1. Selling Vane Pumps vs. Other Technologies

2. Get process conditions:
Selling Vane Pumps
vs. Other Technologies
Get process conditions:
Troubleshoot the other technology
Don’t supply by “size and flow” only
Supply the customer what he needs, not what he wants
Common Problems with Centrifugal Pumps:
Low flow / high head
Changing inlet or discharge conditions
Variable flow
Priming or line stripping required

3. Common Problems with Internal Gear:
Selling Vane Pumps
vs. Other Technologies
Common Problems with Internal Gear:
Idler gear, housing and bushing wear
High fluid shear and loss of performance with wear
Common Problems with External Gear:
Gears, housing, bushing wear
Common Problems with PC Pumps:
Dry running = catastrophic damage
More difficult to repair and high maintenance costs

4. Common Problems with Lobe Gear:
Selling Vane Pumps
vs. Other Technologies
Common Problems with Lobe Gear:
Sealing
Low viscosity performance
Common Problems with AOD Pumps:
Low Efficiency
Duty Cycle
Replacing these technologies can offer the customer benefits …

5. Customer: Air Products
Selling Vane Pumps
vs. Other Technologies
Applications
Customer: Air Products
Application: Styrene Monomer
Technology: Liquiflo External Gear Pump
Problem: High shear
Solution: SMP15
Results: Reliability increased

6. Customer: Proctor & Gamble
Selling Vane Pumps
vs. Other Technologies
Applications
Customer: Proctor & Gamble
Applications: Fatty Acid
Technology: Viking Internal Gear Pumps
Problem: Wanted to increase flow
Solution: MLX4
Results: Reliability and performance improved; customer purchased two more

7. Customer: Ferro (formally Monsanto)
Selling Vane Pumps
vs. Other Technologies
Applications
Customer: Ferro (formally Monsanto)
Application: Tank car unloading: Phenol
Technology: End suction centrifugal
Problem: High maintenance & low performance
Solution: SMVP200
Results: Reliability increased

8. Customer: Westway Terminal
Selling Vane Pumps
vs. Other Technologies
Applications
Customer: Westway Terminal
Applications: Lignin
Technology: Gear Pumps (external and Internal)
Problem: Performance
Solution: NP4’s
Results: Performance and value

9. Customer: Crystal Corporation
Selling Vane Pumps
vs. Other Technologies
Applications
Customer: Crystal Corporation
Application: Hot Wax
Technology: Dean Brothers Centrifugal Pumps
Problem: Seal Problems and efficiency
Solution: (2) NP2E’s with triple lip seals
Results: Reliability and efficiency increased

10. Customer: Custom Resin
Selling Vane Pumps
vs. Other Technologies
Applications
Customer: Custom Resin
Applications: Nylon Resin with Solvent
Technology: Progressing Cavity
Problem: Hugh repair costs due to dry running
Solution: XLW 1 1/2
Results: Maintenance reduced; vane rebuilt once per year vs. 12 times per year with PC.

11. Selling Vane Pumps vs. Other Technologies The End