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2015 Honeywell Channel Partner Conference - EMEA
VersaFlow: Don’t Let Your Capital Flow Away From You
José Maria Moyano Mena
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Document control number
Honeywell Proprietary
Synopsis
• Provide the necessary tools and advice needed to change
the mindset of the end users in our favor
• Equip to show how to manage customers that do not want
to spend their capital on flow Products (specially with the
price mindset users)
• Show total savings in cost, raw material, energy,
shutdown time, etc. for a typical plant process application
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© 2015 Honeywell International All Rights Reserved
The Problem
We´ve all had this situation with customers,
when quoting flow instruments…
“How much?.. Are you serious?”
“…It´s too expensive”
“…There is no way that I use this money for
only one transmitter”
“…Why would I need an transmitter with that
high accuracy?…”
“I can purchase a lot of other products with
the same capital…”
If you need different results, don’t keep doing the same
thing….
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How to Solve it ?... The 3-Step Solution
• Step 1:
‒ Define why the customer thinks that way
‒ Understand what kind of customer you are dealing with
• Step 2:
‒ Describe the advantages of our products. Available tools
• Step 3:
‒ Convert the list of benefits in one single number into savings$$$
Find the way to add value to your proposals
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Step 1) Understand The Customer
• Define why the customer thinks that way
• Understand what kind of customer you are dealing with:
‒ Technology Buyer – Looks for superior but new technology from
proven suppliers
‒ Maintenance Repair Order Buyer - Buys for maintenance and
small quick turn projects only. Looking for best overall replacement
value.
‒ Specification Buyer - Buys stand alone or packaged measurement
instruments to a specific application driven specification
‒ Minimalist Buyer - Buys solely on price, willing to accept lower
performance
We can find different profiles on the same plant
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Step 2) Describe The Product As Solution
For flow instruments, we
commonly found in the tech specs
features like:
• Continuous process measurement
• One single measurement
• Accuracy
Don’t use the tech specs just to quote
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Step 2) Describe The Product… (Cont.)
Additionally we must take
into consideration:
‒ Pressure lost
‒ Chemical compatibility for
wetted materials
‒ Out of service time for
maintenance.
Keep in mind the costs associated of a wrong selection
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Step 2) Describe The Product… (Cont.)
• Energy consumption
• Certifications for custody
transfer applications
To finally get to bottom line, the
capital saving
• It’s necessary to put all these
factors together…
Simplify the customer’s selection
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Step 2) Describe The Product… (Cont.)
Sizing Programs
•
•
•
•
Do we get the necessary data for instrument sizing?
Better knowledge of your process
The instrument will work for my application
Report the calculations in pdf format
‒ Graphical and data information
Get the sizing programs from our website
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Step 3) Estimate The Savings… In $$$
• If we present a quotation that only has the prices and the bill of
material, we are not adding value to the solution.
Item
Item Details
Qty
List Price in USD
10
CM90-4-4-A-4-42-00-1-V100-000
1
2,176.00
20
CM23-4-S0ND-0-A0-30-0000-V-C
1
10,531.00
12,707.00
• Use the available information to support the offer, for example:
• Sizing reports
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Practical Example 1
• For the above mentioned
model we have:
‒ Accuracy: 0.1% for flow
‒ For the S25 size, the maximum
flow is 1250 Lbs/min
• Any additional 0.1% (1.25
Lbs/min) means:
‒ Daily:
1,800 Lbs
‒ Monthly:
55,800 Lbs
‒ Yearly:
657,000 Lbs
• Now we can multiply this
mass for the raw material
cost to get the savings
Great savings just by using a high accuracy transmitter
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Additional Savings
In an similar way, it is possible to estimate the savings
due to:
• Time out of service for:
‒ Non continuous measurement system (in comparison to weight
cells on batch processes)
‒ Calibration for multiple devices (mostly for mass flow)
‒ High maintenance of mechanical devices (turbines)
• Avoid losses due to wrong billing from suppliers (when
custody transfer certifications are required)
Understand the process, it will help to estimate the benefits
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© 2015 Honeywell International All Rights Reserved
Summary
1.- Understand your customer decision barriers
2.- How to help on the decison making process. Add value
to your proposal.
3.- Three steps solution
Understand the Customer
Describe your product. Website Sizing Programs
Estimate the savings
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Q&A
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Thank You !!
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Back Up Slides
Item
Item Details
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CM90 : SMARTLINE VERSAFLOW CORIOLIS TWC9000
Full Model Number :
CM90-4-4-A-4-42-00-1-V100-000
Your Configuration:
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CM90
Key Number:CORIOLIS MASS FLOW METER VERSAFLOW
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No Selection:No Selection
4
Type:TWC 9000 C
A
Power Supply:100-230VAC;85 - 250VAC;50/60Hz
4
Hazardous Area approval:FM Class 1 DIV 1
4
Cable Connection:3x1/2In NPT adp mtl std FM-CSA
2
Operating Manual; Language:English;English operating lang
0
Custody Transfer:Without
0
Process Diagnostics:Standard
1
Converter Housing:Standard
V
No Selection 1:No Selection
1
Outputs Base module:Basic IO COplusPOplus 2 status
0
Outputs First IO Module:None; no module possible
0
Outputs Second IO Module:None; no module possible
0
Measuring Function:Std mass;density;temp.;vol
0
Manuals:Standard on CD
0
Remote Option Signal cable:None required
N
Special Options?:No -
CM23 : SMARTLINE VERSFLOW CORIOLIS 1000
Full Model Number :
CM23-4-S0ND-0-A0-30-0000-V-C
Your Configuration:
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CM23
Key Number:CORIOLIS MASS FLOW METER VERSAFLOW
4
Sensor:Sensor
S
Tube Material:Stainless Steel
0
Surface Finish:Std; Better than 0.8 micron
ND
Connection Size Flanges:1 1/2 inch ANSI 150 lb
0
Sealing face:Standard; TypeB1 acc. EN1092-1
A
Secondary Containment:All externals SS 316 L
0
Options:None
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Hazardous Area Approvals:FM Class 1 Div 1; Div 2
0
Hygienic; Sanitary Approvals:None
0
Configuration:Compact; integral mount
0
Calibration:3 point mass flow calibration
0
Cleaning; Degreasing:None
0
Extended Options:None
V
No Selection:None
C
Converter type:TWC 9000 Compact mount
N
Special Options?:No -
© 2015 Honeywell International All Rights Reserved
VersaFlow Coriolis 1000
Features and Benefits
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•
Standard Secondary Pressure Containment
•
Single Straight tube:
•
Exceptional performance in difficult applications
•
Less likely to plug
•
No flow divider
•
High accuracy even with entrained air or solids
•
Best sanitary design
•
Less torturous path, less product damage
•
Less Erosion for abrasive slurries
•
Patented Mechanical Isolation System AST:
•
Isolates measurement from process vibrations / stress
•
Simplest mounting requirements
•
Three tube materials:
•
Titanium, Stainless Steel, and Hastelloy C (Only Optimass)
•
Patented Driver System:
•
Additional power to overcome process problems like aeration,
heavy solids and high viscosity.
•
Patented Digital Signal Processing:
•
Extremely high sample rate for reliable readings
•
Narrow band pass filter minimizes noise interference
•
Multiple I/O’s and Communication Protocols
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VersaFlow Coriolis 1000
Specifications
Titanium
Hastelloy C-22
SS 318L
Measuring tube
Titanium grade 9
HC-22
SS 318L
Flange raised face
Pure Titanium
HC-22
SS318L
Flange backing
SS 316L
SS 316L (std)
HC-22 (opt)
SS 316L
Outer cylinder
SS 304L (std)
SS 316L (opt)
Converter mount and FE
housing
SS 316L
Process temperature
-40 to +150 ºC
40 to +302 ºF
Process pressure
Vacuum to 100 bar
1450 psi
Vacuum to 40 bar
913 psi
Secondary containment
100 bar
1450 psi
63 bar
913 psi
Ambient temperature
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0 to +100 ºC
0 to +212 ºF
0 to +100 ºC (Option 130 ºC )
0 to +212 ºC (Option 266 ºF )
-40 to +55ºC compact / -40 to +60ºC remote
-40 to +130ºF compact / -40 to +140ºF remote
© 2015 Honeywell International All Rights Reserved
VersaFlow Coriolis 1000
Specifications
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Size
06
10
15
25
40
50
80
Titanium Grade 9
Yes
Yes
Yes
Yes
Yes
Yes
Yes
Hastelloy C22
No
Yes
Yes
Yes
Yes
Yes
Yes
Stainless.Steel 318L
Yes
Yes
Yes
Yes
Yes
Yes
Yes
69mm
3”
430000
15800
Approx Tube ID
5.5mm
3/16”
8.5mm
5/16”
15mm
½”
24mm
1”
36.5mm
1 ½”
48.5mm Ti
& HC
46mm SS
2”
Nom Flow Rate kg/h
Lb/min
950
35
2700
100
11250
400
34500
1250
91500
3350
180000
6600
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VersaFlow Coriolis 1000
Specifications
Titanium
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SS 318L
± 0.1% of flow
Accuracy liquid
Zero Stability
Hastelloy C-22
± 0.008 % of nfr
± 0.05 % of nfr
Repeatability
± 0.05 %
Measuring range
500 – 2000 kg/m3 0.5 – 2 SG
30 – 125 lb/ft3
Accuracy (std)
+/- 2 kg/m3
+/- 0.13 lb/ft3
Accuracy (on-site
calibration)
+/- 0.5 kg/m3
+/- 0.033 lb/ft3
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± 0.025 % of nfr