In Situ Oxygen Product Training - 10-15-2012 Product Family History O2 Probe Design Progression In Situ Probe Variants Sales Strategies Probe Demo Competition & Sales Strategies

Product Overview- In Situ O2 Probe

Typical System Installation Manual Calibration Automatic Calibration

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

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

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 Control/Relay Room 7 conductor Microprocessor Electronics- (operator Interface added) 5 conductor Auto Calibration Sequencer

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

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

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

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

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

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 6888- launched in winter, 2012 Oxymitter, circa 1998 5081FG , circa 1998- 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

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 Always take the trouble to sell today’s alternative product. Over harvesting parts sales only digs the hole deeper and deeper Our strong relationship with the customer will gradually degrade. Prices are too high– deliveries too long. Our every contact with the customer starts out with bad news.

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 or * 0.05% O2 at concentrations below 6.7% O2 and 0.0075 x reading above 6.7% O2.

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

Hazardous Area Oxymitter Glands Three Flame Arrestors

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

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

Agenda Combustion Review- 2009- present Model 6888 Architecture Model 6888 Features Sales scenarios and strategy Demo Kits Launch Promotions World Class/ Oxymitter Obsolescence Competitive Update Q&A

Recent History World Class removed from sale in FY 2008 X-STREAM removed from sale in Jan . 2010 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

6888 Architecture Overview- Analyzers Become Transmitters 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 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 4-20 mA signal to the control room Don’t forget Wireless! From Transmitter Probe or Xi

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

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

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

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

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

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

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

Model 6888 With Integral Autocal

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

Large Housing- Integral Autocal Detail

New 6888 Xi Advanced Xi features 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 59

Automatic calibration Extended process temperature capability to 850C 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)

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.

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 8 O2 % 6 4 2 500 600 700 800 900 Heaters Temp DegC

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.

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

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

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

Speed of response is slower in reducing conditions 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 SO2 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!

Simply ask customers if they have ever experienced reducing conditions 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).

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

Flue Gas Recirculation Top View O2 Probe Combustion Air from FD fan 18% O2 21% O2 Windbox Burner FGR damper 3 % O2 Flue Gas is sometimes mixed into the combustion air going to the burner to control NOx emissions. An O2 Analyzer mounted downstream of the mixing point may be used to control the rate of flue gas injection to the desired level. FGR Fan Stack

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

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

Project Schedule Phase II Integral Autocal-Beta testing has begun- looking for additional sites May, 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

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

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%

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

Questions and Answers

Questions and Answers 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

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

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.

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

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

Quiz The first transmitter-style combustion analyzer was Model 218 World Class Oxymitter X-STREAM Model 6888

Quiz The model 6888 probe can do autocal by itself, integrally. True False