Compressed Air Best Practices - June 2008 - (Page 32)

| 06–07/08 Compressed Air Industry PHARMACEUTICALS | SMC: MANAGING ENERGY AND DEW POINT IN PN PNEUMATIC SYSTEMS Compressed Air Best Practices spoke with Kelly Ingoldsby (National Sales Manager-Compressed Air Purification (CAP) Products) and Mike Nagy (Energy Conservation Group Manager) of SMC Corporation of America. Good morning. Please describe SMC Corporation for us. Good morning. SMC is a global company with operations in over 49 countries. Founded in 1959, we are listed on the Tokyo Stock Exchange and have major production facilities in nine countries including two here in the U.S. Our business is focused on being the premiere supplier of pneumatic and air purification systems worldwide. This focus on pneumatic systems has allowed us develop premiere quality and technology which has driven our rise to a global market share of 26%. Factories often have dew point problems in the factory with their pneumatic applications — even when the compressor-room air dryers are functioning properly. The factory personnel will not understand why they still have dew point problems. This is where SMC’s expertise in pneumatics adds value. By understanding the application of pneumatics, we can then design the appropriate compressed air purification solution. How does SMC go to market with the CAP products? We are building a nationwide distributor network of companies right now. We introduced the SMC full product line of compressed air dryers and filters in August of 2007. This first year has truly surpassed all of our expectations. Compressor distributors are choosing to work with SMC because of the quality of our products, breadth of product line and because of the access we give them to so many new customers. They also like the stock consignment programs we offer to ensure fast deliveries to customers. How long has SMC been involved with compressed air purification (CAP)? We have long been one of the largest manufacturers of compressed air dryers in Asia. In 2006, for example, SMC sold 13,000 refrigerated air dryers in Japan. Being experts in pneumatic components, we are intimately familiar with the need for clean, dry, compressed air. Our customers have asked us to protect the SMC pneumatic components and that led us to start manufacturing air dryers over twenty years ago. SMC’s UL-Listed Refrigerated Air Dryer Kelly Ingoldsby, SMC Compressed Air Purification Products How do distributors get access to new customers? SMC has a national sales force of almost seven hundred people. We are one of the top suppliers of pneumatic products in North America. When a distributor chooses to work with our compressed air purification (CAP) products, we start bringing them into our accounts. Our pneumatic product sales force will take these distributors to accounts where they have identified dew point issues or the need for air purification products. The pneumatics sales people are not in a different division and are motivated to bring in the compressor distributor. They are also, in this way, assured of service support if required. We have a full range of compressor-room air dryers and filters, but what makes our line-up unique is our range of point-of-use air treatment products. We supply membrane air dryers, which can manifold into a FRL (filter-regulator-lubricator) package, for example. 32 www.airbestpractices.com http://www.airbestpractices.com

Table of Contents Feed for the Digital Edition of Compressed Air Best Practices - June 2008

Compressed Air Best Practices - June 2008 Contents From the Editor Utility-Air News A Pharmaceutical Compressed Air System Audit Talking Dew Point Puerto Rico, Pharmaceuticals and Airequipo Inc. Oil-Free Rotary and Oil-Free Centrifugal Compressor Comparison SMC: Managing Energy and Dew Point in Pneumatic Systems Utility Grade Compressed Air Systems Training Calendar & Product Picks Wall Street Watch Advertiser Index Job Market

Compressed Air Best Practices - June 2008

For optimal viewing of this digital publication, please enable JavaScript and then refresh the page. If you would like to try to load the digital publication without using Flash Player detection, please click here.