+
SHA PA N
E
W
Solids Handling & Processing Supplement
S
January - February 2015
PRUDENT PROCUREMENT By Gus Bishop – Solids Handling & Processing Association
In it together... We are all customers at times, whether as mere consumers or maybe as professional industrial buyers with challenging technical aspirations and even more challenging budgets. We all have increasingly ambitious expectations of the “shopping experience”. Gone are the days of the surly shopkeeper for whom the customer was an intrusive irritation. The sheer range of goods in all fields is so vast that we cannot be universal experts; we expect to be led honestly and economically as we narrow down both needs and available options. We expect patience, the opportunity to modify our desires (change our minds...) and the timescale and budget for intended purchases.
A STEP FURTHER
What more, therefore, should a professional industrial buyer demand when on business? For a start, all of the above. However, unlike the typical personal shopper, he or she will probably be using someone else’s money to procure goods and services that must satisfy the employer’s need – for a long time. The purchaser needs total confidence in the chosen vendor or supplier, who must commit to long term support. The procurement officer is a shopper with an agenda upon which his or her livelihood may well depend. So, suppliers shoulder a great burden of responsibility and must enter into a high quality reliable partnership with the buyer. But what about the process machinery supplied? In its own way it is both customer and supplier. To operate effectively it must receive properly prepared material in the correct quantity and condition. Whether the equipment in question is used to convey or grade or mix the material, its working parameters must be met. The equipment then supplies its finished material to the next stage. The receiving machinery will expect it delivered in the right quantity and condition – and so on to the very end, perhaps to bagging, palletising and outloading. Good suppliers will see their offer from the customer’s viewpoint. The purchaser really wants to feel that the best choice has been made; no nagging doubts, sleepless nights or awkward edgy meetings with the boss or indeed, colleagues. “Where on earth did you buy this ****?” is not a question the purchasing professional will want to be asked.
THE EASY WAY IS NEVER EASY
The economy is recovering, but the path is neither broad nor straight. This last year has seen many pitfalls, with stalling export markets, slackening pace of development in major prospective markets such as China, abrupt stock exchange fluctuations, political jitters on many fronts, all hitting confidence amongst investors: the list goes on. Recently there have been further rumblings within the Eurozone, with visions of deflation, stagnation and generally difficult trading conditions. The wildly fluctuating oil prices, down in January by more than 50% have been seen as both good and bad news depending upon the viewpoint. However, business continues, indeed impressively buoyantly in some sectors and purchasers continue to purchase, albeit with added WESTINGHOUSE vigilance and care.
the Association’s inception in 1981. The SHAPA mission statement includes such aims as reducing capital expenditure, cutting operating costs and increasing product reliability. Technical papers published and cogent seminars held as and when the need arises arm members with up to date, high quality tools to assist their customers to achieve these aims. Again, members benefit from assistance with export markets, with trade missions and oversees contacts. Because of the huge range of equipment and services that are required within our industries, many members find themselves suppliers to or customers of other members, sometimes both concurrently. Quarterly General Meetings have become an ideal forum for exchange of ideas and commercial networking as well as sources of good intelligence from the regular high profile invited speakers. For example, at the recent January meeting a number of members delivered presentations on various aspects of ATEX compliance.
VERY USEFUL INFORMATION
The seventh annual Digital Marketing Workshop is scheduled for 11th March. Originating as a “one-off” event, it has returned year after year by popular demand – its relevance and importance increasing steadily. Subjects professionally explored include what’s new in Google, selling on LinkedIn, a web clinic and an email masterclass, all to offer the best opportunities in digital marketing. Whilst this is a members only event, a browse through the recently updated website at www.shapa. co.uk will reveal a plethora of useful technical, commercial and legislative information, open to all. There are now twenty Technical Papers on subjects ranging from sources of useful information, ATEX legislation, powder characterisation, various processes and equipment to directives old and new. In addition there are now six Application Sheets also freely available, as well as technical advice at the click of a mouse upon request. For suppliers of solids handling machinery and services, the benefits of SHAPA membership are compelling at any price – our persistently low annual fee puts this beyond doubt! For project managers, process engineers and procurement professionals with quality processing projects to develop, install or simply to maintain, then the SHAPA website Equipment Finder at www.shapa.co.uk will offer a secure starting point, with all companies displayed there able to benefit from decades of SHAPA accumulated knowledge, experience and insight.
ENJOY THE FOLLOWING PAGES.
ss e c o r p r u o y d e e F
SHAPA COMMITMENT
Nobody takes the supply of engineering products more seriously than the 100+ strong member companies. For well over 30 years the Association has been developing a knowledge and skill base to assist the members – key manufacturers and suppliers of burden they have been eager to lighten on a continuous basis. As you scan the pages of this SHAPA supplement it will become clear that SHAPA member companies number amongst the most knowledgeable and technically capable in all aspects of solids material handling and processing. Furthermore, the membership also includes advisory and research bodies involved in continuously refining experimental data on material flow and characterisation. Many companies have been part of the SHAPA family for many years, with some founder member companies involved since
Hygienic Rotary Valves
Hygienic Diverter Valves
• Drop through and Blow through versions available • All product contact parts Stainless Steel and grit polish versions available • Clean in place (CIP) suitable • Explosion containment up to bar • Standard Easy Detachable rotor, MZC rail system option available • Enlarged inlet option available • RID (Rotor Interference Detection) option available
• • • • •
All product contact parts Stainless Steel and grit polish Tube diverters from to ports Clean in place (CIP) suitable plug diverter Ability to diverge or converge product Explosion shock resistant DMN UK Ltd. T +44 1249 818 400 dmn@dmnuk.com
COMPONENTS FOR BULK SOLIDS HANDLING
We expect the seller to “know their stuff” and have information and samples readily available. We expect all goods to be delivered on time, to actually work as promised and be accompanied by appropriate guarantees and service packages, all with clearly defined prices. If optional extras are offered, we assume that they will be appropriate to our needs and not mere costly embellishments. In short we as customers expect a lot – and we take it for granted that our wishes will be fulfilled to the letter.
www.dmn-shop.co.uk
www.dmnwestinghouse.co.uk
PROCESS INDUSTRY INFORMER January - February 2015 - SHAPA Supplement
1sp