And the Introduction of the New ExD

1
Welcome to United Electric Controls Co.

• And the Introduction of the New ExD
• Explosion-Proof
• One Series !
• 1?????????

2
Our Agenda ??

1. Introductions ??
2. United Electric Company Overview ????
3. Technical Presentation of the One Series 1??????
4. Sales Experiences with the One Series 1??????
5. Key One Series Applications 1???????
6. Presenting the One Series, Hands-On 1?????
7. Questions and Comments ??
8. UEs other key products UE??????

3
The Company

• Headquartered in Watertown, Massachusetts, USA
  ?????????????
• 210 Employees ????210?
• Privately-Held ????
• Leading Manufacturer of Industrial Threshold and
  Detection Switching and Sensor Products
  ??????????????????????

4
Supported by 20 Regional Managers and over 140
Distributors Worldwide?????????20???????????140??
??
5
Designed and Manufactured to the standards of
industry and worldwide agency certifications?????
???????????????????
6
Quality Program Meeting ISO-90012000
7
With Company-wide Lean Processes with a
Commitment to Continuous Improvement and
Elimination of Waste, providing??????????????
???????????,?????

• Rapid Reliable Deliveries ???????
• Highest Quality ?????
• Highest Value and Cost-Effective Designs ????????

8
Offering the most Complete Line?????????
9
And now. Our Goal.. With the intro of the ExD
One Series

• To become the worlds leading manufacturer of
  electronic pressure and temperature switches for
  the process and utility industries!???????????????
  ?????????????????

10
The One Series1????

• Electronic Pressure and Temperature Switches for
  Hazardous Locations from
• United Electric Controls
• ????????????-??????????????????

11
One Series Agenda??1???????

• One Series history 1???????
• One Series product review 1??????
• One Series sensors 1?????
• Applications ??
• Presenting the One Series 1???????
• Zone area classifications ??????
• Key markets ???????

12
One Series History1?????

• Product concept and positioning
• Sales growth, trend opportunity
• Installed base or E/M switches
• New product development
• UEs commitment and goal
• To be the world leader in explosion-proof
  electronic switching!
• ????????
• ????,?? ??
• ? ??????E/M??
• ??????
• UE??????
• ? ???????????????

13
The One Series ConceptA product designed
to1???????

• Fight the process transmitter standard
  ???????????
• Cost half the installed cost of a transmitter
  ??????????????
• Provide cost-effective plant upgrades
  ?????????????????
• Address mechanical switch objections
  ????????????????
• Self diagnostics ????????
• Easy adjustability ???????
• Replace a switch, gauge and transmitter
• ?????3??????-???
• ?????????

14
One SeriesGrowth Trend1????????
15
Switch Installed Base Upgrade Potential
UE
Delta
Georgin
Barksdale
Danfoss
Neodyne
Nagano
SOR
Mercoid
Cella
Beta
Ashcroft
Square D
CCS
In 25 years, more than 4 million NEMA 4, 4X Ex
d mechanical switches have been
installed! 25???,???400????NEMA 4, 4X Ex
d??????????
16
One Series Development1???????

• 1998 2003 2009

17
Explosion-Proof One Series???1????

• Zone 1 explosion-proof
  
  
  enclosure ??zone1??????
• Same footprint as the popular 120 Series
  ??????120???????????
• Removable cover for
  programming Set Forget! ???????????????????
  ?
• All current One Series models available as Ex d
  by Q1 2009
• ?????1?????????Q1 2009 Ex d?

New Model!
18
Product Line Review

• 2W, 4W and 8W models
• for Zone 2 areas

2X, 4X and 8X models for Zone 1 and Zone 2 areas
19
One Series 2-WireDefinition 1??2?????
A 2-wire PLC or DCS discrete input-powered, solid
state, programmable, indicating, remote
monitoring, electronic pressure or temperature
switch ??2???PLC?DCS??????,??????,???,??,????,???
???????
2X2D 2X3A

• Digital process display ???????
• Fully adjustable set point and deadband
  ???????????
• Connects directly to PLC or DCS input with only 2
  wires, available in 24 VDC 115 VAC discrete
  input versions ???2??????PLC?DCS????,????24VDC
  115VAC?????
• Measures gauge pressure, differential pressure or
  temperature ??,????????
• Incorporates local and remote IAW self
  diagnostics (including Plug Port detection!)
• ????????IAW ??????(???????!)

2W2D, 2W4D 2W3A
20
One Series 2-WireAdvantages/Key Selling
Features1??2?????/??????

• Is a drop-in replacement for PLC DCS mechanical
  switches ?????PLC DCS???????
• Utilizes existing wiring and input cards with 2
  wires ???2?????????????????
• Precisely controls and optimizes pumps and
  compressors ???????????????
• Offers Microprocessor-based accuracy (0.5) and
  repeatability (0.1) 0.5??????0.1?????

21
One Series 2-WireAdditional Advantages1??2??????
???

• Switch reaction time 60 mS (worst case)
  ??????60 ms (??????)
• Never needs calibration (no drift - set
  forget)????(???????????)
• Easily adjustable set point and deadband yet
  tamper resistant ???????????
• Replaces 3 instruments with one and reduces leak
  paths (switch, gauge transmitter)???????????????
  ????(??,?????????)
• 3-year factory warranty 3????

22
2-Wire Power Switching2??????? ?????Type
120 Series

• Typical PLC/DCS input circuit (opto-isolator)
  ???PLC/DCS????
• Consists of a power source, resistor, infrared
  LED and a connection to Common ????????????LED????
  ??????
• The switch contacts close and open to turn the IR
  LED on and off. ??IR LED??/?????????/??
• The PLC/DCS circuit interprets the LED and acts
  accordingly...PLC/DCS????????LED???????

PLC or DCS 24 VDC
PLC Input Circuit PLC????
R
IR LED
mechanical switch contacts ????????
COMMON
23
2-Wire Power Switching??Type 2x2Doo

• Typical PLC/DCS input circuit
• (opto-isolator)???PLC/DCS????
• Consists of a power source, resistor, infrared
  LED and a connection to Common????????????LED?????
  ??????
• One Series 2-Wire switch 1??2????
• Gets its power from the input ?????????
• Provides switch signal to the input ?????????
• To the PLC/DCS, the One Series 2-Wire looks
• JUST LIKE A SWITCH !
• ??PLC/DCS??,1???2???????????

PLC or DCS 24 VDC
PLC Input Circuit
R
IR LED
COMMON
24
Mechanical vs. ElectronicWhats the
difference???? VS ?????????
When the switches are closed, there is no
difference ! ??????,??????! When the mechanical
switch is open, current flow is ZERO.
?????????,????? When the electronic switch is
open (off), current flow is less than 400
micro-amps (0.0004Amp) (negligible).
?????????(??),????400??(0.0004 Amp)(?????)
120 Series mechanical switch
contacts
25
2-Wire Discrete Inputs2??????

• 2X2D 2W2D 24 VDC discrete input switch
• 2X2D 2W2D 24 VDC ??????
• 2X3A 2W3A 120 VAC/VDC discrete input switch
  ??????
• Powered by the input ????????
• PLC, DCS, PC digital inputs ????
• Interposing relay capability
• ???????

26
2-Wire w/Interposing Relay2?? w/??????Type
2X3A

• Typical ladder logic relay coil circuit
  (interposing relay)????????????
• Consists of a power source, a relay coil and two
  sets of contacts ?????,??????????
• One Series 2W switch 1??2W??
• Gets its power through the coil?????????
• Provides switch signal to energize/de-energize
  the coil???????????????
• To the relay coil, the One Series 2-Wire looks
  JUST LIKE A SWITCH ! ??????,1??2???????????

CR1
1
2
CR1-2
MTR
27
2-Wire Analog Inputs2??????

• 2XLP 2WLP 24 VDC loop-powered analog input
  transmitter 2XLP 2WLP 24 VDC ???????????
• With solid-state relay switch ???????
• All functions powered from the loop???? ????????
• Field-scalable 4-20 mA output??????4-20 mA??
• Replaces a switch gauge transmitter!
  ?????????????????

28
Loop-Powered One SeriesModels 2XLP 2WLP
1???????
PLC Analog Input...
24 VDC Power
4-20

- 4-20
...or 24 VDC_at_20mA External Power Supply
29
SwitchGaugeTransmitter?????????

• Reduce leaks paths 122 ??????122
• Reduce process dead-leg ??????
• Reduce instruments costs 31 ????????? 31
• Reduce labor costs ??????
• Increase system reliability! ????????!

30
Local High Power Switching???????

• 4X3A 4W3A Externally powered, 10 A
  solid-state relay switch ????,10A??????????
• Requires 90-130 VAC to power the electronics a
  4-wire switch??90-130??????,??4????
• Provides a 24-280 VAC _at_ 0.15Amp(min)
• 10 Amp(max) solid-state relay switch??24-280
  VAC_at_0.15Amp(??) - 10??(??)??????
• No PLC, DCS or PC required ??PLC, DCS ? PC
• 150 mA minimum load requirement???150 mA????

31
Local Switch Application??????
Crude oil fed from the tank, through the valve
and pumped to the process???????,?????????????
External power is required for the One Series
4W3A 4W3A????????
Upgrade from mechanical switch for critical pump
protection with minimum reaction time and no
PLC???????1??,??PLC,???????????????????
If the tank empties, the pressure drops in the
inlet pipe. The One Series works locally to shut
down and protect the pump.??????,?????????1???????
???????,????????
One Series 4W3A is monitoring the inlet pressure
to protect the pump 1???4W3A????????????????
32
2 Independent Switches 4-20 mA Analog
Output2????? 4-20 mA????

• 8X2D 8W2D the fastest growing, most versatile
  One Series model!??????,??????1????
• Two set points two deadbands ???????
• Independent switch modes ???????
• Normally open, normally closed on rising or
  falling media ??????????????/??
• Field scalable 4-20 mA output ?????4-20mA??
• 21 turndown capability 21????

33
Scaling the 4-20mA Output 4-20mA?????

• One Series 4-20 mA models provide a
  field-scalable analog output. 1????4-20???????????
  ?????????
• Separate 4mA and 20mA commands provide
  independent 21 turndown of the analog
  output.??4mA?20mA??????????21??????
• Just enter the two scaling values its very
  easy!????2????,?????!

100 psi
20
20mA
75
50
25
4mA
4
0
34
Product Line Matrixand 3 simple
questions??????3??????
35
1???????
Differential Pressure
Gage Pressure
Temperature
36
Gage Pressure Sensor Ranges???????
All One Series Models
Wetted Materials All 316 stainless welded
diaphragm?????????

• Option M275 - Inches of H2O
• P20 for Ex d models only

37
Differential PressureSensor Ranges???????
All One Series Models
Wetted Materials All 316 stainless welded
diaphragms?????????
Option M275 - 1384 Inches of H2O
38
Temperature Sensors?????
All Zone 2 One Series Models ?????zone 2????1????
TCC and THC not available on 2W3A and 4W3A
models
39
Explosion-Proof Temperature Sensors???????
All Zone 1 Models Immersion Stem
40
Experiences in Selling the One Series 1?????????
41
Who are the CUSTOMERS ????????

• Primarily End-Users ???????
• Chemical Petrochemical Plants ?? ???
• Refineries ???
• Industrial Gas Plants ?????
• Transmission Pipelines ????
• Power Plants ??
• Pharmaceutical Plants ???
• Aluminum Steel Mills ?? ??
• Cement Plants ???
• Food, Sugar and Oil Processors
• ??????????

42
WHO within the customer???????????

• Instrument Engineering ?????
• Maintenance Techs (Instrument and Electrical)
  ????(????)
• A threat or an opportunity? ??????????
• Buyers/Material Managers??/????
• Safety Engineering ?????
• Plant Management ????

43
Who Serves these Customers that are also
potential customers??????????,???????

• Engineering and Construction Firms for new design
  and upgrade Projects ??????????????????
• Skid Packagers and OEMs ????OEM
• Specialty Systems Suppliers (pollution control,
  water waste, etc)???????(????,?????)
• Instrument Service Companies??????

44
What is our ideal path to success????????????????

• Gain Acceptance at the End-User, leading
  to?????????,??
• continued usage within the plant?????????
• being used to replace mechanical switches when
  plant upgrades take place ?????????????????????
• getting specified for Projects, Skid and Package
  Suppliers, OEMs ??????????,OEM?
• ..by hitting all the points of influence!
  ???????????????!

45
What do Customers Want????????

• Highest Reliability Quality ???? ???
• Lowest (total) Cost ???
• Fast, Reliable Deliveries???????
• Service and Support?????
• Ease of transactions???????
• Lowest Inventory??????

46
The Salesperson Must OWN the One
Series??1??,???????????

• Enthusiasm to present the One Series as a Benefit
  and a Solution ????1?????????????????
• Complete Product Knowledge ???????
• Technical Expertise ???????
• Application knowledge and experience to share
  ???????????
• Confident to Demo the product ???????
• Confident to Listen ????????

47
The Salesperson needs to adjust to match the
audience???????????,?????????

• Maintenance Personnel ease of set up
  installation, reliability, performance, service
  support ??????????????,????,????????
• Engineering reliability, specification
  accuracy, supporting data and documentation
  ???????,??????,??????????
• Plant Management value in terms of cost-savings,
  quality, safety, materials management,
  transactions and inventory?????????????,???????,?
  ???????????

48
Handling objections like We dont Use Switches
Anymore?????????????????

• In all plant areas??????????
• Packages Skids?????
• Utilities ? ?????
• Water Waste ?????????

49
Plant Upgrades and replacing mechanical
switches????????????????

• Position so that it doesnt make sense to replace
  an existing switch with a transmitter
• ??????????????????
• Total cost of instrumentation ????????????
• Re-configuring the control scheme ? ?????????
• Re-wiring ??????
• Re-programming ??????
• Less complexity ? ??????

50
A Tech Spec or Strategic sell?
????????????

• Technical details who wants them??????????????
• Watch the audience ??????????
• Hit the highlights and watch???? ????
• Dig deeper ONLY if the signs are there?????,?????
• Strategic sell????
• Get buy-in relating to Management Issues
• ??????????????
• Reducing costs ????
• Simplifying inventory and stores, reducing
  variety????,?????
• Plant safety ????

51
Or presenting to Engineering Companies for
New Projects??????

• The 20 Rule appx 20 of transmitters are
  used for on/off trip points..fed to the DCS or
  PLC.20??20???????/????,???DCS/PLC
• Is cost-savings for that 20 important?
  ?20??,????????

52
And to ask Engineering Cos??????

• Help us Identify the 3rd Party suppliers
  of?????????????
• Pollution Control Systems ??????
• Skids and sub-systems??????
• Pumps Compressor automation?????????
• Lube systems ?????
• Chillers ???
• Water Treatment, etc ?????
• These companies use switches!??????????!

53
And always ask for the RFQs for Temperature
Sensors !????????????!

• Every project uses Thermocouples and RTDs
  ?????????RTD???
• UEs AST Division stands ready to help!
  UE?AST??????????!

54
And for Plant SAFETY ???????Our best Value
Proposition?????????????

• ShutDown is ON/OFF ????ON/OFF
• Need to take action out in the plant, at the
  point of critical conditions ??????,?????????
• Provides Diagnostics and Reliability??????????
• Cost-effective in 2 of 3 Voting Scheme?????????
• Simplify the system vs transmitters???? vs ???
• Faster response than a transmitter??????????
• Documentation from Exida. ??Exida. ?????

55
Presenting the One Series as a Solution,
asking???????????1????,??

• How are you protecting and staging your pumps?
  ?????????????
• Is lowering the cost of instrumentation important
  here????????????????
• Consider Total cost (vs transmitters)??
  ???(???????)
• 3 in 1 a switch, gauge and transmitter in one
  instrument 3?1???,????????????????
• Are you adding more applications under Plant
  Safety ? ???????????????????????????

56
One SeriesPopular Applications1?????????

• Rotating equipment, pumps and compressors The
  Pump Switch????,?????
• Wastewater Treatment ????
• Fluid Power ????
• Lubrication Oil Monitoring ?????
• Power Plant Upgrade ??????
• Emergency Alarm and Shutdown ?????????
• Safety Instrumented Systems (SIS)??????(SIS)

57
The One Series Pump Switch 1??????
Location Canal pumps in New Orleans Company
Philadelphia Gear Customer Glen Olivi Model
8W2D42T P Applications Lube oil pressure
temperature monitoring, emergency
shutdown ??????????????? Philadelphia Gear
?? Glen Olivi ???? 8W2D42T P
??????????????,????
58
Wastewater Treatment????

• In-line wastewater pressure monitoring
• ??????????

59
Fluid Power Application??????

• Extremely harsh environment
• ??????
• High shock vibration??????????
• Atomized oil ???
• Water hammer ??
• High through-put ????
• Replaces competitive product lasting only 3
  months in service ????????3?????
• One Series in service for over 2 years!
  1???????2?

60
Power Plant Upgrade ??????
Company Peaking power plant in Wisconsin
????????? ?Peaking?? Customer Mike McGee ??
Mike McGee Models All ?????? Applications
Combustion permissive, lube oil, filter
monitoring ?????,???,?????? Replaces CCS,
Mercoid, SOR SGT and Emerson ??CCS,
Mercoid,SOR,SGT??Emerson
61
Plant Upgrade ??????
Company Great River Energy coal
gasification plant ??Great River ??????
Model 2W3A00P T ?? 2W3A00P T
Applications Bottom ash feeder (70), Steam
tracing (30) ??????(70),????(30) Replaces
Wesco switch-gauge ?? Wesco ?????
62
Safety Instrumented Systems?????? FMEDA

• Provides analysis tools for SIS calculations
• ?SIS????????
• Provides insight into modifications required for
  SIL
• ?SIL?????????
• Provides a superior substitute for MTBF report
• ?MTBF???????????

• Failure Modes Effects Diagnostic Analysis
• ???????????
• Performed by Exida
• ??Exida??
• Provides preferred data for Safety Integrity
  Level (SIL) calculations????????(SIL)??? ??????

63
Safety Instrumented Systems??????Market Summary
????

• Vertical Markets - Oil Gas, Refining, Chemical
  and Pharmaceutical ????-?????,??,??????
• Applications - emergency shutdown (ESD), fire
  gas monitoring, critical process control, burner
  management and turbo-machinery control
• ??-????(ESD),???????,???????,???????????

• Total shipments of safety systems in 2006 were
  940M worldwide, growing at 15 annually
• 2006???????????????940,000,000,???15????

ARC Data
64
Presenting the One SeriesDemonstration Tips
Techniques 1???????????

• Keep it simple! ????????
• Provide the key selling features ???????????
• Demonstrate the product ??????
• Provide installed cost comparison ???????????
• Explore potential applications
• upgrade potential ?????????????????
• Ask for the order! ??!

65
One Series 2-WireAdvantages 1??2???????

• Its a drop-in replacement for PLC DCS
  mechanical switches ?????????PLCDCS????????
• Utilizes existing wiring and input cards with 2
  wires ???2????????????????
• Precisely controls optimizes pumps and
  compressors ??????????????
• Microprocessor-based accuracy (0.5) and
  repeatability (0.1) ????????(0.5),???(0.1)
• Switch reaction time 60 mS (worst case)
  ??????60??(?????)

66
One Series 2-WireAdvantages 1??2??????

• Never needs calibration (no drift - set
  forget)????(?????????)
• Provides easy and cost-effective instrumentation
  upgrades ???????????????????
• Replaces 3 instruments with one and reduces leak
  paths ????3???,?????????
• 3-year warranty ??3?????

67
Why Specify the One Series??????1?????
Features ?? Benefits ??
Solid state digital design ???????????? Resists shock, vibration and wear ??????????
Adjustable deadband ???? Acts as a single-loop controller???????????
Digital display ???? Replaces a switch gauge ????????????
Programmable ???? Easy installation and setup ???????
Self-diagnostic ?????? Increases reliability removes doubt???????
0.5 accuracy?????0.5 0.1 repeatability?????0.1 Provides precision switching ???????
Temperature compensation???? No drift, no calibration, set forget???,????, ???????
68
Programming 3 Easy Steps??-3??????

• 1. Set the Switch Mode??????
• N Normally open or closed switch on rising or
  falling pressure or temperature?????????????
  ??????
• 2. Set the Set Point (trip)?????
• The point where the switch alarms
• ??????????
• 3. Set the Deadband (hysteresis) ????
• The switch reset point can be set anywhere within
  the sensors range (!)??????,????????????

69
Advanced Feature ????normally deactivated or set
to zero?????????
Min Max - reset the process extremes memory
????-???????? Offset Span - adjust /- 10 of
range ????- /- 10 ???? Latch ON/OFF - set for
manual or automatic switch reset???/?-???????????
Delay ON/OFF - enter switch dampening filter
settings 0.25, 0.5, 1 or 2 seconds (normally 60
mS)???/?-?????????0.25,0.5,1,2?(??60??) Scale
4-20 mA output - normally set to 100, can be
independently scaled within -3 and 110
(provides a 21 turndown)4-20 mA????-?????100,???
???-3?110??(?????21 turndown) Plugged Port
ON/OFF - enter 1Min, 1Hr or 24 Hrs and process
variation limits (using Min/Max
info)???/?-??1??,1????24?????? (????/????)
70
Plugged Port????How does it work?????
The media pressure is monitored for normal
(Min/Max) fluctuations.??????????? If the
fluctuations stop, time is then
measured.??????,??????? If the time elapses
before the fluctuations return, plugged port is
reported locally and remotely.????????????????,???
?????????????????
Max
Min
Time
71
Zones 0, 1 and 2Area Classifications0,1?2???
Model Zone 0 (Ex ia) Zone 1 (Ex d) Zone 2 (Ex nC)
2W, 4W, 8W 2W2D w/option M036 only 2W2D w/option M036 only All models
2X, 4X, 8X None All models All models
2W, 4W 8W
2X, 4X 8X
72
Other Products An Update
73
Electro-Mechanical Line Remains Important to UE
!????? ??UE?????

• Continued as Industry Leader ??????????
• Shipments have increased last 4 Years
  ???4??,???????
• Heavy Focus on Pressure Temperature Switches at
  UE UE???????????????????
• Improving Productivity ??????
• High Quality ?????
• Commitment to Rapid Deliveries ??????

74
Primary Message ????

• UE has the WIDEST line covers all specs for all
  applications UE??????????,??????????
• Excellent Quality (and Repeatability) ?????(????)
• Available for Immediate Delivery ????
• Serviced by knowledgeable distributors
  throughout the world ???????????????????

75
120 Series

• Broad Selection of Models and Specifications to
  match all applications ???????,?????????
• Meet Worldwide Agency Approvals at one price
  ??????
• Added wide dead-band adjustment to H122 (ideal
  for pump control)???H122??????(????????)
• Recently changed to laser-etched nameplate,
  easier to read over time ???????????,????????

76
12 Series

• All 316 stainless steel construction ?316??????
• New approval for Dual Seal isolation of sensor
  and switch for ranges to 275 bar
  ?????????????,??????275bar
• New high pressure ranges to 860 bar ??????860 bar
• Added Hastelloy-C and Monel Models????- C??????
• Cost-reduction programs will lead to aggressive
  pricing to win projects ?????????????????

77
10 Series

• For the OEM ?OEM
• Broad selection of Electrical Connections and
  Pressure Ports??????????????
• Internal programs at UE to reduce cost and become
  lower price UE???????????????????????
• But retain excellent quality and repeatability !
  ????????????????!

78
TX 200

• 316 stainless steel Transmitters 316??????
• Fixed or Field Adjustable Range Span ??????????
• Sales continue to grow, primarily in oil gas
  production applications ????????,????????????????
• Improved accuracy and performance with microP
  ASICs circuitry ????? ?? ????P ASIC?????
• New High Pressure Ranges to 4800 bar
  ????????4800bar
• Aggressive pricing for project bids ?????????????

79
Temperature Sensors?????From UEs Applied
Sensor Technologies Div ??UE?????

• For Quoting Projects For Maintenance
• ??????
  ????
• Power, Chemical, Refining, Metals Assemble
  Sensors at the Plant
• ??,??,??,??
  ????????

80
New Support Materials????

• Moving to Full-Color Product Bulletins
• ??????????