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Partners In Process

Partners In Process. 2nd Meeting of the Board of Management Montreal, April 22 nd , 2002. Introductions. Objectives of meeting. Review objectives of program Review financial statistics Receive update on progress Discuss re-supply and inventory profile Review PIP champion progress reports

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Partners In Process

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  1. Partners In Process 2nd Meeting of the Board of Management Montreal, April 22nd, 2002

  2. Introductions

  3. Objectives of meeting • Review objectives of program • Review financial statistics • Receive update on progress • Discuss re-supply and inventory profile • Review PIP champion progress reports • Discuss competitive situation • Review future developments • Agree action plan

  4. Objectives of program • Multiply the sales of Peerless Process products in Canada. • Provide a mutually profitable mechanism to achieve the growth through commitment to Canada • Develop strong and lasting bonds between Peerless, our business partners and our customers

  5. Business Plan Sales Goals

  6. PIP Value Proposition • Access to over $1M CDN inventory landed in Canada • Upgraded parts (CD4) at 316 prices • Unquestioned quality (3 year warranty on pump) • Anywhere in Canada within 2-3 days • Aggressive and active sales campaign

  7. Achievements since the last meeting • 100% of inventory delivered • Systems improved and streamlined • Marketing program in full swing • Sponsor program implemented and joint visits made • Exciting successes made with some key customers

  8. Some conclusions from sales visits • High energy sales effort is needed • We are not well known in the key areas • We have to work hard to prove ourselves • Way in is to show customers Goulds is not doing the good job they think they are • Access to business will come from added value not price • It is entirely achievable

  9. What we need to go away with • Understand where we are • Learn the best ideas from each other • Re-energize sales effort • Remove any obstacles • Clear targets and action plans

  10. Do you know how to sell a Peerless Process Pump ?

  11. Value For

  12. And .... For

  13. Example – PIP value sale

  14. The Top Sixteen Reasons To Upgrade Your Installation With a Peerless Model 8196 Performer Series

  15. 3 Year Warranty • Peerless extended MTBPM feature is backed by a three (3) year, no questions asked warranty, you can’t beat it anywhere. • Interchangeability • Part for part interchangeability with the Goulds 3196 “X” series provides for maximum flexibility and reduced inventory requirements

  16. 3.   Alloys • A wide range of alloys handle the full spectrum of chemical liquids, including ductile iron, 304/304L, 316/316L stainless steel, CD4MCU, alloy 20, R-55 proprietary, Hastelloy C,B; monel, nickel, zirconium, titanium and others. Our captive foundry is world renown for it’s metallurgical expertise for casing integrity, consistency, and conformance to material specification gives us an edge over the competition.

  17. 4.        Frame foot • Rigid frame foot reduces effects of pipe strain on shaft alignment. This resulted in a 10 deg F temperature reduction in the oil bath. • 5.Bull’s-eye sight glass • provides for easy, accurate monitoring of oil level and condition • 6.        Heavy-duty design • Advanced design techniques and heavy-duty construction throughout ensure high performance and a long, trouble-free service life.

  18. 7.        Thrust bearings • Heavy duty, Conrad-style, double-row thrust bearings extends bearing life. • 8.        Investment-cast • 316SS investment-cast impeller for better hydraulic performance. • 9.       Key/bolt option • The impeller key/bolt option that prevents loosening in case of accidental reverse rotation. • 10. Impeller adjustment External adjustment of impeller clearance ensures long efficient hydraulic performance.

  19. 11.     Oil sump • Large capacity oil sump improves heat transfer for more effective cooling. A 10 deg F temperature reduction is realized. • 12.    Inpro-bearing • The vapor blocking, VBX-D bearing isolator, protects the bearings from environmental contamination in both static and dynamic modes. A 10 deg F temperature reduction is realized. • 13.     Shaft pin • The positive shaft pin drive of the shaft sleeve ensures that mechanical reliability of the shaft and sleeve design with spinning and galling minimized.

  20. 14.     Wear extender • The renewal “wear extender” option is design for sideplate to handle the wear rather than the casing • 15.     Coating • Internal bearing frame coating with an oil resistant sealer minimizes the corrosion and contamination and increases the MTBF • 16.     Vibration points • Vibration point bosses are provided on the horizontal and vertical positions of the bearing frame.

  21. Power end PerformerExchange Large oil sump, Coated internal, Labyrinth inpro bearings, Larger shaft, Eye glass

  22. Instrument Monitoring Points Inpro VBX Labyrinth Bearing Isolators Pre-Drilled C-Face Adapter Pre-Drilled for Optional Lubrication Optional Finned Tube Oil Cooler (above 300 Deg F) LTP Upgrade on 10” & 13” MTP’s 1” Bulls-eye Oil Sight Glass Coated Internals of Power End Features & BenefitsPower End (Goulds 3196, 3796, 3196NM) 3 Year Warranty On Power Ends

  23. The “performer series” is a problem solver!!!Pump More for Less!!!

  24. What are the tools we have available to us ? List on the board

  25. Tool Kit • SPEED • WebXtender / COLD • Goulds cross reference spreadsheet • Vertical history database • Executive and manager buy in • Lead time reduction initiatives • 8196 Pages – located on Extranet

  26. Tool Kit • Marketing material • Brochures • Service labels • Service brochures attached to every new pump • Training programs • Certified Service Technician • Certified Parts Expert • Coming soon • SPEED upgrades • RPM type parts and service book • Total Cost of Ownership spreadsheet

  27. The PIP Concept Example

  28. End user concerns • Quality: Poor quality parts from pirates, poor efficiencies, parts wont fit, wrong material, wrong tolerances, sand cast impellers, 3180 replacing 3175 • Availability: parts and customer service, breadth of product on the shelf, high dollar inventory to carry locally, Allis Chalmers parts being discontinued, changes in distribution • Deliveries: long lead time, inconsistent deliveries • Pricing: THE MOST FOR THEIR MONEY • Value added: Reduce operating cost, MTBF, lack of support, inventory management, power consumption…

  29. PIP Concept • OEM quality and + • Availability, breadth of products • Short deliveries • Pricing • Value added

  30. CD4MCu brings you savings • Longer wear BHN + 50% (260 vs 170) • Yield strength + 200% over 316 • Tensile strength + 30% over 316 • Corrosion resistance Chromium + 56% over 316 • Nitric Acid+++ • Phosphoric acid ++ • Sulfuric acid ++ • Sodium hydroxide +

  31. Tool Kit • What else do you need ?

  32. Do you know how to sell Process Parts ?

  33. Process Pumps – the new paradigm ? • Establish Peerless as a credible OEM • Demonstrate your knowledge of pumps, market, competition, history and technology • Tell them the Power D and ANSI story • Demonstrate the advantages of the 8196/8175 • Mention ISO 9001 program and how we design pumps • State that Peerless products are better from the reliability standpoint and Peerless parts fit the installed Goulds base • We have a solution for the legacy products as well • State that the biggest obstacle to selling process pumps is history and the installed population

  34. Process Pumps – the new paradigm ? • Explain the importance of pump and inventory surveys • Explain the inventory development methodology and how we tune our inventory to match customer needs • Tell them that we have other products that fit their pumping demands • Summarize the above • Ask them what they think • Shut up and listen

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