mettler toledo railroad weighing technology. agenda about mettler toledo making the right rail...

METTLER TOLEDORailroad Weighing Technology

Agenda

About METTLER TOLEDO

Making the right Rail scale investment for your business

Building the system

POWERCELL PDX® innovations in: - Accuracy- System reliability

Operational savings from railroad scale performance & accuracy

3

Our Company

METTLER TOLEDO is a global manufacturer and marketer of precision instruments for use in the laboratories, manufacturing,

and food retailing.

Worldwide presence

12,000 employees

Sales $2.3 billion in 2011

Company History

5

Sales per Region

in mUSD

1595

1482

936 10

96 1148 12

14 1304 14

04

1

998

1999

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

2011

1065

1794 19

73

1729

Americas 34%

Europe 37%

Asia / RoW29%

2309

1968

Global Manufacturing

USAGermany

United Kingdom

China

Switzerland

Internal usage only

Complete Truck and Rail Scale Solutions

Software

Life Cycle

PRODUCTS

SERVICES

Global Technology Leadership

Load Cells

PDX

Truck Scales Rail Scales

Installation Construction Service Calibration

Terminals

Internal usage only

MT – Global Leader in Vehicle / Rail Scales

MT Vehicle Units Market Leadership

From 2009 – 2011: Over 16,000 vehicle and rail scale systems installed using either POWERCELL PDX or POWERCELL MTX

MT has direct operations & local partners in 44 countries supporting our vehicle business

There are over 1M POWERCELL's installed across the globe

POWERCELL® PDX® is the most successful vehicle load cell system on earth!

Internal usage only

Railroad Scale Solutions

• Above Ground & Pit

• Filling

• Concrete & Steel Deck Combos • Custom Solutions

• Liquid Weighing • Grain Dumps • Coupled in Motion

Internal usage only

Delivery Services / Installation / Project Management

Internal usage only

Delivery Services / Installation / Project Management

Internal usage only

Global Rail Scale Customers

12

Internal usage only

Agenda

About METTLER TOLEDO

Making the right railroad scale investment for your business

Building the system

POWERCELL PDX® innovations in: - Accuracy- System reliability

Operational savings from truck scale performance & accuracy

Customers expect the investment to last 20-30 years +

Selecting the right technology is vital

Reliability is business critical – Unplanned downtime can cost an operation in lost business & profit margin

Scale inaccuracy is a hidden profit drain – How much product are you giving away with each weighment?

Your cash register is expected to reliably operate in the elements for years –

How to defend against temperature, lightning, moisture & flooding

You can't afford to be out of compliance with legal weight limits

Making the right Railroad Scale investment

The Railroad Scale is the cash register or compliance system of

your operation.

15

Railroad Scale Applications

Single Draft Weighing Un-Coupling & Weighing Individual cars

High Accuracy

On Board Loading and Unloading

Legal for Trade

High Initial Investment

Dual Draft WeighingIndividual Carriage Weighments

Less Accurate

Not Legal for trade

Lower initial investment

16

Railroad Scale Applications

Coupled In Motion

New PSD CIM for Liquid Weighing

Single & Dual Draft CIM

High Accuracy

High Efficiency

Legal for Trade

High Initial Investment

Good for weighing solids

Pseudo Single Draft (PSD) CIM

More accurate than traditional CIM

High Efficiency

Can be Legal for Trade

High Initial Investment

Good for weighing liquids

MT Patented Technology

Internal usage only

The typical rail scale system costs…

34%

20%

Internal usage only

Load Cell System

5%

76%

Accessories

4%Terminal

3%

Software

10%

Weighbridge

Maintenance & repair costs over the life of the rail scale*

Most Common Service IssuesLoad Cell / Sensor failure (lightning, moisture, fatigue)Junction box / totalizer failure Load Cell line / cables (moisture, cut, wear)Terminal failureWeighbridge issues (bumpers, checking, cleaning)

* Based on actual service records

Typical Service Expenses

$ 2,500: Annual PM, re-calibration

$ 2,500: Replacement of single LC

$12,000: Repair from lightning strike

Internal usage only

Agenda

About METTLER TOLEDO

Making the right truck scale investment for your business

Building the system

POWERCELL PDX® innovations in: - Accuracy- System reliability

Operational savings from truck scale performance & accuracy

Internal usage only20

The Weighbridge

Internal usage only21

VRS241

The New VRS241

25' Double

12.5' Single

Internal usage only22

VRS241

The VRS241 is an improved design replacing the 7260

Several improvements have been made to provide additional benefits to the customer including- POWERCELL® PDX ® load cells included standard

- Installation improvements make installation faster and easier.

- Rail has improved adjustability

- Available in Concrete or Steel

- Available with standard rail clips or Pandrol fasteners

- Faster Load Cell Update Rate 17 Hz 36 Hz

Internal usage only

Liquid Weighing Applications

Installation

23

Improvements from 7260 to VRS241

Serviceability

Load Cell Network

POWERCELL ® PDX ®

Predictive Diagnostics

Simplified Network

Accuracy & Reliability

Update Rate 2X

PSD Patented Technology

Checking easier to access

Rail Adjustment

Removed difficult to set embed plates

Lock in place shimming

Internal usage only24

Design compared to Competition

METTLER TOLEDO VRS241

Low Profile Competitive Units

Direct loading from rail into the load cell is the most accurate method.

Low profile designs can cause high stress in the welds and inaccuracy.

Indirect loads translate loads in different directions

METTLER TOLEDO has learned from previous designs that cantilevered designs can cause long term accuracy and maintenance issues.

Internal usage only25

Design compared to Competition

METTLER TOLEDO VRS241

Gauged Rail

Gauged rail solutions are typically not Legal for Trade

Life expectancy of a gauged rail solution is 2-3 times less than a traditional railroad scale

Gauged rail solutions are susceptible to lightning, junction box and grounding issues.

Internal usage only

Designed for Cooper E80 Loading

26

The scale is designed to handle massive Cooper E80 Locomotive loading forces and produce no more than 10,000 psi stress in any structural member in the weighbridge.

40,0

00 l

bs.

80,0

00 l

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80,0

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bs.

80,0

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bs.

80,0

00 l

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80,0

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80,0

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bs.

80,0

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bs.

40,0

00 l

bs.

52,0

00 l

bs.

52,0

00 l

bs.

52,0

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bs.

52,0

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bs.

52,0

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bs.

52,0

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52,0

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52,0

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80,0

00 l

bs.

Loading of a Cooper E80 Locomotive

Agenda

About METTLER TOLEDO

Making the right truck scale investment for your business

Building the system

POWERCELL PDX® innovations in: - Accuracy- System reliability

Operational savings from truck scale performance & accuracy

Internal usage only

Digital Technology Delivers Better Performance

ANALOG CONVERTERS DIGITAL

LOA

D C

ELL

ST

ELE

VIS

ION

ANALOG Load Cells Smart Sectional Controllers

+

+

+

+

+ OR

OR

Mettler Toledo Digital POWERCELL PDX

INTALOGIX®

Internal usage only

POWERCELL PDX

POWERCELL 760 POWERCELL PDX

The Legacy continues with POWERCELL PDX

POWERCELL MTX

POWERCELL PDX

Highest Accuracy

Unequaled Reliability- No Junction Boxes

- Environmental Protection & Predictive Diagnostics

Leveraged 20+ years of field experience and an install base of 1 million load cells

Internal usage only

The impact on your business

The value of 100lb of your product?

How many cars per day leaving your operation?

What is the revenue lost from one day of an unplanned shutdown?

How much time to you currently spend weighing cars?

Internal usage only31

Accuracy Data – As Found in the Field

We collected "As Found" performance on hundreds of scales to see how much error was found on each scale

The results are incredible

MT test trucks drop weights on scales to see if they are in tolerance

Typically using around 25,000 lb. for truck, 40,000 lb. for rail scales

Internal usage only32

Field Accuracy Data

POWERCELL = More certainty in each measurement

There is a remarkable difference, and it is not accidental!

POWERCELL compensation technology corrects for factors that other load cells ignore: temperature changes, creep, linearity, hysterisis

It is easy to meet legal limits, but not easy to do what we do

Internal usage only33

Field Accuracy Data

Selling by Weight?

These scales are cheating customers;damaging reputations and relationships

Selling by Weight?

These scales are giving away free product andhurting profits

Purchasing by Weight?

These scales are causing overpayment and inventory leakage leading to lost profits

Purchasing by Weight?

These scales are cheating suppliers; damaging reputations and partnerships

Comparison of Metrology Specs

34

At Capacity:

OIML R60 C3 tolerance is 60% tighter than HB44 10K III L-M.

All MT truck/rail scale load cells exceed the requirements of both!

In general, OIML R60 (Europe) specifications are much tighter than the NTEP HB44 10K III L-M (USA).

Vehicle Scale Accuracy

35

200 lbs. of Error on a 100,000 lb. car, 400 lbs. on 200,000 lb. car!

Car Weight Allowable Error (NTEP)

Allowable Error (OIML)

20,000 lb. 40 lb. 44 lb.(20 kg)

60,000 lb. 120 lb. 88 lb.(40 kg)

80,000 lb. 160 lb. 88 lb.(40 kg)

100,000 lb. 200 lb. 132 lb.(60 kg)

200,000 lb. 400 lb. 132 lb. (60 kg)

What is Legal for Trade for static rail scales?

These US tolerances have been the same for over 50 years! They were established for lever systems.

For our new ROI calculators:- Just show the customer that we can improve accuracy by 20 or 40 lb.

- This is conservative!

Based on typical scale capacities

Internal usage only36

Video: POWERCELL PDX Accuracy

Accuracy is designed-in, field tested, and provides strong ROI

Internal usage only37

An Accuracy Example: Did you know?

Can anyone afford to give away full truckloads?

Here is some amazing math:

In a hypothetical example, a customer weighs 100 trucks per day of grain

Gross truck weights are around 50,000 kg and net loads are 32,000 kg

Their scale is weighing 40 kg light on every truckload they sell

- Not unusual; legal for trade

- Accuracy test is -10 kg a with test load

They are giving away a free truckload worth of grain every 8 days!

Internal usage only

POWERCELL PDX Unequaled ReliabilityEnvironmental Protection

Cheating

Flood, punctures & abuse

Rust and corrosion

Lightning

Rodents

High temperature

Radio and Electromagnetic

Cold, ice

v

Protects against the key causes of inaccuracy, downtime, and vehicle scale failure

Internal usage only

Unmatched Lightning Protection

Can withstand multiple lightning strikes up to 80,000 Amperes- An average strike is 30,000

Amperes

The only cell with REAL Proof of System Performance - In the lab & in the field

METTLER TOLEDO provides total system protection for Load Cell, Cables, and Industrial Terminals

Third party certified

POWERCELL PDX Unequaled Reliability

Internal usage only40

Video: Lightning Protection

Full system protection from lightning strikes

Internal usage only41

Video: No Junction Boxes

Eliminate the primary source of vehicle scale system failures

Internal usage only

Competitive Systems use Junction Boxes Hard to seal against moisture Complicated installation, troubleshooting Expensive to maintain and failure prone

POWERCELL PDX Has NO Junction Box Easy to install and troubleshoot Fast, reliable, and accurate

operation

Eliminates the primary source of vehicle system failures - the Junction Box

Manual wiring of Junction Box

POWERCELL PDX Unequaled Reliability

Internal usage only

Sectional Controller

43

Internal usage only

POWERCELL: Unequaled Reliability

Model 7560 Tulare, CA (near Death Valley)

Locations Recorded temperature # 1 Al'Az-is-iyah, Libya 136.4° F (58.0° C)# 2 Death Valley, USA 134.0° F (56.7° C)

Hottest Places on Earth

Locations Recorded temperature #1 Vostok, Siberia -67° F (-55.0° C)#2 McMurdo, Antarctic -59° F (-50.0° C)

Coldest Places on Earth

Operates in Extreme Places

Model 7560 McMurdo Station, (only scale in Antarctic)

This scale in Antarctica has been used for nearly 20 years without

replacing a single load cell

Internal usage only45

Video: Environmental Protection

Proactive information to prevent unplanned downtime

Internal usage only

Potential water entry points

Protection from Corrosion & Failure

POWERCELL PDX Unequaled Reliability

POWERCELL PDX

Stainless steel components

Passed IP68¹ and IP69K tests

Integrated breach detection

You will always know if a cell has been broken open - before failure!

Competitive Analog Solutions

Often made of painted/plated carbon steel

Integrated cable connection secure

Weld seams not leak tested

You will never know that a load cell has failed!

¹ 7 days with cables attached

Internal usage only

All critical errors immediately displayed to your operator - Overloads, weighing or cell failures

- Water ingress detected by breach detector in the cell

Allows a technician to troubleshoot remotely

Problem causes are accurately pinpointed

Email alerts for fast communication of key conditions

Weighing terminals store historical data for analysis

At cell voltages Network condition

Predictive Diagnostics for Network Health

POWERCELL eliminates analog load cell weaknesses

POWERCELL PDX Unequaled Reliability

Internal usage only

Items Monitored With POWERCELL PDX

48

Accurate Weight

Node Address

Serial Number

Cell Counts

COM Errors

Min Supply Voltage

Supply Voltage

CAN-H Voltage

CAN-L Voltage

Major over-voltage/current

Major under-voltage

Minor over-voltage/current

Minor under-voltage

Total Transactions

Temperature Deviation

Current Temperature

Max Temperature

Min Temperature

Gas Concentration

Displacement deviation

Current Displacement

Energy Deviation

Current Energy

Zero Drift Errors

Zero Drift Value

Cell Overloads

Average Overload Weight

Symmetry Errors

Symmetry Difference

Internal usage only49

POWERCELL PDX TechnologyHow It's Made: POWERCELL PDX Load Cells In Japanese: http://www.youtube.com/watch?v=VtrxW32_qgo

Built and tested like no other load cell on Earth

Agenda

About METTLER TOLEDO

Making the right truck scale investment for your business

Building the system

POWERCELL PDX® innovations in: - Accuracy- System reliability

Operational savings from rail scale performance & accuracy

51

Estimate the Return on the Rail Scale Investment

Page 3 is the interactive form - most important

Different between the two versions, with similar elements

Business Input

Performance Input

Price Input

Output

Page 3 Page 3

52

ROI Tools – Business Input

Input from client to reflect their operation

Use conservative estimates if the client is unsure

Business days per year: 240 reflects an average Monday-Friday schedule, change if facility operates beyond this

Price of goods / Profit margin: if client has numerous goods or the price/margin varies, use conservative average

53

Calculator Output

This gives you the “Price Difference Payback”- Based on the price premium of POWERCELL PDX – NOT on the entire system price

When comparing to a competitor, remind client that these figures reflect annual savings that they will experience every year

Or, these are the figures that they will be losing each year with a less accurate and reliable system from a competitor

This is simply how POWERCELL PDX stacks up to the competition – if they currently have a scale, their savings over a current system will be even larger

Partnership Value

METTLER TOLEDO offers

Technology Leadership- Accuracy

- Reliability

- Diagnostics & Control

- Integration

Global Presence - Sales & Service

- Support

Experienced and Committed Partner- Proven partner who is the leader in its field

- Knowledge of local regulations

- Committed to innovation

- Flexible and comprehensive application offering supported by an agile team