Cyclo Spiral Bevel BuddyBox 4 (BBB4)

-FYI BBB5 (same internal design) was the 2012 Plant Engineering "Product of the Year" award winner

-The BBB4 is a robust, state of the art, mid-sized, highly reliable, efficient and durable gearbox

1.) Ductile Iron Housing:

            -New ductile iron housing is twice as strong as cast iron

            -Most rugged bevel gearboxes available, unmatched ruggedness

            -Long life, easy maintenance

2.) Optional Taconite Sealing System:

-Heavy duty fortified, grease purgeable system withstands the most demanding applications

2.) Increased Overhung Load Capacity:

            -Cyclo BBB4 has over 375% more overhung load capacity than previous models

3.)  Increased Ratings:

            -The newly redesigned Cyclo BBB4 series has been optimized for increased power ratings over the previous generations

4.) New Larger Frame Size:

            -New F Size yields higher torque and can accommodate larger shaft diameters

5.)  New Ratios Available:

            -46 standard and 87 optional ratios added

Sizes: 6 frame sizes 105 to 2329 lbs.

Torque Capacity: Up to 159,983 lb-in

HP Rating: 1/8 to 100 HP

Ratio Range: 11:1 to 26,000:1 and greater

Mounting: Hollow shaft, foot, flange or face mounting

Mounting Standards: NEMA, IEC, JIS, UL, CSA, CE

Additional Features:

            -Double element output seals (prevent leaks and exclude contaminants)

            -100% hardened steel internal components (provide long life, smooth operation and superior strength)

            -Tapered bearings (resist axial and radial loads simultaneously)

            -Unique splined connection (ensures more durable and dependable power transmission than typical keyed connections)

            -Choice of input (integral motor, C-Face and quill models available)

            -Cyclo or planetary input (provides high overload capacity and exceptional reliability)

            -Multiple shaft mounting options

            -Input and output shaft mounting options

            -Filtered breather (protects unit lubrication from contaminants)

 

(SMA BBB4 Brochure, 1-4)

 

 

 

Sumitomo Corporation of America

Always on the Move

 

-Always begin with a business card exchange 

Start Statements 

• I'm here today because one of the largest OEMs in the area, The GSI Group, uses our products because we have saved them time and cut costs.
• I have come today alone out of respect for you.  I directly represent mfg. Sumitomo Drive Technologies.
• I'm here today because your business deserves the respect and attention.  I want you to know Sumitomo values your business and has local representation in the area.
• "What do you have to loose, give me a shot!" 
• "Do you believe everyone deserves at least one chance to represent what they have?"
• "You know that's what The GSI Group said before we got the opportunity to demonstrate our product.  Not only did we cut cost and labor, they gave us an on time delivery rating last year was 95%." 
• I take pride and ownership in my work.  It is my responsibility to at least introduce Sumitomo to you once."
• "What does it hurt having another reputable resource."
• "There may be a day you can't get something from your current supplier and it is my goal to be the first person you think of?"

Company Background

 

• Sumitomo Heavy Industries(30 global companies)

-Companies and industries including:

Power transmissions & controls equipment

Plastic machinery

Semiconductors & liquid crystal mfg. equipment

Film processors

Medical systems

Environment energy systems

Infrastructure = road equipment

Material handling

Metal processing

Food machinery

Software & services

Tires

Banking

 

-Company history dating back to 1881

 

• 400 years old/2nd largest manufacturer in Japan
• Originated from Masatomo Sumitomo (Japanese compromind)
• 1931 Sumitomo purchased Germany company who held legal right to the invention and production of the Cyclo design
• 1966 Sumitomo Corporation of America/entirely separate American run division
• Sumitomo Drive Technologies (VA,KY,IL,CA)
• Largest references being UPS, FedEx, Jetway
• Locally, The GSI Group, Nestle Purina and Stereotaxis
• Power transmission, control solutions provider
• Highest torque rating within the inline category across the industry by well over 40%
• Cyclodial disc design/gearless speed reducer
• Directly supported by Sumitomo engineering
• Online configurator

 

-Personally, I have 11 years of industrial sales experience and have interacted with over 600 sales people and 120 distributors

 

-I take pride in bringing excitement, energy and the proper follow up to the role

-I believe in being honest and telling the truth, good or bad

 

Open Ended Probing Questions

 

• Are you interested in purchasing products, our selecting a mfg. supported program?
• Could you please tell me about your current speed reducer/gearmotor program?
• Specifically, which manufacturers are you currently using/purchasing from?
• What do you look for in a manufacturer/supplier?
• What is your selection criteria for choosing a product line?
• What is most important to you when selecting a speed reducer/gearmotor?
• What are some of the pros and cons of your current program?
• Help me better understand specifically what you are currently purchasing?
• What is most important to you?
• When it comes to speed reducers and gearmotors, what are your biggest headaches/challenges?
• If you could improve upon one thing within your current program, what would that be?
• Are you looking to purchase a product or consider a specific program?
• Fill me in on the delivery timeframes/lead times you are accustomed too?
• Can you see an advantage to having a internal engineering department assist us in crosschecking the product/rating selection?
• Would anyone within your mng. consider a 35% savings in utility costs of benefit?
• Please explain to me what happens when your speed reducers/gearmotors "go down?"
• How much do you think it costs your organization per hour when equipment goes down?

• What is most important to you when selecting a speed reducer/gearmotor?
• Please fill me in, how often do you conduct oil changes?
• Can you see the advantage in limiting that particular activity from your schedule?
• How do you handle the heat generated off gearboxes?
• Have you ever seen a gearless speed reducer?
• Are you familiar with the concept of a Cyclodial disc?
• What type of momentary shock overload are you accustomed too?
• What type of warranty are you accustomed too?

Leverage Statements

 

• Once we start serving you, what will you expect from me?  Describe your ideal representation?
• What can I do to better service you?
• If we can show you product and labor savings, would you consider trying our product line?
• If the Sumitomo product lasted three times longer than the competition, could you see how that would save you time and energy?
• Based off are positive and enlightening conversation today, will you allow me the opportunity to spec a product out?  Let's make a Sumitomo selection based of the next unit you intent on switching out?
• With lead times, customer demand and product availability, I recommend ordering early.
• Since I'm already here, lets make a selection?
• What's the harm in making a selection to compare the total package to what you are current purchasing.
• There is a reason why you can get some parts/gearmotors quicker then others, quality?
• It might take an extra week or two to  get product now, but it will save you product and labor down the road when the Sumitomo product last twice as long...

Sumitomo Machinery Corporation of America Nameplate Identification Information  Please provide the reducer nameplate information for proper product verification.  Sumitomo serial numbers generally start with VA, IL, KY or CA (state assembly center abbreviations) and are followed by seven numbers.  Important note, Sumitomo motor nameplate information will not allow for proper product identification. Even when needing integral motor replacement pricing, the reducer tag vs. motor tag information is required.  As seen here, the fifth letter in the model number “S” means special. The serial number is required to identify this exact special. Generally speaking, Sumitomo CS will not price out a model number including “S” without the serial number.  It is best to ask your customer to take a clear, clean and focused photograph of the reducer nameplate and email it in to ensure proper quotation accuracy.  Product labeled Sumitomo Machinery Corporation of America was built in the USA were as product labeled Sumitomo Heavy Industries is either from overseas or from the 1960’s out of the original Sumitomo New Jersey assembly center.  Product labeled SM Cyclo was most likely manufactured at Sumitomo’s original USA facility in New Brunswick, New Jersey established in 1966. These labeled units are most likely painted green and are very, very old.

Distribution Letter August 9, 2015 Mr. Steve Turrell Branch Manager MI IL-63 Motion Industries 3761 East Sangamon Avenue Springfield, IL 62707 Dear Mr. Turrell: Your recent comments in regards to ride along suggestions from a manufacturer’s perspective are much appreciated. I am writing you to share the most recent findings after evaluating all distribution RFQs over $7K within Sumitomo District DE03. The following information has been gathered from Sumitomo Machinery Corporation of America’s internal www.salesforce.com DSM and CSR quotation system. This comprehensive Configurator program tracks all distribution sales pricing request opportunities over a certain dollar amount. 2013-2015 SMA District DE03 RFQ Sales Results Statistical data from www.salesforce.com supports, in detail, the certain fact that less than 2% of all inside customer service RFQs from distribution over $7k are converted into an order. The research indicates that end users generally are not as comfortable processing this type of dollar amount purchase order simply by a verbal or email presentation. Tracked data suggests that by asking for a price they are interested and may have additional questions on the Sumitomo product. This has now become an appropriate time to get the SMA DSM involved in the field. Increasing MI IL-63 RFQ Closing Ratios by Over 60% Documented field sales examples support the fact that when an SMA DSM is seen by the end user physically viewing the RFQ reducer, checking dimensions and potentially making specific suggestions based off of the environment/surroundings an order is placed. It seems that customers are also more receptive to seeing a factory representative at the time of RFQ and gladly takes 15 minutes to speak with them since they have asked to see pricing. By distribution representatives agreeing to allow a factory representative to join them in these specific instances, everyone wins. SMA DSM Purposed Commitment to Growing MI IL-63 Sales The distribution strategy to decline or refrain from riding with factory representatives is well observed, noted and understood. It is realized that distribution has 100s of manufactures calling on them. However, in the situations were Sumitomo product RFQs over $7k arise, it is kindly asked that notification to your SMA DSM to participate in a single joint call is extended. This plan will eliminate end users from receiving multiple unsolicited calls as well as strengthen the overall relationship between SMA and MI IL-63. In these instances, can you kindly ask your inside or outside sales team to invite the SMA DSM on a joint call? If a joint call is not feasible, can they please direct the DSM to the account? Could you please support this effort through all your branches? There are also other advantages to gaining the business when physically taking in a manufacturer. Overall Advantages for MI IL-63 • Reduced manufacturer distribution solicitations on re-relevant topics • Pricing advantages can potentially be authorized by a SMA DSM • A more professional team presentation is projected to the end user • Increase in overall closed orders for MI IL-63 • Relationship building and comradely is created between distribution and manufacturer • Selling vs. quoting advantages; including better return on employee investment • Opportunity protection • Mechanical engineering selection accuracy Thank you very much for your continued support and representation of the Sumitomo line. Partnering with MI IL-63 on a local level is very important. If you have any questions or need additional information please feel free to contact me by phone. ___________________________________ Matt A. Masterson SMA District Sales Manager LCIE Lindenwood University Enclosure: sleins@suminet.com DPW: MAM cfalconer@suminet.com ilcs@suminet.,com E:/MI IL-63-DE03 14-2723.01/CS Inquiries.doc Via First Class Mail

SMA www.salesforce.com Configurator Program The following video explains how Sumitomo Machinery Corporation of America uses salesforce.com to upload customer contact information and quotations into their company wide database. This program allows district sales managers for the company to monitor their opportunities while creating additional accounts and quotes for new customers. Since salesforce.com is in the "cloud," it is easily accessible for a multitude of departments including customer service, operations, material planning, engineering, technical and executive management. Each opportunity allows for a configurator quotation to be build, edited and released to distribution. The quotation includes a drawing and technical specifications. This documentation allows either an OEM or distributor to provide a professional presentation to the end user with specific visuals. CAD drawings including STP/IPE 2000/3000 are also available so they can be directly dropped into an engineering file.

Informative 3 Minute Video Script

Introduction

The following video blog was filmed at United Postal Services 525 Jefferson Ave. St. Louis, MO on July 30, 2015.  UPS is a national account and the largest U.S.A. end user of SMA product.  There are roughly over 500 gearboxes within 2 St. Louis, Mo locations.  This video depicts gearbox failure analysis of a Cyclo Helical Bevel BuddyBox that is about to break down.  Understanding the cause and effect of gearbox diagnoses is an important skill requirement of SMA District Sales Managers.

Potential Causes for Gear Failure

(Troubleshooting and Repair)

§  Loud Noise-Most likely caused by insufficient lubrication because the level of lubricant in the reducer has not been properly maintained.  Damaged pins and rollers due to overloading of reducer could also cause a loud noise.  Worm disc due to overloading of unit and failure of bearings because of lack of lubrication generally cause a gearbox to make a loud noise.

§  Lubrication-90% of all gearbox failures is a result of poor or inadequate lubrication.  SMA recommends oil changes after 500 hours of initial operation and every 2500 hours after that.

§  Mounting-Loose foundation bolts creates a weak mounting structure and can damage the internal working of the gearbox.  One should inspect mounting of the reducer and tighten loose bolts and/or reinforce mounting of the structure.

§  Momentary Shock Load-Overloading of the gearbox can take place if the driven equipment gets damaged.  If the overload rating exceeds the gearboxes rating, damage can occur internally within the reducer.  Check rate capacity of the reducer and replace with unit of sufficient capacity or reduce load.

§  Taper Grip Bushing-The keyless TGB system provides a simple and reliable shaft attachment for Sumitomo speed reducers and gear motors.  This device connects the gearbox to the driven shaft on the equipment in motion.

§  Temperature-In general, gearboxes are selected and rated based upon 104 degree ambient temperature.  A gearbox should never run hotter than 100 degrees above this ambient temperature.  If the gearbox runs over this temperature it is most likely because of overloading or improper lubrication.

Conclusion

Since UPS is transporting thousands of packages a day from facility to truck, they cannot afford to have a conveyor line moving these parcels to break down.  It costs the facility thousands of dollars per hour if production comes to a standstill.  Needless to say, a critical spare was ordered as a precautionary measure.

 

Informative Blog Post: (8-2-2015)

The following 2-3 minute video depicts SMA gearbox failure analysis of a Cyclo Helical Bevel BuddyBox @ UPS Jefferson Ave. St. Louis, MO:

Gearboxes can unexpectedly "go down" without notice in industrial facilities.  There are a multitude of reasons why a gearbox could failure prematurely:

• Inadequate lubrication
• Loose mounting
• Overhung load constraints
• Shock overload
• Undersized unit for application
• Unrealized start and stops in the application
• Application exceeds the gearbox service factor selection
• Etc.

It is very important to stock a critical spare if your equipment is running production lines that cannot afford to fail.  By having a backup unit on hand, the correct procedures can be taken to properly service the unit coming out of service vs. a rushed repair.  Factory repairs ensure that shafts, bearing and gearing have been set correctly vs. an educated third party guess.  SMA units repaired by the SMA Product Support Group come with a two year warranty.

It is recommended that customers allow a field technician from the gearbox manufacturer come out to their facility and complete a survey of the gearboxes on hand.  This allows the field technician the opportunity to notice environmental concerns like dust, washdown, temperature, etc. to be observed and might aid in adding additional suggestions.

If a customer chooses to dismiss local representation's effort to connect on site, than they are running machinery at their own risk.  These customers will also indefinitely deal with gearbox production delays and or site follow up due to scheduling.