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By Djamel Benamirouche
Was this an existing customer?
Yes. We already supply this customer with CDPN type mechanical seals. We have also on occasion replaced seals supplied by our competitors with AESSEAL products, so that we are now the customer's main supplier of mechanical seals.
Were they already aware of the potential benefits of bearing protectors?
With each client, when we make our initial product presentation, we always emphasize the importance of bearing protection. In this case, when the customer explained the specific problem regarding the persistent failures of the lip seal, we organized a meeting which was dedicated solely to explaining the benefits of our LabTecta range. This was so that we could present the product in more detail and also provide the customer with an idea of the potential return on investment.
What was the problem with their existing system?
The problem was that the lip seal was letting droplets of vinegar through when it rotated. Changing the seal was never likely to solve the problem, and in fact the customer had tried changing the seal several times, but to no effect. I was able to demonstrate that by protecting the bearings, LabTecta would provide an effective solution to their problem.
Was it difficult to convince the company that this was the right solution?
The fact that they had not been able to find a remedy meant that they were ready to listen to other suggestions. We made what I believe was a very good product presentation followed by a calculation giving them a figure for return on investment. We were helped by the fact that the product doesn't actually cost very much, so it was not a particularly risky investment on the part of the customer.
Who carried out the installation?
The installation was carried out by AESSEAL engineers because it involved a modification to the seal housing in order to adapt it to our products. However, from now on the technicians at the factory will be responsible for the product’s care and maintenance, with AESSEAL providing the necessary backup in the form of an installation guide and installation video, which is also available on YouTube.
What are the main benefits of the new product?
The most important one was that the MTBF increased from just one month to 12 months. There were also significant savings in the cost of replacement parts and lost production.
What was the customer’s reaction?
The customer was very impressed with the result, especially as it was not just a matter of replacing a lip seal with a LabTecta, but because it also involved making modifications to the equipment. It greatly strengthened our relationship with the customer and enabled us to reinforce our position as the company’s sole supplier of mechanical seals.
What kind of after-sales service do you provide?
We are currently making regular onsite visits, and the customer is planning to launch a second production line similar to the first, so we are now working to install our products on this line as well.
Do you continue monitor the performance of the product?
Yes. We are tracking the product’s life expectancy, which at the moment is running at one unit per year.
Has this project led to further contracts with this company, or with other companies which may have learned about AESSEAL as a result?
The success of this application has reinforced LabTecta’s reputation as a very affordable and effective product. At the same time AESSEAL has strengthened its position not only as the sole supplier of mechanical seals to this customer, but also as a reliable supplier of quality products throughout the industry.
