introduction & selling - kobelt€¢header tank •safety bypass valve ... steel, aluminum, grp,...
TRANSCRIPT
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INTRODUCTION & SELLING KOBELT STEERING SYSTEMS
Product Overview, Available Systems, Features,
Value Statements & Competition
May 2017 Rev 3
SLIDE 2
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AGENDA
• The Five Primary Steering Configurations & Components
• Typical System Layouts
• Technical Requirements
• Steering Torque
• Selling Steering
• Commissioning, Spare Parts, Servicing
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Available Steering Systems
Manual Hydraulic
Manual Hydraulic & Non Follow Up
Power Assisted Hydraulic
Hydraulic Full Follow Up
Electronic Full Follow Up
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Manual Hydraulic
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Primary Components, Manual
• Helm Pump
• Header Tank
• Safety Bypass Valve
• Cylinder
• Tiller Arm
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Characteristics of Vessels with Manual Systems
• Up to 78’ (24m)
• No electronics
• Ease of configuration & maintainance
• Very common in fishing, small recreational, support craft (barges)
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Manual Hydraulic with NFU (Jog) & Autopilot
ACCU-
STEER
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Primary Components, Non Follow Up Steering • Helm Pump • Header Tank • Jog Lever (Steering Control) • Stand-alone Autopilot
pumpset - Reversing Motor (HRP) or Continuous Running (HPU)
• Non-Drain Back Valve • Safety Bypass Valve • Cylinder • Tiller Arm • Rudder Angle Indication
(RAI) • Rudder Feedback Unit (RFU)
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Characteristics of Vessels with Non Follow Up Steering
• Workboats, supply vessels – when the effort required on the wheel is too much
• Typically up to 120’ (35m) • Jog lever may become the primary
control for steering - helm pump is secondary
• Introduces valves to convert electrical signal from jog lever to move cylinders
• Adds components and aids in control of vessel
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Power Assisted Hydraulic
CYLINDER
TILLER
PA-1250
HELM PUMP
HEADER TANK
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Primary Components, Power Assisted Steering
• Helm Pump
• Header Tank
• Accu-Steer Power Assist Unit
• Safety Bypass Valve
• Cylinder
• Tiller Arm
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Characteristics of Vessels with Power Assisted Steering
• Ideally where the helm pump is a small displacement (to match PA Unit output).
• Small recreational or Small Fast Workboats/Pilots.
• Auto-pilot/jog can be incorporated
• Ease of configuration & maintenance
• To reduce the effort required to steer the vessel
• Reverts to manual if power not available
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Special Note on Power Assisted Steering
Special Note:
• ‘Power Hydraulic’, ‘Power Assistance’, ‘Power Steering’ are descriptions that often gets applied to ‘Vessel Specification’ documents.
• You will have to be very sure about what is required, it could be this, NFU, FFU, or Orbitrol Steering (forklift/tractor type)
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Hydraulic Full Follow Up
• System Shown With Non-Drain Back Valve, could be Header Tank and sealed main Reservoir
SLIDE 15
ACCU-
STEER
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Primary Components, Hydraulic Full Follow Up
• Helm Pump • Jog Lever (Steering
Control) • Accu-Steer Unit • Non-Drain Back Valve • Rudder Feedback
Indicator • Power Assisted
Cylinder • Tiller Arm • Hydraulic Power Unit
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Characteristics of Vessels with Hydraulic Full Follow Up
• For faster rudder speeds
• Pilot boats, harbour tugs, mid-sized yachts
• 80’ to 120’ (25m to 35m)
• Preference of wheel over jog lever
• Auto-change over to manual, helps with classification
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Electronic Full Follow Up
SLIDE 18
ACCU-
STEER
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Primary Components, Electronic Full Follow Up
• Helm Pump
• Header Tank
• Steering Controls
• Amplifier and Transfer Box
• Solenoid & Base Plate
• Non-Drain Back Valve
• Safety Bypass Valve
• Cylinder
• Tiller Arm
• Rudder Feedback Indicators
• Hydraulic Power Unit
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Where are Electronic Full Follow Up systems used?
• On vessels where it is not practical to have manual steering or hydraulic FFU
• Mechanical tie bar not possible (Catamaran)
• Military, commercial, recreational
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Types of Vessels & Typical Systems
• Manual Hydraulic and NFU / Autopilot
• Power Assisted & Hydraulic Full Follow Up
• Electronic Full Follow UP
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All about the Rudder & Speed!!
• It all starts with steering torque…
• To size and quote a steering system, the torque required to turn the rudder is the most important metric
• From the torque, the size of the cylinder(s) and hydraulics can be selected
• The associated system components can then be added
Many catalogue sellers think its about the boat size!
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General Information Needed
• Customer Name, Vessel; Name, Type, Length and Duty
• Rudder Dimensions and / or customer supplied steering torque
• Special Considerations; Nozzles, fish tail, flap rudder
• Hull: Full Displacement, Semi-Displacement, Planning, Catamaran, Other
• Hull: Steel, Aluminum, GRP, Wood
• Class Approval, New Construction / Retrofit?
• Speed (Knots): Cruising, Maximum, Estimated
• Propeller: Diameter (inches/mm), Pitch, Reduction. Gear Ratio
• Number of engines
• HP / RPM
• Idle RPM, Running RPM, Maximum RPM
• Gross Tonnage
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Rudder Diagram
A
B
C
D
E
F
D E
F
B A
C
Rudder Stock Diameter in way of tiller.
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Rudder Data
• Rudder Angle
– 2 x 35 degrees
– Other – 2 x (X degrees) (from Amidships to Hardover)
• Rudder Stock
– Straight or taper
– Keyway
• Rudders
– Number of Rudders
– Distance between Rudder Shafts
– Appendages/Types – Schilling, Fishtail
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Steering System Data
• Mode
– Hand Hydraulic, Jog (NFU), Hydraulic (FFU), Electronic (FFU)
• Stations
– Number, location, Wheel, Lever
– Length of tubing from wheelhouse to steering gear
• Hydraulic Power Source
– Engine driven, electric motor
– Number of pumps, Hardover Time (seconds)
– Electric Motor (VAC/PH/HZ), Solenoid Voltage (DC)
• Rudder Angle Indicator?
• Auto-Pilot? (Make and Model?), DP? Monitoring, VDR ……
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Completing the Form
• Green Brochure Form- Pg. 62/63
• Fill out as much as possible, for your and Kobelt’s evaluation
• Take pictures of the application – tells a thousand words!!
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Convincing the Prospect
Awareness – Solutions for Pleasure Craft & Workboats
Quality - Maturity
Complete Line from a Single Source for any Vessel
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• Mature product line, experience – 5 decades
• More Type Approved Products than any other company
• Thousands of installations
• Integration capability – multiple solutions from a single vendor – complex package options
• Increased focus on engineering expertise and customer / partner support
• Business development support
Value Statements
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Competition
Recreational / Small Vessel
Commercial / Mid-Large Vessel /
Yacht
BIG
Wills-Ridley
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Competition
Competitor Biggest Strength Biggest Weakness
SeaStar (Teleflex) Price Durability
Hydrive Price Durability, Lack of Global
Support
Jastram Awareness Only do steering
Wills Price, Strong in Asia Small Company, Lack of
other systems
Rolls Royce They are Rolls Royce! Very big company, lack of
focus
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Competition
Multiple System
Offerings
Speed of Delivery / Response Time
KOBELT
ROLLS ROYCE
HYDRIVE
SEASTAR
VAN DER VELDEN
JASTRAM
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Working with Kobelt
Sales
Recommend Kobelt steering, speak to products, understand boat type &
scenario
Qualification
Collect metrics, ensure all applicable information is available for calculation
Sizing
Run the steering calculation, determine requirements, map to Kobelt products,
work with Kobelt to confirm
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How to Order
• Work with Kobelt
• Get the sizing done
• Determine the parts required
• Quote the order
• Schedule delivery based on installation requirements
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Commissioning
• Site Acceptance Test (SAT)
• Harbour Acceptance Test (HAT)
– (electronically available from Kobelt)
View Commissioning as your opportunity to demonstrate to the customer how good Kobelt and you the local partner are!
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Spare Parts & Servicing
• Spare parts are lucrative business – captive customer!
• Servicing – reactive or proactive agreements and lucrative business!
• In-house or on site
• In an emergency, other partners may have the stock!
Example – scheduled potentiometer changes for commercial vessels with EFFU systems.
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Thank You!
• Peter Morgan
• Lance Lidstone