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MANAGEMENT A small company's approach to designing for profit DR. Stewart. M.Sc. C.Eng., M.I.Prod.E., F.I.Mech.E., M.B.I.M. Indexing terms: Actuators, Engineering administration and management, Design Abstract: An outline of the design and technical policy of a small specialist company, which has defined for itself a particular niche in the wide field of the various types and applications of actuators, is presented. A high proportion of design effort goes into contacts with customers, both selling expertise to them and receiving feedback of their needs. The aim is a simple economical product, made more versatile by modular enhance- ments. 1 Introduction Actuators are used for the remote operation of a variety of mechanisms and also for providing adequate power when this is needed. They are the muscle of the electromechani- cal systems controlled by electronic brains, and operate on instructions translated by electropneumatic interfaces, usually small solenoid-operated control valves. Positioning devices to control partial operation and positional indica- tor switches complete the feedback circuit to the computer. There are three major types: (a) Electrically operated actuators are used mainly for multiturn applications, for example on gate valves where a screw operation is needed. They are capable of generating high power through gearing. (b) Hydraulically operated actuators using pistons at high pressures are used advantageously in machines where a compact system for the pressure medium can be eco- nomically designed and where hydraulic power is readily available. (c) Pneumatically operated actuators are commonly designed to work at pressures available from standard air systems up to about 7 bar. Largely used for part turn oper- ation of valves such as the 90 degree ball, plug and butterfly types, they have advantages for rapid operation, and the operating medium is safe in hazardous areas. There are two main types: those operated by vanes and those operated by pistons. Hytork actuators are of the latter type. It has been the design policy always to use simple, well tried and proven engineering principles, and nothing fits better into this policy than the piston and the rack and pinion. From these basic principles a range of actuators has been developed to meet a wide variety of applications. Currently, the main product is the twin opposed piston actuator shown in Fig. 1. This is a modular design using a basic actuator with interchangeable end modules making it convertible between the three versions, double acting, spring return failsafe and air reservoir failsafe. There are variations of material. The main production is based on light alloy castings, but there is a parallel range, using steel, for onerous service conditions such as North- Sea oil platforms. In addition to this type there are others, which will be dealt with later. The demand for actuators has, in recent years, been stimulated by three factors. High labour costs have led to Paper 3389A (Ml), received 26th June 1984 The author is Managing Director of Hytcrk Actuators' Ltd., Eastern Avenue, Glou- cester GL4 7BY, England the mechanisation of many processes, and this has been encouraged by the development of computer and micro- processor controls. Finally, the Health and Safety at Work legislation has made many industries modify their pro- cesses to take the workers away from potential hazards. 2 Hytork's approach Hytork do not view their role merely as actuator manufac- turers performing an altruistic service to industry; this is a means towards the real purpose, which is to make a profit. There are many other very able manufacturers of actu- ators both domestically and worldwide. The market is extremely competitive both technically and commercially. As a small company, Hytork do not have large resources to apply to development. We have to operate to a strict budget, and this means a fairly rapid return on development expenditure. This, by definition, means that we must develop and manufacture what industry needs. The design process starts therefore with the customer and the salesman. Our sales team is the prime responsibility of the manag- ing director, who makes it a rule to spend a high propor- tion of his time on customer contact. Identifying customer needs means that you must understand his problem; it is unreasonable to expect that every process designer is expert in the same way that specialist companies such as Hytork are in their own field. We take the view that we sell our expertise as well as our actuators. Salesmen are our prime source of intelligence feedback for improvements and development of products; this helps us to ensure the rapid payback of development costs by making products that the industry needs. The salesmen and the managing director bring the intelligence back to base, where it stimulates discussion. Design then begins by brainstorming and argument; schemes are evolved, discussed, developed, discarded or changed to meet the various inputs. One advantage of being a small company is that everyone is involved: quality assurance, production and design, as well as sales. In too many industries these functions are separated, terri- tories guarded jealously, with, in some cases, open hostility one to another. We encourage involvement, so that when the product emerges all can feel a parental interest in it. The motive all the time is to make a simple economical product both for manufacturing and function. Elaboration for its own sake is discouraged. Why? is a constant ques- tion. The result of this approach is evident in our continual growth and our worldwide reputation. We satisfy our cus- tomers' needs with a competitive product which is reliable, IEE PROCEEDINGS, Vol. 131, Pt. A, No. 8, NOVEMBER 1984 623
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