Presentation on theme: "The Armstrong Advantage Dave Carrier - U.S. Booster Manager Armstrong Darling, Inc. Systems Group Systems Group Becoming the Booster Pro."— Presentation transcript:
The Armstrong Advantage Dave Carrier - U.S. Booster Manager Armstrong Darling, Inc. Systems Group Systems Group Becoming the Booster Pro
Armstrong Systems “Vision” “To create a team of worldwide experts in the pressure systems market in order to broaden our continuing expansion of market influence, as well as, to serve ourselves through education and information.”
Goal and Objective Goal: To create an international team of Plumbing Systems Experts.Goal: To create an international team of Plumbing Systems Experts. Objective: To educate one another through our associations, current market trends and publicly available information.Objective: To educate one another through our associations, current market trends and publicly available information. This will:This will: –Increase your market share with Armstrong related products. –Position you in your market as the “one to call” for Plumbing systems guidance.
Challenges Conquered Create a product that targeted the “Lion’s Share” of the marketCreate a product that targeted the “Lion’s Share” of the market Make it available at a competitive price in order to gain rapid market influenceMake it available at a competitive price in order to gain rapid market influence Challenge the Industry standards for quality and designChallenge the Industry standards for quality and design DONE! “All we need is the manpower to deliver this superior product line.”DONE! “All we need is the manpower to deliver this superior product line.”
Key Construction Details: Cast Iron HeadersCast Iron Headers –Our Standard: Should be offered in lieu of Galvanized or Copper –Superior to anything currently available on the market –Can be FIELD CHANGED for maximum versatility Isolation “Ball Valves”Isolation “Ball Valves” –Standard for us, adder for most other manufacturers –Bronze (not steel), Full Port
Key Operational Details: Pressure Regulators feature opening speed controlPressure Regulators feature opening speed control Thermal shutdown with re-circulation line is StandardThermal shutdown with re-circulation line is Standard Thermal Shutdown reduces false readingsThermal Shutdown reduces false readings –Syncroflo “Maxi-Store” option is added to achieve this Current Sensing actuation is not in contact with the pumped fluid and is not subject to wear & tear and re-adjustment.Current Sensing actuation is not in contact with the pumped fluid and is not subject to wear & tear and re-adjustment.
Key Electrical Details: Key Electrical Details: Current Sensing advantagesCurrent Sensing advantages –Lessens number of competitors –More reliable seqencing ability –Less need for re-adjustment –System is un-affected by fluctuating voltages –Multiple Step sequencing is far easier
Key Electrical Functions: (cont’d.) Low Suction Pressure Alarm (Standard)Low Suction Pressure Alarm (Standard) Thermal Magnetic motor protectors (Standard)Thermal Magnetic motor protectors (Standard) –Throws competitors into non-standard offering
Likely Competitors Bell & Gossett, 70M & 70E SeriesBell & Gossett, 70M & 70E Series –E Series is ultra-economy, headers are un-mounted –70 M Series is common spec booster with standard options similar to us. –B & G Reps are usually not looking for booster business –B & G is not as major a player Nationally as in their HVAC line. –Achilles Heel is competitve pricing on a regular basis
Likely Competitors Syncroflo, Ironheart Series & EconophaseSyncroflo, Ironheart Series & Econophase –Ironhearts were designed to compete against the “backyard booster” manufacturer –Ironheart Systems are very inflexible, Reps will break spec to use them against others –Econophase is their “custom” system (very expensive when forced to provide) –Achilles Heel is their lack of flexibility in “customizing” the Ironhearts (cookie cutter system)
Likely Competitors Canariis CorporationCanariis Corporation –All systems are custom allowing maximum flexibility –Uses TACO pumps (they are merely a fabricator) –They do not like fancy sequencing (they must provide an expensive flow sensor) –Galvanized & Copper Headers ONLY! (they don’t do fancy materials) –Canariis was born as a Rep firm which eventually dropped out of the rep business and became a successful “backyard builder” –Achilles Heel is their reliance on TACO & Sequencing ability
Likely Competitors PACO 9000 Series SystemPACO 9000 Series System –All systems are custom built –Systems are typically not priced competitively against “backyard builders” –They use Stainless Steel Headers ONLY, no options –They use a proprietary “Pacoflo Monitor” valve to sequence pumps (very inaccurate and subject to flow restrictions & fouling) –Very difficult to field adjust the system (not “owner friendly”) –Achilles Heel is Pacoflo Monitor & Price
Honorable Mention NAMCO (Dallas)NAMCO (Dallas) –Agressive Pricing, Rep turned manufacturer (TACO) TigerFlow (Texas)TigerFlow (Texas) –Former Syncroflo National Sales Mgr. teamed up with this B & G rep. Metropolitan PumpMetropolitan Pump –Greater Chicago & Mid U.S. fabricator
Use Your Product BREADTH! Standard 6500 Series HydroPak SystemStandard 6500 Series HydroPak System Three configurations to choose fromThree configurations to choose from Flows up to 1000 GPMFlows up to 1000 GPM Boost Pressures to 240 PSIBoost Pressures to 240 PSI Four header material optionsFour header material options Five different pump configurationsFive different pump configurations
Use Your Product BREADTH! Series 6900 DualPakSeries 6900 DualPak Worlds smallest Duplex BoosterWorlds smallest Duplex Booster Ideal for retro-fit applicationsIdeal for retro-fit applications Unbeatable specification optionsUnbeatable specification options Priced very competetivelyPriced very competetively
QuickPak Rapid Ship BoostersQuickPak Rapid Ship Boosters System availability in 4-6 weeksSystem availability in 4-6 weeks “Engineering Friendly” literature promotes easy selection“Engineering Friendly” literature promotes easy selection “Engineering Friendly” literature promotes easy specification“Engineering Friendly” literature promotes easy specification Systems up to PSI boostSystems up to PSI boost Use Your Product BREADTH!
Use our Company Strengths! ArmstrongArmstrong –Over 60 Years of pump and systems experience! –Single source responsibility by the pump builders, not just system assemblers! –Factory pre-tested and calibrated! –UL Listed package
We’ve done our Homework... We are currently 5-15% below all major competitors!We are currently 5-15% below all major competitors! We have the largest booster offering in the industry!We have the largest booster offering in the industry! We actually MANUFACTURE PUMPS!We actually MANUFACTURE PUMPS! We will be the top booster manufacturer in North America!We will be the top booster manufacturer in North America!
Now it’s your turn... Get this stuff SPECIFIED!Get this stuff SPECIFIED! –Cast Iron Headers (in lieu of galvanized and copper) –Opening Speed Control on PRV’s –Copper Sensing lines (no Polybutelene) –Hydrosaver multi-step sequencing (un-equal split) –Thermally actuated shutdown control –Bronze ball valves –Thermal Magnetic motor protection –Current sensing relays