Say What You Can Do and Do What You Say You Can

July 26, 2010 — japanfalone

These are words  given to me by an elderly neighbor friend from my adolescent days of mowing lawns. They have resonated with me throughout my years and has proven to be time-tested advice.

I recently read an article from a marketing consultant that claimed there is a paradox between what you promise and what you can deliver. He claims that If you promise very little, you don’t get a chance to deliver because I’ll ignore you. And if you promise too much, you don’t get a chance to deliver, because I won’t believe you.

I really do not see a paradox but a metric to measure your ability to serve your market. If you promise only what you can deliver and it is not good enough for your customer, then your services are not robust enough to serve that market. You need to improve to meet the challenge.

As for promising too much how can you do that if you only promise what you can do? If you can do it, let your customer know why you can and with examples of what you have done. If you both are confident that it can be done then it is a sale.

I had a mowing customer that needed her property line cleared of overgrowth. I wanted the job but not having a driver’s license I could not haul the refuse to the dump. I could have told her I could do the job but her knowing that I did not drive she would not have believed me and not given me the job.

I stuck to my mantra of say what you can do and do what you say you can do. Since what I could do was not good enough, I hired a friend with a pick up truck to haul the stuff away.

I asked for the job and told her how I would tackle it. She and I were both confident with the arrangement and I got the job.

Lucky for me I found a company to work for with similar work ethics. When you call in  for technical assistance, we application engineers drawing upon our experience, will share with you what will and will not work for your application. On those situations where it is questionable, we will tell you so. Then EXAIR will back it up with a an unconditional 30 day guarantee. If for any reason you are not satisfied with the results you can return it for full credit.

Joe Panfalone
Application Engineer
joepanfalone@exair.com

Posted in Customer Service, Uncategorized. Tags: , , , . 1 Comment »

Green Green Grass Of Home

July 20, 2010 — japanfalone

I was listening to some oldies the other day and the song “Green Green Grass Of Home ”  came on the air. It reminded me of the latest buzz word GREEN. Everyone today is claiming their green credentials. People are singing green like kumbaya around the fire ring. But do they really know what it is to really be green or is it just a marketing ploy?

In an earlier post [ LINK ] I demonstrated that most of what is called new is only recycled time proven axioms and GREEN is no different. “We used to call it waste not want not”

For a quarter century EXAIR has been producing compressed air products that conserve compressed air. We have been “Green” long before it became chic.  With products that amplify volume 25-40 times the usage of compressed air, our customers are able to manage their energy requirements reducing their carbon footprint.

Six Steps to Optimizing your Compressed Air System

  1. Measure the air consumption to find sources that use a lot of compressed air.
    EXAIR’s Digital Flowmeter accurately measures compressed air usage and monitors waste. Trends can be monitored to find excessive air use. Detects leaks at compressed air fittings when the machinery is off. Regular monitoring can detect leaks that develop as the machinery ages.
  2. Find and fix the leaks in your compressed air system
    EXAIR’s™ Ultrasonic Leak Detector can help you find costly leaks in your compressed air system. Leaks can account for 30% of total compressor output! In many cases, finding one small leak can quickly pay for the leak detector.
  3. Upgrade your blow off, cooling and drying operations using engineered compressed air products.
    EXAIR’s™ award winning Super Air Nozzles, Super Air Knives and Super Air Amplifiers dramatically cut air consumption and noise. EXAIR’s Digital Sound Level Meter can find and isolate the source of the noisy blow offs.
  4. Turn off the compressed air when it isn’t in use
    EXAIR’s™ EFC is an electronic flow control that minimizes compressed air use by turning off the compressed air when no part is present. For use on blow off, drying, cooling, conveying and static elimination operations.
  5. Use intermediate storage of compressed air near the point of use.
    An EXAIR 60 Gallon Receiver Tank can be installed at the point of high demand so there is an extra supply of compressed air available for a short duration.
  6. Control the air pressure at point of use to minimize air consumption.
    EXAIR Pressure Regulators permit easy selection of an operating pressure that will allow the air product to work properly without using excessive amounts of compressed air. Reducing the air pressure from 100 PSIG to 80 PSIG reduces energy use by almost 20%.

Joe Panfalone
Application Engineer
joepanfalone@exair.com

Posted in Compressed Air Optimization. Tags: , , , , . Leave a Comment »

Everyone is Talking about the HEAT

July 12, 2010 — japanfalone

While sports fans are consumed with Lebron James joining the Heat, the attention of those of us in manufacturing are focused on heat related problems affecting equipment.

I was contacted by a customer who was having problems with his ink jet printing. Throughout the day, as temperatures climb, the viscosity of the ink changes  requiring frequent adjustments. Then on the night shift the settings have to be reversed. The problem with this method is the need for adjustments are not known until defective product prints are observed. This then requires the operator to make adjustments and take defective product produced prior and during adjustments out of the line.

Using a model 4308 cabinet cooler to maintain a consistent temperature around the ink pot eliminated any need for adjustments due to ambient temperature changes. This saved on labor, eliminated defects, and increase productive up time.

Joe Panfalone
Application Engineer
joepanfalone@exair.com

Posted in Cabinet Cooler. Tags: , , , , , , . Leave a Comment »

Down in the Dungeon

June 29, 2010 — japanfalone

Compressed air is the lifeblood of a manufacturing facility. Actuators, vises, sensors, etc. all use the convenient supply of shop air. When it comes to the air compressor that supplies all this power, it is usually relegated to some dark, dank, dirty, non-ventilated dungeon away from the general work area . If you’ve ever been in a compressor room, you know why it is not a popular place to hide from the boss.

I had brick making customer with dirty compressed air getting into our product and fouling it up. A quick visit to their compressor room made it clear why dirt was in the compressed air. Keep in mind the compressor breathes in air from the area it is installed. The quality of air in the room will have an effect on the air being delivered throughout the system. They were storing bags of powdered colorants in the room along with the compressor and it was getting into their air system. They could not move the compressor because they really needed the floor space so they ran ductwork to the outside for fresh air. Problem solved.

Another issue with compressor room environments is temperature. When air is compressed it creates heat warming the air in the room. The compressor breathes in this warm air and heats it up even further. If the room is not fully vented it becomes an endless cycle. When this warm compressed air is sent through the system it cools within the distribution lines. This cooling process causes the humidity to condensate out causing water problems at the point of use.

For a healthy compressed air system, your first line of defense is the compressor’s environment. Then a second line of defense is to install an EXAIR filter separators at the point of use. These will filter out dirt to 5 micron and separate out any condensate that has formed in your air lines.

Joe Panfalone
Application Engineer
joepanfalone@exair

Posted in Compressed Air Optimization, Uncategorized. Tags: , , , , . Leave a Comment »
« Older posts
Newer posts »