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RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager.

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Presentation on theme: "RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager."— Presentation transcript:

1 RUSSELL FINEX AFTERMARKET SUPPORT By: Richard Kay After Market Sales Manager

2 CONTENTS Introduction Sieve & Filter Meshing Demonstration (inc. Factory tour) Russell Finex Sieve & Filter Meshing Spares vs After Market - Policies ATEX overview

3 A machine sale doesnt stop at the machine sale! Spares Business – Nearly £5,000,000 ~40% of RF turnover Annual growth ~10% Average value per order: Ave value per m/c ~ £10,000 Ave value per spares order ~ £1, orders/month ~ £12,000 Spares value per month ~ £400,000 Spares stock value RFL Employees (11)

4 Meet the Team! Tel (Spares Hotline): Position: Aftermarket Sales Coordinator Scandinavia, Far East, Australasia Position: Aftermarket Sales Coordinator Southern Europe, Middle East, Position: Aftermarket Development Coordinator


6 Why Choose Russell Finex Meshing/Re-meshing?

7 Bespoke mesh frames -FDA tested for Food & Pharmaceutical -High temperature/Solvent resistant -Spot welded/Backed meshes for extra strength -Certificates of Conformity (CofCs) -Mill Certificates -Surface readings (Ra) -Tension measurements/Calibration Maintain sieving performance with support & guidance from Russell Finex Quality Bonding Methods to suit all applications: Certified mesh frames:

8 Why Choose Russell Finex Meshing/Re-meshing? Russell Finex high quality mesh VDS meshing – its part of the VDS system! The Russell Service: -Customized stocking -Bulk Re-meshing - Pricing methods, cost effective transportation Competitors mesh frames

9 Russell Finex Mesh Maximum sieving efficiency – Micron (hole size) vs Mesh count (holes/inch) Sieving accuracy – optimum product cuts, consistently Improved mesh life – High precision mesh manufacture Reduction in frequency of re-meshing Low Cost 75micron/250mesh Russell Finex 75micron/250mesh Standard market grade 75micron/250mesh

10 VDS re-meshing – A balanced system Mesh specification is critical Efficient transmission of ultrasonics Adhesive specification is critical Efficient transmission of ultrasonics The VTP (Velocity Transfer Plate) Tuned design Material of construction Condition Mesh frame specification is critical Tuned design Condition

11 VDS re-meshing – A balanced system LOW COST MESHING CAN BE COSTLY! Damage to control box + Probe Power by demand system Customer misinterpret sieve performance Timely and costly

12 Russell Finex Microscreens Quality manufacture Unique Russell product Be alert to customers needs – Product development Defined Hole Microscreens Two dimensional perforated apertures for high accuracy filtration Provides finer quality filtration 10 – 3000 micron filtration Angled holes to allow perfect cleaning Can be reinforced and/or hardened for extra strength Wedgewire Microscreens For high capacity safety filtering Very high strength Longer life High open area 15 to 5000 micron apertures

13 Overview of Old Spares Policy Reactive to supply spare parts Reactive to support machine breakdown Stock policy based on Global usage Emphasis on capital sales rather than customer retention

14 Overview of New Aftermarket Policy Website - Secure access, easy contact Comprehensive operator manuals Customised stock policies & recommended spares packages - Minimising downtimes and lead times Customer services – helping customers maximise the use of their Russell equipment Converting a problem into an improvement Training Programs – Comprehensive training programs onsite and at Russell Finex Post-machine sale aftermarket processes - Linking one machine sale with the next - Helping us understand current and future needs

15 Overview of Aftermarket Policy – New focus In touch with new product releases Machine maintenance agreements – Breakdown callouts Service agreements – Health checks, Preventative maintenance (6- monthly, annually, bi-annually) Training Programs – Comprehensive training programs onsite and at Russell Finex – Help operators understand the equipment Comprehensive operator manuals New IT system - Efficiency, improved monitoring of business processes (Global) Building relationships to develop trust and peace of mind

16 How does mesh/spares business effect you? Reputation – High quality equipment can be affected by non-genuine RF spares Regular business after each machine sale – Car Inds. Strengthens relationship – whens the next project? Helps develop projects for your other principles

17 Your part to play! Optimise site visits - Machine health checks Feedback to RF for support. Help us understand your market Catch a problem before it manifests Break language barriers: Proactively sell spares: -Post machine follow up -Quote follow up -Recommended spares packages -Have up to date support info (manuals, GAs, price lists)

18 Recent Aftermarket Campaigns Recommended Spares Packages Blue Gaskets ATEX upgrades Clamp assist FDA bonding

19 ATEX – Explained The ATEX Directive is an EU legislation which affects all industries where powder, dusts, liquids and vapours are present. Its primary function is to eliminate the possibility of explosions and applies to electrical and mechanical equipment intended for use in potentially explosive atmospheres. The term "equipment" is defined as: any item which contains or constitutes a potential ignition source and which requires special measures to be incorporated in its design and/or its installation in order to prevent the ignition source from initiating an explosion in the surrounding atmosphere. Mixing Confinement Oxidants FuelIgnition Source Additions to the explosion triangle :

20 ATEX – Explained Environment Classifications

21 ATEX ATEX introduced in March 1996 Voluntary, giving 10 years to comply ATEX has been implemented under DSEAR (Dangerous Substances & Explosive Atmospheres Regulations) Focus is on customer to carry out risk assessments to ensure work force are protected from risk of explosions. Guidelines widely available to aid customers identify zoning in and around Russell units.

22 ATEX – How does this effect you RF offer equipment to meet customer requirements for any ATEX environment Upgrade existing non-ATEX units: -Full compliance to ATEX is due: July RF offer peace of mind Increase ATEX awareness to customers Maintaining ATEX equipment Benefits for non-Europe – Increased safety with continual development programs

23 Summary Spares is regular business - 40% of RF turnover Focus on customer retention – 80/20 pareto law Meshing - Understand and sell the benefits! A machine sale doesnt stop at the machine sale! An operating machine equals income! Regular customer contact means repeat business

24 Thank You

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