In Situ Oxygen Product Training - 10-15-2012In Situ Oxygen Product Training - 10-15-2012

Product Family History O2 Probe Design Progression In Situ Probe Variants Sales Strategies Probe Demo Competition & Sales Strategies

Product Overview- In Situ O2 Probe

Typical System InstallationTypical System Installation

Manual Calibration Automatic Calibration

AnalogElectronics(blind)

Historical Installation Overview - Analog ElectronicsHistorical Installation Overview - Analog Electronics

4-20 mA Control/Relay

Room2 conductor

Manual Calibration

Installation OverviewMicroprocessor ElectronicsInstallation OverviewMicroprocessor Electronics

Microprocessor Electronics- (operator Interface added)

Auto Calibration

Control/Relay Room

5 conductor

4-20 mA

2 conductor

Autocal becomes possibleBetter Operator InterfaceDiagnostics

Placement of Microprocessor Electronics has tended to migrate to the Control Room or Relay Room- access to displays and diagnostics is more convenient, but cabling cost is higher

Placement of Microprocessor Electronics has tended to migrate to the Control Room or Relay Room- access to displays and diagnostics is more convenient, but cabling cost is higher

Microprocessor Electronics- (operator Interface added)

Auto Calibration Sequencer

Control/Relay Room

5 conductor

7 conductor

Transmitter design provides the lowest cost installation, along with full HART communications Transmitter design provides the lowest cost installation, along with full HART communications

Auto Calibration

Control/Relay Room

4-20 mA

2 conductor

Model 475HandheldCommunicatoror AMS Console

O2 wi/ SPS Autocal- Set and Forget O2 wi/ SPS Autocal- Set and Forget

Autocal

HART\AMS

STAY OFF THE STACK !

Cal Recom

mended

Transmitter design provides the lowest cost installation, along with full HART communications Transmitter design provides the lowest cost installation, along with full HART communications

Auto Calibration

Control/Relay Room

4-20 mA

2 conductor

Model 475HandheldCommunicatoror AMS Console

Model 6888

Transmitter design provides the lowest cost installation, along with full HART communications

Transmitter design provides the lowest cost installation, along with full HART communications

Auto Calibration

Control/Relay Room

4-20 mA

Model 475HandheldCommunicatoror AMS Console

Dual-ChannelXi Electronics

Transmitter design provides the lowest cost installation, along with full HART communications

Transmitter design provides the lowest cost installation, along with full HART communications

Integral Auto Calibration

Control/Relay Room

4-20 mA

Model 475HandheldCommunicatoror AMS Console

Dual-ChannelXi Electronics

Optional HART Wireless THUM can communicate from the probe, or from the Xi Electronics

Rosemount Analytical Inc.Oxygen Analyzer Family HistoryRosemount Analytical Inc.Oxygen Analyzer Family History

First in situ zirconium oxide analyzer in 1971 (Model 218, under Westinghouse)

Obsolete models you may hear about

– Model 218, 225, 218A, 132, 450, 240

– World Class obsoleted in 08

• Parts support will continue for some period of time

– X-STREAM- discontinued Jan. of 2010

Current models offered

– Model 6888- launched in winter, 2012

– Oxymitter, circa 1998

– 5081FG , circa 1998- high temperature

• Rosemount Analytical offers good backwards compatibility

• New electronics work with old probes

• New probes work with old electronics

• See World Class to Oxymitter conversion guide powerpoint

• Probes and electronics work with most competitive hardware

Quiz- Family History/Technology ProgressionQuiz- Family History/Technology Progression When a customer calls requesting support for a

15 year old product, the best strategy is– Comply with all requests for spare parts

– Force the factory to issue a letter stating how long the product will be supported

– Try to up-sell to today’s latest offering

– Go on vacation- perhaps he’ll forget about it

Oxymitter: Transmitter-Styled AnalyzerOxymitter: Transmitter-Styled Analyzer Remote or integral electronics) Rugged, reliable zirconia cell. Special

solution for high sulfur applications Good accuracy* Process temperature up to 700 ºC

(1100ºC with mounting accessory) Advanced sensor diagnostics

– calibration recommended or autocal. using optional hardware

Hazardous area versions available– New no process flame arrestor version

PlantWeb™ Communications– HART or FF

* 0.05% O2 at concentrations below 6.7% O2 and 0.0075 x reading above 6.7% O2.

or

Oxymitter Variants Oxymitter Variants

Oxymitter 4000 General Purpose/HART- Oxt 4A Use the new Model 6888

Oxymitter 4000 Hazardous Area/HART- Oxt 4C

Oxymitter 5000 / Fieldbus- Oxt5A and C (GP&Haz.)

Direct Replacement Oxymitter (GP and)

Use the new Model 6888

Hazardous Area OxymitterHazardous Area Oxymitter

Flame Arrestors

ThreeGlands

Filter hub and flame arrestor housingsAvailable for World Class, Oxymitter, and 6888Filter hub and flame arrestor housingsAvailable for World Class, Oxymitter, and 6888

stainless steel snubber ceramic hastelloy

filters with dust seal for use with abrasive shield

filter with integralflame arrestor

Introducing the Model 6888 O2 ProbeIntroducing the Model 6888 O2 Probe

Sales training PresentationRosemount Analytical internalDo not copy or forward Contains animations

view in “presentation mode”

AgendaAgenda Combustion Review- 2009- present

Model 6888 Architecture

Model 6888 Features

Sales scenarios and strategy

Demo Kits

Launch Promotions

World Class/ Oxymitter Obsolescence

Competitive Update

Q&A

Recent HistoryRecent History World Class removed from sale in FY 2008 X-STREAM removed from sale in Jan . 2010 Design effort for the 6888 was begun in the spring

2010 GP version now available- all pricing is loaded-

Basically, it’s the Oxymitter probe with X-STREAM architecture and electronics

Future Phases add integral autocal, hazardous area versions, and FOUNDATION Fieldbus

6888 Architecture Overview-Analyzers Become Transmitters6888 Architecture Overview-Analyzers Become Transmitters

Don’t forget Wireless!From Transmitter Probe or Xi

Transmitter electronics in the probe head controls heater temperature, and results in a loop-powered 4-20 mA signal for O2This constitutes a complete O2 system if the customer can use 475 HART communications or AMS for set-up, calibration, and diagnosticsIf the customer prefers to have a local operator interface (LOI),

Xi electonics provides a great display, keypad, and advanced software features

The Xi can provide the LOI for two probes 4-20 mA signal to the control room

4-20 mA signal to the control room

4-20 mA signal to the Xi. HART constitutes an internal communications bus

With The Wireless THUM,AMS has never been easier to ImplementWith The Wireless THUM,AMS has never been easier to Implement

Traditional ArchitectureTraditional Architecture

Direct Replacement Probe(no electronics)

6888 Xi “Traditional Architecture Electronics(single channel, only)

7 conductor cable for raw signals and heater power

This is the most expensive arrangement, however

Model 6888 OverviewSealed Oxymitter ProbeModel 6888 OverviewSealed Oxymitter Probe

Rebuildable-Heater strut, cell, and diffusers are interchangeable with Oxymitter

Model 6888 Overview- Probe ImprovementsModel 6888 Overview- Probe Improvements Sealed Oxymitter probe from

flange forward– 3 strut screws eliminated,

replaced by a keeper ring (used in the haz. area versions for 10 years)

– Viton hoses

– 18” to 12’ long

– Standard wall (traditional abrasive shields available)

– Abrasion-resistant probe tubes

• Variable insertion option

Model 6888 Overview- ProbeModel 6888 Overview- Probe Improved Matrix selections

– 3 diffuser choices • Snubber

• Ceramic

• Hastelloy

– Standard cell, or acid-resistant

– Standard wall probe tube, or abrasion-resistant

– Many mounting adaptors, plus variable insertion

Detail of Small Electronics HousingDetail of Small Electronics Housing

Transmitter improvements

• Easier “straight on” wiring

• Screw Terminations

• Test points added

Termination plate covers board and provides ease of tech wiring access

Front Sideterminations

Back Sideelectronics

Detail of Small Electronics HousingDetail of Small Electronics Housing

Transmitter Electronics– Provides heater control

– Calculates O2

– Provides a 4-20 mA O2 signal (loop powered)

Transmitter probe constitutes a complete O2 measuring system Use a HART 475 or AMS for set-up calibration, and diagnosticsXi electronics is optional

Model 6888 With Integral AutocalModel 6888 With Integral Autocal

Integral Autocal- June-July 2013Integral Autocal- June-July 2013

Adds integral autocal for GP and Hazardous Areas

Large Housing- Integral Autocal DetailLarge Housing- Integral Autocal Detail

New 6888 Xi New 6888 Xi Optional Xi Electronics Provides Local Operator Interface (LOI)

– Single or dual channel when used with transmitter probes

– Single Channel, only with Traditional Architecture

Advanced Xi features – Autocal- SPS today, integral

autocal in 6888 Phase II– Flame Safety Relay- cuts power

to heater upon boiler loss-of-flame indication.

– Advanced Software Features• Extended process

temperature capabiity- can be selected to start at 550C, or 736C

• Stoichiometer feature measures O2 deficiency in reducing conditions

• Programmable Reference• Plugged diffuser diagnostic

Software is new- will not be backwards compatible with the plain Xi. Only the plain Xi can run a 44V WC probe.However either Xi will run any existing Westinghouse/Rosemount 115V DR probe, plus most competitive probes

Advanced Xi FeaturesAdvanced Xi Features

Automatic calibration– Improved calibration recommended diagnostic

Extended process temperature capability to 850C Stoichiometer Option- Oxygen deficiency

indication in reducing conditions Programmable reference- enhanced performance

at near-ambient conditions Plugged diffuser diagnostic (6888)

Advanced Xi FeaturesAdvanced Xi Features

Automatic calibration

– Improved calibration recommended diagnostic

No longer once an hour- now continuous

Impedance trigger for calibration recommended diagnostic has been increased to eliminate nuisance alarms.

New Perspectives on addressing upset conditions New Perspectives on addressing upset conditions

Event – Process temperatures increase to above heater setpoint

Traditional O2 Probe response(cell heater cannot control) kill the measurement (4-20 mA signal goes to default 3.5mA)

Xi Response-Switch to “Nernst” mode

Compensate for temperature O2 reading still valid

Heaters Temp DegC

O2 %

500 600 700 800 900

2

4

8

6

High Temperature OperationHigh Temperature Operation

cell warranty is cut in half when operation is above 736C– Stoichiometer cell - 2 yr. std., 1 year above 736C– Standard cell - 1 yr std., 6 months above 736C

All cell warranties are voided at operating temperatures above 800C

Cell continuous to measure all the way to it’s death Electronics keeps track of max. temp.

New Perspectives on Addressing Upset ConditonsNew Perspectives on Addressing Upset Conditons

Event - Process upsets cause reducing conditions where O2 goes to zero– Pulverized coal

• Mill/classifier problems• Roping in the coal pipes delivering

coal to the burner• Burner Fouling

– Kilns - Hazardous Waste Fuels– Recovery Boilers– Process heaters - Large Fuel -

Gas BTU variations– FCCU regenerators

DCS Trend During a Reducing Process EventDCS Trend During a Reducing Process Event

Time 0% O2

No O2 Information

4 mA

20 mA

Conventional Zirconia

O2 response

10% O2

0% O2

- 1% O24 mA

20 mA

5.66 mA

Time

Level of O2 Deficiency Indicated

X- Stream Stoichiometercontinued measurement

1 year of O2 readings inside an FCCU Regenerator

DCS Range set to -1% O2

Low O2 excursions

Low O2 excursions are often followed by severe cycling as control is regained

Stoichiometer – NotesStoichiometer – Notes

Not a PPM range CO analyzer. Provides a gross indication of the level of reducing conditions.

Sensor electrode will degrade faster in reducing conditions, esp. when SO2 is in the process gases.

Speed of response is slower in reducing conditions

Reducing conditions don’t occur often, but it’s nice to have when it does happen!

Strategic NotesStrategic Notes

Most combustion processes do not frequently go into reducing conditions

Stoichiometer is a tool to assist in safely recovering from this upset condition

You can’t sell the need for the shoichiometer- If the problem doesn’t already exist, you cannot create the need in the customer’s mind

Simply ask customers if they have ever experienced reducing conditions– Operators are most likely to know (It’s not unusual that

instrument techs might not know).

Advanced Xi FeaturesAdvanced Xi Features

Programmable reference- enhanced performance at near-ambient conditions– Flue gas recirculation for controlling NOx

Flue Gas RecirculationFlue Gas Recirculation

Windbox

Burner

Combustion Air from FD fan

FGR Fan

O2 Probe

21% O2

3 % O2

18% O2

FGR damper

Stack

Top View

Advanced Xi FeaturesAdvanced Xi Features

Programmable reference- enhanced performance at near-ambient conditions– Enriched oxygen combustion

• Melting steel

• Catalyst regeneration

Plugged Diffuser DiagnosticPlugged Diffuser Diagnostic Specification states speed of response upon the

delivery of cal gases.

The real speed of response is the recover to process O2 after cal gas is turned off.

6888 Xi measures this “return to process” time

Project Schedule Project Schedule Phase II

Integral Autocal-Beta testing has begun-

looking for additional sites May, 2013

Haz. Area release June/July 2013

– New flame arrestor design

– Class I Div. II Xi

Phase III Hazardous Area Electronics

– IS 4-20 mA signal option from probe June/July 2013

– Class I Div I - explo. box 2014

Sales StrategySales Strategy Analyzers as Transmitters

– The Instruments Division (both combustion and liquid) are moving towards “smart sensor” design

– A transmitter probe is the least costly system, if the customer can use HART/AMS

– The Xi provides a good LOI for two probes, plus advanced features

– Traditional architecture arrangements are the most expensive to build and sell

• Xi required, single channel only

• Signal cable is expensive

– Better discounting will be available for Transmitter-style probes– less so for traditional architecture

Pricing SummaryPricing Summary As of 4/2013, Model 6888 probe system list prices are 7% less than

Oxymitter

– General Purpose HART Oxt4A - + 7%

– General purpose Fieldbus Oxt5A no change

– No Change to Oxt4C Haz. Area• Haz. Area HART Oxt4C and Oxt4CNF (no cell Flame arrestor)

• Haz. Area Fieldbus Oxt4C and Oxt4CNF (no cell Flame arrestor)

Both the 6888 Xi and the existing X-STREAM Xi are priced the same, but the Traditional Architecture version of both have been raised by 10%

Model 6888 Simulator Demo Package-Model 6888 Simulator Demo Package-

Xi stand

Xi electronics

6888 Probe

Probe Simulator(also used for the OCX 8800)

Questions and AnswersQuestions and Answers

Questions and AnswersQuestions and Answers Q- Although we are trying to follow the Measurement Div. by making

our analyzers like transmitters, my customers don’t want to put electronics on the O2 probe, since the flue gas ducts are often very hot.

A- The transmitter electronics is rated to 85C (185F), and has been successfully tested to 100C. We have had very few temperature failures.

We will convert any transmitter probe that has temperature problems to a traditional architecture system at zero cost.

– Convert the probe from transmitter probe to DR probe

– Modify the Xi electronics to a traditional architecture Xi

– Provide signal cable in the length required

Questions and AnswersQuestions and Answers Q- I understand that we can be much more price competitive with a

transmitter probe and no Xi electronics, but do I really have full functionality if I don’t have a Xi electronics?

A- Full functionality is available over HART for setting up the system, calibrating, and full diagnostics. The Xi brings the following additional functionality:– Permanent local O2 indication/keypad

– Automatic calibration

– Flame Safety interlock for heater cut-out

– Advanced Software features• Extended process temperature capability (heaterless operation)

• Stoichiometer

• Programmable reference

• Plugged diffuser diagnostic

Questions and AnswersQuestions and Answers Q- I have a customer that already has an Oxymitter. The 4-20 mA

signal is already wired into the control room. Can he add wireless capability to this same probe so he can get access the HART information via AMS?

A- Yes. One can wire the 4-20 mA signal and use the THUM both.

Oxymitter ObsolescenceOxymitter Obsolescence Since the probe is almost identical, the Oxymitter

probe pricing has been increased app. 7% in early April.

Haz. Area Oxymitter price has not changed significantly.

Will still be using Oxymitter Haz. Area electronics until we get a new Haz. Area electronics

Legacy ElectronicsLegacy Electronics

DCS

I/O- Marshalling Panel

4-20mA HART

Existing World Class IFT or

Oxymitter Remote Electronics

YEW, Ametek, and other

competitive electronics

“Direct Replacement”

Oxymitter and 6888 Raw MV Signals

QuizQuiz The first transmitter-style combustion analyzer

was– Model 218

– World Class

– Oxymitter

– X-STREAM

– Model 6888

QuizQuiz The model 6888 probe can do autocal by itself,

integrally.– True

– False