Transcript Low Profile Load Cells
Confidential: Internal Use Only
S
ALES
G
ENERAL
P P C
HANNEL URPOSE RODUCT
T
RAINING
L
OAD
C
ELLS
R
E
-L
AUNCH
June 14, 2013
O VERVIEW
I
NTRODUCTION
D
ESIGN
& A
PPLICATIONS
M
ESSAGING
B
UYER
P
ERSONAS
P
RODUCTS
& D
ESCRIPTIONS
P
RICING
& D
ELIVERY
C
ALIBRATION
& R
EPAIR
C
OMPETITION
L
IKE
A
CCOUNTS
S
ALES
S
TRATGEY
T
ECHNICAL
& M
ARKETING
S
UPPORT
I NTRODUCTION
PCB Load & Torque has redesigned its line of general purpose load cells, including low profile, canister, rod-end, S-type, fatigue rated low profile and dual-bridge load cells. PCB general purpose load cells are high-accuracy, strain gage load cells for aerospace, automotive, industrial and process control applications.
General purpose load cells are suitable for a wide range of routine static force measurement applications, including weighing, structural testing and material testing machines. Fatigue-rated versions are designed for fatigue testing machines and applications where high cyclic loads are present. All fatigue rated load cells are guaranteed against fatigue failure for 100 million fully reversed cycles. The purpose of this, is to provide application engineers with the information they need to sell the redesigned load cells —including technical specifications, applications, competitor information, and pricing and delivery information.
D ESIGN & A PPLICATIONS
The new design includes:
• New sensor element design • Tighter temperature compensation (0.0008% FS/ °F vs. 0.002% FS/ ° F • Added eccentric load compensation • Added creep compensation • Improved accuracy on our larger capacity load cells (50k and up). • Went from SEB of 0.2% to SEB 0.06%
Like the existing design, the new designs offer these advantages:
• Low deflection; high accuracy • Fatigue-rated versions • Low profile • Temperature and pressure compensated • A2LA accredited, NIST traceable calibration
Specific Applications include:
• Materials testing • Component life cycle testing • Structural testing • Press applications
M ESSAGING
Value proposition
: With PCB® general purpose load cells, you get a competitively priced load cell backed by an industry-leading company —with best-in-class quality, service and delivery.
Our competitively priced load cells are durable and dependable and can be used in a wide range of applications We have more than 40 years of experience We provide exceptional customer service
Robust design- designed with inherent overload protection. Designed to operate for millions of cycles without performance degradation PCB L&T is a subsidiary of PCB Piezotronics – the industry leader in sensor technology for more than 40 years Capacities from 25lbs to 50Klbs. (higher capacities available) We have a seasoned staff of application engineers who understand your test requirements Toll-free applications assistance 24-hour technical service helpline Rigid structures/low deflection with repeatable and predictable performance.
All models are compensated for temperature, pressure, eccentric loading and bending moments We will be around for a long time to service your products Team of field application engineers located in most major U.S. cities who are available to you on-site before and after the sale at no cost to you. Backed by a no-risk policy that guarantees total customer satisfaction or your money refunded We can service and calibrate your load cells in our A2LA accredited calibration lab up to 100K lbs in tension and compression.
SEB range from .05% to .25% We have a full staff of Customer Service Representatives (when you call, you get a real person)
B UYER P ERSONAS
Company Role How long they have been a customer How they use our products Test engineers, lab managers, end users, purchasers
Anywhere from 15+ years to less than one year Products are used by engineers and technicians in sound labs, for dynamometer testing, hydraulics testing, suspension and transmission testing
How does she/he get information (when they are planning to purchase something and when they are looking for technical information) Sales cycle/process
Prefers face-to-face visits when he is looking for info he needs to make a purchase because he wants to see a demo. Also relies on face-to-face visits to get technical information.
Gets technical industry information from
Testing Technology International
magazine (UK int. press), email,
Sound & Vibe
magazine, SAE newsletter
Key buying criteria Plausible business emergency What market and where are they (OEM, supplier, test house)
Plans purchases at certain times, but also buys items as-needed. Some buying is planned for as much as 5 years in advance if it is a capital expenditure. Prefers to buy American products if possible.
Cost Quality/Durability Timing Service/Easily repaired (wants to know that the company will be around to service products when needed) If the part failed, they would have to halt testing, which would be costly and cause delays in product development.
Automotive OEMs, System and component suppliers, automotive and A&D
P RODUCTS & D ESCRIPTIONS General Purpose Load Cells
We offer several different general purpose load cell models designed to meet your complex and ever-changing testing needs. Models and capacity ranges include:
Low Profile Load Cells
• Sensitivity - 2 mV/V
– 1200 Series:
• Measurement ranges - from 500 lb to 200k lb • Overload limit - 150% FS • Linearity - ≤ 0.05% FS • Hysteresis - ≤ 0.05% FS • Repeatability - ≤ 0.02% FS • General dimensions (Diameter x Height) - Sizes from 4.12 x 1.37 in to 12.0 x 4.50 in.
Canister Load Cells –1100 Series:
• Measurement ranges - from 25 lb to 300 lb • Overload limit - 150% • Sensitivity - 2 mV/V • Linearity - ≤ 0.1% FS – 0.05% FS • Hysteresis - ≤ 0.1% FS – 0.05% FS • Repeatability - ≤ 0.05% – 0.02% FS • General dimensions (Diameter x Height) - 2.75 x 1.5 in
P RODUCTS & D ESCRIPTIONS Rod End Load Cells – 1300 Series
Rod end load cells are used in both tension and compression measurement applications such as process automation, quality assurance and production monitoring. Standard 3/4-16 and 1-14 Male/Female threads facilitate installation.
1300 Series:
• Measurement ranges - from 500 lb to 20 klb • Overload limit - 150% FS • Sensitivity - 2 mV/V • Linearity - ≤ 0.25% FS • Hysteresis - ≤ 0.25% FS • Repeatability - ≤ 0.15% FS • General dimensions (Diameter x Height) - Sizes from 1.50 x 4.25 in to 1.50 x 4.5 in
P RODUCTS & D ESCRIPTIONS Fatigue Rated Load Cells
Fatigue rated load cells are specifically designed for component durability and fatigue test machines where highly cyclical loading is present. These rugged load cells are extremely resistant to extraneous bending and side loading forces. All fatigue rated load cells are guaranteed against fatigue failure for 100 million fully reversed cycles.
Low Profile Load Cells
• Sensitivity: 2 mV/V
– 1400 Series:
• Measurement ranges - from 250 lb to 200 klb • Overload limit – 200% FS • Linearity: ≤ 0.05% to 0.06% FS • Hysteresis: ≤ 0.05% to 0.6% FS • Repeatability: ≤ 0.02% to 0.03% FS • General dimensions (Diameter x Height): - Sizes from 4.12 x 1.37 in to 12.0 x 4.50 in.
P RODUCTS & D ESCRIPTIONS S-Type Load Cells
S-Type load cells are highly accurate strain gage based sensors used for weighing and general force measurement applications. All models come with a six-foot integral cable with pigtail leads, which are stripped and tinned for electrical interface.
1630 & 1631 Series:
• Measurement ranges – from 50 lb to 5 klb • Overload limit - from 150% • Sensitivity - 2 mV/V • Linearity - ≤ 0.15% FS • Hysteresis - ≤ 0.15% FS • Repeatability - ≤ 0.05% FS • General dimensions (H x W x D) – - Sizes from 2.5 x .75 x 2.0 to 3.5 x 1.5 x 2.5 in
P RODUCTS & D ESCRIPTIONS Signal Conditioners and Accessories
To complement our load cells, we offer a full line of signal conditioners to meet a wide range of test needs. They include:
Series 8159
provides 5 or 10 VDC strain gage bridge excitation which delivers ± 10 VDC and 4 to 20 mA output signals and operates from 115 or 230 VAC power.
Series 8161
provides 5 or 10 VDC bridge excitation, delivers ± 5 or ± 10 volts and 4-20 mA output signals, and operates from 12 to 28 VDC power. It also includes adjustable zero and span with built-in shunt calibration.
Model 8162
includes an in-line, IP66 enclosure, operates from 12 to 18 VDC, provides 10 VDC sensor excitation, and delivers ± 10 V and 4 to 20 mA outputs.
Series 920
provides a 5 VDC bridge excitation in a portable hand-held, battery operated, integral 5 digit display, external shunt calibration resistor, and RS232 computer interface.
P RODUCTS & D ESCRIPTIONS
Series 8159 Model 8162 Available Accessories include:
• Cable Assemblies • Load Button • Mounting Base • Rod-End • Connectors • Thread Pre-Tensioners
Series 8161 Series 920
P RICING & D ELIVERY
Model Number
1102-01A 1102-02A 1102-03A 1102-04A 1102-05A 1203-11A 1203-12A 1203-13A 1203-14A 1203-15A 1403-11A 1403-12A 1403-13A 1403-14A 1403-15A
Capacities (lbs)
50 100 200 300 25 500 1k 2k 5k 10k 250 500 1k 2.5k
5 k
Stock Quantity 2013 List Price
10 10 10 10 10 5 5 5 5 5 $895.00
$895.00
$895.00
$895.00
$895.00
$785.00 $785.00
$785.00
$785.00
$785.00
5 5 5 5 5 $995.00
$995.00
$995.00
$995.00
$995.00
P RICING & D ELIVERY
Model Number Capacities (lbs) Stock Quantity
1204-12A 1204-13A 25k 50k 2 2 1404-12A 1404-13A 1380-01A 1380-02A 1380-03A 12.5k
25k 500 1k 2k 1 1 5 5 5 1381-01A 1381-02A 1381-04A 1630-03C 1630-04C 1630-06C 1631-01C 1631-03C 1631-04C 1631-06C 5k 10k 20k 50 100 250 500 1k 2k 5k 5 5 3 3 15 20 20 5 5 5
2013 List Price
$1,195.00
$1,295.00
$1,295.00
$1,495.00
$775.00
$775.00
$775.00
$775.00
$825.00
$825.00
$595.00
$595.00
$595.00
$595.00
$595.00
$895.00
$895.00
C ALIBRATION & R EPAIR
Rod end load cells are used in both tension and compression measurement applications such as process automation, quality assurance and production monitoring. Standard 3/4-16 and 1-14 Male/Female threads facilitate installation.
C ALIBRATION & R EPAIR
C OMPETITION Competitive Overview
Interface, Inc. is our main competitor for General Purpose Load Cells. PCB Load & Torque General purpose load cells are drop-in replacements for Interface load cells. They meet the same specifications, but at a lower price.
Other Competitors:
T
OVEY
E
NGINEERING
F
UTEK,
I
NC.
H
ONEYWELL/
L
EBOW
C OMPETITION Interface, Inc.
Interface, Inc., headquartered in Scottsdale AZ is considered to be the preeminent supplier of low profile load cells and is well known for their high performance and quality. Their strengths include 50 year history, capacities from grams to millions of pounds, manufacture of their own strain gages, and hundreds of different configurations. Weaknesses that we can focus on to win business. This include customer service, general complacency, non-direct sales force, and a non-loyal customer base. With PCB L&T matching or exceeding Interface performance, quality, and price combined with our Total Customer Satisfaction policy we are well positioned to grow our business year after year.
PCB L OAD & T ORQUE vs. I NTERFACE, I NC.
General Purpose - Canister Load Cells PCB L&T Interface
Model Number# Capacity Range - Lbs.: Rated Output - mv/v Nom.: Excitation Voltage -VDC Max: Bridge Resistance -Ohms Nom.: Static Error Band - % F.S..: Non-Linearity - % F.S.: Hysteresis - % F.S.: Non-Repeatability - % R.O.: Creep, in 20 min. - %: Eccentric Load Sensitivity - %/in.: Compensated Range - F: Operating Range - F: Effect on Zero - %R.O./F - Max.: Effect on Output -%/F - Max.: Safe Overload -% Capacity: Connector: Calibration: Attachment Thread Overall Height (in.) Outside Diameter 1102 25-300 2 20 350 .05
0.05
0.05
0.02
0.025
0.25
+15 to +115 -65 to 200 0.0008
0.0015
150 PT02E-10-6P T & C 1/4-28 1.50
2.75
1500 25-300 2 20 350 0.05
0.05
0.05
0.02
0.025
0.25
+15 to +115 -65 to 200 0.0008
0.0015
150 PT02E-10-6P T & C 1/4-28 1.50
2.75
PCB L OAD & T ORQUE vs. I NTERFACE, I NC.
PCB L&T
1203
Interface Low Profile General Purpose - Upgraded Models Interface Interface PCB L&T Interface PCB L&T
1210 1210 1210 1204 1220 1208 Capacity Range - Lbs.: Rated Output mv/v Nom.: Excitation Voltage -VDC Max: Bridge Resistance Ohms Nom.: Static Error Band - % F.S..: Non-Linearity % F.S.: Hysteresis - % F.S.: Non Repeatability % R.O.: Creep, in 20 min. - %: Side Load Sensitivity -%: 500 - 10k 300 - 500 4 20 350 0.04
0.04
0.04
0.02
0.025
0.1
2 20 350 0.04
0.04
0.03
0.01
0.025
0.25
1k - 2k 2 20 350 0.04
0.04
0.03
0.01
0.025
0.25
5k - 10k 4 20 350 0.05
0.05
0.05
0.01
0.025
0.25
10k - 50k 4 20 350 0.05
0.05
0.05
0.02
0.025
0.1
25k - 50k 50k - 100k 4 20 350 0.05
0.05
0.06
0.01
0.025
0.25
4 20 350 * 0.1
0.1
0.05
0.025
0.1
Interface
1232 100k 4 20 350 0.06
0.05
0.06
0.01
0.025
0.25
PCB L&T
1211 100k 200k 4 20 350 * 0.2
0.2
0.02
0.025
0.1
Interface
1240 200k 4 20 350 0.07
0.07
0.07
0.01
0.025
0.25
PCB L OAD & T ORQUE vs. I NTERFACE, I NC.
PCB L&T
1203
Interface
1210
Low Profile General Purpose - Upgraded Models Interface
1210
Interface
1210
PCB L&T
1204
Interface
1220
PCB L&T
1208 Eccentric Load Sensitivity %/in.: Compensated Range - F: Operating Range - F: Effect on Zero - %R.O./F Max.: Effect on Output -%/F Max.: Safe Overload -% Capacity: Connector: Calibration: Attachment Thread Overall Height (in.) Outside Dia.
0.1
+15 to +115 -65 to 200 0.0008
0.0008
150 PT02E 10 6P¹ T & C 5/8-18 1.37
4.12
0.25
+15 to +115 -65 to 200 0.0008
0.0008
150 PC04E 10-6P T & C 5/8-18 1.38
4.13
0.25
+15 to +115 0.25
+15 to +115 -65 to 200 -65 to 200 -65 to 200 -65 to 200 0.0008
0.0008
150 PC04E 10-6P T & C 5/8-18 1.38
4.13
0.0008
0.0008
150 PC04E 10-6P T & C 5/8-18 1.38
4.13
0.1
+15 to +115 0.0008
0.0008
150 PT02E 10 6P¹ T & C 1 1/4-12 1.75
6.06
0.25
15 to 115 0.0008
0.0008
150 PC04E 10-6P T & C 1 1/4-12 1.75
6.06
0.1
+15 to +115 -65 to 200 0.0008
0.0008
150 PT02E 10 6P¹ T & C 1 3/4-12 2.50
8.00
Interface
1232 0.25
15 to 115 -65 to 200 0.0008
0.0008
150 PT02E-10 6P T & C 1 3/4-12 2.50
8.00
PCB L&T
1211
Interface
1240 0.1
+15 to +115 -65 to 200 0.0008
0.0008
150 PT02E 10-6P T & C 2 3/4-8 3.50
11.00
0.25
15 to 115 -65 to 200 0.0008
0.0008
150 PC04E 10-6P T & C 2 3/4-8 3.50
11.00
PCB L OAD & T ORQUE vs. I NTERFACE, I NC.
PCB L&T
1203
Low Profile Fatigue Rated - Upgraded Models Interface Interface Interface PCB L&T Interface PCB L&T
1210 250 1210 500 - 1k 1210 2.5k - 5k 1204 5k -25k 1220 12.5k 25k 1208 25k - 50k Capacity Range - Lbs.: Rated Output - mv/v Nom.: Excitation Voltage -VDC Max: Bridge Resistance -Ohms Nom.: Zero Balance - % R.O..: Insulation Resistance Megohms: Static Error Band - % F.S..: Non-Linearity - % F.S.: Hysteresis - % F.S.: Non-Repeatability - % R.O.: Creep, in 20 min. - %: Side Load Sensitivity -%: Eccentric Load Sensitivity - %/in.: 250 - 5k 2 20 350 1 5000 0.05
0.05
0.02
0.025
0.1
0.1
1 20 350 1 5000 0.03
0.04
0.03
0.02
0.025
0.1
0.1
1 20 350 1 5000 0.03
0.04
0.03
0.02
0.025
0.1
0.1
2 20 350 1 5000 0.04
0.04
0.04
0.02
0.025
0.1
0.1
2 20 350 1 5000 * 0.05
0.05
0.02
0.025
0.1
0.1
2 20 350 1 5000 0.05
0.05
0.05
0.02
0.025
0.1
0.l
2 20 350 1 5000 * 0.1
0.l
0.05
0.025
0.1
0.1
Interface
1232
PCB L&T
1211 50k 2 20 350 1 5000 0.05
0.05
0.05
0.02
0.025
0.1
0.1
50k - 100k 2 20 350 1 5000 * 0.2
0.2
0.05
0.025
0.1
0.1
Interface
1240 100k 2 20 350 1 5000 0.06
0.06
0.06
0.02
0.025
0.25
0.25
PCB L OAD & T ORQUE vs. I NTERFACE, I NC.
PCB L&T 1403
+15 to +115
Interface 1010 Interface 1010 Interface 1010 Interface 1020 Interface 1032
Compensated Range - F: Operating Range F: Effect on Zero %R.O./F - Max.: Effect on Output %/F - Max.: Safe Overload -% Capacity: Deflection @ R.O. Inches: -65 to 200 0.0008
0.0008
300 15 to 115 -65 to 200 0.0008
0.0008
300 15 to 115 -65 to 200 0.0008
0.0008
300 15 to 115 -65 to 200 0.0008
0.0008
300
PCB L&T 1404
+15 to +115 -65 to 200 0.0008
0.0008
300 15 to 115 -65 to 200 0.0008
0.0008
300
PCB L&T 1408
+15 to +115 -65 to 200 0.0008
0.0008
300 15 to 115 -65 to 200 0.0008
0.0008
300 0.001
0.0005
0.0005
0.001
0.001
0.001
0.001
0.002
PCB L&T 1411
+15 to +115 -65 to 200 0.0008
0.0008
300 0.001
Weight - Lbs.: Connector: Calibration: Attachment Thread Overall Height (in.) Outside Diameter Outside Bolt Circle Diameter (in.) Number of Holes Diameter of Thru Hole (in.) 2.88
PT02E-10 6P¹ T & C 5/8-18 1.37
4.12
3.50
8 0.28
1.5
PC04E 10-6P T & C 5/8-18 1.38
4.13
3.50
8 0.28
1.5
PC04E-10 6P T & C 5/8-18 1.38
4.13
3.50
8 0.28
3.3
PC04E 10-6P T & C 5/8-18 1.38
4.13
3.50
8 0.28
8.96
PT02E 10 6P¹ T & C 1 1/4-12 1.75
6.06
5.13
12 0.41
9.5
PC04E 10-6P T & C 1 1/4-12 1.75
6.06
5.13
12 0.41
25.5
PT02E 10 6P¹ T & C 1 3/4-12 2.50
8.00
6.50
16 0.53
26 PC04E 10-6P T & C 1 3/4-12 2.50
8.00
6.50
16 0.53
72 PT02E 10 6P¹ T & C 2 3/4-8 3.50
11.00
9.00
16 0..78
Interface 1040
15 to 115 -65 to 200 0.0008
0.0008
300 0.003
68 PC04E 10-6P T & C 2 3/4-8 3.50
11.00
9.00
16 0.65
PCB L OAD & T ORQUE vs. I NTERFACE, I NC.
Capacity Range - Lbs.: Rated Output - mv/v Nom.: Excitation Voltage -VDC Max: Bridge Resistance -Ohms Nom.: Zero Balance - % R.O..: Insulation Resistance Megohms: Non-Linearity - % F.S.: Hysteresis - % F.S.: Non-Repeatability - % R.O.:
PCB L&T 1380
500 - 2k 2 20 350 1 5000 0.25
0.15
0.05
Rod End Interface REC
1k - 2k 2 15 350 3 N/A 0.25
0.15
0.05
PCB L&T 1381
5k - 20k 2 20 350 1 5000 0.25
0.15
0.05
Interface
3k -50k 2 15 350 3 N/A 0.25
0.15
0.05
PCB L OAD & T ORQUE vs. I NTERFACE, I NC.
Compensated Range - F: Operating Range - F: Effect on Zero - %R.O./F Max.: Effect on Output -%/F Max.: Safe Overload -% Capacity: Deflection @ R.O. Inches: Weight - Lbs.: Connector: Calibration: Attachment Thread Overall Height (in.) Outside Diameter
PCB L&T 1380
+70 to +170 -20 to +200 0.005
0.01
150 0.0004
0.5
PT02E-10-6P T & C 3/4-16 M/F 4.25
1.50
Rod End Interface REC
+60 to +160 -60 to +200 0.005
0.01
150 0.001
N/A PT02E-10-6P T &C 3/4-16 M/F 4.25
1.50
PCB L&T 1381
+70 to +170 -20 to +200 0.005
0.01
150 0.0009
1.1
PT02E-10-6P T & C 1 - 14 M/F 4.50
1.50
Interface
+60 to +160 -60 to +200 0.005
0.01
150 0.001
N/A PT02E-10-6P T &C 3/4-16 M/F 4.25
1.50
PCB L OAD & T ORQUE vs. I NTERFACE, I NC.
Capacity Range - Lbs.: Rated Output - mv/v Nom.: Excitation Voltage -VDC Max: Bridge Resistance -Ohms Nom.: Zero Balance - % R.O..: Insulation Resistance - Megohms: Non-Linearity - % F.S.: Hysteresis - % F.S.: Non-Repeatability - % R.O.: Creep, in 20 min. - %: Compensated Range - F:
PCB L&T 1630
50 - 250 2 20 350 1 5000 0.05
0.05
0.02
0.08
+75 to +150
S - Type Interface SSM
50 - 250 3 15 350 3 5000 0.05
0.03
0.02
0.025
0 to +150
PCB L&T 1631
500 - 5k 2 20 350 1 5000 0.05
0.05
0.02
0.08
+75 to +150
Interface SSM
500 - 10k 3 15 350 3 5000 0.05
0.03
0.02
0.025
0 to +150
PCB L OAD & T ORQUE vs. I NTERFACE, I NC.
Operating Range - F: Effect on Zero - %R.O./F Max.: Effect on Output -%/F - Max.: Safe Overload -% Capacity: Deflection @ R.O. - Inches: Weight - Lbs.: Connector: Calibration: Attachment Thread Length (in.): Overall Height (in.) Width (in):
PCB L&T 1630
-65 to +200
S - Type Interface SSM
-65 to +200 0.0015
0.008
150 0.002
0.23
Integral Cable 10' T&C 1/4 - 28 F 2.00
2.50
0.625 to 0.750
0.0015
0.0008
150 0.003 to 0.005
N/A Integral Cable 10' T&C 1/4 - 28 2.00
2.50
0.82
PCB L&T 1631
0 to +200
Interface SSM
-65 to +200 0.0015
0.008
150 0.0025
0.43
Integral Cable 10' T&C 1/2-20 & 5/8 18² 2.00
3.00 - 3.50
1.00 to 1.50
0.0015
0.0008
150 0.003 to 0.005
N/A Integral Cable 10' T&C 1/4 - 28 & 5/8-18 2.00 - 2.50
3.00 - 3.50
1.22 - 1.75
O THER C OMPETITORS Tovey Engineering
Head quartered in Phoenix AZ, Tovey was founded in 1995 as a spin-off of Interface where Mike Tovey worked as chief engineer. Strengths include excellent reputation, high performance load cells, a focus on metrology internally and externally including sale of complete load cell calibration systems. Tovey Engineering has experienced rapid growth over the last few years particularly in standards laboratories, as well in the automotive and aerospace markets. Accreditations include: NVLAP Lab Code 200662-0, ANSI Z540, ISO/IEC 17025, and ASTM E74, ISO 376. Visible weaknesses included limited load cell family offering, very limited sales force externally, minimal to no advertising, no presence at major or local trade shows, and customer service (TCS, scrap / trade-in allowance, no up front warranty replacements).
O THER C Futek, Inc.
OMPETITORS
Based in Irvine CA, Futek was founded by two brothers in 1988 from Southeast MI. Both brothers attended college in Southeast MI and were employed by GSE where they worked under the tutelage of Ralph Shoberg. Today Futek is an aggressive multimillion dollar company with a very broad product line of load cells, torque sensors, pressure sensors and fastener products. Strengths include product innovations, strong marketing machine, custom designed and manufactured products, and an excellent website. Additional strengths are a vertical organization, low cost products across the board and quick delivery. Visible weaknesses include 1) majority of product line are low accuracy models 2) customer service not on par with PCB® 3) tech support tailored away from direct contact, and 4) warranty limited to one year.
O THER C OMPETITORS Honeywell/Lebow
Presently Based in Columbus OH, Lebow was founded in 1949 as Lebow Associates by a Wayne State University professor, Milt Lebow. Originally based in Southeast Michigan, Lebow has gone thru multiple ownership changes starting in late 1970’s. The last sale of the company was in the early 2000’s to Honeywell Test & Measurement Division. The company was relocated from Troy MI to Columbus OH where it was incorporated into Sensotec, an earlier Honeywell acquisition. Only a few employees transferred to Columbus which was disastrous to the product line and the good Lebow name. Today all that remains is the name itself based on over 60 years as a provider of load cells, torque sensors, and related specialty items. While the Lebow product remains they suffer do poor customer service and a limited technical support staff.
L IKE A CCOUNTS
B
AE
S
YSTEMS
D
ANA
C
ORPORATION
E
ATON
F
EDERAL
M
OGUL
L
EAR
C
ORPORATION
P
ARKER
H
ANNIFIN
G
KN
T
RW
U
NITED
T
ECHNOLOGIES
S ALES S TRATEGY
PCB load cells are sold (and have been historically sold) into most PCB market divisions, including automotive, A&D, and energy. The sales strategy is to sell to current PCB customers, including those who have purchased load cells in the past as well as those who have not purchased them, but may have the need. Many PCB accelerometer and microphone customers also have durability and structural testing labs that use general purpose load cells. Depending on the size of the company this testing function may fall within the same group or to another department outside the current PCB customer contacts.
Targeted Customers:
• Automotive suppliers and OEMs • Energy • Aerospace & Defense • T&M
S ALES S TRATEGY Typical PCB Load Cell Customers:
Automotive:
• Test Measurement Systems • Ford Motor Company • Miller Tool & Die Company • MGA Research Corporation • Chrysler Company LLC • Detroit Diesel Corp • Tenneco Automotive • Eaton Corporation
Energy:
• Alstom Power Incorporated • Grant Prideco LP • LUKYL EPU Service Ltd • MTQ Engineering LLC • National Oilwell Varco • G & E Electric Services • KTM Engineering • Infinia Corporation
A&D:
• Qinetiq NA – ESC • AAR Corporation • Alstom Power Incorporated • InDyne Incorporated • G & E Electric Services • Heroux Devtek • Triumph Actuation Systems • Bombardier Aeronautique • Defense Ammunition Center • General Dynamics
T&M:
• Element (formerly Detroit Test Labs) • Defiance • Intertek • National Technical Systems • Frank Bacon Machine
T ECHNICAL & M ARKETING S UPPORT
The redesigned product line is currently being promoted in a number of areas, including Digital and Print Ads in Design News, and listings in LinkedIn and GlobalSpec online directories. For additional technical information, please contact Ken Watkins, product manager by phone at ext. 2637, or by email at [email protected]
For marketing support, contact Trish Steding by phone at ext. 3312, or by email at [email protected]