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crane solutionsTRANSCRIPT
June 05 Sales Conference - Amsterdam
www.servo-payesh.com
[email protected] +98(21)44839534-44838867
Crane Industry seminar
June 05 Sales Conference - Amsterdam
June 05 Sales Conference - Amsterdam
Give you a personal impression about:
• The crane industry
• Competitors
• Our experiences
• Trends
• Some do’s and don’ts
• and …..
Crane Industry seminar
June 05 Sales Conference - Amsterdam
Crane Industry seminar
June 05 Sales Conference - Amsterdam
Segments crane market
• Port & Terminal equipment for handling:
– containers
– bulk
– cargo
• Industrial Cranes (mainly Overhead cranes)
• Tower / Construction Cranes
• Specials (heavy lift, offshore pedestal,
nuclear waste, etc.)
June 05 Sales Conference - Amsterdam
• Port & Terminal equipment for container terminal operations
– Ship-to-Shore cranes
– Rail mounted gantry cranes
– Rubber Tired gantry cranes
– Straddle carriers
– Reach Stackers
– Terminal Tractors
Port & Terminal equipment: container handling
June 05 Sales Conference - Amsterdam
• Port & Terminal equipment for container terminal operations
– Ship-to-Shore cranes
– Rail mounted gantry cranes
– Rubber Tired gantry cranes
– Straddle carriers
– Reach Stackers
– Terminal Tractors
• Port & Terminal equipment: container handling
June 05 Sales Conference - Amsterdam
Container handling: Ship to Shore (STS) cranes
Main Hoist
Two @ 200 to 750kW
Trolley
One @ 132 to 315 kW or
Four @ 45 to 110 kW
Boom Hoist
One @ 75 to 315 kW
Gantry
8 to 16 @ 11 to 22kW
Typ
ical D
rives
Full AC for new cranes
DC for retrofits
Boom
Spreader (trim&list) Trolley
Gantry
E-room
Trolley traveling is
prohibited when the boom
is up
June 05 Sales Conference - Amsterdam
• Trends:
– Increasing demands (extended boom due to bigger ships; Panamax,
Post-Panamax and Superpost-Panamax)
– Twinlift (2 containers in 1 move)
– High speeds, high accelerations (full rope trolleys)
– Second trolley
– Semi-automation (anti-sway and position control)
– More and more leasing of port equipment and because of this
remote condition monitoring is getting more important
Container handling: Ship to Shore (STS) cranes
HV-supply by a cable reel
Control from a cabin connected to
the trolley
PLC-controlled
Crane management system
June 05 Sales Conference - Amsterdam
Container handling concepts
Reachstackers
Rubber tired gantry cranes
Rail mounted gantry cranes
Straddle carriers
June 05 Sales Conference - Amsterdam
Container handling: Gantry cranes
Hoist
One @ 150 to 350 kW
Trolley
Four @ 11 to 22 kW
Gantry
Four @ 11 to 30 kW
Typ
ica
l D
rive
s
AC for new cranes
DC for retrofits
Rail mounted Gantry cranes:
• Supply by cable reel
• Power regeneration
Rubber tired Gantry cranes:
• Supply from diesel generator set
• Automatic steering control
• Braking resistors required
June 05 Sales Conference - Amsterdam
Container handling: Straddle Carriers Typ
ical D
rives
AC for new carriers
DC for retrofits
Hoist
One @ 90 to 150 kW
Gantry
Four @ 11 to 30 kW
Straddle carriers:
• Supply from diesel generator set
• Steering control
• Braking resistors required
• Each wheel is driven (highly advantaged control)
Straddle carriers are standard and built in series
June 05 Sales Conference - Amsterdam
Highlights: Container Terminal Operations
• Business is booming; a lot of container terminals are extended or will be
developed due to the increasing economical activities in the Far-East; so
a lot of new built container cranes at the moment
June 05 Sales Conference - Amsterdam
Highlights: Container Terminal Operations
• Business is booming; a lot of container terminals are extended or will be
developed due to the increasing economical activities in the Far-East; so
a lot of new built container cranes at the moment
• Besides local Port Authorities also the Fleet operators do develop their
own terminal operations (Maersk, NYK, P&O, PSA, Hutchison
Whampoa)
June 05 Sales Conference - Amsterdam
Highlights: Container Terminal Operations
• Business is booming; a lot of container terminals are extended or will be
developed due to the increasing economical activities in the Far-East; so
a lot of new built container cranes at the moment
• Besides local Port Authorities also the Fleet operators do develop their
own terminal operations (Maersk, NYK, P&O, PSA, Hutchison
Whampoa)
• Scale-factors are important (cost-saving) ; recent merge between Maersk
and P&O
June 05 Sales Conference - Amsterdam
Highlights: Container Terminal Operations
• Business is booming; a lot of container terminals are extended or will be
developed due to the increasing economical activities in the Far-East; so
a lot of new built container cranes at the moment
• Besides local Port Authorities also the Fleet operators do develop their
own terminal operations (Maersk, NYK, P&O, PSA, Hutchison
Whampoa)
• Scale-factors are important (cost-saving) ; recent merge between Maersk
and P&O
• OEMs have changed to one-stop-and-shop companies; although
business is good – prices are under pressure due to competition from
Asia
June 05 Sales Conference - Amsterdam
Highlights: Container Terminal Operations
• Business is booming; a lot of container terminals are extended or will be
developed due to the increasing economical activities in the Far-East; so
a lot of new built container cranes at the moment
• Besides local Port Authorities also the Fleet operators do develop their
own terminal operations (Maersk, NYK, P&O, PSA, Hutchison
Whampoa)
• Scale-factors are important (cost-saving) ; recent merge between Maersk
and P&O
• OEMs have changed to one-stop-and-shop companies; all do business is
good – prices are under pressure due to competition from Asia
• It’s a global market and the containers are highly standardized (20’, 30’,
40’ and 45’)
June 05 Sales Conference - Amsterdam
Highlights: Container Terminal Operations
• Business is booming; a lot of container terminals are extended or will be
developed due to the increasing economical activities in the Far-East; so
a lot of new built container cranes at the moment
• Besides local Port Authorities also the Fleet operators do develop their
own terminal operations (Maersk, NYK, P&O, PSA, Hutchison
Whampoa)
• Scale-factors are important (cost-saving) ; recent merge between Maersk
and P&O
• OEMs have changed to one-stop-and-shop companies; all do business is
good – prices are under pressure due to competition from Asia
• It’s a global market and the containers are highly standardized (20’, 30’,
40’ and 45’)
• There’s a difference in companies that are involved in intercontinental
and Short Sea Shipping (continental)
June 05 Sales Conference - Amsterdam
Port & Terminal Cranes: bulk handling
• Port & Terminal equipment for bulk handling
– Ship unloaders
– Mobile grab cranes
– Barge mounted (floating) grab
cranes
– Slewing grab cranes
– Stacker reclaimers
– Scraper reclaimers
– Bucket wheel reclaimers
June 05 Sales Conference - Amsterdam
Bulk handling: Ship unloaders
Close
1 or 2 @ 150 to 700 kW
Trolley
1 or 2 @ 150 to 500 kW
Gantry
8 to 16 @ 11 to 50 kW
Full AC for new cranes
DC for retrofits
Typ
ica
l D
rive
s
50 – 85 tonnes grab cranes (180m/min) for unloading
ships only. The bucket empties above a hopper.
From the hopper further transport by conveyor belts
Boomhoist
1 or 2 @ 75 to 160 kW
Hoist
1 or 2 @ 150 to 700 kW
Mainly handling iron ore and coal
June 05 Sales Conference - Amsterdam
Bulk handling: Slewing grab cranes
Closing
One @ 150 to 350 kW
Slewing
2 to 4 @ 15 to 37 kW
Gantry
8 to 16 @ 11 to 30 kW
AC for new cranes
DC for retrofits
Typ
ica
l D
rive
s
Luffing
One @ 75 to 150 kW
16 – 36 tonnes Lemniscate Floating grab
crane may have a diesel generator set as
power supply.
Hoist
One @ 150 to 350 kW In most cases
slewing grab
cranes do have
hook duty too.
Jib crane
June 05 Sales Conference - Amsterdam
Highlights: Bulk handling
• Business is tough; no serious expending market size
• For this reason mainly one-off sales and more chances in
retrofitting
• Built for purpose
June 05 Sales Conference - Amsterdam
Port & Terminal Cranes: cargo handling
• Port & Terminal equipment for cargo handling
– Jib cranes
– Mobile cranes
– Double boom cranes or double-link
level luffing cranes
June 05 Sales Conference - Amsterdam
Highlights: Cargo handling
• Business is tough; no serious in size expending market, due to the
benefits of the highly standardized containers.
June 05 Sales Conference - Amsterdam
Highlights: Cargo handling
• Business is tough; no serious in size expending market, due to the
benefits of the highly standardized containers.
• The smaller OEM’s specialized on this market segment where the design
to the needs of the end-user specs is required.
June 05 Sales Conference - Amsterdam
Highlights: Cargo handling
• Business is tough; no serious in size expending market, due to the
benefits of the highly standardized containers.
• The smaller OEM’s specialized on this market segment where the design
to the needs of the end-user specs is required.
• For the mobile cranes it is more a buy with or without the extras from the
catalogue.
June 05 Sales Conference - Amsterdam
Major OEMs – Port & Terminal Cranes (1)
OEM Head Office /
Production Website
Incumbent Drive
Supplier Comments
KCI (Konecranes,
Noell, Caillard)
Finland / Malaysia /
France / Germany www.konecranes.com Vacon, Siemens Commercially tied with Vacon (brandlabel)
Liebherr Germany / Austria /
Ireland www.lcc.liebherr.com Liebherr Brandlabeling CTWW?!
ZPMC China www.zpmc.com Siemens, ABB,
Yaskawa, CT Market leader, strong in price-competition
Kalmar (Partek) Finland / Holland www.kalmarind.com Siemens In 2002 Kone Corp took over Partek /
Kalmar
Kunz Austria www.kuenz.com Siemens
Gottwald Germany www.gottwald.com Siemens
Mobile cranes, gantry cranes and AGVs.
Part of Demag, 20% ownwership of
Siemens
Fantuzzi Reggiane Italy www.reggiane.com
Voest-Alpine Austria www.vamh.com Siemens Bulk handling
Femont Belgium www.femont.com Siemens Small local player
Paceco US, Spain www.pacecocorp.com
IMPSA Argentina www.impsaportsystems.com
June 05 Sales Conference - Amsterdam
Major OEMs – Port & Terminal Cranes (2)
OEM Head Office /
Production Website
Incumbent Drive
Supplier Comments
MAN-Takraf Germany www.man-takraf.de
Hilgers Germany www.hilgers-ag.de Local player
MHI Hiroshima
cranes
Mitsubishi
Japan www.mhi.co.jp
June 05 Sales Conference - Amsterdam
Industrial Overhead Traveling Cranes
Hoist
1 or 2 @ 7,5 to 300 kW
Cross Travel
1 to 4 @ 1,5 to 45 kW
AC Drives Used
Typ
ical
Dri
ves
Long Travel
2 or 4 @ 22 to 45 kW
Supply mainly via conductor
lines and shoegears
June 05 Sales Conference - Amsterdam
Highlights: Industrial overhead cranes
• There is the huge market for standard industrial overhead cranes that
focuses on loads up to 10-tons. Mainly the single or double girder cranes
are equipped with ‘Wire rope hoists’.
June 05 Sales Conference - Amsterdam
Highlights: Industrial overhead cranes
• There is the huge market for standard industrial overhead cranes that
focuses on loads up to 10-tons. Mainly the single or double girder cranes
are equipped with ‘Wire rope hoists’.
• The standard industrial crane market is highly competitive and money
driven. Implementing drives depends of the clients specs. OEMs do have
their own (brand-labeled) drive.
June 05 Sales Conference - Amsterdam
Highlights: Industrial overhead cranes
• There is the huge market for standard industrial overhead cranes that
focuses on loads up to 10-tons. Mainly the single or double girder cranes
are equipped with ‘Wire rope hoists’.
• The standard industrial crane market is highly competitive and money
driven. Implementing drives depends of the clients specs. OEMs do have
their own (brand-labeled) drive.
• Heavy duty cranes are more designed to the clients needs and therefore
in this area there are other smaller more specialized, local companies
active.
June 05 Sales Conference - Amsterdam
Major OEMs – Standard Overhead Cranes
OEM Head Office /
Production Website
Incumbent
Drive
Supplier
Comments
Kone Finland www.konecranes.com Vacon brandlabel
Demag Germany www.demagcranes.de Demag
(Dedrive)
Abus Germany www.abus-kransysteme.de
P&H US www.morriscranes.com
June 05 Sales Conference - Amsterdam
Construction – (Mobile) Tower Cranes
Hoist
One @ up to 45 kW
Slew
One @ up to 7,5 kW
AC on all electric driven cranes
Typ
ical
Dri
ve
s
From 1mt up to 30mt load and radius up to 50 meters
Trolley
One @ up to 7,5 kW
June 05 Sales Conference - Amsterdam
Highlights: (Mobile) Tower cranes
• For the tower cranes it is more a sales from the catalogue.
June 05 Sales Conference - Amsterdam
Highlights: (Mobile) Tower cranes
• For the tower cranes it is more a sales from the catalogue.
• These cranes are not automatically equipped with speed controlled
motors.
June 05 Sales Conference - Amsterdam
Highlights: (Mobile) Tower cranes
• For the tower cranes it is more a sales from the catalogue.
• These cranes are not automatically equipped with speed controlled
motors.
• There are mobile tower cranes, these cranes are mounted on a truck and
can easily be erected on site.
June 05 Sales Conference - Amsterdam
Highlights: (Mobile) Tower cranes
• For the tower cranes it is more a sales from the catalogue.
• These cranes are not automatically equipped with speed controlled
motors.
• There are mobile tower cranes, these cranes are mounted on a truck and
can easily be erected on site.
• Some OEMs choose for hydraulic driven solutions others for electric
driven.
June 05 Sales Conference - Amsterdam
Highlights: (Mobile) Tower cranes
• For the tower cranes it is more a sales from the catalogue.
• These cranes are not automatically equipped with speed controlled
motors.
• There are mobile tower cranes, these cranes are mounted on a truck and
can easily be erected on site.
• Some OEMs choose for hydraulic driven solutions others for electric
driven.
• Huge rental market
June 05 Sales Conference - Amsterdam
Major OEMs – (Mobile) Tower Cranes
OEM Head Office /
Production Website
Incumbent
Drive
Supplier
Comments
MAN Wolffkran Germany www.wolffkran.de
Liebherr Austria www.liebherr.com Liebherr Self-made
Potain France www.potain.com LS
Arcomet Belgium www.arcomet.com
MTC Holland www.mtc-cranes.com CT / LS Mobile cranes
Terex Germany, Italy www.comedil.com Brands: Peiner,
Comedil
June 05 Sales Conference - Amsterdam
Specials
• The market for specials is significant and divers for its
purpose:
– Heavy lift cranes
– Marine and offshore pedestal cranes
– Cranes especially for handling nuclear waste
– Cranes especially for the automotive industry
– Etc.
June 05 Sales Conference - Amsterdam
Crane Industry seminar
June 05 Sales Conference - Amsterdam
Price break-down: STS-crane
• STS-crane (53 – 100 tonnes) 4,8 – 6,8 mln €
June 05 Sales Conference - Amsterdam
Price break-down: STS-crane
• STS-crane (53 – 100 tonnes) 4,8 – 6,8 mln €
• E-installation 0,7 – 1,1 mln € (15 – 20%)
June 05 Sales Conference - Amsterdam
Price break-down: STS-crane
• STS-crane (53 – 100 tonnes) 4,8 – 6,8 mln €
• E-installation 0,7 – 1,1 mln € (15 – 20%)
• AC-drives including AFE 0,09 – 0,13 mln € (2 – 3%)
June 05 Sales Conference - Amsterdam
Price break-down: STS-crane
• STS-crane (53 – 100 tonnes) 4,8 – 6,8 mln €
• E-installation 0,7 – 1,1 mln € (15 – 20%)
• AC-drives including AFE 0,09 – 0,13 mln € (2 – 3%)
• AC-motors 0,10 – 0,12 mln € (2 – 3%)
June 05 Sales Conference - Amsterdam
Price break-down: STS-crane
• STS-crane (53 – 100 tonnes) 4,8 – 6,8 mln €
• E-installation 0,7 – 1,1 mln € (15 – 20%)
• AC-drives including AFE 0,09 – 0,13 mln € (2 – 3%)
• AC-motors 0,10 – 0,12 mln € (2 – 3%)
Conclusion:
Drives and motors are not dominant!
June 05 Sales Conference - Amsterdam
E-installation: STS-crane
•Motors
•Drives including DC-bus and AFE (or ERE-unit)
•MV-supply including cable reel, MV-switch and transformer
•LV Distribution
•PLC control
•Safety and control devices
•Load measuring device
•Auxiliary equipment
•Condition monitoring
•Walkway lighting and floodlights
•Operator control equipment
•Spreader cable reel
•Communication equipment
•Crane diagnose
•Cabling, festoon system, mounting and installation parts
•Spreader control
•Anti sway system
•Project management
•Engineering (hard- & software)
•Commissioning (FAT and SAT)
•Warranty
•Training
June 05 Sales Conference - Amsterdam
Typical drive system for a STS-crane
e
Hoist Crane travel
2 x 8 x 12 kW
1500/1800 rpm
M M M M M
Boom hoist Trolley 600 kW
1000/2000 rpm
Common DC-bus
M
500 or 690 V Kalmar Industries B.V.
52-tons container STS-crane
Bidirectional feed/regeneration unit
Dyn 11
690 / 400 V
Auxiliary supply
4 x 25 kW
1500 rpm
e M e
80 kW
1500 rpm
e
Cable reel
M M M M e M M M M M M M M M
5,5 kW
1500 rpm
Mains conditioning
June 05 Sales Conference - Amsterdam
Crane Industry seminar
June 05 Sales Conference - Amsterdam
Channels to Market – Port & Terminal Cranes
Drive Suppliers
Terminal Operators
Re
tro
fit
System Integrators CT Systems (via DCs)
Re
tro
fit
New
New
New
Crane OEM (some OEMs incl. systembuilding)
(e.g. PSA, Maersk, Sealand, P&O, Hutchison - Whampoa)
(e.g. Siemens, independents)
June 05 Sales Conference - Amsterdam
Centre of Excellence
Siemens Nederland N.V.
P.O. Box 16068
2500 BB The Hague
The Netherlands
Siemens - Scope of Supply
• SIMOREG DC-MASTER
• DC Motors
• SIMOVERT AC MASTERDRIVE
• AC Motors
• Slipring motor drives
• SIMATIC S7 PLC
• Trim, list and skew-control
• SICMA Crane Management System
• HIPAC anti-sway system
• TOUCHMATIC anti-sway system
• Safety PLC
• Electronic Steering
• Active Safe Stability System
• Automated positioning: (gantry & trolley)
• Spreader position detection with camera
Total solution supplier:
Project management, engineering, wide range of standard products, assembly, installation,
commissioning, after sales, financing
June 05 Sales Conference - Amsterdam
Centre of Excellence
ABB Automation Technologies
Crane Systems
SE-721 67 Västerås, Sweden
ABB - Scope of Supply
• DC Drives
• DC Motors
• AC Drives
• AC Motors
• PLC
• ASTAT – Crane Controller
• AutoControl – three axis anti-sway
• GrabControl – minimum stress
• PosControl
• SwayControl
Total solution supplier:
Project management, engineering, wide range of standard products, assembly, installation,
commissioning, after sales
June 05 Sales Conference - Amsterdam
Yaskawa - Scope of Supply
• AC Drive sales only
June 05 Sales Conference - Amsterdam
Tmeic GE - Scope of Supply
Total solution supplier:
Project management, engineering, wide range of standard products, assembly, installation,
commissioning, after sales
• DC Drives
• DC Motors
• AC Drives
• AC Motors
• GE Fanuc PLC
• Crane Management System
• GrabControl – minimum stress
• PosControl
• Anti Sway Control
June 05 Sales Conference - Amsterdam
Competitor Market in the Harbor Crane Industry
Supplier Centre of
Excellence Website Scope of Supply Comments
Siemens The Hague,
Holland
www.siemens.nl/cranes
Drives
Total solutions
Finance
Market Leader
Europe
ABB www.abb.com/cranes Drives
Total solutions
Yaskawa Japan Drives only
Schneider France www.schneider-electric.com Drives
Total solutions
Alstom France
Vacon Finland www.vacon.com Drives only Brand: Kone
Rockwell US www.automation.rockwell.com/drivesystems
CT www.controltechniques.com
Drives / Systems
GE US www.geindustrial.com/cwc
Tmeic GE US
www.tmge.com
Drives/
Total solutions
Joint venture: GE,
Toshiba, Mitsubishi
June 05 Sales Conference - Amsterdam
Technical do’s and don’ts (1)
• Don’t use just one drive to control more than one slewing motor; the
polygon effect will cause unbalance between the motors
June 05 Sales Conference - Amsterdam
Technical do’s and don’ts (1)
• Don’t use just one drive to control more than one slewing motor; the
polygon effect will cause unbalance between the motors
• Do consider closed loop for the slewing movement
June 05 Sales Conference - Amsterdam
Technical do’s and don’ts (1)
• Don’t use just one drive to control more than one slewing motor; the
polygon effect will cause unbalance between the motors
• Do consider closed loop for the slewing movement
• Modernizing the control of an existing MG-set (Ward-Leonard) is not an
easy job. In general the job is risky and needs special skills with a
minimum impact on sales, so don’t be to easy on this. In our (CTBV)
perspective it is only useful to help existing clients or in cases where there
is more to win.
June 05 Sales Conference - Amsterdam
Technical do’s and don’ts (2)
• Having always the crane movements
working together, a common DC-bus
system is a must for harbor cranes!
Siemens has two ‘regen’ concepts:
Active Front End (AFE) and thyristor
technology called the ERE. ERE is very
cost effective and in most cases
unbeaten. Do consider there is a
possibility with the Mentor as
regenerating unit, but has got serious
technical limitations.
Supply voltage:
500/690 Vac
Common DC-bus
IGBT
bridge
LCL-filter
Common DC-bus
Rectifier
bridge
choke
Thyristor
bridge
Supply voltage:
500/690 Vac
AFE ERE
June 05 Sales Conference - Amsterdam
Technical do’s and don’ts (3)
• CT doesn’t have anti-sway control! CTBV
has developed slew control to create a
better feel on the stick for the crane-driver.
For anti-sway there are two open loop and
closed loop. In closed loop there’s a
sensor on the spreader, hook or bucket. By
means of a camera (Vision) the position is
constantly detected. In a processor the
dedicated software is responsible for the
correction on the trolley movement.
Companies that are selling anti-sway
control are CePlus (Magdeburg, Germany)
and Arck (Ramonville, France)
June 05 Sales Conference - Amsterdam
• For anti-sway on ship unloaders open
loop can be an option. Positioning
above the hopper is not critical in most
cases.
Technical do’s and don’ts (4)
June 05 Sales Conference - Amsterdam
Crane Industry seminar
June 05 Sales Conference - Amsterdam
CTBV’s experiences so far
• Learn from the past, to plan the future (1):
• Port & Terminal cranes are the ‘High-End’ of the market
June 05 Sales Conference - Amsterdam
CTBV’s experiences so far
• Learn from the past, to plan the future (1):
• Port & Terminal cranes are the ‘High-End’ of the market
• Being successful in that field, can have a spin-off effect
June 05 Sales Conference - Amsterdam
CTBV’s experiences so far
• Learn from the past, to plan the future (1):
• Port & Terminal cranes are the ‘High-End’ of the market
• Being successful in that field, can have a spin-off effect
• Port & Terminal cranes and heavy duty cranes:
a conservative market with specialized system-integrators
in most cases competitors in industrial automation;
so the first thing they ask for is references.
June 05 Sales Conference - Amsterdam
• Learn from the past, to plan the future (2):
• System integrators do like to sell systems first;
in most cases they follow the paved roads created by the
successful excepted brands.
CTBV’s experiences so far
June 05 Sales Conference - Amsterdam
• Learn from the past, to plan the future (2):
• System integrators do like to sell systems first;
in most cases they follow the paved roads created by the
successful excepted brands.
• So, in most cases market penetration only selling drives,
DC or AC, has been highly in-successful.
CTBV’s experiences so far
June 05 Sales Conference - Amsterdam
• Learn from the past, to plan the future (2):
• System integrators do like to sell systems first;
in most cases they follow the paved roads created by the
successful excepted brands.
• So, in most cases market penetration only selling drives,
DC or AC, has been highly in-successful.
• CTBV started at the bottom, to convince end-users of our
knowledge of systems and drives, and concentrate
on retrofits.
CTBV’s experiences so far
June 05 Sales Conference - Amsterdam
• Learn from the past, to plan the future (3):
• Our successes where in almost all cases DC-retrofits
(MG-sets and static converters).
Competition in this area is limited and added value (software)
integrated in the drives.
Software CTBV has developed:
• grab control
• slew control
• load/speed control in fieldweakening
CTBV’s experiences so far
June 05 Sales Conference - Amsterdam
• Learn from the past, to plan the future (3):
• Our successes where in almost all cases DC-retrofits
(MG-sets and static converters).
Competition in this area is limited and added value (software)
integrated in the drives.
Software CTBV has developed:
• grab control
• slew control
• load/speed control in fieldweakening
• Modernizing a crane-installation, retrofitting, is most of the
times considered if the reliability is at stake.
• CTBV’s experiences so far
June 05 Sales Conference - Amsterdam
• Learn from the past, to plan the future (4):
• Retrofitting a crane-installation is a matter of limiting
responsibilities.
• CTBV’s experiences so far
June 05 Sales Conference - Amsterdam
• Learn from the past, to plan the future (4):
• Retrofitting a crane-installation is a matter of limiting
responsibilities.
• By creating our own system-solutions in Holland one
our former competitors, a system-integrator, started
working with CT-products.
• CTBV’s experiences so far
June 05 Sales Conference - Amsterdam
• Learn from the past, to plan the future (5):
• PLC control is fully excepted also in the crane business,
and the amount of I/O considered the best solution for
new built crane-systems.
De-centralized control in Mentor or Unidrive SP is in new built
cranes not an advantage, for instance on crane-systems
being partly modernized.
• CTBV’s experiences so far
June 05 Sales Conference - Amsterdam
• Learn from the past, to plan the future (5):
• PLC control is fully excepted also in the crane business,
and the amount of I/O considered the best solution for
new built crane-systems.
De-centralized control in Mentor or Unidrive SP is in new built
cranes not an advantage, for instance on crane-systems
being partly modernized.
• The drives-part is more dominant in a retrofit-project then
in a turnkey new built crane-installation.
• CTBV’s experiences so far
June 05 Sales Conference - Amsterdam
• Learn from the past, to plan the future (5):
• PLC control is fully excepted also in the crane business,
and the amount of I/O considered the best solution for
new built crane-systems.
De-centralized control in Mentor or Unidrive SP is in new built
cranes not an advantage, for instance on crane-systems
being partly modernized.
• The drives-part is more dominant in a retrofit-project then
in a turnkey new built crane-installation.
• For turnkey new built crane-installations an project-oriented
organization with crane-partners is a must!
• CTBV’s experiences so far
June 05 Sales Conference - Amsterdam
And…… (1)
• To become a champion in cranes we need to focus on the target!
That’s why I am very pleased with this initiative to appoint a Crane
development manager to interchange ideas and crane technology.
June 05 Sales Conference - Amsterdam
And…
• To become a champion in cranes we need to focus on the target!
That’s why I am very pleased with this initiative to appoint a Crane
development manager to interchange ideas and crane technology.
• A global strategy on cranes is of major importance!
June 05 Sales Conference - Amsterdam
And…
• To become a champion in cranes we need to focus on the target!
That’s why I am very pleased with this initiative to appoint a Crane
development manager to interchange ideas and crane technology.
• A global strategy on cranes is of major importance!
• Spreading the same news all over is highly important to develop the global
market.
June 05 Sales Conference - Amsterdam
• Please consider for Port and Terminal cranes!!
– The drives-budget in not of an overwhelming percentage of the
E-installation ( ~ 10-12%)
– The success of competitors in industrial automation: they penetrated
the market at a crucial time.
For example: Siemens started in the 80’s on a full integrated
automation project for Terminal operator ECT in Rotterdam, at that
time this was a prestigious project.
This has had a huge spin-off, a ‘Centre of Excellence’ in The Hague
(Holland) for crane-technology.
And…
June 05 Sales Conference - Amsterdam
• For (mobile) tower cranes and simple industrial cranes an all-in drive-solution
in this market-segment important.
And…
June 05 Sales Conference - Amsterdam
• For (mobile) tower cranes and simple industrial cranes an all-in drive-solution
in this market-segment important.
• System-integrators don’t take the disadvantages, the components for the
drive-system need to be plug and play for all needs.
And…
June 05 Sales Conference - Amsterdam
And…
June 05 Sales Conference - Amsterdam
It’s global market!
The Crane Industry
June 05 Sales Conference - Amsterdam
Let’s support each other,
to create a
win-win situation
for all of us!
It’s global market!
The Crane Industry
June 05 Sales Conference - Amsterdam
Crane champion!!
M.N.
The Crane Industry
June 05 Sales Conference - Amsterdam
Crane Industry seminar
June 05 Sales Conference - Amsterdam
Crane Industry seminar