402 / 403 XE Competition

September 25, 2006

Competition• Tier 1

– THK, NSK

• Tier 2– NB Bearing, Danaher, Hiwin, Makes Own

• Sell Parker Value– Difficult sell as a component (price war)– Sell limit sensor mounting (No pinchpoints, cut cables, etc)– Sell lead times – Initially 3 weeks as product matures = then

<5 days! – Sell our ability to add plates, other customer accessories to

sell a “solution” not just a positioner

Parker Differentiation

• Bundle with other XEs or a ET Cylinders into small, robotic systems.

• Add customer needed load plates, etc• Provide Parker engineering expertise

Parker vs THKParker THK

Profile Sizes 3 5

Cleanroom, Radant Coating

Yes Yes

Clean Connectorized Limit

Switches

Yes No

Accuracy 50+ μ 50+ μ20+ μ

Repeatability +/-5 μ +/-5 μ +/-3 μ

Max Load 402 90 kg 30 kg

Max Load 403 160 kg 140 kg

Max Speed 90 rps 140 rps

Lead Time 3 weeks

1 or 10 weeks

Parker vs THK• THK will sell direct and take sales at low margins. • We can differentiate with various motors added

already• Differentiate with custom bracketry• Differentiate with custom testing• Differentiate with packaged limit sensors• Parker system solutions and support vs bearing

sellers. • Only 2 mm lead in KR26, 6 and 10 mm lead in KR30• THK will stock some products for a short leadtime in

Chicago (1-3 days) – but if you need something not in stock or custom it will be 10-12 weeks IF they will even be willing to take on the custom. – how nice is it to get what you need instead of what they want to sell?

Parker vs THK

Parker vs NSKParker NSK

Profile Sizes 3 7

Cleanroom, Radant Coating

Yes No

Clean Connectorized Limit

Switches

Yes No

Accuracy 50+ μ ?

Repeatability +/-5 μ +/-10 μ +/-3 μ

Max Load 402 90 kg 30 kg

Max Load 403 160 kg 140 kg

Max Speed 90 rps 140 rps

Lead Time 3 weeks

10 weeks

+

Parker vs NSK• Offer a double slider option like THK • Offer precision and standard grade • No motor options • Long lead times on anything not stocked• Difficult tech support • Bearing manufacturer trying to move up the line• Sell the system solution vs just a commodity product.• Sell worldwide Parker support channel

Parker vs NSK

Parker vs NB (& Danaher) Parker Danaher NB

Profile Sizes 3 5 5

Cleanroom, Radant Coating

Yes Yes Yes

Clean Connectorized Limit

Switches

Yes No No

Accuracy 50+ μ 50+ μ20+ μ

50+ μ20+ μ

Repeatability +/-5 μ +/-5 μ +/-3 μ

+/-5 μ +/-3 μ

Max Load 402 90 kg 30 kg 30 kg

Max Load 403 160 kg 140 kg 140 kg

Max Speed 90 rps 140 rps 140 rps

Lead Time 3 weeks

4-6 weeks +

4-6 weeks +

Parker vs Danaher

• Danaher’s product is a private label NB actuator

• Non-cover version has end cap protruding above carriage surface on non-motor end (cannot overhand load)

• Limit sensor package is dangerous.• You can slice wires or hoses with it.

• Danaher support could be troublesome• Danaher quality process before shipping?

Parker vs Danaher

Parker vs NB

Parker vs HiwinParker Hiwin

(KK)

Profile Sizes 3 5

Cleanroom, Radant Coating

Yes No

Clean Connectorized Limit

Switches

Yes No

Accuracy 50+ μ 20+ μ

Repeatability +/-5 μ +/-3 μ

Max Load 402 (KK50) 90 kg 30 kg

Max Load 403 160 kg 140 kg

Max Speed 450mm/s 270mm/s

Lead Time 3 weeks

Parker vs Hiwin Open motor mount housing allowing particulate to enter

No standard motor offering

Fewer ball screw options vs (no 5 mm KK50 option)

Only have std grade KK50 , they do offer precision and standard grade KK60 – How do they test that?

Parker vs Hiwin

Their Limit Sensors

Convenient wire slicing device that doubles as a limit switch trigger.

Completely enclosed connectorized package

using NPN, PNP, NO, NC 10-24VDC limit options with or without connectorized cable

Their Motor Options

THK – Mounting components only for your motor that fits what they have already designed or their 1 motor option

Danaher – Offers servo and stepper motor options with their URS units.

NB – Mounting components only for your motor that fits what they have already designed.

NSK – Mounting components only for your motor that fits what they have already designed.

Hiwin - Mounting components only for your motor that fits what they have already designed.

Parker steppers or servos mounted at the factory ready to run out of the box!

Relative Pricing

Comparing :100 mm strokeNo limit switches5 mm lead screw No motor

Parker vs Engineer Eddy Making His Own

• How do you get table specific accuracy, repeatability specifications?• What is the roll, pitch, yaw rating for the table assembly? • What if you need different motor options? • Will it be a steel U channel base with highly integrated bearing/screw

combination for the smallest footprint possible? • What if it fails, how will you replace it – how long will that take? • How long will it take to write the assembly process?• How long will it take to design the components?• How long will it take to manufacture the components?• How long will it take to receive the components?• How much does it cost to receive, stock, pick, assemble, test,

continually support and inventory spare parts? • With Parker’s support you can design a system solution into the

application faster and help your organization come to market with more engineering expertise tied to the systems.

• Who has liability if the custom made product doesn’t perform as planned? Where will the finger point?

Parker vs Engineer Eddy Making His Own• Research components – 1.5 hours x 4 main components

• Design actuator – 8 hours • Purchase various components 2 hours• Machine various components 16 hours• Assemble various components 4 hours• Estimated at this point = 36 hours * 40$ / hour = $1440 + actual cost of

each component + testing + anything missed in this list!– Screw = $200 for anything with quality– Motor = $100 stepper motor– Aluminum = $80– Rails = $175– Hardware = $12– Couplings = $30– Bearings =$30

= OVER $2000

• 402XE starts at under $900. (403XE under $1000)

Questions?