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COVER PAGE |
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IBT |
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ISG |
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IMT |
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MATERIAL HANDLING |
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PT |
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FLUID POWER |
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GENERAL INDUSTRIAL |
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IBT MEDIA |
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LEAN SIX SIGMA |
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ELECTRICAL |
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RUBBER |
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ENGINEERING |
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TRAINING |
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SAFETY |
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Double Duty
Gary Foerschler of IBT Fluid Power was curious. He wondered why this specific client would buy two different kinds of hydraulic power units, from two different vendors that required two different sets of service parts. He could see the possibility that one set of specs, properly adapted for both applications, would result in a single unit that could easily and efficiently service either piece of equipment and do a better job in both cases.
As he set out to investigate how this intriguing situation developed, he found a somewhat surprising answer, supplied a refined substitute solution, made some friends and also made some sales to a pleased customer.
It all started when Foerschler and John Beeson, IBT Sales representative, called on Wenger Manufacturing, a company located in Sabetha, Kansas (population about 3,000), which ships its products literally all over the world.
Wenger builds substantial machines that are used in food production. They make driers and extruders, mainly, and their line includes 14 sizes of twin screw and single screw extruders, some of them capable of putting out as much as 22 tonne per hour (more than 48,500 lbs.).
The Wenger line also includes commercial and industrial continuous dryers of similar size and scale and toasting oven and industrial mixers for blending food and feed recipes as well as some ancillary equipment.
During Beeson and Foerschler's visit to Wenger's manufacturing complex they noticed a large machine called a vertical, cascade dryer, where hydraulic cylinders were used to open and close sets of louvers.
Later on, they saw an extruder with a back pressure valve that also used hydraulics. The valve was mounted on the end of an extruder and provided a flow restriction to manage quality, and to control a variable sized orifice.
Although the applications seemed remarkably different and the components used were significantly different, the functional requirements had some commonality. In addition, they noticed anomalies in each design that might create problems for operators in the field. For example, one of the hydraulic power units was designed with a concave cover, a perfect place for bothersome moisture to accumulate. The other had an electric motor with a female shaft connection, when the standard industry convention was male. Excessive heat generation was common to both units.
Although none of these design elements were significant or dangerous, they did create potential inconveniences for technicians needing to maintain them in the field.
An audit of the power ratings - when compared to the actual energy needed - also indicated some engineering mismatches.
Sitting down with a group of Wenger employees - representing manufacturing, engineering and purchasing, the story behind the story soon became clear.
Each hydraulic unit had been engineered some time earlier. In fact, there was nobody on the job who had been involved in the original work. In addition, there had been no cross communication between the two product departments.
Purchasing had continued to source the two units - from two different suppliers. Before the meeting with IBT, they had not realized the similarities of the two units.
It took more than just recognition by Foerschler, however. He had to reengineer a common specification that would serve both jobs, get it submitted, agreed to and approved.
Because of the logic of the approach. Wenger agreed. They were able to lower the number of items they were sourcing, eliminate one vendor, increase the performance of the unit, decrease energy demand, decrease heat generation and, ultimately, save aggravation for users in the field.
Not bad for a sales call, Beeson suggests. Foerschler and Wenger agree.
For more information, contact IBT Fluid Power.
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To learn more about fluid power products from IBT, contact us today!
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