Transcript Motor Control Center Technical Briefs

COMPLETE AUTOMATION
BURNER MANAGEMENT &
COMBUSTION APPLICATIONS
TEAM
PRESENTED BY
CLINT SMITH
September 1999
Information & Automation Systems (IAS)
• Who are we?
• We are a Rockwell Automations’ in-house
System Integration Services provider.
IAS Core Applications
Burner
Management
&
Combustion
Applications
Manufacturing
Production &
Information
Systems
Infrastructure
SCADA
Applications
Application
Solutions
Batch &
Hybrid
Process
Control
Press &
Automation
Applications
Power &
Energy
Management
Burner and Combustion Applications
Team
The Burner & Combustion Application Team
Phil Resler
Manager
Administrative
Support
BMS & CCS
Marketing
BMS & CCS
Hardware Eng.
BMS Field
Service
Burner
Management
Combustion
Control
Caryn Noch
Administrative
Associate
Rich King
Marketing Mgr
Jim Bostjancic
Engineer Sr.
Bernie Hrul
Project Engineer
Sr.
Tom Rutherford
Project Engineer
Sr.
Alan Nichols
Project Engineer
Sr.
Max Gembus
Marketing
Specialist
Tom Schuster
Technician Sr.
Hardware Design
Mike McFeely
(Contractor)
Fred Jenkin
Project Engineer
Eugene Medovoy
Project Engineer
Bob Gross
Marketing Mgr
Dave Shood
Technician Sr.
Hardware Design
Steve Severn
Engineer Sr.
Mike Ruscitto
Project Engineer
Ken Smith
Marketing Mgr
Mark Vargo
Technician Sr.
Hardware Design
Kristy Valaitis
Engineer Sr.
Lee Fenrich
Engineer
Karen
Eckelberry
Administrative
Associate
Average of 15+
years
experience.
Clinton Smith
Marketing
Specialist
Participation in Black Liquor Recovery
Boiler Auxiliary Committee (BLRBAC).
Bob Bowser
Engineer Sr.
Chris Kohl
Engineer
Represented
on NFPA
committees
The Burner & Combustion Application Team
What are we promoting/selling?
We are offering our expertise.
We are selling combustion process
system solutions!
The Burner & Combustion Application Team
• Over 500 systems delivered since 1989
(combustion process related)
• System engineering expertise
– Knowledgeable with:
• Safety standards
• Insurance requirements
• Combustion equipment
– Efficient and methodical programmers
– Seasoned field service engineers
– Average safety system experience level in team is 15+ years
Combustion Process Control Systems
• Burner Management
• Combustion Control
• Temperature Control
Systems
• Analog & Sequential
Control
– Pressure Control
– Atmosphere Control
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Data Collection
Air Quality Control
Waste Water
Pump Control
Soot Blowing
Coal Handling
Ash Handling
Combustion Process
BURNER MANAGEMENT IS NOT COMBUSTION CONTROL
• Burner Management
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Firing permissives
Safety shutdown
Operator interlocks
Flame safety
• Combustion Control
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Firing rate
Fuel/air control
Pressure
Atmosphere
FURNACE CONTROL = BURNER MANAGEMENT +
COMBUSTION CONTROL
BMS & CC MAY BE COMBIND IN A SINGLE PROCESSOR
Typical Industrial Furnace
Burner Management System
Fuel Control
Valve
Flue Gases to Stack
Pressure
Switches
Safety Shutoff
Valves
Vent Valve
Air Flow
Switch
Air
Valve
FT
Combustio
n
Air Fan
Igniter
Hot Gases
Flame Sensor
Typical Industrial Furnace
Combustion Control System
Oxygen
Analyzer
Fuel Control
Valve
AT
Flue Gases to Stack
Safety Shutoff
Valves
Temperature
Control
•Fuel-to-Air Ratio
• O2 Trim
Air
Damper
Air Flow
Air
Valve
Combustion
Air
FT
TT
Temperature
Transmitter
Combustion
Air Fan
Hot Gases
Product Offerings
• Burner Management Systems That Meet FM, IRI and
NFPA 86 Standards
• Combustion/Temperature Control Systems
– Fuel Only Control, On-Ratio Control, Pulse Fire Control
• Pressure Control
• Atmosphere/Oxygen Control
• Recipe Management, Data Collection, Product
Tracking, Door Control
FOR NEW CONSTRUCTION OR RETROFIT PROJECTS
What Differentiates Us?
BURNERMASTERTM PLC-5 SERIES
BURNER MANAGEMENT SYSTEMS
• For control of single and multi-burner
combustion process equipment
• Tested in accordance with:
– FMRC loss prevention
– NFPA 85 requirements
– NFPA 86 requirements
Safety Integrity Checks
Automatic input testing
Periodically test input modules’ ability to respond to a detected trip condition
Output monitoring
Helps assure critical outputs are able to respond to a detected trip condition
Watchdog circuit
Verifies health of the PLC processor
Provides a secondary means of removing power/tripping from critical field
devices
Extensive on-board alarm and diagnostic capabilities
Protection from unauthorized logic modifications
EEPROM stores verified program
Prohibits on-line logic changes during process operation
Typical Scope of Work
Project Management
Consulting
Hardware
Implementation
Software
Implementation
System
Integration
Long Term
Support
Solution
Conceptualization
Systems
Architecture
Software Design
System
Training
Application
Consulting
RA Materials
Procurement
Functional
Specification
Software
Development
& Test
System Hardware
& Software
Integration
3rd Party Material
Procurement
Material Receipt
Inspection &
Verification
Panel Design
& Assembly
Test and
Debug
Customer
Witness Test
Field
Installation
Commissioning
Start-up
Assistance
Continuing
Support
Global Technical
Services Link
Traditional Target Industries
• Metal process ($50K-300K)
• Chemical & petrochemical ($20-200K)
• Food processing & beverage/pharmaceutical
($20-200K)
• Electric utility ($150-500K)
• Pulp & paper ($50-300K)
• Engineers & constructors and OEMs serving these
industries
Note: Typical price range for each system in parentheses
Target Market
Traditional Market
Steam Generating Equipment
NEW MARKET INITIATIVE
INDUSTRIAL PROCESS HEATING APPLICATIONS
With a Primary Focus on the Metals Industry
Steel Process Applications
• Pelletizing & Sintering Furnaces
• Ladle & Tundish Heaters
• Reheat Furnaces
• Annealing Furnaces
• Galvanizing Furnaces
• Heat Treat Furnaces
• Forge Furnaces
Aluminum Process Applications
• Melting Furnaces
• Holding Furnaces
• Reheat Furnaces
• Annealing Furnaces
• Forge Furnaces
• Heat Treat Furnaces
Typical Types of Furnaces
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Tunnel Furnaces
Walking Beam Furnaces
Walking Hearth Furnaces
Pusher Furnaces
Roller Hearth Furnaces
Rotary Furnaces
Strip Annealing Furnaces
Stack Annealing Furnaces
Strip Galvanizing Furnaces
Forging Furnaces
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Soaking Pit Furnaces
Normalizing Furnaces
Homogenizing Furnaces
Aging Furnaces
Tempering Furnaces
Melting Furnaces
Tip Up Furnaces
Car Bottom Furnaces
Pelletizing Furnaces
Sintering Furnaces
Boilers
Metals Industry Successes
• Inland Steel - Burner Management System for Pelletizing
Furnace
• Evatec Mining - Burner Management System for Pelletizing
Furnace
• Northwest Aluminum - Burner Management & Combustion
Control Systems for (3) Melting Furnaces
• Alcan Aluminum - Burner Management & Combustion
Controls Systems, plus VFD’s, for (4)
Soaking Pit Furnaces
Initial Sales Call Goals
• Determine customer need for our systems.
• Educate them regarding our capabilities.
• Establish a time line for their projects if they have any in near term.
• Gather information regarding their needs.
• Establish a communication path to the Burner and Combustion
Applications Team
• Determine required next step.
• Inform Burner and Combustion Applications Team regarding
any opportunities and also if there are none.
Sales Collateral
Industrial Process Heating Word Documents
• Burner Management Control Sales Success Guide for
Rockwell Automation Account and A-B Distributors for
Industrial Process Heating Applications (IAS-382, October
1999)
• A Guide to Preparing Specifications - Burner Management
Systems for Industrial Process Heating Applications (IAS381, October 1999)
• Industrial Process Heating Application Data Form (IAS-383,
October 1999
Sales Collateral
New Glossy Documents
• Advanced Control and Information Systems for
Combustion Processes and Power Management (full
color brochure including power management systems)
(IAS-010, August 1999)
• Advanced Burner & Combustion Controls (color minibrochure for industrial applications) (IAS-361, September
1999)
Typical Sales Cycle
• Account sales representative or A-B distributor identifies
lead
• Lead is pre-qualified jointly by the sales representative/
distributor and the Burner and Combustion Application Team
• IAS systems engineer discuss application with customer by
telephone (will evaluate need to visit customer in person)
• Customer presentation and site survey (if required)
Typical Sales Cycle
• Burner and Combustion Application Team prepares detailed
technical & commercial proposal
• Proposal sent to distributor (if applicable) for addition of
cover letter and end user delivery
• Account representative or distributor follows-up and Burner
and Combustion Application Team responds to all technical
questions.
• Distributor (if applicable) accepts customer order and issues
an order to IAS
Sales Perspective - IAS Involvement
• Reasons why you will want to involve the Burner &
Combustion Applications Team:
– Our Application Knowledge and Experience
– Maintain Account Control
– Guarantee that end user will be satisfied with end product
– Use of standard Allen-Bradley components
– Able to influence product selection/usage within limits
– Increase Sales Growth
What direction are we going?
Where does ControlLogix and
ProcessLogix fit in?
September 1999
ControlLogix
• The technology is ready!
• Selective on the application/project based upon:
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Customer needs
Competitor offering/customer preferences
Project delivery cycle
Scope of project
Application
• Currently does not fit where FM-Approval is required.
• Does not fit where redundancy of processors are required.
ProcessLogix
• The technology is ready!
• Selective on the application/project based upon:
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Customer needs
Competitor offering/customer preferences
Project delivery cycle
Scope of project
Application
• Does not fit where FM-Approval is required.
• Fits where processor redundancy is required.
• Fits where project is a part of a larger overall upgrade where
cost of server can be distributed over entire new offering.
What is our future?
September 1999
Our Future
• Penetrate the metals market
• Expand our offering to other related applications
• Expand our offerings into other related industries
• Adjust our offerings to meet the Rockwell Automation “push”
Where were our FY1999 orders?
Numbers represent quantity of new projects/order entry in area.
1
3
1
1
3
1
1
1
1
1
1
1
1
6
4
1
4*
8
* Project # reflects project influence.
4
4
1
3
Canada,Mexico & South America
What Sells Us?
• Team expertise in the applications.
• Teams capability to apply RA products.
• Teams knowledge and understanding of the applicable
codes and standards and participation in the development of
the standards
• The dedication of the individuals in the group.
• Completeness of the systems from the logic to the
documentation.
• Operating experience - in excess of 500 systems sold.
What do we need from you?
September 1999
YOUR HELP !!!
September 1999
We Succeed ONLY when our customers
Succeed - Partnership and well
Implemented Architectural Strategies will
make this a reality
September 1999