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In Situ Oxygen Product Training - 10-15-2012 n Product Family History n O2 Probe Design Progression n In Situ Probe Variants n Sales Strategies n Probe.

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Presentation on theme: "In Situ Oxygen Product Training - 10-15-2012 n Product Family History n O2 Probe Design Progression n In Situ Probe Variants n Sales Strategies n Probe."— Presentation transcript:

1 In Situ Oxygen Product Training n Product Family History n O2 Probe Design Progression n In Situ Probe Variants n Sales Strategies n Probe Demo n Competition & Sales Strategies

2 Product Overview- In Situ O2 Probe

3 Typical System Installation Manual Calibration Automatic Calibration

4 Analog Electronics (blind) Historical Installation Overview - Analog Electronics 4-20 mA Control/Relay Room 2 conductor Manual Calibration

5 Installation Overview Microprocessor Electronics Microprocessor Electronics- (operator Interface added) Auto Calibration Control/Relay Room 5 conductor 4-20 mA 2 conductor Autocal becomes possible Better Operator Interface Diagnostics

6 Placement of Microprocessor Electronics has tended to migrate to the Control Room or Relay Room- access to displays and diagnostics is more convenient, but cabling cost is higher Microprocessor Electronics- (operator Interface added) Auto Calibration Sequencer Control/Relay Room 5 conductor 7 conductor

7 Transmitter design provides the lowest cost installation, along with full HART communications Auto Calibration Control/Relay Room 4-20 mA 2 conductor Model 475 Handheld Communicator or AMS Console

8 O2 wi/ SPS Autocal- Set and Forget O2 wi/ SPS Autocal- Set and Forget Autocal HART\AMS STAY OFF THE STACK ! Cal Recommended

9 Transmitter design provides the lowest cost installation, along with full HART communications Auto Calibration Control/Relay Room 4-20 mA 2 conductor Model 475 Handheld Communicator or AMS Console Model 6888

10 Transmitter design provides the lowest cost installation, along with full HART communications Auto Calibration Control/Relay Room 4-20 mA Model 475 Handheld Communicator or AMS Console Dual-Channel Xi Electronics

11 Transmitter design provides the lowest cost installation, along with full HART communications Integral Auto Calibration Control/Relay Room 4-20 mA Model 475 Handheld Communicator or AMS Console Dual-Channel Xi Electronics Optional HART Wireless THUM can communicate from the probe, or from the Xi Electronics

12 Rosemount Analytical Inc. Oxygen Analyzer Family History  First in situ zirconium oxide analyzer in 1971 (Model 218, under Westinghouse)  Obsolete models you may hear about –Model 218, 225, 218A, 132, 450, 240 –World Class obsoleted in 08 Parts support will continue for some period of time –X-STREAM- discontinued Jan. of 2010  Current models offered –Model launched in winter, 2012 –Oxymitter, circa 1998 –5081FG, circa high temperature Rosemount Analytical offers good backwards compatibility New electronics work with old probes New probes work with old electronics See World Class to Oxymitter conversion guide powerpoint Probes and electronics work with most competitive hardware

13 Quiz- Family History/Technology Progression  When a customer calls requesting support for a 15 year old product, the best strategy is –Comply with all requests for spare parts –Force the factory to issue a letter stating how long the product will be supported –Try to up-sell to today’s latest offering –Go on vacation- perhaps he’ll forget about it

14 Oxymitter: Transmitter-Styled Analyzer  Remote or integral electronics)  Rugged, reliable zirconia cell. Special solution for high sulfur applications  Good accuracy*  Process temperature up to 700 ºC (1100ºC with mounting accessory)  Advanced sensor diagnostics –calibration recommended or autocal. using optional hardware  Hazardous area versions available –New no process flame arrestor version  PlantWeb™ Communications –HART or FF * 0.05% O2 at concentrations below 6.7% O2 and x reading above 6.7% O2. or

15 Oxymitter Variants  Oxymitter 4000 General Purpose/HART- Oxt 4A Use the new Model 6888  Oxymitter 4000 Hazardous Area/HART- Oxt 4C  Oxymitter 5000 / Fieldbus- Oxt5A and C (GP&Haz.)  Direct Replacement Oxymitter (GP and)  Use the new Model 6888

16 Hazardous Area Oxymitter Flame Arrestors ThreeGlands

17 Filter hub and flame arrestor housings Available for World Class, Oxymitter, and 6888 stainless steel snubber ceramic hastelloy filters with dust seal for use with abrasive shield filter with integral flame arrestor

18 Introducing the Model 6888 O2 Probe Sales training Presentation Rosemount Analytical internal Do not copy or forward Contains animations view in “presentation mode”

19 AgendaAgenda  Combustion Review present  Model 6888 Architecture  Model 6888 Features  Sales scenarios and strategy  Demo Kits  Launch Promotions  World Class/ Oxymitter Obsolescence  Competitive Update  Q&A

20 Recent History  World Class removed from sale in FY 2008  X-STREAM removed from sale in Jan  Design effort for the 6888 was begun in the spring 2010  GP version now available- all pricing is loaded- Basically, it’s the Oxymitter probe with X- STREAM architecture and electronics  Future Phases add integral autocal, hazardous area versions, and FOUNDATION Fieldbus

21 6888 Architecture Overview- Analyzers Become Transmitters Don’t forget Wireless! From Transmitter Probe or Xi Transmitter electronics in the probe head controls heater temperature, and results in a loop-powered 4-20 mA signal for O2 This constitutes a complete O2 system if the customer can use 475 HART communications or AMS for set-up, calibration, and diagnostics If the customer prefers to have a local operator interface (LOI), Xi electonics provides a great display, keypad, and advanced software features The Xi can provide the LOI for two probes 4-20 mA signal to the control room 4-20 mA signal to the Xi. HART constitutes an internal communications bus

22 With The Wireless THUM, AMS has never been easier to Implement

23 Traditional Architecture Direct Replacement Probe (no electronics) 6888 Xi “Traditional Architecture Electronics (single channel, only) 7 conductor cable for raw signals and heater power This is the most expensive arrangement, however

24 Model 6888 Overview Sealed Oxymitter Probe Rebuildable- Heater strut, cell, and diffusers are interchangeable with Oxymitter

25 Model 6888 Overview- Probe Improvements  Sealed Oxymitter probe from flange forward –3 strut screws eliminated, replaced by a keeper ring (used in the haz. area versions for 10 years) –Viton hoses –18” to 12’ long –Standard wall (traditional abrasive shields available) –Abrasion-resistant probe tubes Variable insertion option

26 Model 6888 Overview- Probe  Improved Matrix selections –3 diffuser choices Snubber Ceramic Hastelloy –Standard cell, or acid-resistant –Standard wall probe tube, or abrasion-resistant –Many mounting adaptors, plus variable insertion

27 Detail of Small Electronics Housing  Transmitter improvements Easier “straight on” wiring Screw Terminations Test points added  Termination plate covers board and provides ease of tech wiring access Front Side terminations Back Side electronics

28 Detail of Small Electronics Housing  Transmitter Electronics –Provides heater control –Calculates O2 –Provides a 4-20 mA O2 signal (loop powered) Transmitter probe constitutes a complete O2 measuring system Use a HART 475 or AMS for set-up calibration, and diagnostics Xi electronics is optional

29 Model 6888 With Integral Autocal

30 Integral Autocal- June-July 2013  Adds integral autocal for GP and Hazardous Areas

31 Large Housing- Integral Autocal Detail

32 New 6888 Xi  Optional Xi Electronics  Provides Local Operator Interface (LOI) –Single or dual channel when used with transmitter probes –Single Channel, only with Traditional Architecture  Advanced Xi features –Autocal- SPS today, integral autocal in 6888 Phase II –Flame Safety Relay- cuts power to heater upon boiler loss-of- flame indication. –Advanced Software Features Extended process temperature capabiity- can be selected to start at 550C, or 736C Stoichiometer feature measures O2 deficiency in reducing conditions Programmable Reference Plugged diffuser diagnostic Software is new- will not be backwards compatible with the plain Xi. Only the plain Xi can run a 44V WC probe. However either Xi will run any existing Westinghouse/Rosemount 115V DR probe, plus most competitive probes

33 Advanced Xi Features  Automatic calibration –Improved calibration recommended diagnostic  Extended process temperature capability to 850C  Stoichiometer Option- Oxygen deficiency indication in reducing conditions  Programmable reference- enhanced performance at near-ambient conditions  Plugged diffuser diagnostic (6888)

34 Advanced Xi Features  Automatic calibration –Improved calibration recommended diagnostic  No longer once an hour- now continuous  Impedance trigger for calibration recommended diagnostic has been increased to eliminate nuisance alarms.

35 New Perspectives on addressing upset conditions New Perspectives on addressing upset conditions Event – Process temperatures increase to above heater setpoint Traditional O2 Probe response (cell heater cannot control) kill the measurement (4-20 mA signal goes to default 3.5mA) Xi Response- Switch to “Nernst” mode Compensate for temperature O2 reading still valid Heaters Temp DegC O2 %

36 High Temperature Operation  cell warranty is cut in half when operation is above 736C –Stoichiometer cell - 2 yr. std., 1 year above 736C –Standard cell - 1 yr std., 6 months above 736C  All cell warranties are voided at operating temperatures above 800C  Cell continuous to measure all the way to it’s death  Electronics keeps track of max. temp.

37 New Perspectives on Addressing Upset Conditons  Event - Process upsets cause reducing conditions where O2 goes to zero –Pulverized coal Mill/classifier problems Roping in the coal pipes delivering coal to the burner Burner Fouling –Kilns - Hazardous Waste Fuels –Recovery Boilers –Process heaters - Large Fuel - Gas BTU variations –FCCU regenerators

38 DCS Trend During a Reducing Process Event Time 0% O2 No O2 Information 4 mA 20 mA Conventional Zirconia O2 response 10% O2 0% O2 - 1% O2 4 mA 20 mA 5.66 mA Time Level of O2 Deficiency Indicated X- Stream Stoichiometer continued measurement

39 1 year of O2 readings inside an FCCU Regenerator DCS Range set to -1% O2 Low O2 excursions Low O2 excursions are often followed by severe cycling as control is regained

40 Stoichiometer – Notes  Not a PPM range CO analyzer. Provides a gross indication of the level of reducing conditions.  Sensor electrode will degrade faster in reducing conditions, esp. when SO 2 is in the process gases.  Speed of response is slower in reducing conditions Reducing conditions don’t occur often, but it’s nice to have when it does happen!

41 Strategic Notes  Most combustion processes do not frequently go into reducing conditions  Stoichiometer is a tool to assist in safely recovering from this upset condition  You can’t sell the need for the shoichiometer- If the problem doesn’t already exist, you cannot create the need in the customer’s mind  Simply ask customers if they have ever experienced reducing conditions –Operators are most likely to know (It’s not unusual that instrument techs might not know).

42 Advanced Xi Features  Programmable reference- enhanced performance at near-ambient conditions –Flue gas recirculation for controlling NOx

43 Flue Gas Recirculation Windbox Burner Combustion Air from FD fan FGR Fan O2 Probe 21% O 2 3 % O 2 18% O 2 FGR damper Stack Top View

44 Advanced Xi Features  Programmable reference- enhanced performance at near- ambient conditions –Enriched oxygen combustion Melting steel Catalyst regeneration

45 Plugged Diffuser Diagnostic  Specification states speed of response upon the delivery of cal gases.  The real speed of response is the recover to process O2 after cal gas is turned off.  6888 Xi measures this “return to process” time

46 Project Schedule  Phase II  Integral Autocal-Beta testing has begun- looking for additional sitesMay, 2013  Haz. Area release June/July 2013 –New flame arrestor design –Class I Div. II Xi  Phase III Hazardous Area Electronics –IS 4-20 mA signal option from probe June/July 2013 –Class I Div I - explo. box 2014

47 Sales Strategy  Analyzers as Transmitters –The Instruments Division (both combustion and liquid) are moving towards “smart sensor” design –A transmitter probe is the least costly system, if the customer can use HART/AMS –The Xi provides a good LOI for two probes, plus advanced features –Traditional architecture arrangements are the most expensive to build and sell Xi required, single channel only Signal cable is expensive –Better discounting will be available for Transmitter-style probes– less so for traditional architecture

48 Pricing Summary  As of 4/2013, Model 6888 probe system list prices are 7% less than Oxymitter –General Purpose HART Oxt4A -+ 7% –General purpose Fieldbus Oxt5A no change –No Change to Oxt4C Haz. Area Haz. Area HART Oxt4C and Oxt4CNF (no cell Flame arrestor) Haz. Area Fieldbus Oxt4C and Oxt4CNF (no cell Flame arrestor)  Both the 6888 Xi and the existing X-STREAM Xi are priced the same, but the Traditional Architecture version of both have been raised by 10%

49 Model 6888 Simulator Demo Package- Xi stand Xi electronics 6888 Probe Probe Simulator (also used for the OCX 8800)

50 Questions and Answers

51  Q- Although we are trying to follow the Measurement Div. by making our analyzers like transmitters, my customers don’t want to put electronics on the O2 probe, since the flue gas ducts are often very hot.  A- The transmitter electronics is rated to 85C (185F), and has been successfully tested to 100C. We have had very few temperature failures. We will convert any transmitter probe that has temperature problems to a traditional architecture system at zero cost. –Convert the probe from transmitter probe to DR probe –Modify the Xi electronics to a traditional architecture Xi –Provide signal cable in the length required

52 Questions and Answers  Q- I understand that we can be much more price competitive with a transmitter probe and no Xi electronics, but do I really have full functionality if I don’t have a Xi electronics?  A- Full functionality is available over HART for setting up the system, calibrating, and full diagnostics. The Xi brings the following additional functionality: –Permanent local O2 indication/keypad –Automatic calibration –Flame Safety interlock for heater cut-out –Advanced Software features Extended process temperature capability (heaterless operation) Stoichiometer Programmable reference Plugged diffuser diagnostic

53 Questions and Answers  Q- I have a customer that already has an Oxymitter. The 4-20 mA signal is already wired into the control room. Can he add wireless capability to this same probe so he can get access the HART information via AMS?  A- Yes. One can wire the 4-20 mA signal and use the THUM both.

54 Oxymitter Obsolescence  Since the probe is almost identical, the Oxymitter probe pricing has been increased app. 7% in early April.  Haz. Area Oxymitter price has not changed significantly.  Will still be using Oxymitter Haz. Area electronics until we get a new Haz. Area electronics

55 Legacy Electronics DCS I/O- Marshalling Panel 4-20mA HART Existing World Class IFT or Oxymitter Remote Electronics YEW, Ametek, and other competitive electronics “Direct Replacement” Oxymitter and 6888 Raw MV Signals

56 QuizQuiz  The first transmitter-style combustion analyzer was –Model 218 –World Class –Oxymitter –X-STREAM –Model 6888

57 QuizQuiz  The model 6888 probe can do autocal by itself, integrally. –True –False


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