BURNER MANAGEMENT &COMBUSTION APPLICATIONSTEAM

PRESENTED BY CLINT SMITH COMPLETE AUTOMATION

Creating the worlds most successful customers through the engineering of control and information systems

Information & Automation Systems (IAS)

Who are we?

We are a Rockwell Automations in-house System Integration Services provider.

Automation PartnersSuperiorValue-AddedServices &ExpertiseGlobalSupply & LocalCapabilitiesWorld ClassProductsIntegratedPlatforms

IAS Core ApplicationsInfrastructureSCADAApplications

Burner and Combustion Applications Team

The Burner & Combustion Application TeamPhil Resler ManagerAdministrativeSupportCaryn NochAdministrativeAssociateKarenEckelberryAdministrativeAssociateBMS & CCSMarketingRich KingMarketing MgrMax GembusMarketingSpecialistBob GrossMarketing MgrKen SmithMarketing MgrClinton SmithMarketingSpecialistBMS & CCSHardware Eng.Jim BostjancicEngineer Sr.Tom SchusterTechnician Sr.Hardware DesignDave ShoodTechnician Sr.Hardware DesignMark VargoTechnician Sr.Hardware DesignBMS FieldServiceBernie HrulProject EngineerSr.Mike McFeely(Contractor)BurnerManagementTom RutherfordProject EngineerSr.Fred JenkinProject EngineerSteve SevernEngineer Sr.Kristy ValaitisEngineer Sr.Bob BowserEngineer Sr.Chris KohlEngineerCombustionControlAlan NicholsProject EngineerSr.Eugene MedovoyProject EngineerMike RuscittoProject EngineerLee FenrichEngineerAverage of 15+ years experience.Represented on NFPA committeesParticipation in Black Liquor Recovery Boiler Auxiliary Committee (BLRBAC).

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 TeamOver 500 systems delivered since 1989 (combustion process related)

System engineering expertiseKnowledgeable with:Safety standardsInsurance requirementsCombustion equipmentEfficient and methodical programmersSeasoned field service engineersAverage safety system experience level in team is 15+ years

Combustion Process Control SystemsBurner ManagementCombustion ControlTemperature Control SystemsAnalog & Sequential ControlPressure ControlAtmosphere Control

Data Collection Air Quality ControlWaste Water Pump ControlSoot BlowingCoal HandlingAsh Handling

Combustion ProcessBurner ManagementFiring permissivesSafety shutdownOperator interlocksFlame safetyCombustion ControlFiring rateFuel/air controlPressureAtmosphereBMS & CC MAY BE COMBIND IN A SINGLE PROCESSORFURNACE CONTROL = BURNER MANAGEMENT + COMBUSTION CONTROLBURNER MANAGEMENT IS NOT COMBUSTION CONTROL

Typical Industrial FurnaceBurner Management System Air FlowSwitchFTCombustion Air FanAirValveHot GasesFlue Gases to StackFuel Control ValveSafety Shutoff ValvesFlame SensorIgniterPSHPSLPressure SwitchesVent Valve

Typical Industrial FurnaceCombustion Control SystemAir FlowFT

TTATTemperature ControlFuel-to-Air Ratio O2 TrimCombustion Air FanCombustionAirOxygenAnalyzerAirValveHot GasesFlue Gases to StackAirDamperFuel Control ValveSafety Shutoff ValvesTemperatureTransmitter

Product OfferingsBurner Management Systems That Meet FM, IRI and NFPA 86 Standards

Combustion/Temperature Control SystemsFuel 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?For control of single and multi-burner combustion process equipment

Tested in accordance with:FMRC loss preventionNFPA 85 requirementsNFPA 86 requirementsBURNERMASTERTM PLC-5 SERIES BURNER MANAGEMENT SYSTEMS

Safety Integrity Checks

Automatic input testingPeriodically test input modules ability to respond to a detected trip condition

Output monitoringHelps assure critical outputs are able to respond to a detected trip condition

Watchdog circuitVerifies health of the PLC processorProvides a secondary means of removing power/tripping from critical field devices

Extensive on-board alarm and diagnostic capabilities

Protection from unauthorized logic modificationsEEPROM stores verified programProhibits on-line logic changes during process operation

Typical Scope of WorkProject Management

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 MarketNEW MARKET INITIATIVE

INDUSTRIAL PROCESS HEATING APPLICATIONS

With a Primary Focus on the Metals IndustryTraditional Market

Steam Generating Equipment

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

Tunnel FurnacesWalking Beam FurnacesWalking Hearth FurnacesPusher FurnacesRoller Hearth FurnacesRotary FurnacesStrip Annealing FurnacesStack Annealing FurnacesStrip Galvanizing FurnacesForging Furnaces

Soaking Pit FurnacesNormalizing FurnacesHomogenizing FurnacesAging FurnacesTempering FurnacesMelting FurnacesTip Up FurnacesCar Bottom FurnacesPelletizing FurnacesSintering FurnacesBoilers

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 VFDs, 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 CollateralBurner 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 (IAS-381, October 1999)

Industrial Process Heating Application Data Form (IAS-383, October 1999Industrial Process Heating Word Documents

Sales CollateralAdvanced 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 mini-brochure for industrial applications) (IAS-361, September 1999)

New Glossy Documents

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 CycleBurner 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 InvolvementReasons 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?

ControlLogixThe technology is ready!Selective on the application/project based upon:Customer needsCompetitor offering/customer preferencesProject delivery cycleScope of projectApplicationCurrently does not fit where FM-Approval is required.Does not fit where redundancy of processors are required.

ProcessLogixThe technology is ready!Selective on the application/project based upon:Customer needsCompetitor offering/customer preferencesProject delivery cycleScope of projectApplicationDoes 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?

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?384** Project # reflects project influence.Numbers represent quantity of new projects/order entry in area.64111114Canada,Mexico & South America41111111

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?

YOUR HELP !!!

We Succeed ONLY when our customers Succeed - Partnership and well Implemented Architectural Strategies will make this a reality

Enter your name in hear to give it some identity.in an approach we call Complete Automation.

We have a solid foundation in all four areas of competency to build on, and the rest of this presentation

..will share with you that foundation as well as the future direction of our capabilities and offerings.

(alternate for use with specific quadrant/product presentation)

A simple build slide that introduces the IAS Application Pinwheel. The six paddles of the wheel introduce the market focus application expertise of our business - the customer applications with which IAS has expertise.Thats not to say IAS will not take on other projects. Thats what the other two elements of our strategy address - Customer Partnerships and Systems Products.The Master series of products uniquely identify the application products as coming from IAS. All of the Master applications are trademarked.This puts names to the group and provides identity. It also shows the size of our group which is dedicated to the application and providing system solutions to the industry. This slide also shows that we have experience with the codes and standards associated with the applications and that we have years of experience.Not shown but should be stressed is the background of some of these individuals such as Bernie Hrul who has over 30 years experience in the field and the past 8 years in the field dealing with the real world and the installation and startup concerns.This attempts to give the sales additional information regarding the types of systems that we can provide and that we are not only providing burner management systems for boilers, that we can provide systems for any combustion process and that we can provide peripheral control systems.Since most sales and many customers do not know or do not use boiler terms appropriately it is important to make sure that they realize that with most applications these two systems, (Burner Management and Combustion Control) are separate, independent systems and that typically the BMS is discrete while the CCS is analog. If a customer would start to discuss a boiler system which is almost exclusively analog they are probably talking about the combustion control system.If you do not want to show this slide OK. For audiences that have a desire to know more - show.This slide shows devices typically associated with a non-boiler applications burner management and combustion/temperature control system. This emphasizes the discrete and analog devices and types of signals which would typically be associated with the system.

This build slide introduces the major headings of project activities. The common theme in all of our projects is Project Management (which is shown spanning all of our activities). Under each minor heading is a list of functions, activities, or deliverables.The basis message here is that we can do as much or as little as the customer needs. Regardless of what the customer buys, we supply highly professional project management.This is also a good place to point out our turnkey capabilities. Including: Panel building Material procurement Financial management etc.Here are the industries which we have a very good track record and see a lot of future opportunities. In the parenthesis are the typical dollar amounts of past projects.Walk through what our expectations are of the sales force whether it be RA or distributor.How the sales cycle typically works.By the project going through IAS, the sales person maintains account control unlike systems which may be sold through an integrator, or Non-AB supplier. This can lead to additional work for RA.We are currently in the preliminary design phase (as of 9/99) of a Contrologix based Soot Blower Control system which may become our standard offering. We are also pursuing obtaining FM approval of a Contrologix based burner management system but have met with some resistance. Where the application requires redundant processors as do most Utility customers, this is not the best approach.Processlogix will be the future platform for burner management systems which require redundant processors. We can do this today if the customer does not require FM approval. Remember that customers requiring the system to be Power-To-Trip can not receive the FM approval anyway so that use of the Processlogix platform should not be a drawback.This shows where geographically the orders have either come from or where they were influenced from. The Dallas area, although did not purchase had end users which received these systems and were instrumental in making sure that we were selected (e.g., Frito Lay, Maxwell House)Here is a list of reasons why a potential customer may select IAS to provide the system solution.We are looking to make this a win-win-win project. We win with additional business, and with another site for reference. The customer wins because he gets a very good system and the process to get there is not filled with aggravation. The sales person sales by growing their perspective business while maintaining control of the account.