"30") bore, to 300" (8m) stroke

XL Series—Extra Large Bore Custom Cylinders cutting-edge technology, broad and deep manufacturing experience, and decades of engineering expertise to custom design solutions for some of the world's toughest environments. Eaton has unmatched global capability in XL Custom cylinders. The XL Series, which defines our very large-scale custom cylinders, spans to 60" (1.5M) bore and to 900" (22M) stroke lengths. Eaton has decades of experience in XL-type applications including Oil & Gas, Primary Metals, Civil Engineering, Marine, and Other Heavy Industry. Eaton uses

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Technical Information: Spans to 60" (1.5M) bore and to 900" (22M) stroke lengths. Features:



Broad range of application coatings to tailor wear and corrosion performance with various options ranging from chrome to ceramic

PMC News

and beyond

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Best-in-class Simulation & Modeling Tools and the experience to use them results in improved design quality and creativity Application Experience that spans across markets, across the globe. Creativity, global availability, and experience make the perfect combination. Global Footprint: the larger the cylinders become, the more important it is to have a local supplier. Our ability to manufacture on several continents is unmatched.

Retail PMC Training…...continued from page 1 Student

thirty-two different courses and earned six Rob Hendrix different “Inside Sales Level 200” certificaJoel Castro tions! Designated outside salesmen volunteered their time on a weekly basis to train their assigned participant in this program. We are very proud of their accomplishments. Every trainee received an award for their participation at our recent mid-year meeting, and the top three trainees earned a cash prize as well! Due to the success of this program, the northern group kicked off their own training.

Bob Snyder Roberto Lastra Ray Ladd Jim Temple Jose Morales Salvio Garcia Donnie Davis Larry Weaver Ray Rocha

Our sincere thanks go out to all who participated……

Trainer Amar Seudath Nick Godinez Amar Seudath Scott Steffen David Hayes Steve Menniti David Hayes Eric Held Eric Held David Hayes Jeff Galguera

Location Tampa Miami St. Pete Belle Glade Naples West Palm Lakeland Ft. Laud. Pompano Ft. Myers Homestead

HSC President Luis Abellon presents award to trainee Salvio Garcia and trainer Eric Held

Congratulations to all! Nelson A. Reinhard –Director Product Marketing Eaton PMC

Tripp’s Corner…...

Sell… Don’t Quote… by Bob Tripp Early on in my sales career, I was very fortunate to complete a Dale Carnegie Sales Course. The course’s focus was on the sales technique outlined in the book; The Five Great Rules of Selling by Percy Whiting. By all means, I strongly endorse this course for anyone in sales. Hands down, this was the best sales training I have ever been through! Simply put, the five rules of selling are: 1) Gaining ATTENTION 2) Creating INTEREST 3) Convincing the customer CONVICTION 4) Creating DESIRE 5) And the CLOSE This article will focus on the CONVICTION phase of selling. Recently, I was fortunate to work with one of HSC’s sales pro and witnessed an excellent selling presentation and strong use of EVIDENCE, to convince the customer to go forward with the proposal. Evidence is material presented to the customer to convince them the proposal is sound and will work. In this case, the EVIDENCE included: -A complete bound proposal, starting with cover letter describing the details and a summary statement asking for the order

-Calculations on the flows and pressures to assure meeting the application requirements -Installation drawings confirming adherence to the packaging requirements -Product efficiency/performance data -Easy reference crossover section that listed the competitor’s model to the Eaton model -Product savings features/benefits (there was a reduction in hose sizes), a reduction in engine speed which meant fuel savings, a reduction in weight/size which meant better packaging -Delivery information, price and the willingness to stock based on the customer commitment! All the above great EVIDENCE TO CONVINCE THE CUSTOMER… Other examples of EVIDENCE we can use during selling include: -Product testimonials or success stories

should be followed by “which means Mr. Customer…” and describe the benefit! Some examples Mr. HSC Sales Pro used during his presentation were: -The Eaton unit is larger in displacement, so you can run your new Tier Engine at lower RPM, “which means” fuel savings for the end customer. -The delivery on the Eaton units is 8 weeks, versus your current delivery from the competition being 24 weeks, “which means” reduced inventory, and greater flexibility in manufacturing to respond to new orders quickly. (Yes, the Eaton lead time was better!!) The end result; a nice WIN for HSC and Eaton. I strongly suggest getting a copy of The Five Great Rules of Selling.

-Power point presentations -Industry articles, trade journal information -Information on your I-Pad! -Circuit drawings

To add a little fun with this, the first person who sends me via e-mail [email protected] the name of this sales pro, will receive an Eaton shirt. One guess only! Until next time…

-Marketing flyers -And sometimes the best evidence…SAMPLES; for the customer to see and touch. There is a sales saying that goes; “Samples have sold more than salesman’s lips ever will”. Additionally, 70% of learning comes from sight.

The CONVICTION stage of the sales cycle is normally where features and benefits are presented. Customers don’t buy features…they buy -Application data sheets on the pump, motor, hose, and benefits! Every time you present a feature, it

Volume 13, Issue 3

Bob Tripp—ASM for Eaton Corp.

fittings

Good Selling! Bob

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Mission Statement

HSC

Hydraulic Supply Company is a distributor of fluid power components dedicated to leadership in quality, integrity, and service. We are committed to providing safe, reliable products and services that meet our customer’s requirements, exceed their expectations and anticipates their future needs. Management is determined to run an efficient, progressive and profitable organization that subscribes to high ethical standards. Through these efforts we will provide our associates with opportunities for personal growth within a safe work environment. Our activities will be conducted in a manner that is beneficial to our associates, customers, vendors, and the community at large.

Hydraulic Supply Company 300 International Parkway Phone: 954-845-1040 Fax: 954-845-9223

Vision Statement Quality, Integrity, Service

We’re on the Web www.hydraulic-supply.com



Core Purpose—To make every experience with our organization a positive one!

Turn Key Projects! A customer designed a bilge block support system for submarines while in dry dock. The system requires the bilge blocks to move at the same speed in pairs on opposite sides of the keel. There are seven pairs of bilge blocks along the length of the hull. The bilge blocks pivot into place by hydraulic cylinders. A series of flexible hose assemblies and quick disconnect couplings connect a hydraulic power unit positioned on the pier to the cylinders. A mobile trailer contains the power unit and spring rewind hose reels used to connect the cylinders. The cylinders are moved in pairs with a manually operated directional control valve with flow dividers in each line feeding the cylinders.

Pilot lights controlled by pressure switches on each port of the directional control valve indicate when the bilge blocks have contacted the hull of the sub-marine. A 15 HP Eaton System-Center hydraulic power unit with load sense axial piston pump supplies hydraulic fluid to the cylinders at pressures up to 3000 psi. The power unit includes the following: PVQ10 piston pump, 5-micron absolute return filter, Mobile-Gate filler-breather, low fluid level switch, high

fluid temperature switch, and an Eaton Cutler Hammer motor starter. Line mounted SICV flow dividers synchronize the movement of each pair of hydraulic cylinders. A Twist- Lock Watertight Safety Shroud Connector transports electrical power through the wall of the trailer to the electric motor on the power unit. This project was assembled inhouse at our WPB facility. Contributed by Jim Ade

New product offerings…. Eaton SiCV

Eaton CharLynn

We are pleased to announce the addition of 60 new SiCV part numbers. These items will be added to our “Stock Yes” product catalog. Some of these additions include 2 and 3 way valves, many new counter balance valves, and new higher pressure housCharLynn Motor Offering Expanded! ings. In addition, we have included components rated at 5000 p.s.i. and the new 4 way, 3 position solenoid valves Our goal to continuously improve has us looking deeper into our product offerwith higher flow rates. Explore the ings. We started the process of bringing new selections and get excited about the best possible products and services SiCV’s! to our customers by filling the gap in our

Nelson Reinhard Director Product Marketing, Eaton PMC

existing product offering. We gathered information from the field with regards to Charlynn motors. With the help of Eaton product management, we identified over 40 additional part numbers to include in our stock-yes list. Be sure to communicate these new offerings with your customers. SELL MORE PMC!

Eaton Vickers Vane Pumps Our initial vane pump build program is well under way. Prior to our program we stocked approximately 80 part numbers. Today we can assemble over 1800 part numbers from our inventory. Using our build system, we have established a speedy 1-2 day delivery. As of this newsletter, we have successfully produced 74 pumps. Recently, we added a variable frequency drive to our test stand offering us greater testing capabilities and efficiencies. Name plates provided by Eaton are a new addition as well. We are currently looking to expand our offerings for the vane pump build program. As always, your input is welcomed and appreciated. Nelson A. Reinhard –Director Product Marketing, Eaton PMC

Eaton VFD

New Eaton Tags