InFocus
Contents
2014 | Q1 Welcome Aboard
4
Did you know?
Stronger Together
Mich
Rhodes Sales
ICS
Inside Sales
Sales Sup
Matt is a graduate from Ole Miss who began working in the industry right out of college. He grew up in Philadelphia and recently relocated to Memphis, TN in January.
Mike will b Petko as ucts in FL markets.
2-3
New to the team & promotions
Market Trends
Matt Lane
5-7
ABB/TNB success, Meet the ABB DEM Team
Regional Meeting
8-9
Successes In The Field
10-15
Please welcome him to the Rhodes Sales team.
Mike com experienc having sp a distribut trols and r will quickl customer T&B syste tive side.
Please we team. 2
hael Daniel
pport
be working alongside Tom Sales Support for all prodL, GA and the Alabama
mes to ICS with a wealth of ce in the electrical industry pent the past 14 years with tor in Florida selling conrelated equipment. Mike ly be getting involved with support and learning the ems from the representa-
elcome him to the ICS
In The Tyler McMillan
Spotlight
ABB Account Development Manager
Congratulations to Lance Tyler Graduated from the University of Tennessee with a Bachelor's Degree in Spanish and World Business. His family has been in the automation industry for over 20+ years. The bulk of his experience has been in sales, working for AT&T Advertising Solutions upon graduation. After success in the advertising industry, he joined the sales team at Landon Electric, promoting a line of automation and engineering products and solutions to end users throughout the east TN area.
Holmes who was appointed as Director, Market Development in the Electrical Division. Lance was previously a District Sales Manager for the Southeast Region and has been with Thomas & Betts since 2012.
If you haven't already don’t so please welcome and congratulate Lance on his new role.
His territory will be centralized in Nashville, TN, to the broader west TN area, and towards the northern part of AL. Please welcome him to the ABB team. 3
Market Trends
DID YOU KNOW?
EIA: 54 GW of coal to retire by 2016 due to MATS Credits: Power-eng.com online article
A total of 60 GW of coal-fired generation is expected to retire by 2020, a number beyond that previously reported to the U.S. Energy Information Administration (EIA).
According to EIA’s Annual Energy Outlook 2014 Reference Case, 90 percent of those retirements will happen by 2016 due to the implementation of the Mercury and Air Toxics Standards (MATS). The standard is scheduled to take effect in April 2015, with a conditional extension of up to one year by state environmental permitting agencies.
At the end of 2012, there were 1,308 coal-fired generating units in the U.S. totaling 310 GW of capacity. In 2012 alone, there were 10.2 GW of coal capacity retired, or 3.2 percent of the 2011 total. Units that retired in 2010-2012 were small, with an average size of 97 MW, compared to those retiring over the next 10 years, which are an average of 145 MW.
Tennessee Hosts $23 Billion Worth of Active Industrial Projects Credits: industrialinfo.com online article
Tennessee has 287 active industrial projects totaling more than $23 billion, making it the second-largest state in the U.S. Southeast for industrial project activity after Georgia. The Southeast also includes Alabama, Florida and Mississippi.
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T&B 4 ABB
ABB in Lake Mary, FL
T&B4ABB IN LAKE MARY FLORIDA Over the last nine months, the ABB
sentation at this ABB facility, but now they are
Manufacturing Facility in Lake Mary, Florida,
exclusively using Blackburn Mechanical and
has been making conversions to Thomas &
Battery Powered Tooling, along with Stakon
Betts Products for their manufacturing of Medi- Terminals, Blackburn Connectors, and Cable um Voltage Products. Marc Salerno, Roger
Ties. Also, conversions on Blackburn Lugs and
Kuhn, Jerry Woodward, Garrett Morrison
TyDuct are almost completed. Orders for these
(Coresential Agency ) and local Sales Repre-
T&B products are being processed through our
sentative, Monte Constantine, have been work- distributor partner, Graybar Electric in Orlando, ing with Drew Rogers, Supply Chain Manager
Florida. To date they have processed over
for ABB, Lake Mary, to spearhead this company $100,000 in orders of Thomas & Betts Industrial integration initiative . Prior to this initiative,
Products for ABB – Lake
Thomas & Betts had very little product repre-
Mary.
5
STRONGER Together! DEM TEAM
Richard Percell
Jeffrey Rocker
Consulting Engineer Specialist 678-333-7694 Located in Atlanta, GA
Application Engineer 770-313-7670 Located in Atlanta, GA
Focus: Call on Consultants to promote Tmax, Emax, Emax Link products.
Focus: Support the DEM ADM's, CES's and DEM targeted customers
Call Me When: You need industry or product knowledge on UL 1558, UL 891 circuit breakers, switches, controls, etc. T&B reps can help me by advising acceptability issues they encounter with any of the products mentioned.
Call Me When: You have breaker application questions or you do not get a response back from normal channel suppo
Background: My background is a BIT from LA Tech University and then 34 years working at Schneider Square D. My last position held at Schneider was the Area Sales Manager out of Atlanta. My experience is in UL1558 Switchgear, UL891 Switchboards, breakers, switches, motor starters, controls, drives, etc.
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Background: 24 years in the electrical industry. Spent 3 ye as electrical contractor OZ controls, 2 years Machine and T technician at Jabil Circuit, I spent 8 years at Siemens EAE Field Service Engineer and Global Technical Account Mana for Delphi Automotive systems, 4 years Siemens Power Dis bution as a Senior Application Engineer, 3 years at Schneid Electric Sq D Services as Service Support Specialist, 3 yea Schneider Electric Energy as a Business Development Man er for Over Head Distribution Products, Almost 1 year with DEM team as a Application Engineer.
if ort.
ears Test as a ager strider ars at nagT&B
Account Development Managers Call Us When: You hear of new or prospective accounts focused in Switchgear, Switchboard manufacturers; Panel Builders and System Integrators or whenever there is a pursuit that calls for a competitive conversion for low voltage discrete products.
Leon Kythas 919-889-9122 Located in Raleigh, NC (located within the Power Products & Power Systems headquarters at the NCSU Centennial Campus) l Background: I've been with ABB the past 7 years and have spent my entire career within the electrical equipment industry in various roles (engineering, operations, marketing, product management and sales). Prior, I had worked for Square D/Schneider Electric. I have extensive knowledge within the motor controls industry and power distribution equipment. Current Accounts:
Account Name
City
State
ASCO Power Technologies L P-NC
Welcome
NC
Carolina Power Systems
Florence
SC
PCX
Raleigh
NC
POWER SECURE INC
Raleigh
NC
T&B Power Solutions
Richmond
VA
Alberto Zayas 407-920-8882 Located in Orlando, FL area 5 Background: Electromechanical engineer, 18 years with ABB, mostly in the medium voltage division. Current
Accounts:
Account Name
City
State
AKM
San Juan
Puerto Rico
ASFA
San Juan
Puerto Rico
EATON CORPORATION
Orlando
FL
Elektro Steel
San Juan
Puerto Rico
EPG Controls
Hialeah
FL
INDUSTRIAL POWER SYSTEMS INC
Jacksonville
FL
Powerline Electrical Products Corp
Caquas
Puerto Rico
Tampa Armature Works
Lakeland
FL 7
Regional Meeting S
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Success! Thank you to all for a successful regional meeting. Your active participation and engagement was very appreciated and valued. 2014 is going to be a great year for us all!
“It was a great environment for learning, collaborating and having fun! We are ready to have a great 2014” -Lance Holmes
“The Southeast Region meeting generated a superb amount of energy and focus on a suc-
Congratulations on a job well done in 2013 Coresential Team growth of 16% in 2013
cessful 2014” -Scott Dunnington
Utility Sales Associates South Team growth of 31% in 2013 Techni Reps Team growth of 24% in 2013 Alan Amidon growth of EC in Florida by 16% in 2013 Monte Constantine growth of EC in Florida by 15% in 2013
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Successes in the field 10
Thomas Shell & Frank Holley visited NASA in Cape Canaveral, FL. Frank is getting closer to changing the Burndy spec. NASA likes our range taking crimps because they use a lot of DLO cable.
Alan Amidon introduces our Corrosion Value Proposition to a group of some 36 electrical engineers and designers at Jacobs Engineering in Greenville, SC on Feb. 19th.
Oldcastle asked that we visit 4 of their block manufacturing sites and help them with a plan to improve their machine guarding. Together with the Project Manager from Oldcastle and the distributor, we walked the manufacturing line, looking for ways to reduce the hazardous risk to the workers. Nearly as important as the safety of the workers was the need to reduce downtime due to problems with the safety circuit. Our value proposition included improving the level of safety and increasing the up time of the machine. In such a competitive market, the customer needed all the production time it could have. The first phase of the project was to improve upon the hard guarding (physical guards). Precise measurements, along with sketches were logged on site. ABB Jokab Safety Mechanical Designers then used our proprietary SafeCAD design software to generate AutoCAD drawings of the proposed guarding at all 4 plants. The drawings were then reviewed and verified on site to insure accuracy and ease of installation. Both the ABB Product Specialist and the Distributor were on site to provide installation support. Upon completion, the new guarding helped the customer significantly reduce the risk of exposure to hazards. The customer was very satisfied with the first installation and is moving forward with 3 other plants. The first order was nearly $100,000 and have since provided a quote for interlock switches 76 access doors.
-Scott Orr Oldcastle is the leading North American manufacturer of concrete masonry, precast, lawn, garden and paving products and a regional leader in clay brick. The group also produces packaged cement mixes, lightweight aggregates, bagged decorative stone and lime and concrete roof tiles. With over 206 operating locations and 7000+ employees, Oldcastle Building Products operates across 38 states and 2 Canadian provinces. Each company works autonomously to service their local markets, while leveraging the group's best practices and resources.
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The Background KBR/ BE&K to build a new, state-of-the-art waste-toenergy power plant for the Solid Waste Authority (SWA) of Palm Beach County in West Palm Beach, Fla. In 2011, KBR, along with its subsidiary, BE&K Construction Company LLC and a subsidiary of The Babcock & Wilcox Company was awarded a contract by the Palm Beach County Solid Waste Authority to provide engineering, procurement and construction services for the County’s new state-of-the-art waste-to-energy facility. The contract for the EPC phase of the project – for which BE&K and B&W shared the work scope – was valued at $668 million with a large portion of the work performed by BE&K. The project consists of three new mass burn boilers capable of generating up to 95 gross megawatts of electricity, grates, ash systems, metals recovery systems, emissions control equipment – including a dry flue gas desulfurization unit, baghouse, carbon injection and selective catalytic reduction system – duct work and other components. BE&K will provide engineering and procurement for the balance of plant equipment and provide overall construction services for the project. The plant is a two boiler waste to energy facility burning 1800 tons per day of municipal solid waste. The steam produced from the combustion of the refuse is used to power a 60MW steam turbine. Project highlights: outages to refurbish the two boiler trains while keeping one boiler train in operation, replacement of five different plant distributed control system platforms into one new plant wide distributed control system platform, pre-assembly and modularization resulting in large lifts, the largest being 90-tons. The facility, once complete, will be capable of processing 3,000 tons of municipal solid waste per day to produce electricity and significantly reduce the amount of waste sent to the county’s landfill. The project scope includes the installation of a metals recovery system to maximize the recovery and recycle of aluminum, steel and other metals.
“I continue to meet with the loca
engineering department in Birm product solutions. Our compan ship through years of working to selling solutions to be of value to in getting the T&B products sp also maintain a strong working r sales team on all BE&K projects cessful relationship and mutual r that we want to strengthen our r ful team.”
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The Successes
This current Waste-to-Energy Facility project will run into 2015. The project falls under the T&B vertical market Power Generation. BE&K has advised T&B of several issues: product failures, system sustainability, and downtime concerns. We were able to offer T&B product solutions that perform continuously and dependably, in compliance with regulations, as a solution to increase reliability. Since these T&B products are tested for use in harsh environments, with proven results, we were able to offer a solution for enhanced sustainability. With these quality products performing optimally, we were able to offer a solution to decrease downtimes. BE&K values this information and the T&B products results. In Oct/ Nov. 2013, we supplied and met shipping requirements for BE&K on Ocal orders totaling over $96K, and are currently working on other Ocal opportunities for this project. BE&K also continues to order IPG and CPG products, consisting of T&B product lines: Ty-rap, Sta-kon, Color-keyed, Blackburn, Superstrut, Kindorf, hangers/clamps, Strut straps, T&B Industrial fittings, and T&B Conduit fittings for this project.
al BE&K Materials Manager and the mingham to discuss this project and nies continue a successful relationogether, and I continue to offer o BE&K. We have been successful pec’d, purchased and installed. I relationship with the local Graybar s. We have locally formed a sucrespect. Each of us is in agreement relationships and remain a success-Carroll Hall 13
McNaughton-McKay (Atlanta District) and TNB Food and Beverage Joint Program TNB Marketing created about 100 pizza boxes with joint logos of TNB and McMc as leave behinds for our customers with F&B products in them. The Pizza theme was chosen to capture customer interest, generate excitement and make it a fun and memorable program. Our objectives were to help Mc-Mc and TNB further penetrate and generate demand in the F&B market, maximize effectiveness of both sales teams and become the electrical business solution adviser for our customers. Local Rep (Jason Jaegers), DM (Scott Dunnington), Rob Deweez, Brian Barr and Gretchen Boyer had partnered with Mc-Mc for a joint Food and Beverage Program that kicked off July 1-Sept 30th. With the help of John Hiers and Vito Phelan, we were able to make 64 joint calls many of which were new accounts for Mc-Mc. One comment made from the Sales Manager at Mc-Mc stated that he has not seen a program like this one from any vendor in over 10 years and this is exactly what he looks for from his vendors. We have received incredible support and excitement from Mc-Mc management as well as the inside and outside sales people regarding the program. An additional quote from the McNaughton-McKay GA Sales Manager, "The T&B team did a fantastic job of designing and implementing a wonderfully focused and effective promotion. There were elements that sparked enthusiasm in every group involved, from our customer support representatives to our account management team, and most importantly, our target customers. The undeniable proof of the program's success was the 21% sales increase that we all enjoyed as a result of our efforts. Special thanks to Jason Jaegers and Gretchen Boyer for their involvement in the promotion. Both of them invested a tremendous amount of time and effort to help us succeed and we did." The program had generated a $20,000.00 initial stocking order for the items that were being proposed. All business generated from those 64 accounts were and will stay TNB products. The McNaughton-McKay/TNB Food and Beverage Program assisted in producing an annual increase in sales of 47% for the target F&B accounts and a 21% annual increase in sales for ECG products with Mc-Mc all together. -Jason Jaegers 14
Congratulations to Jason Jaegers on his 2013 success! He was awarded the “Gibson Award� (Vendor Of The Year Award) from McNaughton-MCkay. He set the bar high for other vendors at Mc&Mc. The Gibson Award is voted on by all the inside and outside sales in the 4 Mc&Mc Georgia locations and thanks to Jason and the team we saw excellent growth in the targeted vertical.
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Thank you to everyone who contributed to this edition of InFocus. Your participation is very much appreciated.
If you want to be a part of the next edition please contact: Jessica Calcagni Jessica.Calcagni@tnb.com 615-651-8207