Periodic Reporting for period 1 - SmartAct-2-3 (Scaling of a midsized patented low energy, light weight, highly efficient actuator to meet the demands of smaller and larger scale functions)
Período documentado: 2014-10-01 hasta 2015-02-28
Resumen del contexto y de los objetivos generales del proyecto
The SmartAct-2-3 Project concerns the scaling of a midsized patented low energy, light weight, highly efficient actuator to meet the demands of smaller and larger scale functions. The Key objective is to enable commercial delivery of eco-designed rescaled SACO actuator systems delivering <20Nm and >400Nm actuators with 75% improvements in efficiency to new European and global markets.
The system is proven to use 25% less copper, be 80% lighter and 75% more energy efficient than our competitors. Our technology is a game changing product capable of delivering benefits worldwide by reducing:
• the energy required to automate everyday tasks in many applications,
• the volume of raw materials, including copper and magnets, used to manufacture automated systems,
• inventory and therefore administration complexity,
• weight, thereby reducing fuel use in logistics and shipping,
• the carbon footprint in manufacturing and distribution,
• the need for sourcing manufacturing capability outside Europe.
During the Phase 1 feasibility study we have:
1. conducted a market study,
2. identified and engaged key market access partners,
3. identified the expertise required to deliver the formulaic rescale of relationship between power, number of RIFTs and control system during the Phase 2 project,
4. identified suitable large scale integration partners capable of delivering 1000s of units,
5. reviewed IP space and assessed opportunities for additional patent applications,
6. performed a full assessment of future costs and revenue streams arising from selected new markets,
7. worked closely with a business coach to complete the Phase 1 project and
8. collated the required information for the preparation of the Phase 2 proposal.
The work within Phase 1 has strengthened the business proposition and confirmed the strategic vision in terms of capturing the opportunity. We are now proceeding with the application for the Phase 2 project.
The system is proven to use 25% less copper, be 80% lighter and 75% more energy efficient than our competitors. Our technology is a game changing product capable of delivering benefits worldwide by reducing:
• the energy required to automate everyday tasks in many applications,
• the volume of raw materials, including copper and magnets, used to manufacture automated systems,
• inventory and therefore administration complexity,
• weight, thereby reducing fuel use in logistics and shipping,
• the carbon footprint in manufacturing and distribution,
• the need for sourcing manufacturing capability outside Europe.
During the Phase 1 feasibility study we have:
1. conducted a market study,
2. identified and engaged key market access partners,
3. identified the expertise required to deliver the formulaic rescale of relationship between power, number of RIFTs and control system during the Phase 2 project,
4. identified suitable large scale integration partners capable of delivering 1000s of units,
5. reviewed IP space and assessed opportunities for additional patent applications,
6. performed a full assessment of future costs and revenue streams arising from selected new markets,
7. worked closely with a business coach to complete the Phase 1 project and
8. collated the required information for the preparation of the Phase 2 proposal.
The work within Phase 1 has strengthened the business proposition and confirmed the strategic vision in terms of capturing the opportunity. We are now proceeding with the application for the Phase 2 project.
Trabajo realizado desde el comienzo del proyecto hasta el final del período abarcado por el informe y los principales resultados hasta la fecha
Feasibility Study
The SmartAct-2-3 Project concerns the scaling of a midsized patented, low energy, light weight, highly efficient actuator to meet the demands of smaller and larger scale functions.
Key Objective To enable commercial delivery of eco-designed rescaled SACO actuator systems delivering <20Nm and >400Nm actuators with 75% improvements in efficiency to new European and Global markets.
Below is a summary of the tasks performed and key outcomes of each. Each of the below tasks contains detailed task reports that are available on request.
Task 1: Identify Parties to Participate in Market Landscape Study
From our current distributor network and those of our competitors, identify and engage sufficient numbers of relevant, interested parties to participate in consumer surveys, product requirement capture and pilot trials.
Results: Over the course of two weeks, contacts from our existing database were contacted by telephone to assess appetite for participation in this task. As the exercise was mainly data capture, NDAs were only necessary for those partners eventually selected to participate in the Phase 2 project. The use of marketing lists from our local chamber of commerce and second tier contacts gained from the first tier companies contacted allowed us to gain introductions to the international parties we require. Parties identified were categorised into groups:
• Regulatory / Professional Bodies
• Valve manufacturers • Valve and Actuator Package Distributors
• Valve / Actuator Package Installers • End Customers
Significant crossover exists between market roles and positioning with many manufacturers functioning as Distributors, VARs and OEMs. The same is true of other categories where installers may also be distributors and even manufacturers or end customers of some products. Of the 28 companies contacted, the following were invited to participate in the voice of the customer surveys conducted under Task 2.
Professional
BVAA
The British Valve and Actuator Association is a professional body supporting the UK domestic and export valve and actuator industry.
Rob Bartlett, rob@bvaa.org.uk, www.bvaa.org.uk 01295 221270
Interested in supporting UK development and promoting UK manufacturing. BVAA is a key contributor to development of standards in the industry and associated sectors and will be our route to influence legislation and standards.
Manufacturers (Potential Trial)
Mars Valves
• Manufactures metal ball valves
• Distributes several makes of actuator
• Long history
• Well-established brand
• Very good reputation
Wayne Lyons, sales@marsvalves.co.uk, 01432 726798
Demonstrated SmartAct-1 to its customers who provided good feedback. Interested in SmartAct-2-3. Large player in UK. US division interested in both units. Agreed to participate in trials.
ValVlave Manufacturers (Potential Trial Users)
KSB Valves
Manufacturer of a wide range of butterfly valves.
Phil Green, phil.green@ksb.com, 01509 231872
Particularly interested in SmartAct-3 (high torque) to enable SACO products to actuate the majority of KSB Valves. Existing products only cover the smaller valves in their range. Want to test and trial product.
SAFI Valves
Manufactures a wide range of plastic valves both ball and butterfly. Assembles its own actuators and also uses a range of small to medium actuators on its valves.
Steven Cook, sales@safi-limited.com, 01202 624618
Interested in SmartAct-2 which could actuate most of firm’s valves. Has a specific customer in mind (John Deere sprayers) which uses 30k small actuators a year but suffers a high failure rate in use. Has a test centre in France where the company has agreed to conduct tests and trials on SmartAct-2. (Conducted similar trials on SmartAct-1 for multiple applications).
Auma
Manufactures high end electric actuators for a range of applications, A high quality German manufacturer with a very good reputation.
Paul Hopkins & Steve Penney, mail@auma.co.uk
Interested in both new product developments and willing to undertake tests and trials on both units, particularly SmartAct-2. Would complement SmartAct-1 and allow firm to supply small actuators.
Valve Manufacturer Commercial Customers
Automa (Korea) Manufactures pneumatic actuators but has a history of valve manufacture and acts as a valve and actuator distributor in SEA.
Kim Eun-Kwang, kek@automa.co.kr, 82-(0)32-653-6477
Currently manufactures pneumatic actuators. Wants to supplement its range with SmartAct-2-3 when proven.
Seeking to import to the Korean marketplace for supply to South East Asia.
Mastergear
Manufacturers large end valves using multi-turn actuators through gearboxes to produce very high torque values. Part of the Regal Motors group.
Keith Rush, keith.rush@regalbeloit.com, 07768 395715
Primary focus is on the larger model SmartAct-3 as this will allow substitution of existing actuators for ours. Currently our existing model only covers the very bottom range of their products.
Apreco
Manufacture of products for heating ventilation and air conditioning particularly adjustable venting and stairwell systems.
Mike Hodges, mh@apreco.co.uk, 01885 485070
Very interested in the SmartAct-2 small sized unit as this will fit within many existing heating ventilation and air conditioning systems.
Bifold
Manufactures hydro-electric actuators and a wide range of pumps.
Gary Jacobson, marketing@bifold.co.uk, 01613 454777
Interested in SmartAct-2-3 if Atex capable.
Seeking to have versions of both products tailored to this certification path to enable use in core customer markets of oil, gas and mining.
Valve and Actuator Package Distributors
Stark
Distributes valves and actuators in Africa from South Africa to a wide range of industries.
Roger Stark, roger@starkactuators.com
Very interested in both product developments for rapid growth and installation of infrastructure in Africa.
MACSTEEL
Steel producer. Installs and distributes wide range of pipelines, valves and actuators in many African/South African industries.
Rowan Blomquist
Interested in both product developments. As firm primarily buys KSB valves, it would allow the use of one range of actuators throughout the valve ranges supplied.
CSG
Supports framework agreements in UK water industry. Provides valves /actuators for Biogas/Fracking.
Use multi manufacturers kit.
Dave Warner, 01952 225890
Interested in both new products and keen to conduct tests and trials. Has a particular interest in bus communications.
Valve Stock
(Wolseley Group)
Domestic automation through its Plumb Centres and commercial/industrial through Pipe Centres. The Wolseley Group is one of the largest suppliers of packaged valves and actuators in the UK market.
Marcus Sampson, 01329 283425
Particularly interested in SmartAct-2 to enable substitution in Plumb Centre portfolio. Existing range meets some Pipe Centre requirement. Interested in energy efficiency and ability to reduce number of stock items. Domestic market for actuators is very price sensitive but large volume.
Happy to conduct tests and trials.
Valve Universe
Online retailer specialising in valve and actuator packages.
Tonya O’Donnell, 07766667702
SmartAct-2-3 of interest to assist in developing online product sales range.
A Actuated Solutions Ltd
Online retailer of valve and actuator packages.
Paul Slaughter, 01243 827469
Currently sells a very competitively priced small unit so interested in the SmartAct-2 features for when their existing units cannot meet the requirements.
Valve &uator Package Installers
Global Valves
Global Valves & Engineering is an Australian installer of valve and actuator packages which also functions as a distributor.
Paul Earl, 006129620799
Operates in the oil, gas and mining sectors so has great use for the larger torque units.
Severn Subsea
Operates within the marine industry supporting a wide range of offshore applications. Uses valves and actuators in a number of projects.
Brian Green, brian.green@severnst.com
01209 312000
Interested in units capable of operating in submerged environments/extreme weather. High spec systems using bus communication or modulation. Involved in high profile marine applications for alternative energy generation.
VTG Rail UK
Provides support services for the UK rail industry.
Lee Powell, lee.powell@vtg.com, 01214 219196
Need for high torque, robust units for rolling stock applications mean the SmartAct3 meets the requirements of a number of applications the firm currently supports.
WG Tanker Services
Provides support services to tanker fleets for a range of clients.
Gareth Ashton, gareth@wgtanker.com, 01538 308008
Need for high torque, robust units for rolling stock applications mean the SmartAct3 meets the requirements of a number of applications the firm currently supports.
End-Users & Potential Customers
Seatricity
Off shore power generation.
Nigel Croft, +44 1326 214 603
Trialling SmartAct1 units for offshore wave power generation and has further applications for SmartAct2-3. Energy efficiency and carbon footprint of manufacture are key to overall efficiency of Seatricity power generation.
Hanson Cement
Large manufacturer of cement. Uses a range of industrial automation solutions in plants.
Heidelberg Cement
Has an interest in energy usage within its plants. The high torques required in many of the applications within Hanson make the SmartAct3 of particular use.
Nimbus 2000
Supplier of fire engines/firefighting equipment. Modifies vehicles to carry fire fighting equipment utilising micron spraying techniques for very efficient water usage.
Richard Baker, +447798821048
Energy efficiency and size for portable equipment are of importance so the SmartAct2 has suitability to their application.
Task 2: Identify and Engage Key Market Access Partners
Using direct client contact and a ‘Voice of the Customer’ survey, capture potential system uses and requirements by interacting with parties identified in Task 1. From the results, identify and carry out initial assessment of up to four applicable market sectors for each model (SmartAct-2 & SmartAct-3). Recommend primary target market and gain expressions of interest for demonstration trials from at least one key participant in each sector.
‘Voice of Customer’ Survey
Following face-to-face interviews with the parties identified in Task 1 and participation as an exhibitor at Valve World (one of the largest trade shows in our sector), a range of questions were developed based on the priorities identified. Questions were broadly grouped in to a number of main category areas, reflected in the principle strategic objectives: broadly price, aesthetics, functionality, reliability, standards and environmental factors.
Survey Questions
Q1. How important are these costs?
a. Purchase Price
b. Electricity Energy Usage
c. Lifetime Cost
d. Carbon Footprint of Manufacture
e. Shipping Cost (Weight)
Q2. How important are the following aesthetics?
a. Size
b. Weight
c. Colour
d. Overall Aesthetics
e. Product Housing Material
f. Packaging
Q3. How important are these operational issues?
a. Ease of wiring
b. Setting valve zero position
c. Setting valve span
d. End of travel conformation
Q4. How important are these standards to you?
a. CE / EC Conformity
b. Electrical Safety (RF)
c. Explosion Protection (ATEX)
d. Intrinsic Safety Levels (SIL)
e. MILSPEC
Q5.Which safety systems are important to your market?
a. Failsafe
b. Mechanical Failsafe (Springs or Pressure)
c. Electrical Failsafe (Battery)
Q6. How important are the following control methods?
a. Power Open / Close
b. Analogue Signal Control (4 – 20ma)
c. Modbus
d. Profibus
Q7. How important are the following actuator speeds?
a. Slow (60 seconds +)
b. Fast (less than 4 seconds)
c. Variable
Q8. Please indicate the importance of mounting between valve and actuator?
a. Direct mount
b. Mounting plate
c. Bespoke mounting kit
d. High temperature extension
Q9. How important are these environmental factors?
a. Low temperature
b. High temperature
c. Shock
d. Vibration Splash proof (IP67)
e. Water proof (5m IP68)
f. Explosive atmosphere (ATEX / Exd)
Q10. How important are these power inputs to you?
a. 12v DC
b. 24v DC
c. 24v AC
d. 110v AC
e. 240v AC
f. Off Grid (Renewables)
g. Off Grid (Battery/Generator)
Survey Results
Q1 Purchase price is of prime importance followed by lifetime cost and energy usage.
Q2 Size, weight and aesthetics are equally as important.
Q3 Ease of use and ease of installation to the development are key.
Q4 Certification should be focused on CE conformity and SIL safety levels testing.
Q5 Need for failsafe functionality confirmed, illustrating statistical preference from mechanical to electrical.
Q6 Power open/close with modulation are core requirements however this may be reflected in the partners engaged being in those industries outside of the bus (data communication protocols) communication industries.
Q7 High speed operation and variable speed operation are key.
Q8 The actuator must direct mount to as many valves as possible.
Q9 Ability to function in high temperatures and IP67 is a requirement although waterproofing and explosive atmosphere ratings are valuable markets as they are niche. This raises the issue of fire-proof materials.
Q10 24V DC is a prime requirement with other voltages less so; priority is 24V DC then 110V AC then 240V AC. Not as much interest in off grid functionality but this may be because the market is not used to it.
Selection of four applicable market sectors
The four main market sectors we have selected are: Process Control, HVAC (Heating, Ventilation and Air Conditioning), Mining Oil and Gas and Water Treatment. These are the key markets in the electric valve actuation industry and are valuable to our market sales.
Key Strategic Needs
Following the VOC survey we can confirm the importance of the 10 key strategic needs:
• Price • Modulation
• Size / Aesthetics • Variable Speed/ High Speed
• Ease of Installation • Direct Mount
• CE / SIL Conformity • High Temperature / Environmental
• Failsafe • Voltage Range (24V DC + 110-240V AC)
Task 3: Rescale Actions and Technical Expertise Assessment
Detailed assessment to understand and define such scale up/down actions as are required to adapt SmartAct-1 for other scales and identify necessary technical expertise to develop these with us. This was split into the subtasks:
• Identify actions needed to scale up/down SmartAct-1 and the expertise require to perform those actions.
• Identify expertise to deliver formulaic rescale of relationship between power, number of RIFTs and control. The relationships are not linear and depend on multiple variables.
Actions required to scale up/down SmartAct-1
Feasibility Study The key features and functions were identified as part of the ‘Voice of Customer’ survey conducted in Task 2. These are:
• Price • Modulation
• Size / Aesthetics • Variable Speed/ High Speed
• Ease of Installation • Direct Mount
• CE / SIL Conformity • High Temperature / Environmental
• Failsafe • Voltage Range (24V DC + 110-240V AC)
Specification A general specification document should be written using information gained from the ‘Voice of the Customer’ survey (WP2) and existing market knowledge. This general specification should include:
• Identification of suitable materials
• Target overall product weight and overall size including maximum / minimum ranges
• ‘Must have’ and ‘would like to have’ features
• Target manufacture cost in small/medium and large volumes (10s, 100s, 1000s) including max./min. range
From the general specification, a more detailed specification document can be written which should include a more detailed target costing for each sub component. This detailed specification can be broken down to include a number of specific aspects. A software specification will be inclu
ded within the electronics specification.
Design Mechanical/Electronic/Software development must be concurrent to prevent issues during integration. The electronics must fit with the mechanics which must both protect the electronics and support functionality.
Mechanical Design (Design appropriate RIFT Array) Design drawings and 3D models for 3D printing, to enable rapid prototyping. These lead to 3D models suitable for injection moulding if appropriate or metal fabrication.
Electronic Design Splits in to regular project plan; schematic design; bill of materials; layout (Gerber files).
Prototyping Mechanical Prototyping 3D printing will be employed to rapidly develop and evolve functional prototypes. This process iterates through the earlier stages of mechanical specification and design as required to meet the ‘must have’ features and as many of the ‘would like to have’ features as possible.
Electronic Prototyping A small batch of five circuit boards are fabricated and populated to enable the design to be tested. Once prototype electronics boards exist, software can be written or modified as required to allow the electronics to perform to specification. Sometimes it is only within the software writing and testing phase that problems in the electronics design can be identified. The existence of the first proof boards allows them to be modified if needed to correct any problems identified or to action optimisations.
Software Development Concurrent with prototyping to permit testing as soon as prototypes are available.
Pre-Production Tests Each prototype design must go through exhaustive tests to remove design issues. Simplifications and optimisation must be identified and if needed designs modified to comply with the manufacturing methods of production partners. For example, if injection moulding is to be used as in SmartAct-1, some design changes may be needed to ensure easy and cost effective tooling, and ease of part creation from tooling.
Pre-Production Development Final tooling designs can be handed off to toolmakers and once finished, a process of tool modification and review can be undertaken to ensure the parts being produced match the tolerances required. It is normal at this point to write detailed quality assurance criteria for each part. Once the tooling is signed off normally 100 of each component part are produced and coupled with 100 circuit boards and then test units can be built.
Testing Once the pre-production development is complete and prototypes are available, exhaustive testing must be completed. This will be ongoing along with problem solving any software or firmware issues and correcting any other product problems identified through the testing. It is important to refer back to the ‘must have’ and ‘would like to have’ features to check the developed product matches the anticipated product. This step may lead to a revised specification and cause any number of the steps above to be repeated.
IP Protection Review The results reported under Task 5 of this report will be reviewed towards the end of the Phase 2 project to capture any further protection opportunities.
Certification Product development prototypes will be tested internally and self-certified for CE marking. External testing houses will provide further verification and certification. We will work with United Laboratories to ensure rigorous testing schedules allow as many certifications for as many suitable market places to be obtained.
Key Skills and Skills Assessment
Using the skills identified, internal staff and potential external partners were assessed in relation to the skills they can bring to the project. The information was collated and used to identify critical skill shortages and gaps, allowing training or coaching to be allocated accordingly and the overall project plan to reflect this.
Core Skills
Communication, Numeracy, Literacy, Working With Others, Problem Solving, IT, Financial, Legal, IP
Technical Skills
Project Management, Market Research and Analysis, Specification, RIFT Array Design, Mechanical Engineering Electronic Engineering, Software Engineering, Testing, Tool making, Certification
Please see the PDF version of the final report for Legend
Task 4: Identify Suitable Integration Partners
Identify integration and validation capability from within Europe to form a partnership capable of delivering exploitation in Phase Two. The task was subdivided as follows to ensure any potential partners could be evaluated and adjudged capable of delivering 1000’s of units:
• Identify and engage with production partners for manufacture.
• Identify and engage with integration partners for sales and distribution worldwide.
• Identify and engage with validation partners for testing, verification, future proofing and industry certification.
Product Validation and Supply Chain Development
Our existing partner, St Paul’s Social Enterprise Scheme, only has capacity for 1,000s per month. We intend to continue working with the firm on bespoke small runs and have identified, contacted and engaged with potential integration partners capable of producing 10,000s of units per month.
We have built a close working relationship with our local Chamber of Commerce, which now delivers UKT&I services in Herford and Worcestershire, and benefited from working with The West Midlands Manufacturing Advisory Service. Malvern Hills District Council’s Business Development Manager has worked closely with us and will provide support and inroads to appropriate supply/purchase partners in Phase 2.
Pera Technology was contracted to identify and engage with suitable partners. This has enabled us to identify and evaluate potential partners from our supply chain and Pera’s own network. We are currently evaluating the companies below prior to making our final selection of partners for Phase 2 and onwards.
• Plastic injection moulding components (housing small actuator). We have engaged with two mainstream suppliers, HPM and Powell & Harber. Both firms have well-established positions in the automotive, aerospace and telecommunications industries where production capacities and quality control standards are extremely high.
• Metal fabrication of components (housing large actuator). HPM has metal injection moulding capacity for extremely accurate bulk production of small components like gears and output drive adapters. Delivery of the large actuator requires explosion proof housings to secure sales in oil, mining and gas as well as pressure and water resistant housings for sub-sea work.
• Electronic circuit board design and production. We have built relationships with SMT of Warwick and Ability Tec in Bolton. SMT is a leading supplier to British Telecom with an excellent track record.
• Light assembly of components to finished product. Our existing supplier has limited capacity so we will need to establish five new relationships in this area for volume assembly and quality control testing.
• Testing functionality and features. Ideally the five partners for light assembly should be all capable of testing features and functionality on a set procedure defined by SACO. Feedback from potential partners indicates we should be prepared for this to be done independently. For the foreseeable future of SmartAct-1 production, we should be able to cope with both our existing product and the project prototypes. This ties in with our IP lawyers’ advice to keep as much manufacture and testing in-house until we have our specifications and process agreed, detailed and protected early in the Phase 2 prototype fabrication work. This will also force us to develop manufacturing guidelines and specifications to such a degree of detail that it greatly simplifies transferring the product to licence or to white label manufacturers for commercial delivery.
Integration Partners – Sales and Distribution
Following on from ‘Voice of Customer[‘ surveys earlier in the project, potential sales and distribution partners were identified and re-contacted to establish their commercial appetite for engaging with us. Early market entry will be in to the UK and Europe with global expansion fanning out from the distributors identified who hold both UK and Global sales. The partners identified offer us the potential to develop a presence on every continent as outlined in the Phase 1 proposal. This affords us the opportunity to enter the UK market via Valvestock then move into various European territories via their European hubs. There are sufficient partners to cover Europe then expand the licence/white label trading model onwards through their global offices. The partner profiles of the most suitable partners identified are summarised below.
Valvestock (UK)
Distributor - Own brand with manufacturers
www.pipecenter.co.uk
Marcus Sampson. Director, Unit 4, Fareham Ind. Pk., Standard Way, Fareham, Hants, PO 16 8XJ, T: 01329 283425, E: marcus.sampson@wolseley.co.uk
Wolseley UK, Royal Leamington Spa
Part of Wolseley Group
Operations HQ in Theale, UK
Corporate HQ in Switzerland
Valvestock is the largest supplier of valve and actuator packages to the UK market. Wolseley is the largest distributor of heating and plumbing products in the world. Particular interest in small actuators for sale through 450 Plumb Centres (domestic & light commercial) and 43 Pipe Centres (commercial & light industrial) in the UK.
Ebora (Netherlands)
Distributor
www.ebora.nl
Frank Schiere, Owner, Ebora Process Automation, t Veld 3-S, 6666 MK Heteren, Netherlands, T:+31 (0) 26 3706830, F:+31 (0) 26 3706831, E:frank.schiere@ebora.nl
Long established supplier and installers of automation equipment in to process control industry in Holland. Particular interest in small and medium actuators with multi features and computer control.
CSG (UK + Global)
Distributor
www.castings-services.co.uk
Dave Warner, Valve Division Manager, CSG Valves & Actuation, Unit 1, Hortonwood 32, Telford, Shropshire, TF1 7EU, T:+44(0) 01952 225 890, F:+44(0) 01952 225 899, E:DaveW@CSGValves.co.uk
Castings Services
Langley Road South, Salford, Manchester, M6 6TZ, T: +44(0) 161 745 9095, F: +44(0) 161 745 8996, E: manholes@castings-services.co.uk, W:www.castings-services.co.uk
Long established (30 years) supplier of municipal and large corporate customers with drainage and water supply infrastructure products. Supply approximately half the UK water treatment industry with valves, pipes and electric actuators. Interested in large actuator for the water industry.
Mastergear (Global)
Gear Manufacturer
Motor Manufacturer
Keith Rush, UK Sales Manager
Mastergear
Pam Miller, General Manager
Mastergear Worldwide
The most comprehensive range of manual and motorised gear actuators and support services in the world.
Regal Manufacturing Limited (Global)
www.regalbeloit.com
Regal Manufacturing Limited, Marshall Way, Gainsborough, Lincolnshire, DN21 1XU, T:+44 7768 395715
E:keith.rush@regalbeloit.com W:www.regalbeloit.com
Regal Beloit, Vice President, America Inc.
5560 East Buss Road, Clinton, Wisconsin 53525, USA, T: 608 361 5598, F: 608 361 5687, E:pamela.miller@regalbeloit.com
Dealing with valve manufacturers, actuator manufacturers and end users in every industry where flow control is used. Interested in small, medium and large actuators, both plastic and metal housed (ATEX Zone 1) when all 6 products are available.
Auma (Global)
Manufacturer
www.auma.co.uk www.haselhofer.de
Paul Hopkins, Managing Director, Auma Actuators Ltd, Generation House, Yeo Bank 3, Kenn Road, Clevedon, North Somerset, BS21 6TH, T:01275 335608, F:01275 335622, E:paulhopkins@auma.co.uk
Mathias Hanle, Managing Director, AUMA, Haselhofer Feinmechanik GmbH, Eichendorffstrasse 42-48, 78054 Villingen-Schwenningen, Germany, T:+49 7720 8540-17, E:mathias.haenle@haselhofer.de Second largest electric actuator manufacturer in the world with 5% market share. No small product of own so buys from multiple suppliers depending on location. Suffers from lack of features. Particular interest in filling a gap in its range with a multi featured small actuator. After a number of meetings discussion is ongoing.
ROTORK (Global)
Manufacturer
www.rotork.com
Andy Withers, Technical Director, Rotork Controls Limited, Brassmill Lane, Bath, BA1 3JQ, T:+44 (0)1225 733200, F:+44(0)1225 333467, E:andrew.withers@rotork.com
Derek Olson, Business Development, Director. Rotork Controls Inc., 675 Mile Crossing Boulevard, Rochester, New York, 14624., T:+1 585 247 2304, F:+1 585 247 2308, E:derek.olson@rotork.com The largest manufacturer of electric actuators in the world. Head office is in Bath, England. Market share is 6 to 7%. Firm has tried selling to the small to medium market with a Taiwanese product with limited features and limited success. Arrangement ended in December2014. Have met with us twice and discussions are on-going. Interested in a licence to manufacture small and medium actuator.
BIFOLD Group (Global)
Distributor / Manufacturer
www.bifold.co.uk
Gary Jacobson, CEO & Owner, Bifold Fluidpower Ltd, Greenside Way, Middleton, Manchester, M24 1SW, T:+44(0) 161 345 4777, F:+44(0) 161 345 4780, E:gjacobson@bifold.co.uk UK based with global sales
Long term manufacturer of pumps and flow control equipment to the oil, mining and gas industries worldwide, including subsea. Particular interest in large actuators for subsea in waterproof enclosure. Joint project to develop and manufacture a large actuator in a stainless steel housing to be explosion proof for certification and sale in to the gas fracking markets in Australasia, USA and Europe.
SAFI Valves (Global) Distributor
Manufacturer of thermoplastic valves for 50 years.
www.safi-valves.com
Steven Cook, General Manager, SAFI Limited, Holton Road, Holton Heath Trading Park, Poole, Dorset, BH16 6LT,
T:01202 624618, F:01202 628500, E:steven.cook@safi-valves.com
Stephane Moison, President, Avenue Jacques Moison, 26770 Taulignan, France. T:+33 (0)4 75 53 56 29, F:+33 (0)4 75 53 62 78, E:stephane.moison@safi-valves.com W:www.safi-valves.com
Own brand small and medium actuator supplied by French manufacturing partner (Valpes), but low features.
Particular interest in small and medium actuators to win back lost sales from John Deere due to poor features (100,000 per year small actuators for sprayer booms to JD in USA). Still number one on JD preferred supplier listings.
K S B Valves (Global)
Distributor
Valve Manufacturer
www.ksb.com/ksb-uk www.ksb.com
Phil Green, Sales Manager, KSB Valves UK Ltd, 2 Cotton Way, Loughborough, Leicestershire, LE11 5TF, T:01509 231872, F:01509 215228, E:phil.green@ksb.com
KSB Aktiengesellschaft, Johann-Klein-Straße 9, 67227 Frankenthal, Germany, Tel.+49 6233 860
One of the largest manufacturers of butterfly valves in the world. Also manufactures pumps and pneumatic flow control products but not electric actuators. Particular interest in all sizes of SACO actuators but mainly the large actuators currently sourced from various suppliers.
Mars Valves (Global)
Distributor
Valve Manufacturer
www.marsvalve.co.uk / www.severnglocon.com
Wayne Lyons, Sales Manager, Mars Valves UK Limited, Olympus Park, Quedgeley, Gloucester, GL2 4NF, T:01452 726798, F:01452 726796, E:wayne.lyons@marsvalve.co.uk
Maurice Critchley, CEO & Owner, Severn Glocon Group plc, Olympus Park, Quedgeley, Gloucester, GL2 4NF, T:+44 (0)845 223 2040, F:+44 (0)845 223 2040, E:sales@severnglocon.co.uk
One of the world’s largest manufacturers of ball valves with a reputation for quality and service. Supplies trade and end users across a wide range of industries. Particular interest in large, multi-featured electric actuators for applications in mining, oil, gas and water treatment. Includes explosion proof for hazardous environments.
Severn Subsea (Global)
Distributor
Installer Subsea
www.severnst.com
Brian Green, Managing Director, Severn Subsea
Technologies Ltd, 6 Jon Davey Drive, Treleigh Industr
The SmartAct-2-3 Project concerns the scaling of a midsized patented, low energy, light weight, highly efficient actuator to meet the demands of smaller and larger scale functions.
Key Objective To enable commercial delivery of eco-designed rescaled SACO actuator systems delivering <20Nm and >400Nm actuators with 75% improvements in efficiency to new European and Global markets.
Below is a summary of the tasks performed and key outcomes of each. Each of the below tasks contains detailed task reports that are available on request.
Task 1: Identify Parties to Participate in Market Landscape Study
From our current distributor network and those of our competitors, identify and engage sufficient numbers of relevant, interested parties to participate in consumer surveys, product requirement capture and pilot trials.
Results: Over the course of two weeks, contacts from our existing database were contacted by telephone to assess appetite for participation in this task. As the exercise was mainly data capture, NDAs were only necessary for those partners eventually selected to participate in the Phase 2 project. The use of marketing lists from our local chamber of commerce and second tier contacts gained from the first tier companies contacted allowed us to gain introductions to the international parties we require. Parties identified were categorised into groups:
• Regulatory / Professional Bodies
• Valve manufacturers • Valve and Actuator Package Distributors
• Valve / Actuator Package Installers • End Customers
Significant crossover exists between market roles and positioning with many manufacturers functioning as Distributors, VARs and OEMs. The same is true of other categories where installers may also be distributors and even manufacturers or end customers of some products. Of the 28 companies contacted, the following were invited to participate in the voice of the customer surveys conducted under Task 2.
Professional
BVAA
The British Valve and Actuator Association is a professional body supporting the UK domestic and export valve and actuator industry.
Rob Bartlett, rob@bvaa.org.uk, www.bvaa.org.uk 01295 221270
Interested in supporting UK development and promoting UK manufacturing. BVAA is a key contributor to development of standards in the industry and associated sectors and will be our route to influence legislation and standards.
Manufacturers (Potential Trial)
Mars Valves
• Manufactures metal ball valves
• Distributes several makes of actuator
• Long history
• Well-established brand
• Very good reputation
Wayne Lyons, sales@marsvalves.co.uk, 01432 726798
Demonstrated SmartAct-1 to its customers who provided good feedback. Interested in SmartAct-2-3. Large player in UK. US division interested in both units. Agreed to participate in trials.
ValVlave Manufacturers (Potential Trial Users)
KSB Valves
Manufacturer of a wide range of butterfly valves.
Phil Green, phil.green@ksb.com, 01509 231872
Particularly interested in SmartAct-3 (high torque) to enable SACO products to actuate the majority of KSB Valves. Existing products only cover the smaller valves in their range. Want to test and trial product.
SAFI Valves
Manufactures a wide range of plastic valves both ball and butterfly. Assembles its own actuators and also uses a range of small to medium actuators on its valves.
Steven Cook, sales@safi-limited.com, 01202 624618
Interested in SmartAct-2 which could actuate most of firm’s valves. Has a specific customer in mind (John Deere sprayers) which uses 30k small actuators a year but suffers a high failure rate in use. Has a test centre in France where the company has agreed to conduct tests and trials on SmartAct-2. (Conducted similar trials on SmartAct-1 for multiple applications).
Auma
Manufactures high end electric actuators for a range of applications, A high quality German manufacturer with a very good reputation.
Paul Hopkins & Steve Penney, mail@auma.co.uk
Interested in both new product developments and willing to undertake tests and trials on both units, particularly SmartAct-2. Would complement SmartAct-1 and allow firm to supply small actuators.
Valve Manufacturer Commercial Customers
Automa (Korea) Manufactures pneumatic actuators but has a history of valve manufacture and acts as a valve and actuator distributor in SEA.
Kim Eun-Kwang, kek@automa.co.kr, 82-(0)32-653-6477
Currently manufactures pneumatic actuators. Wants to supplement its range with SmartAct-2-3 when proven.
Seeking to import to the Korean marketplace for supply to South East Asia.
Mastergear
Manufacturers large end valves using multi-turn actuators through gearboxes to produce very high torque values. Part of the Regal Motors group.
Keith Rush, keith.rush@regalbeloit.com, 07768 395715
Primary focus is on the larger model SmartAct-3 as this will allow substitution of existing actuators for ours. Currently our existing model only covers the very bottom range of their products.
Apreco
Manufacture of products for heating ventilation and air conditioning particularly adjustable venting and stairwell systems.
Mike Hodges, mh@apreco.co.uk, 01885 485070
Very interested in the SmartAct-2 small sized unit as this will fit within many existing heating ventilation and air conditioning systems.
Bifold
Manufactures hydro-electric actuators and a wide range of pumps.
Gary Jacobson, marketing@bifold.co.uk, 01613 454777
Interested in SmartAct-2-3 if Atex capable.
Seeking to have versions of both products tailored to this certification path to enable use in core customer markets of oil, gas and mining.
Valve and Actuator Package Distributors
Stark
Distributes valves and actuators in Africa from South Africa to a wide range of industries.
Roger Stark, roger@starkactuators.com
Very interested in both product developments for rapid growth and installation of infrastructure in Africa.
MACSTEEL
Steel producer. Installs and distributes wide range of pipelines, valves and actuators in many African/South African industries.
Rowan Blomquist
Interested in both product developments. As firm primarily buys KSB valves, it would allow the use of one range of actuators throughout the valve ranges supplied.
CSG
Supports framework agreements in UK water industry. Provides valves /actuators for Biogas/Fracking.
Use multi manufacturers kit.
Dave Warner, 01952 225890
Interested in both new products and keen to conduct tests and trials. Has a particular interest in bus communications.
Valve Stock
(Wolseley Group)
Domestic automation through its Plumb Centres and commercial/industrial through Pipe Centres. The Wolseley Group is one of the largest suppliers of packaged valves and actuators in the UK market.
Marcus Sampson, 01329 283425
Particularly interested in SmartAct-2 to enable substitution in Plumb Centre portfolio. Existing range meets some Pipe Centre requirement. Interested in energy efficiency and ability to reduce number of stock items. Domestic market for actuators is very price sensitive but large volume.
Happy to conduct tests and trials.
Valve Universe
Online retailer specialising in valve and actuator packages.
Tonya O’Donnell, 07766667702
SmartAct-2-3 of interest to assist in developing online product sales range.
A Actuated Solutions Ltd
Online retailer of valve and actuator packages.
Paul Slaughter, 01243 827469
Currently sells a very competitively priced small unit so interested in the SmartAct-2 features for when their existing units cannot meet the requirements.
Valve &uator Package Installers
Global Valves
Global Valves & Engineering is an Australian installer of valve and actuator packages which also functions as a distributor.
Paul Earl, 006129620799
Operates in the oil, gas and mining sectors so has great use for the larger torque units.
Severn Subsea
Operates within the marine industry supporting a wide range of offshore applications. Uses valves and actuators in a number of projects.
Brian Green, brian.green@severnst.com
01209 312000
Interested in units capable of operating in submerged environments/extreme weather. High spec systems using bus communication or modulation. Involved in high profile marine applications for alternative energy generation.
VTG Rail UK
Provides support services for the UK rail industry.
Lee Powell, lee.powell@vtg.com, 01214 219196
Need for high torque, robust units for rolling stock applications mean the SmartAct3 meets the requirements of a number of applications the firm currently supports.
WG Tanker Services
Provides support services to tanker fleets for a range of clients.
Gareth Ashton, gareth@wgtanker.com, 01538 308008
Need for high torque, robust units for rolling stock applications mean the SmartAct3 meets the requirements of a number of applications the firm currently supports.
End-Users & Potential Customers
Seatricity
Off shore power generation.
Nigel Croft, +44 1326 214 603
Trialling SmartAct1 units for offshore wave power generation and has further applications for SmartAct2-3. Energy efficiency and carbon footprint of manufacture are key to overall efficiency of Seatricity power generation.
Hanson Cement
Large manufacturer of cement. Uses a range of industrial automation solutions in plants.
Heidelberg Cement
Has an interest in energy usage within its plants. The high torques required in many of the applications within Hanson make the SmartAct3 of particular use.
Nimbus 2000
Supplier of fire engines/firefighting equipment. Modifies vehicles to carry fire fighting equipment utilising micron spraying techniques for very efficient water usage.
Richard Baker, +447798821048
Energy efficiency and size for portable equipment are of importance so the SmartAct2 has suitability to their application.
Task 2: Identify and Engage Key Market Access Partners
Using direct client contact and a ‘Voice of the Customer’ survey, capture potential system uses and requirements by interacting with parties identified in Task 1. From the results, identify and carry out initial assessment of up to four applicable market sectors for each model (SmartAct-2 & SmartAct-3). Recommend primary target market and gain expressions of interest for demonstration trials from at least one key participant in each sector.
‘Voice of Customer’ Survey
Following face-to-face interviews with the parties identified in Task 1 and participation as an exhibitor at Valve World (one of the largest trade shows in our sector), a range of questions were developed based on the priorities identified. Questions were broadly grouped in to a number of main category areas, reflected in the principle strategic objectives: broadly price, aesthetics, functionality, reliability, standards and environmental factors.
Survey Questions
Q1. How important are these costs?
a. Purchase Price
b. Electricity Energy Usage
c. Lifetime Cost
d. Carbon Footprint of Manufacture
e. Shipping Cost (Weight)
Q2. How important are the following aesthetics?
a. Size
b. Weight
c. Colour
d. Overall Aesthetics
e. Product Housing Material
f. Packaging
Q3. How important are these operational issues?
a. Ease of wiring
b. Setting valve zero position
c. Setting valve span
d. End of travel conformation
Q4. How important are these standards to you?
a. CE / EC Conformity
b. Electrical Safety (RF)
c. Explosion Protection (ATEX)
d. Intrinsic Safety Levels (SIL)
e. MILSPEC
Q5.Which safety systems are important to your market?
a. Failsafe
b. Mechanical Failsafe (Springs or Pressure)
c. Electrical Failsafe (Battery)
Q6. How important are the following control methods?
a. Power Open / Close
b. Analogue Signal Control (4 – 20ma)
c. Modbus
d. Profibus
Q7. How important are the following actuator speeds?
a. Slow (60 seconds +)
b. Fast (less than 4 seconds)
c. Variable
Q8. Please indicate the importance of mounting between valve and actuator?
a. Direct mount
b. Mounting plate
c. Bespoke mounting kit
d. High temperature extension
Q9. How important are these environmental factors?
a. Low temperature
b. High temperature
c. Shock
d. Vibration Splash proof (IP67)
e. Water proof (5m IP68)
f. Explosive atmosphere (ATEX / Exd)
Q10. How important are these power inputs to you?
a. 12v DC
b. 24v DC
c. 24v AC
d. 110v AC
e. 240v AC
f. Off Grid (Renewables)
g. Off Grid (Battery/Generator)
Survey Results
Q1 Purchase price is of prime importance followed by lifetime cost and energy usage.
Q2 Size, weight and aesthetics are equally as important.
Q3 Ease of use and ease of installation to the development are key.
Q4 Certification should be focused on CE conformity and SIL safety levels testing.
Q5 Need for failsafe functionality confirmed, illustrating statistical preference from mechanical to electrical.
Q6 Power open/close with modulation are core requirements however this may be reflected in the partners engaged being in those industries outside of the bus (data communication protocols) communication industries.
Q7 High speed operation and variable speed operation are key.
Q8 The actuator must direct mount to as many valves as possible.
Q9 Ability to function in high temperatures and IP67 is a requirement although waterproofing and explosive atmosphere ratings are valuable markets as they are niche. This raises the issue of fire-proof materials.
Q10 24V DC is a prime requirement with other voltages less so; priority is 24V DC then 110V AC then 240V AC. Not as much interest in off grid functionality but this may be because the market is not used to it.
Selection of four applicable market sectors
The four main market sectors we have selected are: Process Control, HVAC (Heating, Ventilation and Air Conditioning), Mining Oil and Gas and Water Treatment. These are the key markets in the electric valve actuation industry and are valuable to our market sales.
Key Strategic Needs
Following the VOC survey we can confirm the importance of the 10 key strategic needs:
• Price • Modulation
• Size / Aesthetics • Variable Speed/ High Speed
• Ease of Installation • Direct Mount
• CE / SIL Conformity • High Temperature / Environmental
• Failsafe • Voltage Range (24V DC + 110-240V AC)
Task 3: Rescale Actions and Technical Expertise Assessment
Detailed assessment to understand and define such scale up/down actions as are required to adapt SmartAct-1 for other scales and identify necessary technical expertise to develop these with us. This was split into the subtasks:
• Identify actions needed to scale up/down SmartAct-1 and the expertise require to perform those actions.
• Identify expertise to deliver formulaic rescale of relationship between power, number of RIFTs and control. The relationships are not linear and depend on multiple variables.
Actions required to scale up/down SmartAct-1
Feasibility Study The key features and functions were identified as part of the ‘Voice of Customer’ survey conducted in Task 2. These are:
• Price • Modulation
• Size / Aesthetics • Variable Speed/ High Speed
• Ease of Installation • Direct Mount
• CE / SIL Conformity • High Temperature / Environmental
• Failsafe • Voltage Range (24V DC + 110-240V AC)
Specification A general specification document should be written using information gained from the ‘Voice of the Customer’ survey (WP2) and existing market knowledge. This general specification should include:
• Identification of suitable materials
• Target overall product weight and overall size including maximum / minimum ranges
• ‘Must have’ and ‘would like to have’ features
• Target manufacture cost in small/medium and large volumes (10s, 100s, 1000s) including max./min. range
From the general specification, a more detailed specification document can be written which should include a more detailed target costing for each sub component. This detailed specification can be broken down to include a number of specific aspects. A software specification will be inclu
ded within the electronics specification.
Design Mechanical/Electronic/Software development must be concurrent to prevent issues during integration. The electronics must fit with the mechanics which must both protect the electronics and support functionality.
Mechanical Design (Design appropriate RIFT Array) Design drawings and 3D models for 3D printing, to enable rapid prototyping. These lead to 3D models suitable for injection moulding if appropriate or metal fabrication.
Electronic Design Splits in to regular project plan; schematic design; bill of materials; layout (Gerber files).
Prototyping Mechanical Prototyping 3D printing will be employed to rapidly develop and evolve functional prototypes. This process iterates through the earlier stages of mechanical specification and design as required to meet the ‘must have’ features and as many of the ‘would like to have’ features as possible.
Electronic Prototyping A small batch of five circuit boards are fabricated and populated to enable the design to be tested. Once prototype electronics boards exist, software can be written or modified as required to allow the electronics to perform to specification. Sometimes it is only within the software writing and testing phase that problems in the electronics design can be identified. The existence of the first proof boards allows them to be modified if needed to correct any problems identified or to action optimisations.
Software Development Concurrent with prototyping to permit testing as soon as prototypes are available.
Pre-Production Tests Each prototype design must go through exhaustive tests to remove design issues. Simplifications and optimisation must be identified and if needed designs modified to comply with the manufacturing methods of production partners. For example, if injection moulding is to be used as in SmartAct-1, some design changes may be needed to ensure easy and cost effective tooling, and ease of part creation from tooling.
Pre-Production Development Final tooling designs can be handed off to toolmakers and once finished, a process of tool modification and review can be undertaken to ensure the parts being produced match the tolerances required. It is normal at this point to write detailed quality assurance criteria for each part. Once the tooling is signed off normally 100 of each component part are produced and coupled with 100 circuit boards and then test units can be built.
Testing Once the pre-production development is complete and prototypes are available, exhaustive testing must be completed. This will be ongoing along with problem solving any software or firmware issues and correcting any other product problems identified through the testing. It is important to refer back to the ‘must have’ and ‘would like to have’ features to check the developed product matches the anticipated product. This step may lead to a revised specification and cause any number of the steps above to be repeated.
IP Protection Review The results reported under Task 5 of this report will be reviewed towards the end of the Phase 2 project to capture any further protection opportunities.
Certification Product development prototypes will be tested internally and self-certified for CE marking. External testing houses will provide further verification and certification. We will work with United Laboratories to ensure rigorous testing schedules allow as many certifications for as many suitable market places to be obtained.
Key Skills and Skills Assessment
Using the skills identified, internal staff and potential external partners were assessed in relation to the skills they can bring to the project. The information was collated and used to identify critical skill shortages and gaps, allowing training or coaching to be allocated accordingly and the overall project plan to reflect this.
Core Skills
Communication, Numeracy, Literacy, Working With Others, Problem Solving, IT, Financial, Legal, IP
Technical Skills
Project Management, Market Research and Analysis, Specification, RIFT Array Design, Mechanical Engineering Electronic Engineering, Software Engineering, Testing, Tool making, Certification
Please see the PDF version of the final report for Legend
Task 4: Identify Suitable Integration Partners
Identify integration and validation capability from within Europe to form a partnership capable of delivering exploitation in Phase Two. The task was subdivided as follows to ensure any potential partners could be evaluated and adjudged capable of delivering 1000’s of units:
• Identify and engage with production partners for manufacture.
• Identify and engage with integration partners for sales and distribution worldwide.
• Identify and engage with validation partners for testing, verification, future proofing and industry certification.
Product Validation and Supply Chain Development
Our existing partner, St Paul’s Social Enterprise Scheme, only has capacity for 1,000s per month. We intend to continue working with the firm on bespoke small runs and have identified, contacted and engaged with potential integration partners capable of producing 10,000s of units per month.
We have built a close working relationship with our local Chamber of Commerce, which now delivers UKT&I services in Herford and Worcestershire, and benefited from working with The West Midlands Manufacturing Advisory Service. Malvern Hills District Council’s Business Development Manager has worked closely with us and will provide support and inroads to appropriate supply/purchase partners in Phase 2.
Pera Technology was contracted to identify and engage with suitable partners. This has enabled us to identify and evaluate potential partners from our supply chain and Pera’s own network. We are currently evaluating the companies below prior to making our final selection of partners for Phase 2 and onwards.
• Plastic injection moulding components (housing small actuator). We have engaged with two mainstream suppliers, HPM and Powell & Harber. Both firms have well-established positions in the automotive, aerospace and telecommunications industries where production capacities and quality control standards are extremely high.
• Metal fabrication of components (housing large actuator). HPM has metal injection moulding capacity for extremely accurate bulk production of small components like gears and output drive adapters. Delivery of the large actuator requires explosion proof housings to secure sales in oil, mining and gas as well as pressure and water resistant housings for sub-sea work.
• Electronic circuit board design and production. We have built relationships with SMT of Warwick and Ability Tec in Bolton. SMT is a leading supplier to British Telecom with an excellent track record.
• Light assembly of components to finished product. Our existing supplier has limited capacity so we will need to establish five new relationships in this area for volume assembly and quality control testing.
• Testing functionality and features. Ideally the five partners for light assembly should be all capable of testing features and functionality on a set procedure defined by SACO. Feedback from potential partners indicates we should be prepared for this to be done independently. For the foreseeable future of SmartAct-1 production, we should be able to cope with both our existing product and the project prototypes. This ties in with our IP lawyers’ advice to keep as much manufacture and testing in-house until we have our specifications and process agreed, detailed and protected early in the Phase 2 prototype fabrication work. This will also force us to develop manufacturing guidelines and specifications to such a degree of detail that it greatly simplifies transferring the product to licence or to white label manufacturers for commercial delivery.
Integration Partners – Sales and Distribution
Following on from ‘Voice of Customer[‘ surveys earlier in the project, potential sales and distribution partners were identified and re-contacted to establish their commercial appetite for engaging with us. Early market entry will be in to the UK and Europe with global expansion fanning out from the distributors identified who hold both UK and Global sales. The partners identified offer us the potential to develop a presence on every continent as outlined in the Phase 1 proposal. This affords us the opportunity to enter the UK market via Valvestock then move into various European territories via their European hubs. There are sufficient partners to cover Europe then expand the licence/white label trading model onwards through their global offices. The partner profiles of the most suitable partners identified are summarised below.
Valvestock (UK)
Distributor - Own brand with manufacturers
www.pipecenter.co.uk
Marcus Sampson. Director, Unit 4, Fareham Ind. Pk., Standard Way, Fareham, Hants, PO 16 8XJ, T: 01329 283425, E: marcus.sampson@wolseley.co.uk
Wolseley UK, Royal Leamington Spa
Part of Wolseley Group
Operations HQ in Theale, UK
Corporate HQ in Switzerland
Valvestock is the largest supplier of valve and actuator packages to the UK market. Wolseley is the largest distributor of heating and plumbing products in the world. Particular interest in small actuators for sale through 450 Plumb Centres (domestic & light commercial) and 43 Pipe Centres (commercial & light industrial) in the UK.
Ebora (Netherlands)
Distributor
www.ebora.nl
Frank Schiere, Owner, Ebora Process Automation, t Veld 3-S, 6666 MK Heteren, Netherlands, T:+31 (0) 26 3706830, F:+31 (0) 26 3706831, E:frank.schiere@ebora.nl
Long established supplier and installers of automation equipment in to process control industry in Holland. Particular interest in small and medium actuators with multi features and computer control.
CSG (UK + Global)
Distributor
www.castings-services.co.uk
Dave Warner, Valve Division Manager, CSG Valves & Actuation, Unit 1, Hortonwood 32, Telford, Shropshire, TF1 7EU, T:+44(0) 01952 225 890, F:+44(0) 01952 225 899, E:DaveW@CSGValves.co.uk
Castings Services
Langley Road South, Salford, Manchester, M6 6TZ, T: +44(0) 161 745 9095, F: +44(0) 161 745 8996, E: manholes@castings-services.co.uk, W:www.castings-services.co.uk
Long established (30 years) supplier of municipal and large corporate customers with drainage and water supply infrastructure products. Supply approximately half the UK water treatment industry with valves, pipes and electric actuators. Interested in large actuator for the water industry.
Mastergear (Global)
Gear Manufacturer
Motor Manufacturer
Keith Rush, UK Sales Manager
Mastergear
Pam Miller, General Manager
Mastergear Worldwide
The most comprehensive range of manual and motorised gear actuators and support services in the world.
Regal Manufacturing Limited (Global)
www.regalbeloit.com
Regal Manufacturing Limited, Marshall Way, Gainsborough, Lincolnshire, DN21 1XU, T:+44 7768 395715
E:keith.rush@regalbeloit.com W:www.regalbeloit.com
Regal Beloit, Vice President, America Inc.
5560 East Buss Road, Clinton, Wisconsin 53525, USA, T: 608 361 5598, F: 608 361 5687, E:pamela.miller@regalbeloit.com
Dealing with valve manufacturers, actuator manufacturers and end users in every industry where flow control is used. Interested in small, medium and large actuators, both plastic and metal housed (ATEX Zone 1) when all 6 products are available.
Auma (Global)
Manufacturer
www.auma.co.uk www.haselhofer.de
Paul Hopkins, Managing Director, Auma Actuators Ltd, Generation House, Yeo Bank 3, Kenn Road, Clevedon, North Somerset, BS21 6TH, T:01275 335608, F:01275 335622, E:paulhopkins@auma.co.uk
Mathias Hanle, Managing Director, AUMA, Haselhofer Feinmechanik GmbH, Eichendorffstrasse 42-48, 78054 Villingen-Schwenningen, Germany, T:+49 7720 8540-17, E:mathias.haenle@haselhofer.de Second largest electric actuator manufacturer in the world with 5% market share. No small product of own so buys from multiple suppliers depending on location. Suffers from lack of features. Particular interest in filling a gap in its range with a multi featured small actuator. After a number of meetings discussion is ongoing.
ROTORK (Global)
Manufacturer
www.rotork.com
Andy Withers, Technical Director, Rotork Controls Limited, Brassmill Lane, Bath, BA1 3JQ, T:+44 (0)1225 733200, F:+44(0)1225 333467, E:andrew.withers@rotork.com
Derek Olson, Business Development, Director. Rotork Controls Inc., 675 Mile Crossing Boulevard, Rochester, New York, 14624., T:+1 585 247 2304, F:+1 585 247 2308, E:derek.olson@rotork.com The largest manufacturer of electric actuators in the world. Head office is in Bath, England. Market share is 6 to 7%. Firm has tried selling to the small to medium market with a Taiwanese product with limited features and limited success. Arrangement ended in December2014. Have met with us twice and discussions are on-going. Interested in a licence to manufacture small and medium actuator.
BIFOLD Group (Global)
Distributor / Manufacturer
www.bifold.co.uk
Gary Jacobson, CEO & Owner, Bifold Fluidpower Ltd, Greenside Way, Middleton, Manchester, M24 1SW, T:+44(0) 161 345 4777, F:+44(0) 161 345 4780, E:gjacobson@bifold.co.uk UK based with global sales
Long term manufacturer of pumps and flow control equipment to the oil, mining and gas industries worldwide, including subsea. Particular interest in large actuators for subsea in waterproof enclosure. Joint project to develop and manufacture a large actuator in a stainless steel housing to be explosion proof for certification and sale in to the gas fracking markets in Australasia, USA and Europe.
SAFI Valves (Global) Distributor
Manufacturer of thermoplastic valves for 50 years.
www.safi-valves.com
Steven Cook, General Manager, SAFI Limited, Holton Road, Holton Heath Trading Park, Poole, Dorset, BH16 6LT,
T:01202 624618, F:01202 628500, E:steven.cook@safi-valves.com
Stephane Moison, President, Avenue Jacques Moison, 26770 Taulignan, France. T:+33 (0)4 75 53 56 29, F:+33 (0)4 75 53 62 78, E:stephane.moison@safi-valves.com W:www.safi-valves.com
Own brand small and medium actuator supplied by French manufacturing partner (Valpes), but low features.
Particular interest in small and medium actuators to win back lost sales from John Deere due to poor features (100,000 per year small actuators for sprayer booms to JD in USA). Still number one on JD preferred supplier listings.
K S B Valves (Global)
Distributor
Valve Manufacturer
www.ksb.com/ksb-uk www.ksb.com
Phil Green, Sales Manager, KSB Valves UK Ltd, 2 Cotton Way, Loughborough, Leicestershire, LE11 5TF, T:01509 231872, F:01509 215228, E:phil.green@ksb.com
KSB Aktiengesellschaft, Johann-Klein-Straße 9, 67227 Frankenthal, Germany, Tel.+49 6233 860
One of the largest manufacturers of butterfly valves in the world. Also manufactures pumps and pneumatic flow control products but not electric actuators. Particular interest in all sizes of SACO actuators but mainly the large actuators currently sourced from various suppliers.
Mars Valves (Global)
Distributor
Valve Manufacturer
www.marsvalve.co.uk / www.severnglocon.com
Wayne Lyons, Sales Manager, Mars Valves UK Limited, Olympus Park, Quedgeley, Gloucester, GL2 4NF, T:01452 726798, F:01452 726796, E:wayne.lyons@marsvalve.co.uk
Maurice Critchley, CEO & Owner, Severn Glocon Group plc, Olympus Park, Quedgeley, Gloucester, GL2 4NF, T:+44 (0)845 223 2040, F:+44 (0)845 223 2040, E:sales@severnglocon.co.uk
One of the world’s largest manufacturers of ball valves with a reputation for quality and service. Supplies trade and end users across a wide range of industries. Particular interest in large, multi-featured electric actuators for applications in mining, oil, gas and water treatment. Includes explosion proof for hazardous environments.
Severn Subsea (Global)
Distributor
Installer Subsea
www.severnst.com
Brian Green, Managing Director, Severn Subsea
Technologies Ltd, 6 Jon Davey Drive, Treleigh Industr
Avances que van más allá del estado de la técnica e impacto potencial esperado (incluida la repercusión socioeconómica y las implicaciones sociales más amplias del proyecto hasta la fecha)
The SmartAct-2-3 project concerns the scaling of a midsized patented low energy, light weight, highly efficient actuator to meet the demands of smaller and larger scale functions. The objective is to enable commercial delivery of eco-designed rescaled actuator systems delivering <20Nm and >400Nm actuators with 75% improvements in efficiency to new European and global markets. The main features are:
• We can match to a specific valve for that purpose in that environment, thus reducing maintenance.
• Reduced CO2 due to low power consumption
• Lubrication free gear box (allows multiple orientation installation)
• Increased reliability due to in-build redundancy
We have confidence in the re-scaled products as volume of sales, enquiries and quotations for our base model SmartAct®-1, launched in 2014, are growing at an excellent rate. Our current order book is expanding and we are quoting 4 to 6 weeks delivery whereas in January 2015 we were quoting from stock. In late 2014 orders were ‘starter’ quantities of 5s and 10s for distributor stock with low value production and process control applications at approximately €200 per unit. Recent orders are for subsea, biogas and fracking applications using the full feature set of the actuator with orders for 20-30 units with a €2000 average selling price. Almost without exception our distributors have given us feedback that once we can fill their requirement for small, medium and large actuators they will switch purchasing from their existing suppliers who are dominated by Far East manufacturers. They can’t switch completely now because we can’t supply their full product range requirement.
The potential, given the global prevalence of electrical actuators in commercial and industrial applications, is huge with an estimated 5 million units in operation in the UK alone, The global market for all electric actuators was ~$20 billion in 2012 with anticipated growth of 8% y/y. The EU Directive 2012/27/EU 25 October 2012 calls for the community to use energy more efficiently at all stages of the energy chain from the transformation of energy, its distribution, the development of energy efficient technologies, through to final consumption. Our Smart Actuators can not only help achieve the targets, they are in the market and proving their place as a technology for use now, during transition to common energy policies and in the future.
• We can match to a specific valve for that purpose in that environment, thus reducing maintenance.
• Reduced CO2 due to low power consumption
• Lubrication free gear box (allows multiple orientation installation)
• Increased reliability due to in-build redundancy
We have confidence in the re-scaled products as volume of sales, enquiries and quotations for our base model SmartAct®-1, launched in 2014, are growing at an excellent rate. Our current order book is expanding and we are quoting 4 to 6 weeks delivery whereas in January 2015 we were quoting from stock. In late 2014 orders were ‘starter’ quantities of 5s and 10s for distributor stock with low value production and process control applications at approximately €200 per unit. Recent orders are for subsea, biogas and fracking applications using the full feature set of the actuator with orders for 20-30 units with a €2000 average selling price. Almost without exception our distributors have given us feedback that once we can fill their requirement for small, medium and large actuators they will switch purchasing from their existing suppliers who are dominated by Far East manufacturers. They can’t switch completely now because we can’t supply their full product range requirement.
The potential, given the global prevalence of electrical actuators in commercial and industrial applications, is huge with an estimated 5 million units in operation in the UK alone, The global market for all electric actuators was ~$20 billion in 2012 with anticipated growth of 8% y/y. The EU Directive 2012/27/EU 25 October 2012 calls for the community to use energy more efficiently at all stages of the energy chain from the transformation of energy, its distribution, the development of energy efficient technologies, through to final consumption. Our Smart Actuators can not only help achieve the targets, they are in the market and proving their place as a technology for use now, during transition to common energy policies and in the future.