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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
2
Wet seal systems market shift
3
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
4
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
6
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
1
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
• General Industry
• 2 or 4 Gallon
• MAWP 400 PSI
• Materials: 304/316 SS
• Cooling coil optional
• Weld pad level gauge
• Many options stocked
• Lead-time: 4 weeks
• Menu dwg (Imager)
• CRN and U-stamp
W4
• API 3rd ed.
• 5 Gallon
• MAWP 720 PSI
• Materials: 316 SS
• Cooling coil standard
• Weld pad level gauge
• Stock Bare reservoir:
• Lead-time: 4 weeks
• Menu dwg (Imager)
• U-stamp
• CRN - 4R145913ZZ
W9
• API 4th ed
• 5 Gallon
• MAWP 620 PSI
• Materials: 304/316 SS
• Cooling coil standard
• Weld pad level gauge
• Stock Bare NPT
• SW & BW CL 300
flange option
• Lead-time: 4 weeks
• Menu dwg (Imager)
• CRN U-stamp
To be determined
• General Industry
• 2 and 5 gallon
• MAWP 350?? PSI
• Materials: 316 SS
• Cooling coil option
• Weld pad level gauge
• Water line auto-fill
option(CPM)
• More info at launch
Coming in early
2020
ATO/MTO portfolio – wet seal coolers
1
4
NX----SA
• General Industry
• 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
• Shell: 260psi@302°F
• Full disassembly
• Drawings in imager
• Parallel flow:A2R23812-16
• Series flow: A2R21431-11
682L
• API 4th ed compliant
• 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
• Shell: 300psi@200°F
• No disassembly
• CRN, PED, U-stamp
• NPT/NPT stocked
• Drawings in imager
682M (late 2019)
• API 4th ed compliant
• Shell: Painted carbon
• Coils: 316
• Series or parallel flow
• Connections:
• Tube/NPT
• NPT/NPT
• CL 600 FL/NPT
• CL 600/CL 300
• Tube: 3700psi@700°F
• Shell: 260psi@302°F
• Full disassembly
• Slightly lower
performance than H
682H (late 2019)
• API 4th ed compliant
• Rebranded 682 S.C.
• Shell: 316
• Coils: 316
• Series or parallel flow
• Connections:
• Tube/NPT
• NPT/NPT
• CL 600 FL/NPT
• CL 600/CL 300
• Tube: 3700psi@700°F
• Shell: 260psi@302°F
• Full disassembly
ATO/MTO portfolio –Airfin cooler
1
5
625 NC
• General Industry
• 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
• Drawings in Imager
625 FC electric motor
• General Industry
• 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# WCA18856933
• Single phase
• BM# WCA14020233
• Three-phase
• Drawings in Imager
• Not ATEX for EMA
625 FC air motor
• General Industry
• 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# WCA26748333
• 1/3 hp w/60 psi
• Drawings in Imager
• Not ATEX for EMA
ANC (Sept 2019)
• API 4th ed compliant
• 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)
• API 4th ed compliant
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
1
7
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
1
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
2
1
Plan 52 Kit
2
2
CPM Kit
2
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
2
7
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
29
RPM
Bearing Gard key features
▪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
Bearing Gard key features
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
3
3
BulkTite on a dewatering screen in a corn processing plantBeat Inpro, Cinchseal, AESSEAL in head to head performance
3
4
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
3
5
BulkTite on “densifier” in a chemical plant
3
6
BulkTite on “bagger” in a mineral processing plant
3
7
BulkTite on “delumper” in a chemical plant
3
8
BulkTite on “rotary valve/airlock” in a food processing plant
3
9
BulkTite on “screw conveyor” in a chemical plant
4
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
41
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Any now, Clive Geddie
4
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
Applications EngineerBridgeport
Petrou, Daniel
Applications EngineerWoodridge
Robert (Bob) Hayman
Systems Specialist North America AMTulsa
Fowler, David
Applications EngineerEdmonton
Golembski, Scott
Applications EngineerBridgeport
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
Supervisor, Commercial
Operations WC Region
Port Arthur
Viramontes, Alejandro
Supervisor, Commercial
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.
47
Thank You
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