1. 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

2. Product Overview- In Situ O2 Probe

3. Typical System Installation
Manual Calibration
Automatic Calibration

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

5. 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

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

7. 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

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

9. 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

10. 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

11. 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

12. Rosemount Analytical Inc. Oxygen Analyzer Family History
First in situ zirconium oxide analyzer in (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
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.

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

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
Glands
Three
Flame Arrestors

17. 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

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. 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

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
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

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

23. 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

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
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

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 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

33. 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)

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
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

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
Low O2 excursions are often followed
by severe cycling as control is regained
Low O2 excursions
DCS Range set to -1% O2

40. 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!

41. 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).

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

43. 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

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 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

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

50. Questions and Answers

51. 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

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 “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

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

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