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 doesn’t 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 ~ £1,200
10 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

5. MESHING DEMONSTRATION Inc. Factory Tour

6. Why Choose Russell Finex Meshing/Re-meshing?

7. Why Choose Russell Finex Meshing/Re-meshing?
Maintain sieving performance with support & guidance from Russell Finex
Quality Bonding Methods to suit all applications:
FDA tested for Food & Pharmaceutical
High temperature/Solvent resistant
Spot welded/Backed meshes for extra strength
Certified mesh frames:
Certificates of Conformity (CofC’s)
Mill Certificates
Surface readings (Ra)
Tension measurements/Calibration
Bespoke 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. Standard market grade 75micron/250mesh Russell Finex 75micron/250mesh
Russell Finex Mesh
Low Cost 75micron/250mesh
Standard market grade 75micron/250mesh
Russell Finex 75micron/250mesh
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

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
Post-machine sale aftermarket processes
- Linking one machine sale with the next
- Helping us understand current and future needs
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

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 – when’s the next project?
Helps develop projects for your other principles

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

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.’
Oxidants
Fuel
Ignition Source
Additions to the explosion triangle:
Mixing
Confinement

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 2006
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 doesn’t stop at the machine sale!
An operating machine equals income!
Regular customer contact means repeat business

24. Thank You