Wood’s@Work

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POWER SOLUTIONS GoodNews Patience, Professionalism Lead to The Big Sale by Arnie Colbert To make a big sale, I believe you have to know the customer’s product and process as well as you know your own product. You have to look at how they’re doing things now and figure out how Wood’s products can make business easier and better for them. You need to be able to offer a Wood’s solution to their problems and to their customers’ problems. That’s how we landed the Goulds Pump account in Seneca Falls, NY. We worked with them for five years, calling on them about every two weeks before I finally sold the account. Closing that sale helped me win the TB Wood’s Electronic Charge Award in 2002. That honor goes to the person who has done the most each year to promote the electronics portion of Wood’s business. I’m really proud to have received it this year. I’m proof, I guess, that some really worthwhile sales in this industry can take time. I’ve been with Wood’s for seven years, working as an automation sales engineer until I moved to the OEM division as an account manager. During my sales career, I’ve learned good customer relationships are built on simple but important things: being on time, being professional, being responsive to customer needs and problems, and listening to customers to learn what they need. If you do that, and persistently call on them, you can learn enough to offer valuable solutions to them. Then you’ll be there with the answer when the contract comes up. Arnie Colbert is OAM for TB Wood’s North Central and Northeast sales regions. It’s a sure bet: Wood’s solution adds bottom line energy savings Air handlers in Las Vegas casinos never get a day off. “This city runs on gambling,” says Larry Carruthers, sales rep for Aztec Industrial Bearing and Supply, a TB Wood’s distributor. “If you have a high roller playing blackjack and the air conditioning shuts down, a casino can lose untold dollars.These systems have to work 24/7, year after year.” Last summer Aztec got the chance to redesign and replace 80 primary air handlers at the Rio All-Suite Hotel and Casino and the Rio was the big winner.The TB Wood’s E-Flow adjustable speed drive packages lowered the casino’s energy costs with a dependable, better engineered approach. This playground known as Las Vegas, Nevada The TB Wood’s E-Flow System lowered the casino’s energy costs with a dependable, better engineered new approach. is the fastest growing city in the United States. Along with this growth has come a substantial increase in electrical energy useage. The hotel and casino industry has been under the gun to find creative ways to save energy. Air handlers are the primary consumers of electrical energy in any hotel and casino. Aztec Industrial Bearing, saw an opportunity to help with this cause. The TB Woods’ solution began with Larry Carruthers. He understood the Rio’s needs and knew the new air handler design had to be: Reliable: Each component had to be well- engineered and durable enough to stand up to unrelenting use. Energy efficient: The desert environment is extreme with summer temperatures that can hover over 100 degrees for days. Since the cost per kilowatt-hour in Las Vegas is high, each handler needs to provide the maximum cooling for the least amount of energy. Low maintenance: Wear and tear on individual components in the system needed to be minimized.The need to continually replace parts or components could eat up any energy savings. Air flow before TB Wood’s “The Rio air handlers were using discharge dampers to control the air flow,” Rusty Heller,TB Wood’s Western Regional Manager, remembers.The old handler used a 40HP 1750-RPM motor with a V-belt to drive a centrifugal fan.That energy-eating fan ran at a constant speed 24-hours a day. When more airflow was needed, a signal from the transducer opened the discharge dampers allowing additional air flow. “This was a very inefficient system,” Heller explains. “The fan was a constant energy drain and maintaining the fan and the discharge dampers was a maintenance headache.” Rusty Heller The TB Wood’s solution Aztec solved the Rio’s problem by installing a TB Wood’s E-Flow adjustable speed drive package that matched the speed of the fan W i n t e r 2 0 0 3 • V o l u m e 6
motor to the demand for the air flow.The discharge dampers are left wide open all the time, saving wear and tear on these mechanical devices. Using the TB Wood’s E-Flow design, a transducer that measures pressure in the air ducts, converts this variable to a 0 – 10V reference signal.This reference signal is fed to the E-Flow variable frequency drive which matches the speed of the motor to the required air flow. The TB Wood’s designed system also included synchronous-belted drives in place of the old V-belt drives.The synchronous belt transfers power more efficiently saving additional energy, making a maintenance-free solution that runs at 98% efficiency all the time. A typical V-belt drive runs at 93% at best and this is rarely the case. Pay out “How much energy savings the casino will realize from the new air handling system depends, of course, on a lot of factors,” Carruthers cautions. “It’s affected by the outside temperature, the humidity and how many people are in the building, for instance.” Still, he conservatively estimates that modifying 80 of the 123 air handlers with TB Wood’s products could easily cut the Rio’s air handling energy cost by 25% the first year. (The remaining handlers are fractional HP units and were not part of the redesigned system.) The TB Wood’s difference The experts at TB Wood’s worked in partnership with Aztec and Carruthers to engineer and customize the air handler systems to the Rio’s specific needs. “Rusty Heller (TB Wood’s western regional manager) was very helpful in designing the electronics for each air handler,” Carruthers says. Using TB Wood’s computer programs, Carruthers was able to choose the appropriate synchronous drive for each handler. Heller also directed the TB Wood’s factory to pack all the components for each Rio air handler as a unit. Instead of 400 individual parts arriving at the Rio to be sorted out, the components for each air handler arrived in one box. Installation went very smoothly, Carruthers says. “TB Wood’s was our first choice for this job. Their equipment is durable, dependable and lasts a long time,” says Carruthers, summing up his satisfaction with the job.“They gave us great personal service. We’ve had a profitable relationship with TB Wood’s for over 30 years.They’ve earned our trust and our business.” WFC HT & E-Flow controls one of the 80 primary air handlers at the Rio. Typical Energy Consumption of a Centrifugal Fan System Using Selected Speed Control Techniques * Synchronous drives are 98% efficient and are maintenance free. Energy savings based on laws of physics The Affinity Law of Physics says: Horsepower varies with the cube of the speed. Eddy Current Drive Hi SH Eddy Current Drive OSH Discharge Damper Variable Frequency Drive Variable Inlet Vanes *Electric Power Research Institute's (EPRI) ASD Demonstration Office It works like this. If the TB Wood’s design and equipment could slow down the average speed of the centrifugal fan by 20%, theoretically, the energy needed to run the fan would be cut in half. That’s saving 50¢ of every energy dollar. If the average speed of the fan could be slowed down by 50%, theoretically, only 1/8th as much energy would be needed to operate the fan. That’s saving 78 1 /2¢ of every energy dollar. W i n t e r 2 0 0 3 • V o l u m e 6
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