Post on 30-May-2020
QUADRANTQUADRANTFOOD PROCESSINGFOOD PROCESSING
& PACKAGING& PACKAGINGSALES PROGRAMSALES PROGRAM
Quadrant FPP Program 2
PURPOSE & GOALS
• Re-establish Quadrant and our preferred partners asthe best sources for engineering plastic materials anddesign assistance in the FPP market
• Refocus our sales & distribution efforts on– application development– material performance selling and specification– especially QEPP proprietary materials
• Results = increased sales, higher margins– and the next phone call
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PROGRAM IMPLEMENTATION• Work with distributor partner by market center• Train inside, outside sales
– Market forces driving material changes– Quadrant materials to meet the market needs– Selling tools
• Game plan with partners– Training - “Show & Go”– Target list development & prioritization– Close coordination of progress
• Key account priorities• Feedback, modify, pursue
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What’s Changingin the
Food ProcessingEquipment Industry?
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Key Food IndustryChange Drivers
• MORE!– Production output
• FASTER!– Throughput
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More & Faster Mean:
• Higher line speeds and temperatures– higher output
• more frictional heat and more wear• more frequent lubrication• more dimensional change in equipment parts
• More aggressive, hotter cleaning chemicals– faster line clean-up and change-over
• more chemical degradation of parts• more dimensional changes in equipment parts
A whole new game in material selection
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How the Drive to More and FasterProduction Affects Material Selection
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The “New” Key Material Properties
• Chemical Resistance: more aggressive chemicals– faster line turn-around time in CIP/SIP cleaning
• Heat Resistance : hotter product processing & cleaning– more through-put and faster line turn-around time
• Dimensional Stability: higher temperature swings– greater potential for part growth/shrinkage cause gaps, buckling– trapped food = bacterial growth
• Self-Lubrication: reduce wear, and the cost and time of lubrication– minimize potential contamination from external lubricants– extend run time between maintenance cycles
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First things First:
Can Quadrant Materials
Meet My Compliance Requirements
For FDA
And Other Agencies?
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Quadrant’s FDA / Agency Compliant Materials
Application temperature range
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Can Quadrant Materials
Help You Handle
Increased Chemical Concentrations
During CIP / SIP?
(clean-in-place / sanitize in place)
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CHEMICAL RESISTANCE at 23°C
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Can Quadrant Materials Help You
Minimize Trouble From
Parts Growing Or Shrinking
Due To Higher Heat And Moisture?
(and trapping food, bacteria)
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<0.01% 0.30% 0.20% 0.06%
Dimensional Stability(Moisture Absorption & CLTE)
UHMW-PE Nylon 6/6 Acetal Ertalyte® TX
9.0 x 10-5 5.5 x 10-5 5.4 x 10-5 4.5 x 10-5
In./in./FCoefficient of Linear Thermal Expansion (CLTE)
H20 Absorption24 Hour Immersion
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How About Materials That Handle
Hotter Production Conditions,
Hotter Chemicals,
More Frictional Heat?
Under Load?
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The Answer Is -- We Have The Answer.
Remember the temperature resistance reality check:
• Heat Deflection Temperature: @ 264 psi load - per ASTM– how a material performs at temperature under real world load
• Acetron GP and Ertalyte: 180 - 212F range.• Techtron PPS and Ketron PEEK from 240 - 325F
• Continuous Use Temperature:– how a material retains toughness over time at a specific
temperature -- not under any application load.
• Quadrant Always Reports Both
Can Quadrant Materials
Help Eliminate
The Cost, Time and
Contamination
of External Lubrication?
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Problems Associated with Lubrication
• Cost of lube system and lubricants themselves• Contamination of food products• More frequent lubrication due to higher speeds• Survival in higher temperatures, aggressive cleaning solutions• Non-lubricated equipment failure
Quadrant Materials Help Get The Grease Out
• Quadrant‘s extensive line of “Extreme” wear resistantengineering plastics require little or no lubrication to function
• Available for broad temperature ranges and environments
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Example: Ertalyte TX - Part of Quadrant’s
Portfolio
Proprietary technology that extends typicalproduct performance to new extremes.
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Cleanability - The Acetron GP Advantage
• Acetron GP still the best POM in the game
• Porosity-free: ease of cleaning, less chance ofbacterial growth
• Colors now available (FDA compliant)– white, black, 7 colors– rod .250” - 4.00” diameters– plate .250” - 3.00” thick (2x4’s)– low minimum make to order quantities– 50% less expensive than USP Class VI colors
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Photomicrography:
Acetron GP vs 3 competitors
Where can’t bacteria hide?
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Other Opportunities to ImprovePerformance and Cost
• Quadrant’s broad portfolio of Extreme materialsimprove wear life, productivity and overallmaintenance cost in general machinery components
– Mechanical and bearing and wear applicationswhich do not require FDA or other agencyrecognition
– Typically in packaging, drive and material handlingcomponents
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Rotating Equipment
• Examples: Mixers, roasters, meat “massagers”• Support rollers: individual or on 2-wheel bogies• Heat & wear resistance - key properties• FDA usually not required
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Metal Replacement: Remember the “WhyPlastics?” Message
• Extend part life• Reduce or eliminate lubrication• Extend life of mating parts• Lighter weight - increase system efficiency
• Reduce the cost of the system andmaintenance - but not necessarily material
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The Lighter Weight Advantage
Case study:Ertalyte TX dosing piston - redesigned from stainless steel
• Ertalyte TX part weight: 1/6 that of stainless steel• Longer wear life cut cost of replacement, maintenance• Later redesigned entire drive mechanism
– used lighter duty, lower cost drive system– achieved increased line speed and output– extended time between maintenance
• The Basic “Why Plastics” story in an Extreme material
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New: FDA Listed Structural Materials
Techtron PPS• Outstanding chemical
resistance• Unmatched dimensional
stability• Excellent machinability• Tougher than “industrial
grade” PPS• Unique to Quadrant
Radel PPSU• Highest notched IZOD
impact resistance ofany Quadrant material
• Almost unlimited steamsterilization resistance
• Highest HDT of anyFDA grade material
More New Materials In Development
• Four new self-lubricating, bearing & wear materials• FDA compliant• Currently in development for introduction in 2005
• Key distributor partners get preferred position• Introduce to established food accounts
QuadrantQuadrantCustom Cast ComponentsCustom Cast Components
and Near Net Shapesand Near Net Shapesforfor
Food Equipment ApplicationsFood Equipment Applications
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NylatronNylatron® Near Net Shape Castings® Near Net Shape Castings
Ideal for parts that are prohibitive in machining due to:• Geometry - Size - Cost
Compared to machining from stock shapes:• Material savings up to 40% is possible• Machining time is minimized
Compared to injection molding of resins:• Larger, thick-walled products possible (max. 1500 lbs../ pc)• Lower tooling costs• Thick to thin wall thickness transitions possible
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• Inherently low stress and dimensionally stable• Complex configurations possible• Easily modified to enhance performance
– Wear enhancing additives– Glass and aramid fibers– Heat stabilizers– Flame retardants– Impact modifiers
Nylatron Custom Castings
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Example: Star-Wheel Blanks
Machining the centerhub required 2 millingoperations whenmachining from plate -custom casting greatlyreduced time & materialloss = lower cost
18”
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Food Processing Brochure
• “Face to face” sales tool• Need to be familiar with its information and how to
present it• Organized as a material selector based on
temperature (HDT) range of applications in use• Compares materials within each application range• Present it as a useful guide for engineers
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New … for design,production andmaintenance engineers:
Quadrant’s Guide toSelecting Materials forFood Processing &Packaging Applications
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The driving forces in the industry & what they mean...
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How to use this guide...
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Note
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Colors
No Porosity =Less Bacteria
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Photomicrography:
Acetron GP vs 3 competitors
Where can’t bacteria hide?
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ERTALYTE & ERTALYTE TX
“BEST IN CLASS”
• wear life, temp comparison
• less dimensional change
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Lighter weight parts alsomean lighter duty, lesscostly drive systems.
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One of the few FDA/USDAfilled PTFE’s
Better dimensionalstability, bearing and wearvs PTFE & UHMW-PE
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Fluorosint 207
Stable Strong
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• FDA pending (2Q 2005)
• less expensive than PEEK
• better chemical resistance than PEEK
• better wear resistance than PEEK
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Great case study
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Temperaturedemands are onthe rise
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Hot + clear =Polysulfone
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More high tempand loadapplications
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Broad portfolio for non-FDA parts...
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Unmatched tech support and quality assurance ...
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More Application Case StudiesFrom Around The World
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Meat ( Burger) Processing & Packaging Line
Grinder
Mixer
Former
Hot Air Tunnel
Belt Grill
Freezer
Thermoformer
Packaging Eq.Processing Eq.
51
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Mixing auger for a dough mixer • begins as a near net shape casting over a stainless steel shaft • provides added stiffness, strength and a seamless design. • custom lengths are also possible
The design replaces a UHMW-SS mechanical assembly
Feed Screws/Augers
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Conveying Components
• Drive gears• Cam races• Bushings
• Idler wheels• Rollers
• Drag plates• Guides
• Taster
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Dough Kneader and Forming Equipment
Ertalyte
Bakery Equipment
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Dosing Equipment:
• dough measured in a chamber
• pressed out by using a square
piston made from Ertalyte TX.
• Very low wear - long life• Low coefficient of friction• No need for greasing• High loading capability• High dimensional stability
Advantages:
Dough Processing & Measuring
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Bakery EquipmentScraper:
Acetron GP(also Ertalyte)
Rolls: Cast Nylatron
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Bushing: Ketron PEEK 1000 Tube 160mm / 120mm (WE SELL Ketron PEEK TUBES)
• Good wear life
• Excellent heat, chemical resistance
• FDA
• High compression resistance
Meat Processing & Packaging - Grinder
Self-Lubrication Upgrade Alternatives : Techtron HPV and Ketron PEEK TX• Better wear resistance• Less wear on mating parts
Distributor Sales Partnersin the Quadrant
Food Processing& Packaging Program
Roles & Execution Plan
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Sales Partner Criteria
• Actively support and promote Quadrant product line
• Commit for long term account development
• Assign “key contact person” to help drive the program
• Commit to the sales plan and required support– call plan, training, inventory
• Adapt to product “benefits” selling vs. quote and hope
• Ability to connect to need for machined parts
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Prospecting and Targeting• Existing FPP accounts
– many are currently “buy-sell”– develop materials advisor approach
• Known FP&P accounts the bad guys have
• Lists provided by Quadrant
• Old leads, quotes
• Industry contacts
• www.selectoryonline.com - Quadrant resource
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Inside Sales “Script” Points for FP&P Prospects• Our major supplier Quadrant has a new engineering guide to help you understand
and select new materials for food processing applications.• It also contains a lot of application case studies from companies like yours around
the world• These new materials
– reduce part replacement and maintenance cost,– allow for faster production speeds and higher temperatures– handle just about any cleaning agent and temperature without distorting– and often eliminate the need for lubrication
• Our OS sales rep would like to stop by to give you one of these material selectionguides and show you how it can help you. If you’re interested, he can also arrange aworkshop on selecting these new materials for your technical people.
• Are you the right person to talk with or should we contact one of your associates?• May we use you as the referral person?• THANKS! (Outside sales person) will be calling to set the appointment.
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Then What?• OS Sales person visits the prospect• Walk through in person the Food Industry Materials
Selection Guide• Ask for an application where one of these materials
could help.• Find out where the part is machined.• Ask for a trial order to get something going.• Offer a “problem solving - new materials workshop”
for more people in the company
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Sales Presentation Tip:Help Them Sell Themselves
• Start with a flipchart or whiteboard• Ask questions about the drivers, and
whether they’re important to them.– Are you pushed for higher productivity?– What about hotter more aggressive
cleaning - any part degradation?– Dimensional changes in parts -- where
food gets trapped?– Wear life of parts - time between
maintenance and replacement?– If you could eliminate external
lubrication, would it be a benefit?
• Write down their answers• Hit their concerns in your presentation• Works 1-on-1 and with groups
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Outside Sales “Script” Points - 1• We represent Quadrant, the leading supplier of engineering plastics like Nylatron
and Torlon for machined parts.
• They’ve been working closely with a lot of companies in your industry worldwideon developing materials that meet tougher requirements for higher productivity.
• The feedback they get is there’s a need for materials that hold up better as yourproduction lines are pushed for more and faster output.
• Mainly, properties like chemical resistance (especially with aggressive cleaningagents), higher heat resistance, dimensional stability and wear resistance toeliminate lubrication.
• Quadrant offers through us their product line which includes new materials thatcan withstand these changes, for more “up-time” and maintenance cost savings.
• To make it easy to understand all this, here’s a guide that explains thesematerials.
• It breaks them out by your application temperatures, compares them againsteach other on how they perform, and their relative cost.
• Can I walk you through the guide?
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Outside Sales “Script” Points - 2
• Can we talk about any parts where these materials can do a better job for you?
• Let’s consider a trial program where I can get you prototype material without any
cost penalties over what your using now -- if you’re willing to evaluate it.
• Can you contact your machined parts source on our behalf to get this started?
• Can I have the contact information for them to help get this going?
• Is there anyone else in your company who might be interested in this guide?
• If you have a number of engineers involved in similar applications, we might
consider a materials workshop. This would let us go through some material
comparisons, and some case studies from companies like yours who got
measurable benefits from these materials.
• Here are the things I’ll follow up on, and be back to you shortly.
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Sales Ideas and Tips• Proprietary Quadrant materials give your customer better
performance and help you protect the business
• Sell high, retreat only if necessary
– example: a bearing application currently (or considered in)UHMW, nylon 101, acetal - Pitch ERTALYTE TX
• For a larger engineering group, go for a materials workshop.
• To get an evaluation, especially where price is an obstacle, offera prototype quantity of a proprietary material at the price he’spaying now -- no risk. He has to monitor the evaluation. Giveshim something real to take to his boss after the evaluation.
• Be sure to get his source for machined parts -- internal orexternal. Always a good prospect for the future, and they maybe seeing problems the engineer doesn’t know about.
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Quadrant
Roles & Activities
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QUADRANT SUPPORT
• Lead lists• Training & joint calls:
– Material selection– Application Development– Engineering Presentations (especially groups)
• Communications tools (brochure, presentations - joint mailers, etc.)• Sample material and/or trial prototype discounts• Pricing and contract support (especially proprietary mat’ls)• New Material Development
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Material Selection Guide ComplementsMaterial Selection Guide ComplementsEngineering Materials WorkshopsEngineering Materials Workshops
• Material Selection presentation• Addresses industry drivers,
problems and solutions• Case studies - worldwide• Gain commitment to specific
application development– at seminars, ask everyone to
bring a problem application
• Establish projects, a lot of newcontacts, and machiningsources
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PRICE SUPPORT: Contract Pricing
Pay To Play• generic materials now in use
– PEEK, Ultem, 101, etc• price levels already set• must be competitive to play• Ertalyte & ACGP fit this ~80% of
the time
Value Added Proprietary Selling• lower “cost in use”• first recommendation for
problems, new applications– sell high
• protected position– vs the bad guys
• initial trial pricing– try it at same price as your
current material
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BOTTOM LINE:
Quadrant Is Committed ToThe Partners Who Are DoingThe Application Development
Contract and trial pricing managed throughyour Quadrant sales representative
and the Inside Sales Team
The product strategy fits the market drivers …
The customer benefits are clear …
The tools are in place…
Let’s get moving.
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Getting Started• Assign key contact person• With Quadrant sales rep, review the consolidated target and
prospect lists• Train IS & OS sales personnel• Obtain brochures, folders, samples required• Review scripts - role play (modify as needed)• Make initial calls, develop target list• Work the targets hard, provide feedback, review and copy
successes, review and brainstorm “speed bumps”
Let’s Go!