VOLUME 1 - DECEMBER 2019
KNOWLEDGE MAGAZINE FOR THE INDUSTRIAL MARKET
Longtail Bertrand Weegenaar Longtail remains profitable even in a different form
The longtail loses its horror Procurement optimisation and supplier reduction in special machinery at ruhlamat
2 Peace of mind in a former squash centre Cargill Cocoa & Chocolate benefits from a spare parts warehouse
PREFACE In his book Factfulness, the Swedish professor Hans Rosling tells the story of the secret silent miracle of human progress. Positive, inspiring and… based on facts! Yet, when asked simple questions about global trends, we systematically give negative answers. This is because our instincts influence our perspective in a negative way. From the way we consume Chris Anderson introduced the Long Tail concept of “selling less media (fear rules) to how we perceive progress (we believe most things get worse). Our problem is that we don’t know what we don’t know, and even our guesses are influenced by
of more”. And the facts show that we are a long tail company. In the Netherlands alone, we offer over 1.5 million products via our omnichannel sales. In the last 12 months, we sold 183,133 of these products from 3,223 brands, that we sourced from 2,485 suppliers. Exactly 50% of these products, from 2,907 different
unconscious and predictable biases.
brands, were sold only once. Over one third of these single-sale products were created based on customer request.
So what biases might we encounter in our daily work? And which
A robust and reliable long tail performance starts with a clear
secret silent miracles can we achieve if we give each other the
customer centric vision and strategy, leading to a sophisticated
right answers? Well, one example might be the perception that
combination of people skills, process optimisation, system
a distributor should have everything on stock. This reflects a
capabilities and partner synchronisation. You can rely on us
traditional simplification that all customers buy the same small
giving you that performance. Our Technical Sales explain the
set of products and distributor stock solves all supply chain
best products, systems and services for your application. Our
imperfections. There is no factual reason for basing our work on
Account Managers navigate you to the availability according to
this bias if we take away the causes for it.
your requirements. Our Inside Sales and Purchasing source the right products and in our logistic processes, your specials are
And that is exactly what we do at itsme. With a long history of
our standard. Discover our secret facts and benefit from them to
serving a wide range of industrial end users and machinebuilders,
improve your productivity and reduce risk!
long tail has always been completely natural to us. It might not be a miracle, but it is probably a secret. The itsme-world does not stop with stock; it is only the beginning. We think and act, based on your availability to our promise.
Henk Oude Brunink
2 004
Bertrand Weegenaar: longtail remains profitable even in a different form
010
The longtail loses its horror Procurement optimisation and supplier reduction special machinery at ruhlamat
014
Peace of mind in a former squash centre Cargill Cocoa & Chocolate benefits from a spare parts warehouse
004 Longtail remains profitable even in a different form 006 Service in the tail. More than one and a half million standard products 008 Emerson, one of the global leaders in technology
022 New SINAMICS G120X frequency converter by Siemens: the specialist in infrastructure applications 023 Siemens: SITOP PSU6200 power supplies – exceptionally robust and high-performance, for a variety of demanding applications 024 OBO Cable tray systems. as flexible as you wish
010
The longtail loses its horror. Procurement optimisation and supplier reduction special machinery at ruhlamat
012
Being there when it matters. DSG counts on Breemes, also for the longtail
026 Mennekes: unrivalled Xtra! THE NEW PowerTOP® Xtra FAMILY FROM 16 TO 125 A
014
Peace of mind in a former squash centre. Cargill Cocoa & Chocolate benefits from a spare parts warehouse
027 Phoenix Contact: the (r)evolution in the switch box
016
Back To the Future. Schultz+Erbse celebrate 100th birthday
018
With the latest knowlegde, no one misses the boat. Integrated safety training keeps Simac QuadCore engineers at the forefront
020 Behind the scenes 021
At Danfoss, the choice is yours
025 Philips: the latest generation Highbay
028 Eaton introduces the second generation of the 93E UPS 029 Leuze electronics: Smart Process Gating – an efficient and reliable solution for machine security 030 Schneider Electric has expanded its Harmony range with new products that offer user-friendly functions together with a sleek, modern design 031
WGB – Pushing Quality since 1910
Available on the full 100% Bertrand Weegenaar: longtail remains profitable even in a different form Products in the longtail are
Bertrand Weegenaar has an affinity for street
transition from analogue to digital changes
very time-consuming for a
art, even when it is done illegally. Consider
business models radically. And with that
company, while they only
this: what choices do the artists make in the
new environment, old principles are also
two or three hours they have to do their work
being overhauled. Weegenaar spoke earlier
comprise a small part of the
at night, unhindered? “The timing is tight.
about this with Chris Anderson, during an
total value. But how long does
And you see that reflected in their works.
interview about Anderson’s book The Long
Broad contours, sharp patterns: having so
Tail. During his many work activities he is also
little time requires considered decisions.
regularly involved with the Pareto principle,
That means their street art quickly becomes
which states that companies spend 80% of
a model of efficiency.”
their time on products that only comprise
Bertrand Weegenaar is a
The link to the manufacturing industry
20% of the total value. A company may once
higher vocational ICT teacher,
seems far-fetched, but what Weegenaar
have held stock for longtail products, but
wants to say is this: as a company, look
today’s world looks very different according
author and entrepreneur and
beyond your sector. And don’t just consider
to Weegenaar.
sees that the old 80-20 Pareto
an arena that is close to your own market,
“Digitisation ensures that everyone has
but actually beyond it. Get inspired, gain
much faster access to a specific item. And
Principle is becoming
totally new insights. Weegenaar does this
if it’s not available then it’s no longer so
increasingly blurred. “We are
himself. He writes, does business, reviews
expensive to have it made. All the required
management books and is a board member
knowledge is now packaged in a model, as
getting much
at de Nederlandsche Maatschappij voor
the basis for 3D printing. Add to that the fact
faster access to any product
Nijverheid en Handel (the Dutch Society for
that the associated software costs relatively
Industry and Trade). Weegenaar also teaches
little and the impact is significant. It is easier
HBO-ICT at the Windesheim University
than ever for companies to reach that twenty
of Applied Sciences in Zwolle. Indeed, he
percent. And that presents buyers with
describes himself as an entrepreneurial type.
opportunities.”
that idea remain intact, driven by technology like 3D printing?
we want.”
“Technology is a common thread throughout everything I do. I am apparently always
Like mixing paint
looking for something that challenges us
Among others, Weegenaar worked with
and brings us new possibilities.”
companies that work within the energy sector throughout the Netherlands. “A lot
“It is not expensive anymore to make specific items”
of logistics is involved. And above all: the management of thousands of components which companies don’t know if and when
004
Keen on innovation. At the forefront of
they may need. How much more efficient
the latest developments in technology.
would it be if they switched to the storage of
Weegenaar knows the latest applications
liquid basic raw materials? If a part is needed
and wants to link them to daily practice. The
somewhere, a car equipped with a 3D printer
same applies to the manufacturing industry,
is dispatched and the article is made on the
that is seeing tremendous development. The
spot. You can compare this to mixing paint
Bertrand Weegenaar at the hardware store. You have the basics at
can quickly and effectively realise your
can’t make themselves is printed. This is truly
hand, and use them to make whatever you
product. “Developments around longtail
a business model for today, stimulated by the
want.”
raise important questions for every company.
government’s ambitions for sustainability.
Weegenaar’s vision of the future is not so
What role do you choose: that of generalist
Moreover, it shows that you can still make
futuristic, he says. “Companies worldwide
or specialist? What is your added value? And
good money with longtail. It may be cast in a
are increasingly working with that 3D
who are your partners when something is
different mould, but thanks to technology, it
printing scenario, with pioneers such as Ikea
unexpectedly not there?”
will still have a solid foundation in the future.”
at the forefront. The advantages are clear:
Weegenaar admires companies that focus on
the logistics costs decrease as do those for
refurbishing. “They buy parts, take photos of
storage. After all, in liquid form, raw materials
them and put them online. And what they
don’t include air. The border between eighty and twenty is becoming increasingly blurred which means that in the end, everything will
“Join forces with education”
be one hundred percent available.” As an ICT teacher, Bertrand Weegenaar sits on the ‘side of opportunity’ as he describes it.
“What role do you choose: that of generalist or specialist?”
“It’s different for companies, which cannot always make changes quickly. I realise that all too well, which is precisely why I urge companies to seek cooperation with the education sector. Here at Windesheim, for example, we experiment a lot with virtual reality and
With the image portrayed by Weegenaar,
gaming. Companies and organisations benefit from this, for example with simulations
no company has to keep everything in
and all kinds of cooperation. This is precisely where we can quickly get started with
stock. After all, every part is simply there –
innovations. And precisely where we can do what a company would not do so quickly on
although not yet in a physical form. This
its own in practice. Students, in turn, also learn a lot from it. And who knows, it may be
requires new collaborations. And it also
these same students who come to reinforce your company after their studies.”
requires the confidence that someone else
005
Service in the tail More than one and a half million standard products Even though there are more than one and a half million standard products in our range, customers would still like to receive their part as soon as possible. That also includes products in the long tail. They may not be part of the 1,200 brands within our standard range, but we still ensure that a customer receives them in a timely manner. Call it a matter of acquiring and sharing knowledge, says Ralph van Aartsen, manager of itsme Connected Business. “Our role is so much broader than just delivering products.”
An electrical or mechanical package: Ralph van Aartsen understands that many end customers still make this distinction. “In the end, it doesn’t really matter to us as itsme. That said, we would prefer to talk about a technical MRO package, whereby we simply deliver everything the customer needs for maintenance.” Ralph believes this does make matters clearer, even when it concerns products in the long tail. In other words, those parts that do not belong to itsme’s standard product range of more than one and a half million products. “Ultimately it comes down to being able to supply almost every electrical or mechanical part, and by doing so, saving the customer a lot of time.” Ralph is manager of itsme Connected Business, which streamlines a customer’s business processes wherever possible. “Not just by offering a popular solution, but by asking the customer about their challenges, for example with automation, and then responding to them. That also includes critically reviewing their processes and indicating which steps a customer can perhaps omit.” Logistics for prompt delivery itsme Connected Business provides multilateral customer support. This may be in the form of, for example, a Vendor Managed Inventory (VMI) system, which ensures the timely addition of non-projectspecific items, or an e-business solution such as an EDI link, with which a purchasing department benefits from lightning-fast data exchange between its own systems and those of itsme. itsme Connected Business also provides punchout links between the customer’s purchasing system and itsme’s web platform, so that customers experience the convenience of real-time product information in their own system. In addition to that, Ralph and his colleagues ensure that everything that is ordered electronically is also maintained. “That also applies to products in the long tail. Although they fall outside our standard solutions, we are well aware that the customer also wants to receive those products as quickly as possible.” That is why our own logistics are just as well designed for the fast delivery of long tail products, says Ralph. “When a product comes in, we see immediately whether it is a stock or customer-specific item. This ensures a strict separation, and with that, insight from the first moment. We achieve very short lead times and perhaps most importantly: we share a great deal of knowledge with our suppliers, who in turn support us to also carry out long tail processes as effectively as possible. Call it a matter of frequent contact, of
006
Ralph van Aartsen experience. Also at our dealers, who can, for example, create an item
supplying products. That is just as apparent when it comes to a long
number themselves.”
tail product.”
When things become very specific Although itsme Connected Business works towards standardisation
Less for more
wherever possible with the customer, Ralph realises that this step is not always an option. Take, for example, one constructor of special
Ten different brands of penetrating oil within one and the
products who applies a specific component from China to the end
same company. That could be done smarter, thought Ralph
product. “No other company uses it except that customer because the
van Aartsen, when he paid a visit. “Because all these brands
part is one of a kind due to its quality mark for the Chinese, European
of penetrating oil do exactly the same thing, we were able to
and American markets. In turn, we are the only party that purchases
convince the customer that it is better to choose just one. Much
this part from our supplier.”
clearer and more efficient.” Less workload, less inventory stock
In other words, a very specific customer demand, that is long tail par
and less administrative hassle: in areas where a customer can take
excellence. It´s a good example of what itsme can do for the customer
a smarter approach, itsme Connected Business is happy to come
in this area. Ralph: “It is precisely because we are the only buyer that
up with suitable solutions. Consider, for example, a customer-
we can support the customer in many ways with their stock. Every
specific stock intended for those items that are not part of itsme’s
month we look at how many parts they still have and how many they
standard range. While we store your items in our distribution
think they’ll need for the coming period. In addition, we maintain
centre, we also ensure correct stock control based on agreements
contact with the supplier, so that we always know whether we can
on minimum and maximum stock. In this way, you can be sure
in fact supply everything to our customer. If the latter turns out to be
that your items will always be available, resulting in your process
difficult, we can consult with the supplier as early as possible.”
running smoothly.
In short, a proactive approach. The same approach that, according to Ralph, itsme applies to everything it supports the customer with. “Just maintaining good contact, keeping customers informed, pointing out the latest possibilities: our role is so much broader than merely
007
Emerson, one of the global leaders in technology Emerson is a technology and engineering company founded in 1890 in St. Louis, Missouri, USA that creates innovative solutions for its customers, with a major impact on critical areas of life such as fighting food waste, housing comfort, IIoT (Industrial Internet of Things), renewable energy and efficient use of natural resources.
008
Through
the
two
business
platforms,
Automation Solutions and Commercial and
resources, legal services, training, technical support, and more.
Residential Solutions, from the position of a trusted advisor, Emerson faces with
What is iCenter?
confidence and strength the challenges of
A business structure called iCenter is
an increasingly complex and unpredictable
operating at the Cluj-Napoca campus
market, creating long-term value for its
that designs, builds and delivers electrical
customers.
panels for global customers in the Oil &
The campus in Cluj-Napoca, Romania, was
Gas industry, the Pharma industry, and the
founded in 2006 and has 3 multidisciplinary
power producers and suppliers.
European business centres and 8 engineering
Forty specialists, assisted by auxiliary staff,
and manufacturing facilities. Today, it is the
work at iCenter, often offering innovative
largest Emerson site in Europe, with more
solutions to challenging projects that are
than 2600 employees who have extensive
brought to the table. The end product is a
expertise in the areas of engineering,
state-of-the-art automation cabinet, with an
research
customer
Emerson solution, deliverable anywhere in
services, finance, IT, procurement, human
the world. British Petroleum (BP), Shell, Total
and
development,
and Pfizer are some of the larger iCenter
Where ES Elektro can help
global customers. Locally, companies like
Silviu Olaru also talks about iCenter projects
Hidroelectrica, Rompetrol and OMV have
that involve the need for two different
maximum confidence in iCenter products
types of materials and components. “On the
and solutions.
one hand, there are projects for which we need standard components, where there
ES Elektro, strategic partner
are several suppliers who are doing very
The partnership between the American
well, including ES Elektro Romania. One of
company and ES Elektro Romania arose
these projects is Cityo, a configure-to-order
naturally with the development of the
cabinet, a standard product that Emerson
Emerson platform in Cluj-Napoca. ES Elektro
promotes intensely. It has a simpler design,
has been a major supplier for iCenter ever
a shorter delivery time and a lower price,
since the launch of this business structure
and some customers will find these features
at Emerson in 2014. “They have helped us
attractive. Regarding this type of product,
ever since with offers and mechanical and
for a large proportion of the components we
electrical components that are absolutely
rely on ES Elektro Romania, which has proved
vital for production. Our collaboration has
that it can deliver exactly what is needed, in a
Emerson in the special product domain,”
worked well, and as iCenter has grown,
timely manner,” says Silviu Olaru.
concludes Silviu Olaru.
so has the relationship with ES Elektro.
On the other hand, when it comes to
In fact, the partnership between the two
In our vision, they will remain a strategic
products
for
parties does not stop at Romania’s borders,
partner for iCenter and Emerson, especially
particular customers, there is a need for
because there are contacts and business
as the industry’s trend aims towards
more specialised suppliers. Silviu Olaru
dealings between Emerson and the Itsme
regionalisation, meaning that it is important
believes that ES Elektro has much better
Group, to which ES Elektro Romania also
to have the major suppliers close to us,
technical knowledge than other suppliers,
belongs at an international level.
from a geographical and linguistic point of
and has special expertise in this niche, a huge
view. ES Elektro meets these criteria, and
product database and short delivery times.
in addition to the basic advantages, it also
In addition, there are some components that
provides knowledge, alacrity and flexibility,”
Emerson needs only once, unique orders,
explains Silviu Olaru, Procurement Team
and not every supplier can do this. “These
Leader at iCenter, Emerson.
are some of the reasons why ES Elektro will
specifically
configured
remain a strategic partner of iCenter and
009
The longtail loses its horror Procurement optimisation and supplier reduction special machinery at ruhlamat Every buyer knows the problem: in order to keep procurement area under control, various options such as the standardisation of products, manufacturers, and ultimately suppliers are available. However, if the component selection is too severely reduced the specialist departments complain. The special machine builder in partnership with itsme Schultz+Erbse, decided to go their own way. unstoppable
trend
portfolio.
from the plant. In some cases software, in
The other side of individuality
combination with standardised and unified
In order to meet the individual production
hardware, can offer a wide range of functions.
requirements ruhlamat has to operate at
But software only solves part of the
great expense. This applies in particular to the
challenge. In many areas of machine and
so-called Longtail, so to products, product
plant construction this way of dealing with
groups, or manufacturers, who although
complexity is not an option. The order of
they only have a single order item, or only
the day in special machine construction
a few, nevertheless have a considerable
are customer-specific special solutions that
share of the operating expenses. After all,
can only be mapped with hardware. When
exotic products must also be technically
considering adapting linear transfer systems,
planned and cleared with Procurement. And
manual workstations, or test systems, this
even suppliers who are seldom contacted,
is only possible with the right interaction
or even only once a year, must be created
between hardware and software – as
and cultivated. Or to express it according
with ruhlamat GmbH from Marksuhl near
to the Pareto principle: It can be assumed
Eisenach.
that about 20% of the requirements are responsible for 80% of the effort. Therefore
ruhlamat has therefore,
the
components originate from the group’s own
level networks, and both operation and maintenance increasingly take place away
internal efforts in the
With
modules connect machines to higher-
ruhlamat is rated for special machine
it is a crucial task, especially in procurement,
construction
to keep in check the rising costs in relation to
Standardised turnkey-complete solutions
increasing product individuality.
and systems for the medical and packaging industries, as well as machines for the
C-parts optimisation as the first joint step
personalisation of ID cards and passports are
After the standardisation of the built-in
part of the company’s portfolio. However, it
components was deemed inadvisable in the
towards
is precisely customers from the automobile
bigger context, ruhlamat looked for other
production
and electronics industries who expect very
ways to optimise. Due to the increasing
landscape there is an inevitable rise in
specific solutions from Thüringen. The
conversion of the theme-related use of the
complexity in the companies. The scope of
company really scores with them when it
assembly facilities (OEM manufacturing,
performances of machines and systems is
comes to special machines. While, for example
chip-card
growing, additional sensors record status
in the packaging sector, batch sizes of 10 to
workshop) to flexibility in favour of large
data and pass them on, communication
50 machines have been ordered, engineers
projects, an adjustment of the stock levels
and mechatronics engineers are developing
was required anyway. The preferred idea was
assembly and automation systems for highly
a lean process for C-parts (small parts, whose
automated customer businesses tailored
value lies between 8 and 12 euros, and that
to each individual case. In this segment, no
are often not listed to the exact unit in the
two identical machines leave the factory.
parts lists). Undertaking this project using
Additional drivers of complexity include
products of a single manufacturer, possibly
the special plant standards and supplier
with dozens of different supply partners, was
release lists of ruhlamat’s major customers.
rejected at an early stage. So a partner with
The aim is to ensure quality, availability, and
the largest possible supply portfolio was
delivery speed, or simply that the installed
required. “As a first step we looked at the
an
010
increasingly
automated
area,
automotive,
electric
parts lists, order frequencies, and supplier
exactly where our strength lies: We combine
lists and realised very quickly that the supply
the added value of technical advice with
portfolio of Schultz+Erbse covered nearly all
extremely flexible procurement.” Michael
of our 1,200 on-site storage needs”, buyer
Dietrich, internal sales and entrusted with
Enrico Dornack, entrusted with the project,
the support of ruhlamat from the beginning,
describes the procedure.
adds: “Special requests are on the agenda.
Following several rounds of talks the “on-site
Our advantage is that we can flexibly obtain
storage” process for permanent availability,
every part that is needed for customers like
which has been active since January 2016,
ruhlamat”.
was set up on the basis of, among other things, new shelves and bins and a KanBan card system and gets by without the need for withdrawal documents. Additionally, a streamlined procurement process (automatic
orders (from about 230 to 550) and order
“Such a development is quite typical for our special machine builders like ruhlamat. This is exactly where our strength lies”
positions (from about 1,500 to 8,800) in the same period also paints a clear picture.
“Schultz+Erbse are increasingly involved early in the ordering process. This is where their strength comes into play”
order release, complete data comparison, no order confirmations, collective invoice, etc.),
Sometimes less is more
ensures that the resources of the ruhlamat
“Products below a threshold of €20,000 per
procurement are spared in favour of the
year are now clustered at Schultz+Erbse.
acquisition of A and B parts.
This offers several benefits for our operation,”
A lot achieved and still a lot planned
explains Dornack. For example, colleagues
Although obviously this project has only
Clustering of purchased parts – from 300
now need to manage fewer order processes,
winners, supplier clustering also means a big
make 1
check and process fewer delivery notes and
responsibility for the future. As per the motto
After the successful realisation of the on-
invoices, and the relevant documents have
“standing still is going backwards”, optimal
site storage project, the electro-technical
been standardised. “A big advantage is also
supply for ruhlamat is ensured through high
and mechanical parts – approx. 1,500
that we need to give less supplier care, and
levels of common exchange of information.
A and B materials – were also tested for
that the default risk of a purchase has been
It
possible delivery through Schultz+Erbse.
moved from us to Schultz+Erbse”, explains
controlled purchasing processes will further
Larger manufacturer packages with a high
his colleague in procurement, Gloria-Helen
simplify operations in the future. Dornack
demand volume of several items were
Mann. She stresses that there is no need to
describes one project of many: “We will
successively checked and tested in blocks
give up on contact with the manufacturers
soon be tackling a project to build an
and, if appropriate, converted. At the same
during the process. “Our colleagues from
automatic procurement process, and that,
time, more and more sporadic demands,
the Planning and Development department
too, preferably again within the context of
single items and special manufacturers
continue to have first contact and can select
a good partnership.” And at itsme the signs
found their way to common day-to-day
the optimal components for our special
are pointing to the future as well. New ERP
business, the so-called “Longtail”. This has
machines and systems.”
software tools are being implemented and
resulted in ruhlamat (on-site storage and
Dornack adds another positive conclusion:
processes renewed, not least thanks to
normal business together) purchasing items
“Schultz+Erbse are increasingly involved
the findings from close partnerships with
from over 300 different manufacturers via
early on in the ordering process. Here, their
customers like ruhlamat.
itsme Schultz+Erbse since the start of the
technical expertise and their significantly
partnership.
larger network help a lot. This is a win-
A development that is well known by Michael
win situation for all involved.” The close
Dietrich from the team at the Leipzig branch
partnership
of itsme Schultz+Erbse: “Such a development
numbers:
is quite typical for our customers, especially
between ruhlamat and Schultz+Erbse has
in the case of industrial end users or special
increased by a factor 15 between the years
machine constructors like ruhlamat. This is
2014 and 2018. The development of annual
is The
also
evident
annual
from
trading
is
already
clear
that
electronically
the
volume
011
Being there when it matters DSG counts on Breemes, also for the longtail Belgium-based DSG is considered an all-round service provider in industrial electricity. The company offers tailored services to its customers, while relying on the availability and timely delivery of parts to meet this objective. Difficult? Not if you keep focusing on your strengths and outsource the search for products in the longtail to a partner like Breemes. The result is a considerable time gain.
we are also increasingly active in the horticultural sector. Particularly in that sector, innovations such as LED lighting are booming. That actually suits us, we love those special jobs, those assignments that others are less eager to take on.’
“We love those special jobs” Tackling each challenge. No nonsense. Being there in cases of urgency. This makes DSG the organisation it is today. The foundation is the Projects Department, which focuses on new-build and reconstruction of companies, among other things. But while this concerns assignments with long-term planning, there are also customers that require quick adaptability, being flexible and stepping up to get the job done quickly. Customers can turn to DSG day and night to fix a malfunction, for instance. Here, too, the company likes to showcase
Who is still able to distinguish themselves with something many
its Service Department that is becoming increasingly important,
others can also do? Showing who you are when it really matters; these
says central purchaser Erwin Heesen. ‘Projects are becoming more
days, that’s where the added value lies. At DSG, they’re all too aware
complex and customers don’t always have sufficient knowledge
of this. You can clearly call the company located in Aartselaar, a town
about electricity. So we take care of these concerns with a service
just below Antwerp, an expert in electricity. DSG can design, assemble
package that is as extensive as possible.’
and install any facility, from low to high voltage. Measurements, inspections, as well as rental through subsidiary GENS Rental: the
Support under pressure
company does it all. And it does so for an extensive range of customers
Precisely because it has this type of service department, DSG doesn’t
who rely on a company that provides full support in almost everything
keep the customer waiting. A quick solution is crucial because the
concerning energy and electricity. Manager Jef van den Brande is
customer needs to move forward. DSG is fully committed to this. And
proud to elaborate. ‘We do a lot of work at the port of Antwerp, but
just as the company delivers this service to customers, it expects the same from its suppliers. ‘They have to adapt to what we do,’ says Jef. ‘It’s not even about getting parts at an attractive price, it’s mostly about providing support under pressure and actually being there. That’s what DSG needs to depend on. So that’s also the basis of our collaboration with Breemes. I don’t really see it as a relationship between a customer and a supplier, but mainly as a partnership. Breemes understands our interests.’
“Our partners have to adapt to what we do” If a product isn’t available, the company will have to conduct an extensive search. In fact, research shows that a lot of companies spend around 80% of their effort on items that only represent 20% of the total value. Of course this situation doesn’t always apply to DSG but still, being a central purchaser, Erwin absolutely knows how important it is that deliveries are made on time. ‘If a product isn’t available, a supplier can’t wait a couple of weeks to let us know. I’d much rather
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Erwin Heesen hear as quickly as possible which alternatives are available, so we can move on. In the end, it all comes down to clear delivery times, timely
DSG: energising the world
deliveries and transparent agreements. Breemes offers all of this. The company is an extension of our Purchase Department, which saves us
DSG has two branches, one in Aartselaar in Belgium and the
a lot of time.’
other in Etten-Leur in the Netherlands. Rental company GENS Rental, with a total of 80 employees, is also part of the group of
A question of mindset
companies. While DSG designs, assembles and installs facilities,
Indeed, it is such searches that set Breemes apart, says branch manager
GENS Rental rents out no less than 500 megawatts of transformers.
Kurt Colin. ‘We want customers to value us because of our service and
In that regard, the group company covers the entire spectrum of
correct way of working. And with that drive we, in turn, pass on the
electricity, from low to high voltage. This includes two diagnosis
benefits to our partners. Trust, open communication, going the extra
trucks with the necessary measuring equipment that offers
mile to find that exact product: all that is much more important than
insight into the lifespan of cables and facilities, among other
the lowest price. In that respect, our mindset is quite similar to that of
things. With all this in-house expertise, DSG partners with many
a customer like DSG. We are standing by day and night to provide fast
customers, from the Flemish government to the petrochemical
and accurate work; in my opinion that’s a strong symbiosis.’
industry and the port of Antwerp. It is not surprising that DSG’s
Jef agrees with Kurt and is pleased to add: ‘After all, we don’t so much
slogan is ‘Energising the world’.
work with the company Breemes, but really with the company’s people. We know each other well and we’re not afraid to be honest with each other. Regarding the personal touch, I’m convinced that it will only improve our collaboration.’
013
Peace of mind in a former squash centre Cargill Cocoa & Chocolate benefits from a spare parts warehouse Welcome to Cargill Cocoa
Sometimes, convenience can be found in
A well-organised warehouse not only looks
& Chocolate’s spare parts
the most practical matters. Look at all those
tidy, it’s also efficient. Anton looks around
warehouse in Deventer. Once a
little blue containers, all neatly placed in
with a satisfied expression. As Cargill
a row up to the top of the pallet rack. Each
Cocoa & Chocolate’s reliability engineer in
squash centre but now a place
container contains data on the item inside,
Deventer, he is responsible for the long-term
where countless items are kept
including the location in the pallet rack. It’s
dependability of the production facilities.
all about convenience, says Anton van der
Rest assured that this environment helps
in stock in a well-organised
Vlies. ‘If a mechanic removes a container,
with this. The warehouse used to include two
manner.
he immediately knows where to put it back.
squash courts and the prominent red lines
That saves a lot of searching later on.’ And it
are still visible on the walls. Now, the space is
itsme helped with the layout
is also no coincidence that the data are on a
occupied by pallet racks lined up neatly in a
and setup so everything is
label that can be easily replaced. ‘This works
row. Bright light beams down from above on
a lot better than stickers. If you remove
the broad aisles. If there is a need for spare
those, there’s often still a white smudge on
parts at Cargill Cocoa & Chocolate, they can
the container.’
be found here, right next to the production
ready when necessary. The impact of a malfunction is increasingly smaller while the degree of certainty and peace of mind is growing.
014
site. The advantages are obvious, which is
“Putting the container back in the right location saves a lot of searching later on”
also clear to Robin Veldhuis, itsme’s account manager who is paying a visit to Deventer this morning. ‘A lot can be found right here on the shelves, which eliminates delivery times. It’s all about capitalising on certainty
in a timely manner and preventing risks. In
between Anton and Lizette Matthijsse,
that respect, this really is the epitome of
the logistical commercial consultant at
excellent anticipation.’
itsme Connected Business. ‘Lizette took the
“The bigger the item database, the smaller the risk of a prolonged downtime”
time, brainstormed about the layout of the Insight into every part
warehouse and gave recommendations
Admittedly, the new work method did
How does a spare parts warehouse like
about things like the SSI Schäfer shelving
require some discipline, Anton says. ‘But
this come about? Anton takes us back to
racks. Her support was instrumental.’
now, everybody knows how much we get
September 2017, to his first working week
in return. And even though selecting and
at Cargill Cocoa & Chocolate. One of his
The item database keeps growing
uploading 800 item records took me quite
first meetings is with itsme, which has been
Cargill Cocoa & Chocolate has been making
some time, the result is considerable. The
providing the VMI system for the grab stock
the most of the new spare parts warehouse
bigger the item database, the smaller the
here at the Deventer production site for
for almost eighteen months now. At the start
risk of a prolonged downtime. Malfunctions
some time. The collaboration is going well;
in March 2018, it included approximately 800
now have far less impact. On the contrary, we
the required items are always at hand. So
items; around one year later, the count stood
usually forget them rather quickly. And itsme
the organisation wants that certainty for the
at approximately 1,300. Anton emphasises
certainly contributed to that.’
spare parts as well.
that this number is still growing. ‘You can
Cargill quickly zeros in on the former squash
think of the warehouse as a continuous
centre, which it was already using as a
process. The more items that are added,
storage space. Anton requests order data
the more certainty we have. We know what
from suppliers, loads it into the product
is registered and written off and we always
information system and thus handles the
directly see the status of the latest stocks
administrative and digital part. And while
and benefit from interconnection between
Cargill Cocoa & Chocolate’s new ware-
he and the technical service mechanics are
an item and the installation component. All
house is a good example of itsme’s
cleaning up the old squash centre, itsme
this ensures that we’ll never be out-of-stock.
Spare Parts Organising Service (SPOS).
Connected Business tackles the physical
And because we only work with original
The solution merges item data into
layout of the new warehouse. Among
parts, each repair is always immediately
one organised digital file and also
other things, this involves regular meetings
done correctly.’
ensures a clearly structured storage and
Value to customers
classification. SPOS creates value. And that’s exactly itsme’s aim, says key account manager Alexander Brinkman. ‘At itsme, we distinguish ourselves by focusing on the longtail, among other things. Cargill, for whom we started working this year in the Netherlands, Belgium, Germany, Romania and Spain, is also aware of this. We assist Cargill in improving the working capital and product efficiency and also support the organisation in reducing their operating costs. All of this is done proactively, and I think the solution in Deventer is a wonderful example of this.’
Left to right Anton van der Vlies, Robin Veldhuis
015
Back to the Future
Schultz+Erbse celebrate 100th birthday itsme Schultz+Erbse has been supplying
From its formation to the global economic crisis
electrotechnical and mechanical components
The company was founded in 1919. After initial business activities
as well as services since 1919. As a family-run business itsme Schultz+Erbse has developed into one of the leading suppliers for industry and mechanical engineering over the last one hundred years.
in 1918, the Mr Schultz and Mr Karl Hugo Erbse founded their eponymous company in Hochstraße in Hagen with the then legal form of a Partnership. Business relationships existed with the former German imperial dynasty, among others. At that time, the company supplied classic industrial products such as wooden telegraph poles or paper-insulated cables. Mr Schultz left the company in 1923, but the company name remained the same. In the context of the global economic crisis, the importance of larger industrial companies as Schultz+Erbse customers first became apparent in 1929. These are economically much more stable, while the large clientele of smaller companies such as installers was partly collapsing. Generational change and reconstruction after the 2nd World War During the Second World War, the company headquarters on Hochstraße in Hagen was bombed. A few months later Karl Hugo Erbse died in December 1945. His son Ottmar Erbse took over the business in the second generation at the age of just 21. Under his direction the reconstruction took place on the same site. Business activities were initially resumed with a strong focus on retail trade for white and brown goods as well as lights. Expansion of the industrial business in the 70s and 80s Alongside retail trade, business with industrial customers steadily increased. After years with partly rapid growth rates of over 40% in this area, the decision was taken in 1978 to set up a separate site including a large warehouse. You will certainly find everything you need at Feldmühlenstraße 41 — primarily due to the optimum traffic infrastructure right in the middle of the A1, A45 and A 46 motorways. Shortly thereafter, retail & real estate and wholesale were divided into two separate forms of business. Whilst the retail sector at Hochstraße was managed until 2001, the industrial business of Schultz+Erbse GmbH, now managed by Manuel Erbse in the third generation,
Hochstraße site in 1919
016
continued to grow.
Schultz+Erbse becomes itsme: Expansion of the range of services and distribution area In February 2010, the Dutch, internationally oriented itsme Group took over Schultz+Erbse GmbH. The signs remained the same, because itsme (acronym: Industrial Technology & Supply for Feldmühlenstraße site in 1978
Mechanical & Electrical) was also family-run (the Leeflang family) and looked back on a similar tradition in the supplying of electrotechnical and mechanical industrial supplies. For itsme, this step represented
Fit for the Future — Targeted distribution in a digital future
a logical entry point into the German market for its increasingly
Did all this development end here? No way! Today itsme Schultz+Erbse
globalising customers following the establishment of subsidiaries
is going through further changes once again. Within the context of
in Romania and Belgium. In 2014 Catalonia in Spain completed the
globalisation and digitisation, itsme is also evolving with the changing
current itsme map.
customer requirements by adapting its organisation, processes and systems. Examples include the forthcoming harmonisation of materials
Meanwhile, Schultz+Erbse expanded its typical range of services
management in the various itsme countries, the development of a
(e.g. training, repair service, technical support by engineers, etc.). In
personalised sector-specific sales approach that integrates all systems
addition, the establishment of new sales offices in Leipzig (October
or indeed the introduction of a new digital platform.
2013) and Hamburg (February 2014) expanded the sales region
“Our history and our future go hand in hand!”
throughout Germany. The already broad portfolio of switch materials, switch cabinets, lighting, cables, connection technology and much more further expanded, particularly in the areas of industrial automation such as linear motion and drive technology as well as
Sales Manager Jan Lübker sees all this as a logical development:
control technology.
“Thanks to our long history with a steady increase in customers from the industrial and mechanical engineering sectors, Schultz+Erbse, like its sister companies, has developed into one of the leading suppliers of electrical industrial supplies. The orientation of itsme matches perfectly with the requirements of our customers. This still applies to our extensive range of solutions, but also to our development towards a sector-specific and personalised sales focus at the centre of increasingly digital processes. Our history and future go hand in hand!” Celebrating history and the future: On 20 September 2019 itsme Schultz+Erbse became 100 years old — and still has many plans!
017
With the latest knowlegde, no one misses the boat Integrated safety training keeps Simac QuadCore engineers at the forefront The engineers at Simac
As they are well-aware at Simac QuadCore in
culture where our employees come first.
QuadCore have expertise in
Veldhoven, trust comes naturally when there
We have a flat organisation, with few
many areas. But they never
is good, long-term cooperation. Sometimes
layers. Moreover, we see our engineers as
when an engineer starts a new project, it
ambassadors. They are like our antennae;
stop learning. Wherever
turns out that an intake is not even needed
they know what’s going on. As management,
possible, the engineers
because the customer says they’re sure it
we listen carefully to them and especially in
will be fine and that there’s a click with the
an effort to put the engineers on a project
are happy to update their
engineer. At Simac QuadCore they don’t
that challenges them. We want to keep them
knowledge, as they only
often boast about such levels of confidence.
happy.”
But as BU manager at Simac QuadCore, Henk
recently did during itsme’s
van Bree admits he’s proud. “Of course we
A considered mix
company training on
look at which of our people we will link to
Simac
which customer. But I think the fact that it
employees. Looking at the composition
integrated safety via Siemens
so often works out really says something.
of the team, the diversity in age quickly
PLCs. Everyone was highly
We are able to quickly change gears, both
becomes clear. This is not coincidental, says
on location and remotely. Moreover, tackling
Henk. “We attach great importance to the
projects
customers
experience of our older employees, but we
provides our people with broad experience.
also want to use the knowledge of young
They are flexible and can use their knowledge
engineers. They know a lot about the latest
in a variety of situations.”
applications and the latest programming
enthusiastic. And what also stood out was the interaction between the participants and the trainer. Highly dynamic!
at
many
different
QuadCore
has
around
thirty
languages, and in particular they try out
“Our engineers act as our ambassadors and our feelers”
a lot of things. We think the last point is important: we don’t want to miss the boat anywhere.”
They are pleasantly modest and averse
There is no shortage of knowledge about the
to self-congratulation. They would rather
latest PLC technology among the engineers
work at Simac QuadCore, for clients in
at Simac QuadCore. They are also very
industry, among others. Control technology,
knowledgeable about the Siemens PLCs,
information provision and communication
although they still needed to learn more
technology: Simac QuadCore does it all as
about integrated safety within those same
a full-service system integrator. While one
PLCs. There was a good reason for this, says
engineer may work for a longer period at
Henk. “Safety via PLCs is increasingly on the
the customer’s on location, another offers
agenda; our customers are asking for it more
support on an ad hoc basis. Their specific
and more. We’re happy to meet that need
projects vary, but if there’s one thing that
and we have followed a specific training for
binds them, according to Henk, it’s their
this subject at itsme.”
loyalty. “We are a family business with a
018
Driven with a sense of humour On behalf of itsme, trainer Patrick de Corte came to Simac QuadCore in Veldhoven this past March. His mission was to hold the two-day training course TIA Portal SIMATIC S7 Safety, which was attended on-site by six engineers. Although Henk himself did not participate in the training, he did occasionally take a peek. What he noticed, again and again, was the dynamics between the trainer and participants. “There was a lot of enthusiasm. There was also space for some humour and, particularly, a lot of practical examples. Patrick brought a lot of components for illustration purposes. That really helped with clarification and also helped to clearly answer every engineer’s questions.”
“All questions are clearly answered using practical examples” It is precisely the latter that is so important, emphasises Marcel Steijger, training manager at itsme Industrial Automation. “We aim for maximum results with every participant. So we always ask the customer in advance what they want to learn and what the participants consider important. With that input, our Left to right Marcel Steijger, Henk van Bree, Thijs Hanssen
trainers then offer their teaching material in the most concrete terms possible.” Thijs Hanssen, technical sales engineer at itsme, says he considers this the power of customer-
A question of teamnology
specific company training. “It’s all about fully covering the material, including outings for
Around thirty people work at Simac QuadCore. Most are engineers, with specific
the entire group. That works well when you
knowledge about automated control processes in the automotive, industry and leisure
do it with examples that are recognisable to
sectors, among others. And when there’s a need for cooperation, alongside external
everyone.”
partners there are also colleagues from the other companies that fall under the Simac
Henk listens to Marcel and Thijs in
Techniek holding company. Together, these companies employ around 1,200 employees
agreement. “You can count on our engineers
at locations in the Netherlands and abroad. And Henk explains that they all do so with
to apply what they’ve learned. They have all
what Simac itself calls teamnology. “We are a family business and we love technology.
learned a lot from this training.” The same
Together, these two parts form the basis of who we are. And with that, they also form the
goes for the experienced engineer who has
basis of our solutions, which we offer as functionally as possible as a team.”
been working at Simac QuadCore for years. “He told me afterwards that this was the best training he has ever attended. I think that says enough.”
019
Behind the scenes What does someone else’s workday look like? What is his motivation and how does the collaboration with itsme turn out? We ask João Ramalho (28), technical procurement executive at Philip Morris International (PMI). Who are you and what’s your job all about? “My name is João Ramalho. I’ve been working at Philip Morris International since 2017. Before I started in my current job, I worked in retail and consultancy. Quite different fields, but since I’m an industrial engineer the switch to PMI wasn’t too big for me. My work location is situated in Sintra, an area near Lisbon, that I really recommend everyone to visit. Sintra is one of the most beautiful areas in Portugal. People will agree when they’re here.” What’s important in your job? “Setting up requests is one of my daily tasks, as is the handling of João Ramalho
them. More in general, I have to make sure that our eleven factories across Europe can work as one. For that, it’s all about the right quantities of the right stock for the right location at the right time.
surprised by itsme’s in-depth technical knowledge. In the end, we
We have our standard way of working at PMI. This demands for quite
asked the company to act as partner in a project which was about a
some responsibility, for my colleagues as well as for me.”
consolidation of our vendor tail.”
What do you expect from a supplier like itsme?
How did this project turn out?
“At PMI we have our very special industry, as we try to ‘Unsmoke the
“itsme helped us to consolidate 54 suppliers across 6 different factories
World’ as we call it. Giving up smoking is the best option of course. But
for 173 items. All products were very different from each other, which
if you don’t want to do that, there are much less harmful alternatives
was quite a challenge regarding the process of identifying and paring
nowadays. It’s our message to the world and therefore we expect our
them with items from other suppliers. In the end, this project is saving
suppliers to help us with it. This also goes for itsme, that I first got to
us quite some of time. And most importantly, it contributed to our
know in 2017 for its services to our factory in Bergen op Zoom in The
objective of just making things sure. Production must go on and that’s
Netherlands.”
where itsme certainly showed itself. We have some projects coming up already for which we really want to collaborate with itsme.”
Bergen op Zoom is where PMI made a huge transition in production, regarding its ambition to ‘Unsmoke the World’. “Exactly. While production was expanding there again, the people from itsme came over to our location in Portugal. That was in 2017. They told us about their company and what they could do for us in a more international kind of way. They also mentioned their mechanical assortment, which wasn’t as big then as it is nowadays. It was an honest approach, which I really liked. Besides that, I was also
020
At Danfoss, the choice is yours The Danfoss Drive Configurator is an advanced but simple means to select and configure a VLT® or VACON® frequency converter that exactly meets your requirements. Moreover, you can also quickly select available spare parts and accessories for both current and older products.
Customised motor
Danfoss ecoSmart – an online tool – makes it
Danfoss frequency converters are not
easy to calculate IE and IES classes according
dependent on operating systems and motor
to the IEC 61800-9 standard.
The Drive Configurator generates a unique
technology. This freedom gives you the
order number for the frequency converter
option to choose the motor technology and
Use Danfoss ecoSmart to:
you need.
motor manufacturer that best suits your
•
Order the frequency converter configured
application, to ensure top performance
by you at itsme. There are a million different
and optimised energy consumption. You
order codes to generate, depending on the
can choose the best motor for each task: a
version and options you choose, which can,
traditional asynchronous or induction motor
of course, be delivered quickly. However,
(IM), a high-efficiency permanent magnet
itsme has the most common drives in stock
motor (PM) or a synchronous reluctance
so you can be helped quickly in the event of
motor (SynRM). Moreover, the converter
an emergency.
does not have to be replaced when the motor is switched to PM or SynRM.
look up standard data on partial load losses for Danfoss frequency converters
• enter
partial
load
points
for
an
application •
calculate the IE class and partial load loss data for a frequency converter
• calculate
the
IES
class
for
an
asynchronous motor and frequency converter •
Customised documentation
generate a report on the partial load loss data and the IE or IES efficiency
Every frequency converter is supplied from
Customised system
the factory with a manual in the language
Motors, frequency converters and power
of your choice. You can find the MyDrive®
drive
Portfolio app in the Apple Store or Google
classified on the basis of their energy
Playstore. This handy app contains the
efficiency.
latest details on the full range of Danfoss
Danfoss frequency converters already meet
frequency converters. Brochures, manuals,
the strictest requirements of the IEC 61800-
videos, real-life examples and fact sheets are
9 standard for energy efficiency and are
easy to view, download and e-mail.
classified as IE2.
systems
(electric
class actuators)
are
•
export the partial load data points for use within your own system
021
New SINAMICS G120X frequency converter
The specialist in infrastructure applications The converters in the new SINAMICS G120X series are especially suitable for use in pump and fan applications in industries such as water and wastewater, building technology as well as for industrial environments. With a power range from 0.75 to 630 kW, SINAMICS G120X can be used with any motor, but the highest energy efficiency is achieved with the synchronous reluctance motors from SIEMENS. Motor cable lengths of up to 150 metres can be
can be used reliably in any kind of industrial environment. Standard
achieved without the need for an output choke.
SINAMICS G120X converters meet the requirements of all relevant EU
The integrated safety functions are certified for SIL3.
coating 3C2 and optional 3C3. energy saving standards and offer an efficiency level of more than 98 percent. Ready for digitisation SINAMICS G120X converters can be connected to MindSphere via SINAMICS Connect 300, which offers users the possibility to collect valuable data during operation by using the MindSphere app AnalyzeMyDrives. This enables the visualisation and analysis of process information, and enables the user to optimise the processes and develop maintenance strategies.
•
The SINAMICS G120X frequency converter is optimised for pumps and fans for infrastructure applications.
•
Operation of asynchronous and synchronous motors in the power range from 0.75 to 630 kW.
•
Stable functioning under all network conditions thanks to the integrated DC-link reactor.
Simple, reliable and efficient The SINAMICS G120X series offers excellent user friendliness and is easy to use with the help of the SINAMICS Smart Access Module and the IOP-2 control panel. A high C2 (optional C1) EMC category and a protection class of IP20 (optional IP21 in UL open type and IP55) ensures that the converter
022
•
SINAMICS G120X is ready for digitisation and can be directly connected to the cloud with SINAMICS Connect 300.
SITOP PSU6200 power supplies
Exceptionally robust and high-performance, for a variety of demanding applications Today, more than ever, the
1.3 to 20 A. The variants from 3.7 A offer a
is nearing the end of its life cycle. Via the
machines, switch boxes and
power reserve, which means they continue
diagnostic interface, you can precisely
systems that you build must
to ensure power for up to five seconds, even
track the voltage and current values, the
at 50% overload, for example during power-
temperature and the number of under and
on procedures.
over voltages at the output.
If the overload is greater, the constant
This means you can always respond quickly
current is limited. The output voltage is then
to critical circumstances, making the power
need power supplies that you
maintained for as long as possible, which
supply even more reliable. Meanwhile, the
means the power supply can even handle
diagnostic functions only require one digital
can always count on … such
short-term short circuits. Under normal
input of a controller (PLC). Free function
as the new Siemens SITOP
circumstances, without overvoltage, the
blocks for SIMATIC S7-1200 and S7-1500 evaluate the serial code. The faceplates
PSU6200 standard power
constant current is continuously 20% higher than the nominal current, even at an ambient
simplify the display in WinCC.
be extremely reliable to ensure minimum downtime. So you
supplies for 12 V and 24 V. Very
temperature of up to 45°C. At the same time, the power supplies have a
Easy to install, requires little space
robust, energy-efficient, can be
wide-range input for alternating voltage that
The heat development in the power supply
specifically monitored and is
is highly resistant to under- and overvoltage,
remains low thanks to the high energy efficiency (up to 95%) and the efficient heat
widely applicable.
and that you can also use for DC voltage connections. Thanks to their strong metal
discharge through the metal housing. This
housing, the components can also literally
means that you do not have to leave any
take a knock. The SITOP PSU6200 devices
free space on the sides of the component
How do our latest power supplies make
even meet the EMC standard, which will only
compared to other devices, and that the
this possible?
become binding for DC outputs from 2020
component therefore takes up little space,
Regardless of whether you are using our new
onwards.
and in itself is narrow and compact.
SITOP PSU6200 standard power supplies in
The power supplies can also be expanded
The installation is also quick and safe, thanks
the automotive, textile and pharmaceutical
with, for example, redundancy and selectivity
to the connection terminals with push-in
industries, in the food & beverages and
modules, or to form an uninterruptible DC
technology and the clear labelling. Our new
renewable energy sectors - you can always
power supply (DC UPS). This further increases
SITOP PSU6200 power supplies are therefore
be sure they will work very reliably in
reliability.
not only very efficient and high-performance but can be quickly put into use.
various applications. Moreover, you can also monitor and diagnose their performance in
Functionality can be perfectly monitored
a targeted manner. All this thanks to a few
In addition, the SITOP PSU6200 power
ingenious advantages.
supplies from 10 A can be monitored very precisely, in terms of their device
Very robust functionality
and operating status. Using LED lights, a
The new single-phase power supplies are
diagnostic monitor shows you whether
available for different voltages, both 12 and
the output voltage is correct, how heavily
24 V, and with nominal output currents from
the component is loaded and whether it
023
OBO Cable tray systems As flexible as you wish
think orange. think connected.
Boundless adaptability
use of the space, especially in suspended ceilings, server rooms and office buildings.
It is not always possible to install cable trays in a straight line. Depending on the application, it may be necessary to overcome
•
Versatile material
structural obstacles or to make unconventional changes in direction,
Dry places, damp places, outdoor installation, the food industry
both horizontally and vertically. OBO cable trays can be shortened
or tunnel construction – the G-Cable tray Magic has a suitable
as desired using the OBO cutting tool. Here, too, mounting is simple
surface for any area. From electrogalvanised to hot-dip
and practical: with the GRS quick connector the modified trays can be
galvanised to stainless steel versions. Flexible solutions for the most diverse applications.
mounted quickly and without screws, making it easy to quickly and securely carry out unexpected operations at the mounting locations. GR-Mesh tray Magic – One-click cable tray •
Optimal use of space
This versatile cable tray can be mounted almost everywhere, even when there is little room. The G-GRM can be mounted in any position directly to walls and ceilings, thus making optimal
024
•
Flexible, screwless, high load-bearing capacity
•
Maintained function with GR-Magic®
The latest generation Highbay that GentleSpace Gen3 can easily help you to offer an ideal customised solution for almost any ceiling height and/or industrial application. The system can also support changes in application requirements (such as layout adjustments) thanks to its flexible optics system that can be easily adjusted after installation. In addition, GentleSpace Gen3 also offers the possibility of advanced connectivity where it can be connected to systems and software applications based on the IoT, such as InterAct Industry. In general: whether you are looking for a reliable “fit CoreLine budget-friendly solution
life and less energy consumption and
& forget” solution or a solution that can be
CoreLine Highbay Gen4
maintenance – from a reliable manufacturer.
adjusted and regulated after installation,
Following the success of the previous
At the same time, Philips CoreLine Highbay
GentleSpace Gen3 is the ideal solution for
generation of CoreLine Highbay, the upgrade
G4 also offers the installer clear advantages.
your application.
to a new generation further enhances
The luminaire can be replaced one on one
performance with a new innovative design
and installed on the existing electricity grid.
offering higher efficiency, longer service
The electrical connection is simple: there is
Benefits
life (which further improves total cost of
no need to open the luminaire for installation
•
ownership) and an optional DALI dimming
or service. Moreover, the luminaire is easy to
option for even more savings. The Philips
handle because it is smaller and lighter than
CoreLine Highbay G4, designed as a
conventional luminaires.
fantastic uniformity and glare control •
offers customers all the benefits of LED
GentleSpace, the most effective solution,
lighting – fresh light quality, longer service
pure quality
Robust and reliable solution for a long useful service life
•
replacement for HPI 250/400 W luminaires,
High-quality visibility combined with
Highly efficient solution that offers attractive total cost of ownership
• Flexibility made possible by a high
GentleSpace Gen3
degree of adaptability to changing
With the third generation of the GentleSpace,
application
through
the
adjustable optics
we continue to bring innovations to the market by offering flexible, high-hanging
needs
•
Ready to be connected to existing
lighting applications for use on high ceilings
and future system and software
and in industry. GentleSpace Gen3 offers
applications
a wide variety of options in terms of fixed
• Extensive coverage of application
optics and beam angles (from very narrow
areas, including food production,
to wide), an option with adjustable optics
factories
(from narrow to wide), a variety of mounting
heights
with
different
ceiling
options (including removable mounting brackets for extra ease of assembly), dust covers for the food industry and all kinds of lumen packages up to 35K lumen. This means
025
Unrivalled Xtra! THE NEW PowerTOP® Xtra FAMILY FROM 16 TO 125 A Are you looking for industrial CEE contact
Easy assembly
material resistant to rough handling under
The assembly process for the PowerTOP® Xtra family was further
the toughest environmental conditions and,
minimal use of additional tools.
moreover, easy and safe to use? Then the new PowerTOP® Xtra range – now available from
perfected, resulting in even shorter assembly times, easy handling and
Easy and safe connection with ErgoCONTACT and SafeCONTACT ErgoCONTACT: the decisive ergonomic advantage is that the
16 A to 125 A and equipped with X-CONTACT®
screwdriver is not turned sideways, but straight. The screw pressure is
inside – offers you the best solution!
a guide collar. Only one screw needs to be tightened per contact.
thus guided in the handle. The screw path is furthermore supported by SafeCONTACT: PowerTOP® Xtra in the PowerTOP® Xtra S version is equipped with the SafeCONTACT cutting-clamp technology, the
Experience the CEEvolution!
screwless connection technology for plugs and couplings. This makes
The four success factors
stripping or pre-treatment of the conductors superfluous, which results
PowerTOP® Xtra is now a completely renewed range of CEE contact
in a considerable saving in connection time.
material for every application area, characterised by four success factors:
All PowerTOP® Xtra come with X-CONTACT® inside With X-CONTACT®, the MENNEKES contact material has a completely
Ergonomics redefined
new contact sleeve solution. The characteristics of this new X-CONTACT®
The new ergonomic housing of the PowerTOP® Xtra family is
technology:
characterised by grip-resistant surfaces, which greatly simplifies use
•
Innovative: Due to the slotted sockets with their spring force, the connector pin pushes open the spring-loaded opening of
and considerably increases protection against injury.
the contact socket, which requires up to 50% less effort when plugging in or unplugging. •
Durable: Even with frequent plugging in and unplugging under load, the socket material shows no signs of wear. Contamination and surface corrosion are scraped off automatically during plugging in and unplugging.
•
Simple: The use of X-CONTACT® simplifies the work processes. Thus, even with a current of 125 A, the contact material can be easily operated by one person.
•
Safe: The simplification of plugging in and unplugging ensures increased safety during use. The special contact shape, in combination with the springy material, ensures a secure contact closure.
026
The (r)evolution in the switch box With Push-In technology, Phoenix Contact has created a revolutionary connection technology that allows you to wire your electrical cabinets faster and more efficiently.
Today, millions of users rely on this technology, even in critical applications such as the processing industry or rail transport. The orange lever has now become symbolic and defining for this technology. But for us, the connection terminals were just the beginning. You can now use our products to wire the entire switch box uniformly and without tools using plug-in connectors. This
The spring opening, for loosening conductors or connecting small
alone offers opportunities for optimisation in the areas of logistics,
cross-sections, from 0.14 mm², is done with the locking mechanism –
work preparation, production, installation and service that no other
simple and without direct contact with the conductive parts. This can
manufacturer offers. But you, as a user, can benefit even more from
be operated with all common screwdrivers.
what is hidden: we provide digital descriptions of our devices – the first step toward the digital equivalent of the Industry 4.0 world.
1
Direct, simple and without tools: the reduced insertion forces of up to 50% enable solid and flexible conductors with ferrules
The Push-in connection system The Push-in PT connection terminals are designed so that the
from 0.25 mm² to be plugged in simply and directly. 2
Easy to unlock using any tool: the integrated push button
conductors can be connected directly. In other words, solid
allows the conductors to be unlocked easily with any tool and
conductors or conductors with ferrules can be connected directly
without direct contact with live parts
to the terminal without tools. The special spring contour makes
3 Safe contact: high-quality, surface-treated copper alloys
it easy to insert conductors with a ferrule of 0.25 mm². The contact
guarantee a low contact resistance and therefore an optimum
spring opens automatically when the conductor is inserted and thus guarantees the required compressive force against the conductor bar.
current transmission 4 Maximum forces: the special contact spring, made of high-quality steel, guarantees maximum contact and opening forces, as well as a vibration-resistant and gastight contact.
Reliable in all applications The PT connection terminals have been subjected to tests that go beyond the standard for terminal boards, so that they can be used in all sectors, such as energy supply, energy distribution, transport the
technology,
chemical
and
process
technology,
petrochemical
or
in
particular
shipbuilding
in
sectors.
The Push-in connection system has been tested for maximum vibration and shock resistance, gas-tightness and resistance to aggressive substances, contact reliability and conductor removal force.
027
Eaton introduces the second generation of the 93E UPS The Eaton 93E UPS (Uninterruptible Power Supplies) offers high availability, energy efficiency and a compact footprint for advanced power protection in small and medium-sized data centres and other applications at a lower Total Cost of Ownership. The second generation includes capacities from 100 to 200 kVA, with an optional internal maintenance bypass switch for 100-120 kVA devices. The range is available from February 2019.
The second generation of the 93E UPS series has been introduced in
•
Eaton’s Intelligent Power Management (IPM) software, which is
response to industry demand for high-energy efficiency to enable a
used to monitor and manage the UPS as an integral part of the
lower Total Cost of Ownership. The Eaton 93E UPSs are designed to
energy and IT infrastructure.
be practical and easy to use, while providing the level of performance and the functions needed to protect business-critical applications.
•
Multilingual graphic LCD display for fast and accurate UPS status updates.
The new UPSs are among the most energy efficient in their class, with an efficiency of up to 96.1% in double-conversion mode and up to
The Eaton 93E UPS has improved compatibility with generators and
99.3% in high-efficiency mode. This reduces power loss and enables a
other critical equipment on the same network thanks to an active
high level of energy saving.
Power Factor Correction (PFC) that offers an input power factor of 0.99, making the UPS installation more cost effective and with an ITHD
“The 93E UPS series is designed to provide practical and affordable
of less than 3% for the second generation. The 93E UPS also includes
power protection for ever-expanding loads and applications,”
integrated pre-designed, tested, and installed safety components to
according to Ingmar de Winter, PQ product manager at Eaton. “With a
ensure safe installation and use.
power range of 15 to 200 kVA and improved efficiency for the second generation of 100-200 kVA, this will appeal to a wide audience looking to modernise their electrical, IT and data centre infrastructure.” The Eaton 93E UPS includes various features with which Eaton sets itself apart and that are designed to ensure the highest possible availability for key infrastructures. These comprise: •
Hot Sync, Eaton’s patented technology for sharing the load between UPSs to increase capacity and redundancy while eliminating any point of failure in a parallel UPS system.
•
Advanced Battery Management (ABM), which allows intelligent charging to preserve and extend battery life.
028
Smart Process Gating
An efficient and reliable solution for machine security Away with muting sensors! When
securing
pallet
transport,
for
example, it is fairly easy to find solutions: Leuze has been doing this for years, with knowledge and dedication. However, it is often a problem to find the proper position and functioning of the connected muting sensors at the gate of a dangerous operation (palletising, foil wrapping, stacking). Muting sensors ensure that a product can pass through the walk-in protection (due to the position of the sensors, time lapse and integrated muting logic in the security,
(downtime!). And if product shapes change,
Process Gating), to build a completely safe
which controls this), but an individual always
these sensors must be relocated and/or
set-up without using separate sensors. As a
has to be detected! If an individual should
realigned. A costly process and, in fact,
result, fewer components are required and
wish to enter via the automatic conveyor
unnecessary!
the risk of sensor-related downtime is a thing
belt, this is recognised as undesirable and
of the past.
the protection structure switches to safe
MLC 530 SPG: no sensors, no downtime
mode: the emergency stop.
The latest trend is security without sensors:
Because these muting sensors are often
With this patented solution, Leuze offers the
difficult to adjust, launching an operation
possibility, in combination with the control
takes longer and can lead to malfunctions
and the light screen MLC 530 SPG (Smart
029
Schneider Electric has expanded its Harmony range with new products that offer user-friendly functions together with a sleek, modern design Schneider Electric has expanded its Harmony range of industrial pushbuttons with new products and online tools that offer operators greater safety and efficiency while delivering a level of customisation that is unique on the market. Modern, flexible design Building on the success of the well-known range of Harmony pushbuttons, Schneider Electric now offers customised legend panels, buttons and accessories. This means that panel and machine builders can now more easily: •
Respond to customer tastes and preferences
•
Integrate a brand or house style in panels and machines
•
Coordinate with the accepted look and feel or ergonomics of a certain market or the industrial culture of a certain country
The extensive Harmony range is the most comprehensive and coherent range of industrial pushbuttons on the market and is
Quick and easy selection, easy ordering process
available at around 17,000 points of sale worldwide.
The Harmony range also offers online tools to ensure a superior customer experience. An online product selector and configurator are
Harmony is part of EcoStruxureTM – Schneider Electric’s open,
available from any computer or tablet. Professionals can adjust and
IoT-capable system architecture and platform. EcoStruxure offers
test the different colours, sizes and markings of control components
added value in terms of safety, reliability, efficiency, sustainability
(for example on the button itself or on the legend panel). Once the
and connectivity. EcoStruxure uses improvements in IoT, mobility,
panel and machine builders are satisfied with their choices, they simply
detection, cloud, analysis and cyber security to deliver innovation at
check their shopping cart and place the order. The personalisation of
every level. This includes Edge Control, Apps, Analytics and Services,
operating components can even be done with a single piece!
and Connected Products.
Increased operator safety and productivity The new Harmony products make a difference in terms of safety and
•
Design and functionality combined
productivity.
•
Adapted services to design machines and panels tailored to
•
and an all-in-one design so operators can quickly find the button, view its status and re-enable it to prevent costly downtime of the machine or production. • A new illuminated ring adds the same new functions as accessories to the current Harmony emergency stop buttons XB4, XB5 and XB7. •
An easy-to-install digital panel meter for large machines or long production lines displays the information where it is needed.
• New customising services for improved ergonomics of the control panel
030
the taste of the customer and the needs of the operators
A new illuminated emergency stop button with two-colour light •
Improved safety and operational efficiency
WGB – Pushing Quality since 1910 Our forge, founded in 1910 as Westfälische Stollen-und Schraubenfabrik Breckerfeld, initially supplied the blast furnaces in the Ruhr area with hammers, pickaxes and chisels in particular. It wasn’t until the 1930s that we produced our first spanner.
Today, WGB, which is now part of the family business “Von Zitzewitz Gruppe” (which includes sister company Carl Walter in Wuppertal) supplies an extensive range of hand tools. In terms of quality, it cannot fail to impress while prices are mid-range. Tools offered under the quality label “WGB – Das Werkzeug” are all manufactured according to DIN standards but always exceed these requirements by at least 25%. This enables us to offer a lifetime warranty! options to have special tools made (based on
return items, for example to have your
WGB – innovation through 100 years of
a sketch), customer-specific sets in cases or
torque wrench calibrated, of course with a
tradition
boxes with their own design & private label,
certificate and warranty.
This has given us ample time to become
even starting from small series. Our sister
masters in forging, hardening, tempering
company Carl Walter manufactures among
WGB:
and surface treatment. Moreover, we have
other things the enormous spanners that are
“Experience as basic value.
had enough time to come up with new
used during the installation of windmills.
Obligation to innovation. Passion for quality.”
approaches, solutions and innovations. Even in the case of a tool like a ring spanner that
WGB – service & support
has remained unchanged since 1960: we
In addition to our modern production
came up with the idea to turn the ring a
infrastructure with branches in Germany and
quarter turn. This “HOTforce” 3D ring spanner
abroad, as well as our attractive price-quality
not only fits better in your hand, but also
ratio, you can always contact us directly for
transfers the force better, and has a 15%
technical questions about the technology,
larger working area clearance!
quality or application of our products. We are happy to help.
WGB – standard versus individual
Our stocks are located in two modern
customer wishes
distribution centres in Germany from which
In addition to the already extensive standard
we can very quickly deliver to the exact
programme with its many intermediate sizes
location where the products are needed,
and various lengths, WGB offers extensive
even at the construction site. You can also
031
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028
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