Easa Currents_ February 2007

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1EASA CURRENTS ■ February 2007

CURRENTSURR NTSCURRENTSURR NTS The Monthly Newsletter of the Electrical Apparatus Service Association, Inc. Volume 41 • No. 2 • February 2007

Inside This Issue

Note:Be sure to circulate

CURRENTS among your firm’s key

employees.

Continued On Page 6

Chairman Anderson’s Message ...... 2

Interpole Strength: Determining

Correct Number Of Circuits ....... 3

Motor Management Web Cast

Scheduled For March 14 ............. 7

2007 Convention Preview................ 7

Using A Cost-Efficient

Regenerative Dynamometer ........ 8

Habit Of SellingTM Seminar

Scheduled ................................... 10

Creative Partnerships Can HelpYou Land More Business .......... 11

Chapter/Regional

Meeting Dates ............................ 11

Past Chairman (President)

E. Steve Darby Passes Away ..... 12

Recent Death ................................. 12

How To Contact EASA ................. 12

Focus On Profits: Use 2007 Operating PerformanceSurvey Results To Achieve Greater Business Success

Valuable Industry Report Will Be Distributed Free (Via E-mailed PDF) To Participants

By Dan Parsons

Chair, Management Services

Committee A.C. Electric Corp.

Auburn, Maine

See Page 12 for

more information

about the recent death

of this dedicated

EASA volunteer.

E. Steve Darby 1937-2007

As Trent Thompson of our

committee pointed out in this

newsletter last month: “Excellence

is never an accident.” He empha-

sized that participation in EASA’s

2007 Operating Performance

Survey is one of the first steps a

company can take to start achieving

greater success.

I, too, want to join Trent andother members of EASA’s Manage-

ment Services Committee to encour-

age members to take advantage of

this great opportunity to strive for

excellence and participate in the

2007 survey. The survey is one of

the best management tools available

to help members become stronger

and more profitable.

Copies of the survey will be

mailed to all EASA Active member

company representatives in late

February. The survey is easy to

complete and is absolutely confidential.

Plan To ParticipateOnce again, we ask that you support

the Association and your fellow

members by participating. Of course

this ultimately benefits you and your

company! The final Operating

Performance Report will be compiledfrom the returned surveys and will be

more representative of the entire

industry if more members respond.

The report will then analyze this

data and provide information for the

“typical EASA member” and the

“high profit EASA member” in the

“Critical Profit Variables” of:

• Sales per Employee

• Gross Margin Percentage

• Operating Expense Percentage• Inventory Turnover (times)

• Average Collection Period

In addition, the final report shows

key indicators in areas that absolutely

Members of the Management Services

Committee encourage you to participate

in the 2007 EASA Operating Performance

Survey. Committee members are, from left:

Steve Rossiter; Dan Parsons, chair;

Richard Bashore; Roger Kauffman; Trent

Thompson; and Sandi Howlett, coordinator.



2 EASA CURRENTS ■ www.easa.com

Chairman Anderson: Minneapolis Shines For Media;Plan To See For Yourself At 2007 EASA Convention

By Art Anderson

Chairman of the Board

Electrical Mechanical Services

St. Paul, Minnesota

Continued On Page 6

Many in the media are discovering

what I’ve known for a long time:

Minneapolis is a great place with so

much to offer!

The timing of this media spotlight

couldn’t be better since Minneapolis

will be the site of the 2007 EASA

Convention. That’s “close to home”since my service center is in the nearby

“twin city” of St. Paul, Minnesota.

From what I’ve read and heard, many

others have found that the area is one

of the premier destinations in the U.S.

for culture, entertainment, shopping

and recreation.

When you add that to the great

exhibition, education and networking

opportunities offered at the EASA

convention, there are so many reasons

that you should plan to join us in June.

Featured In USA Today The “Destinations & Diversions”

section cover story in a recent issue of

USA Today noted that Minneapolis is

recognized as one the

top cultural

destina-

tions in

the U.S.

The

article stated

that: “Many connoisseurs consider

the Walker Art Center the nation’s

finest contemporary art institution.And only New York boasts more

theater seats per capita.”

The article also pointed out that inthe past two years, “more than $500

million in museum and theater space,

arty hotels and

buzz-worthy

restaurants

have been

added.”

It went on

to say that

“visitors will find more art, architec-

ture, theater and music than they

could digest in a weekend, or even a

week, all in a tidy, easy-to-reach andeasy-to-navigate metropolis.”

Other PublicationsOther publications have noticed

Minneapolis and all that it has to offer.

For instance:

• Travel + Leisure magazine

named Minneapolis one of the five

up-and-coming destinations to visit—

the only U.S. city to make the list.

• Working Mother magazine

named Minneapolis one of the “great

American learning vacations.”• The New York Times called

Minneapolis “an increasingly cool city.”

• Esquire magazine lists Minneapolis

third on its list of “cities that rock.”

• Runners’ World magazine ranked

Minneapolis as the second best city in

the U.S. for running.

• London Metro calls the city

“refreshingly vibrant, buzzy and

cultured.”

There is so much that the area has

to offer. For example, if you enjoy

Kevin Toor Elected To Second Term As Director Of EASA’s Region 3

Kevin Toor of Birclar Electric &

Electronics in Romulus, Michigan,

has been re-elected director of Region

3. His second term begins June 28.

Jim Schneider of the North

Central Chapter can tell you

firsthand about the great

fishing at Mille Lacs Lake

near Minneapolis.

The elected alternate is Gary C.

Jindra of Eastland Industries, Inc. in

Hillside, Illinois. Jindra will represent

the region at EASA’s Board of

Directors’ meetings should Toor be

unable to attend for any reason.




Continued On Page 4

By Chuck Yung

EASA Technical Support Specialist

We have a DC motor that arcs when

loaded. We checked all the usual

suspects: brush neutral, interpole

polarity relative to the armature, brush

spacing around the commutator, etc.

How can we determine the correct

interpole circuits?

◆ ◆ ◆

I’m excited to be able to share a

brand new DC repair tip. A conversa-tion with two EASA members led to a

method for determining whether the

interpoles are connected with the

correct number of circuits.

Not only is this new method easy,

it’s a refinement of the interpole

polarity test we routinely perform on

every repaired DC machine. To explain

why this method works, let’s review

some design basics and then use that

information to determine the correct

interpole circuits.

Back To BasicsThe interpoles provide a magnetic

flux equal to, but opposing, the

armature flux. (See Figure 1.) This

minimizes distortion of the field flux,

so the brush neutral position remains

fixed. Before interpoles were developed,

the brushholder position had to be

manually shifted each time the load

changed. A DC motor with interpolesshould not arc within the normal range

of load and speed.

Because the interpole and armature

circuits are connected in series, the

current—which varies with the load—

is the same in the interpoles and the

armature. The magnetic strength of a

DC coil can be calculated in ampere-turns per pole. An interpole with 25

turns, carrying 100 amps, has a field

strength of 2,500 ampere-turns. Using

50 turns at 50 amps would result in the

same 2,500 ampere-turn field strength.

(25 x 100 = 2500 = 50 x 50)

How did the designer

determine the number of

turns to use for each

interpole? There is a

“square of the inverse”

relationship between

distance and magnetic

strength. Because the

interpole iron is farther than

the armature from the field

iron, the interpoles normally

require more ampere-turns/

pole than the armature. That

gives us a rule-of-thumb

that the ampere-turns of the

interpole should be approximately 1.2times the ampere-turns per pole of the

armature. And that leads to our first

good test to determine the interpole

connection: By applying AC voltage

to the armature-interpole circuit, we

can determine the turn ratio between

the armature and interpoles.

Verify The Relative Polarity One important step after assem-

bling every DC machine is to verify

the relative polarity of the interpoles

and armature. The simplest method for

doing so is to apply 20-30v AC to

adjacent brushholders, and measure

the output voltage between leads A1

and A2 (Figure 2). The measured

voltage should be lower than the

input voltage. If the voltage across

A1-A2 is higher than the input voltage,

we should exchange the leads at the

brushholders to obtain the correct

relative polarity.

The simple test just described uses

the armature-interpole circuit as an

autotransformer. Because the polarityof the interpoles must oppose that of

the armature, our autotransformer

should “step down” the voltage. If the

output voltage “steps up” instead, the

armature and interpole polarities are

the same, so we swap the position of

Figure 1. Motor field flux with interpoles.

Field coil

Interpole Armature

Direction

of rotation

N

S

N S

N

S

N

S

Pole iron

Interpole Strength: Determining Correct Number Of Circuits

Figure 2. Verifiying interpole polarity.

A1

A2

Measure AC voltage

across A1 & A2

20v AC applied here




Continued From Page 3


the brushholder leads to reverse the

relative polarity.Here is where knowledge of that

1.2 ampere-turn ratio is useful: When

the polarity relationship between the

armature and interpoles is correct, and

20v AC is applied to adjacent brush

posts, we should measure approximately

12 – 16 volts AC across A1 and A2.

If the interpole circuits are incorrect,

there will be a corresponding change

in the ratio of input-to-output voltage.

For example, if the interpoles should

be connected series-parallel, but instead

are connected in series, the output

voltage will be approximately one-

quarter to one-half of the expected

value, or approximately 3-6 volts. That

is a strong indication that the interpole

circuits are incorrect.

The ExceptionI mentioned earlier the relationship

between distance and magnetic pull.

That explains an important exception

to the input-output ratio. When a

machine has compensating windings

(“pole-face bars”), the output voltage

will be unusually low. That is becausethe compensating winding, an extension

of the interpoles, is imbedded directly

in the face of the field poles. For the

same reason, the European design which

looks similar to an AC core (stacked

laminations, with slots instead of

individual poles) also results in very

low output voltage.

What Happens If The CircuitsChange?

The parallel DC circuit is a current

divider. Figure 3A illustrates the seriescircuit of 4 interpoles, and Figure 3B

shows the series-parallel connection

(see Page 5). For a machine rated 100

amps, and each interpole having 15

turns, a series connection results in

1500 ampere-turns per interpole. The

series-parallel circuit results in 750 (50

x 15) ampere-turns, while a 4-parallel

circuit yields only 375 (25 x 15)

ampere-turns per interpole. With the

wrong interpole circuit connection,

the interpoles will either be much too

strong or much too weak, and the

brushes will arc as the load changes.

It Works The Other Way, TooIf we know the armature and

interpole winding data, we can

calculate the ampere-turn ratio as

follows:

(Armature total turns x armature

current)/(number of poles x plex) =

ampere-turns per pole

Interpole ampere-turns per pole =

turns of 1 interpole x armature

current/parallel circuits

The armature plex is easilyoverlooked in this comparison. If the

armature data is unknown, use a digital

low-resistance ohmmeter (DLRO) to

determine the commutator pitch.

Measure the resistance between bars

1-2, 1-3, 1-4 for a lap winding. The

pair with the lowest resistance is the

commutator pitch, or lead throw. The

most common armature connection

(commutator pitch of 1-2) is a lap

simplex (1 circuit per pole), while a

lap duplex (1-3 commutator pitch)connection has 2 circuits/pole.

For a wave winding, use

the following formula to

determine the probable

commutator pitch:

(Bars +/- plex )/poles

Example: An armature has

41 slots, 123 bars, wave

simplex 4-pole:

(123+/-1) / 4 = 31; the

commutator pitch must be

either 1-62 (retrogressive) or

1-63 (progressive)122 / 2 pole pairs = 61;

commutator pitch of 1-62 or

124 / 2 pole pairs = 62;

commutator pitch of 1-63

Measure the resistance

between bars 1-60, 1-61, 1-

62, 1-63, 1-64. The lowest

resistance pair confirms theContinued On Page 5

Voltage Circuits Interpole Corrective Exampleout polarity action

12-16v Correct Correct None ——

24-28v Correct Reversed Exchange leads Swap + and -

at brushholder polarity brushholder

leads

3-6 Incorrect* —— Double the Change series to

interpole circuits series-parallel= Input voltage, Incorrect —— Reconnect Change 4-parallel

=/-5% interpoles with to series-parallel or 1/2 the number series-parallel to

of circuits series

Table 1. Interpole Circuit Troubleshooting Guide.

Apply 20v AC to positive & negative brush posts (INPUT). Measure voltage across A1 and

A2 (OUTPUT) at the terminal box.

*See “exception” in the paragraph above.






commutator pitch. The plex is the

number of circuits, which we can use

for the purpose of determining the

ampere-turns of the armature. For a

simplex (whether the armature winding

is lap or wave wound) connection, the

ampere-turns per pole equals the total

number of armature turns divided by the

number of poles. For a duplex connec-

tion, divide that number

by two, by 3 for atriplex, etc.

A less reliable method

for determining the

interpole connection

varies with the age of the

machine. Designs built

prior to approximately

1980 typically had 600-

1000 circular mils/amp

(CMA) for the

interpoles. Later designs

are sometimes as low as

300 CMA; hence, the

uncertainty in the results

when using this method.

Turn-Ratio Most Reliable

If both methods

indicate the interpole

circuits are incorrect,

that makes a very strong

case. Of the two

methods described in

this article, the turn-ratio

is the most reliable. Intwo recent cases, I have

helped members where a

typographical error on

the OEM paperwork

resulted in incorrect

identification of the

interpole circuits. Within

the past four months,

this new test has helped

nine members!

A significant advantage

of the turn-ratio method is that it can

be incorporated in the routine

interpole polarity verification that

should be done as part of every DC

machine repair. Just standardize the

voltage at which the test is done, and

have the technician document the

measured voltage.

This test is a simple expansion of

a test you should already perform on

every DC machine repaired. Theresults will not only confirm when the

interpole circuit is correct; when

incorrect, the results will help you

determine the correct number of

circuits.

A word of caution: There is no

correlation between the plex of an

armature and the number of interpole

circuits. For example, a duplex

armature (2 circuits) might use

interpoles connected in series (1

circuit), series-parallel (2 circuits), or

4-parallel (4 circuits.) In other words,

the interpole circuits and armature

circuits are arrived at independent of

one another, during the design process.

The armature plex is influenced by

the armature voltage and speed rating,

while the interpole circuit decision is

influenced by wire size, ease of

manufacture, and the armature current

rating. So this test can reveal incorrect

number of circuits in the interpoles or

the armature. If the armature is where

the error is, the rpm will be off by alarge factor.

Members Helping MembersOne of the great things about EASA

members is their willingness to help

one another. A discussion about a

particular DC motor resulted in this

new method for determining the

number of circuits for a DC machine.

I especially want to acknowledge

Trevor Meyer of Rexel United (Motor

Repair) in Alton, Illinois for his keen

powers of observation, which

culminated in this article.

Figure 3A. Series circuit of 4 interpoles

A1

A2

Figure 3B. Series-parallel connection.

A1

A2






An upcoming Web cast titled“Increase Profitability Through Motor

Management” will focus on motor

management concepts, benefits and

business opportunities. It is scheduled

for Wednesday, March 14, at 2 p.m.

(Eastern Time). Note: It has been

rescheduled from the February 14 date

that was announced in the January

issue.

The workshop is targeted to EASA

members, manufacturer sales and

marketing staffs, and energy-efficiency

program managers and utility accountrepresentatives.

EASA Technical Support Specialist

Tom Bishop will be one of the

presenters.

Motor management is a win-win

situation for you and customers. This

Web cast can help you articulate the

technical and financial benefits of

motor management in terms that

customers can understand.

Plus, you’ll find out about how to

access tools and resources to help you

Motor Management Web Cast Scheduled For March 14

put motormanagement

concepts into

practice.

The Web

cast is free to

participants.

Login informa-

tion will be

available soon at www.easa.com.

Please RSVP to Linda Raynes

([email protected]).

G r e a t

Great Reasons for Great People to visit a

Great Destination:

To Find Out More About This Great City, Go To www.minneapolisattendee.com/easa

Great In Addition To The Great Exhibition, Education, Networking

And Social Events, There Is So Much To See And Do!

2007 EASA ConventionJune 24-27

Minneapolis Convention Center

Minneapolis, Minnesota

June 24-27




Using A Cost-Efficient Regenerative Dynamometer

Continued On Page 9

By Bill Colton

Baldor Electric Co.

Commerce, California

Technical Services

Committee Member

Today’s cost of energy has become a

major consideration in most businesses.

This is certainly true of EASA service

centers as it is with most industry. We

are all trying to find ways to make our

facilities more efficient to either becomemore competitive, or gain greater

profits – perhaps both.

One of the tools that may make an

EASA facility more attractive to

potential customers is the ability to put a

motor under load or even tested to a

specified load.

This is often done with a dyna-

mometer. A dynamometer is defined

as a device for measuring mechani-

cal power, especially one that

measures the output or driving

torque of a rotating machine.

Many Different Devices ToCreate Load

This can be done with many

different devices to create the load

including apparatus such as friction

or air brakes, pumps, waterbrakes or electric motors.

In this article I will discuss the

use of a line regenerative AC

vector drive to provide the

load to the motor being tested.

Figure 1 depicts a drive and

load motor dynamometer test

setup, with the regenerative

drive (cover removed for

illustration purposes) in the

background. Figure 2 shows a

larger motor and load regen-

erative dynamometer setup.

In the AC vector drive dynamometer

application, the motor being tested isdriving the vector (load) motor. Figure 3

(on Page 9) graphically illustrates the

difference between a conventional

absorption dynamometer (upper drawing)

and regenerative dynamometer load test

(lower drawing). The vector motor will

resist rotation of the motor being tested

(hence applying the load).

When creating this load to the tested

motor, the vector drive is acting as a

generator. Power from the vector motor

travels back to the bus of the vector

drive.

Typical Vector Drive

A typical vector drive will wait forthe DC bus to reach a certain level and

then regulate the DC bus by converting

some of the power to heat. This is

accomplished by completing a circuit

by closing a transistor allowing the

DC power to flow into a resistor bank

turning it into heat. This technique is not

very efficient because it converts most

of the load energy into heat.

A more energy-efficient method is

to use a line regenerative AC vector

drive as the load to the motor being

tested. In this case, the vector motorconverts the mechanical energy into

electrical energy and that power starts

to increase the DC bus voltage in the

vector drive. The energy is converted

back into AC power and transferred back

into the service center’s power grid to

be used by other electrical loads.Figure 1. Regenerative drive and load motor dynamometer test setup.

The AC vector drive is circled.

Figure 2. Regenerative drive and large loadmotor dynamometer test setup.

One of the tools that may make an EASA facility more attractiveto potential customersis the ability to put amotor under load or even tested to aspecified load.






To have an accurate load indication,

you will need to use a torque transducer(Figure 4). Often, these have a shaft to

connect to the load so as to measure the

torque. The output can be an analog or a

digital signal. You can use the feedback

in an automatic closed loop system by

demanding (set point) the amount of

torque you want applied to the test motor

and use the transducers output for the

feedback loop. Or, you may use the

transducers feedback to read out in a

display, and adjust the torque demand

(by analog or digital signal) into the drive.

You can use the speed on the vector drives

display for the speed and the readout

from the torque transducer to obtain the

applied torque.

If you are trying to just place a load

on the motor and apply an approximate

torque to the motor, you can verify the

torque curve of the vector drive and

demand a torque to be produced by the

Figure 3. Illustration of the difference between a conventional absorbtiondynamometer (upper drawing) and regenerative dynamometer.

drive without employing a torquetransducer. Although this is quite a bit

less sophisticated, it may serve the

purposes of your service center.

Testing Brushless MotorsYou may also need to test brushless

motors by placing a load on them.

Figure 5 (on Page 10) illustrates a drive

motor and servo motor as the load. This

can be a bit trickier since you will most

likely not have the customer’s drive to

run the motor. There are drives that will

“auto tune” a brushless motor when

some basic parameters are loaded into

them. You will have to ascertain if it is

resolver or encoder feedback and

employ the drive that accepts that kind

of feedback. Program the motor and

feedback data and auto tune the drive.

Then couple the brushless motor to the

load and start the brushless drive. Then

when at the speed you want to test,

increase the load on the tested motor by

increasing the torque in the AC vector

drive.

If you aregetting involved

with the testing

of brushless

motors it is a good

idea to have a

dynamometer so

you can apply a

load and see the

amount of current

it takes to create

a specified load.

This will help you

identify that themotor has the

proper KI (torque

constant). You

also can use the

AC vector drive

to run the

brushless motor

Continued On Page 10

Figure 4. The torque transducer is mounted andconnected between the drive motor (shown)and driven load (not shown).






at a given speed and measure the back

EMF (voltage between motor leads) to

determine if the motor has been

demagnetized.

Load Energy Goes Back On LineThe big advantages to using an AC

line regenative vector drive are that you

get good control of output torque and

speed measurement (reading the encoder).And, you only use the energy losses of

the motors, mechanics and drive; all of

the load energy goes back on the line.

Figure 6 illustrates a dynamometer

setup that provides a three-motor

arrangement to be able to run either an

induction motor (one side) or a

brushless motor (the other side), with

only one torque

transducer.

Although this

could also be

done with a four

quadrant DC

drive, you would

have brush wear

problems if you

continued to run a

test lightly loaded.

The AC drive

doesn’t face this

problem.

Summary In conclusion, if you want to use a

load to verify some motor data and be

able to offer this service to your

customer, you should consider a line

regenerative AC vector drive. It offers

one of the most efficient means of

loading the test motor. You understand

the AC vector motor and can work on

it yourself if required. It provides a

fairly accurate torque measurement

and torque control as well as speed

measurement. It also can provide

holdback torque as well as overdriving

torque to see how well a motor can

handle an overhauling load. It is a good

instrument for providing a load in a

rotating dynamometer application.

Figure 5. A squirrel cage induction drive motor using aservo motor as the load.

Marketing Solutions: Learn Valuable Skills, Techniques In “The Habit Of Selling TM” Seminar

EASA and the Association Education

Alliance (AEA) are working togetheronce again to bring you “The Habit of

Selling.” The 2 1/2 day seminar is

scheduled March 20-22 in Dayton,

Ohio.

The highly rated seminar is designed

for salespeople and sales managers to

attend together. The training will bepresented by Don Buttrey of Sales

Professional Training, LLC.

To register, call the AEA directly at

410-263-1014 or complete the

enclosed form and fax it to the AEA

at 410-263-1659. To find out more

about the seminar, go to EASA’s Website and open “The Habit of Selling”

icon.

If you have questions, call EASA at

(314) 993-2220 or e-mail at

[email protected].

Figure 6. A three-motor dynamometer arrangement allowing either aninduction motor (one side) or a brushless motor (the other side) load test, with only one torque transducer.




February

Central District .................. 16

Western Canada ............16-18

March

Australasian................17-19*


Mid-South ..................29-31*

Midwestern.......................2-3

New Zealand ..............17-19*

Quebec & Maritimes........... 3

Southwestern ..............29-31*

Chapter/Regional Meeting Dates

* Indicates combined

chapter meetings.

April


European and World..... 19-22

North Central .................... 14

Ontario .........................20-21

May

Central District .................... 8

King Coal ......................... 3-5

Tri-State............................. 21

Get the most from your membership. Attend your next chapter or regional meeting.

By Doug Moore

Kentucky Service Co., Inc.Lexington, Kentucky

Technical Education Committee

Member

At one time or another, many of usexperience a situation where a customerrequests a repair for which we may nothave the equipment or knowledge toperform.

We’ve seen this more in the past fewyears due to smaller maintenance staffsand because customers often want us

to handle the job from removal toreinstallation. At Kentucky ServiceCompany, we’ve found that creatingpartnerships with other contractors andservice centers has been very beneficialin these situations.

This helps an electric motor servicecenter get at least part of the work wherepreviously we might have been left out.For example, hydraulic repair centersmay not repair motors and electric motorservice centers may not repair hydraulicpumps or cylinders. However, thesecomponents are often removed as a unit.

After removing the unit, we often willremove the motor for repair and some-times outsource the pump repair if we’reunable to do it ourselves.

This way, the customer only has to issue

one purchase order and track one repair,saving time and money. And, we get therepair rather than another supplier sellinga pump repair with a new motor (whichhappens more than you may think).

I would suggest starting this typearrangement with current customers. Thisworks with all types of equipment repair:hydraulics, servos, drive systems,gearboxes and many other items.

One Success Story: Partnering With A PT House

We recently had a customer that sentus a 20 hp motor with a worn output shaft.After an emergency repair, the customerthen found the gearbox had damage andfelt it would not last long. They determinedthat if it failed, downtime losses wouldamount to about $10,000 per week. Theequipment manufacturer told them theunit was obsolete and it would take about8-10 weeks for a replacement to arrive.And it would require extensive modifica-tions to install. So they came back to usto help.

I asked my local independent power

transmission (PT) dealer to find a 100:1planetary gearbox that would fit in thespace we had to work with and could bedelivered in 5 days. After this was done

I arranged for the distributor, a rigger

and myself to meet at my customer’ssite to gather information on installa-tion and schedule work. On the 6thday we were up and running. Thecustomer’s plant manager made thecomment that independent compa-nies working together can performmiracles.

Not only did we create a lastingimpression on the customer, we allmade a reasonable profit. We also savedthe customer money because our unitwas less expensive than one from the

equipment manufacturer, and it wasinstalled very quickly. With this newarrangement, we now share newbusiness by selling ourselves with ournew combined services.

Look For Reputable PartnersWe have been working with several

companies for many years, and it hashelped us obtain work that is some-times lost to the larger nationalcompanies. A note of caution: Keepin mind that you need to know thereputation of those you choose as a

partner. Their work becomes yourliability. Also, make sure you alwaysget certificates of insurance and keepthem on file for your protection.

September

North Central ...............13-15

Region 1 ....................... 20-22

Region 4 ....................... 27-29

October

Region 2 .......................11-14

Creative Partnerships Can Help You Land More Business




Published monthly by the Electrical Apparatus Service Association, Inc.

for the EASA membership. News items, questions, features, photographsor comments for publication should be submitted to:

1331 Baur Blvd. ■ St. Louis, MO 63132

314-993-2220 ■ Fax: 314-993-1269

www.easa.com

Editor: Randy D. Joslin

[email protected]

Extra subscriptions available to members for $12.00 per year. Non-member price is $36.00.

© 2007. Electrical Apparatus Service Association, Inc. All rights reserved.

Past Chairman (President) E. Steve Darby Passes Away

E. Steve Darby, 69, of Anderson,

South Carolina, died on January 6. Hewas chairman of the board of Darby

Electric Co., Inc., in Anderson.

Mr. Darby served a long and

distinguished career as an EASA

volunteer. He served as president of

EASA’s Southeastern Chapter in

1974-75 and was international

chairman (president) in 1986-87. He

continued to help fellow EASAns

with his technical expertise by serving

on the Technical Services Committee

until his death.

He was a 1959 graduate of The

Citadel and served in the U.S. Army

Adjutant General Corps from 1960-62

where he received the Army Com-

mendation Medal.

He was a member of and provided

service to many community organiza-

tions, including: Anderson Jaycees

(past president), Anderson Chamber

of Commerce Board of Directors,

United Way Board of Directors,

Anderson Rotary Club (past presi-

dent), and Tri-County Technical

College Foundation Board where he

began serving as the chairman in 2004.

Mr. Darby also had served on the

boards of Anderson College and the

Bank of Anderson. He was the 1995Small Business Person of the Year in

Anderson County. He was a member

of the Governor’s Committee for Small

Business Regulatory Review and was

currently serving on the Steering

E. Steve Darby (back row, fourth from left) continued to help his fellow members

by serving on the Technical Services Committee until his death.

Committee of Imagine Anderson. Mr.

Darby was a member of First Baptist

Church of Anderson where he had

served as a deacon and chairman of

the personnel committee.

To see a tribute article in the

Anderson Independent-Mail, visit

http://www.independentmail.com/

news/2007/jan/08/community-leader-

businessman-dies.Mr. Darby is survived by his wife,

Judy; a son, Michael, and his wife

Alicia; a daughter, Susan D. Hamilton

and her husband, Ben; a sister, Molly

George Rich; and five grandchildren.

Mr. Darby served a longand distinguished career as an EASA volunteer. Heserved as president of EASA’s SoutheasternChapter in 1974-75 and was international chairman(president) in 1986-87.

Recent DeathAlbert J. Dippong (1938-2006)

owner of Dupont Mfg. & Electric

Motor Service in Brampton, Ontario,

Canada, died on October 15.Survivors

include a

brother, Joseph;

two sisters,

Helga Runge

and Gizi Tante;

and several

nieces,

nephews and

cousins.



Register Today for “The Habit of Selling™”$895 per person: Includes 2 1/2 days of training, take-home material, most meals

(Please print or type.) * Use separate sheet for additional registrations.

Register Directly With AEA – Fax to 410-263-1659

#1. Name & Title __________________________________________________ E-mail __________________________________________________

#2. Name & Title __________________________________________________ E-mail __________________________________________________

Company ________________________________________________________ Address _________________________________________________

City/State/Prov. ____________________________________________________ Zip ______________ Country ________________________________

Telephone (____________) __________________________________________ Fax (__________) _________________________________________

Method of Payment

Invoice Company Check by Mail Visa MasterCard American Express Verification Code__________

Account Number ____________________________ Cardholder Name______________________________ Expiration Date___________

Address of Cardholder _______________________________________ Cardholder Signature __________________________________

(Charges will show as “University of Industrial Distribution” on statement)

The Habit of Sellinghe abit of Selling™

March 20-22, 2007 Doubletree Guest Suites, Dayton, Ohio

High Energy Sales Training Seminar presented by Don Buttrey,

Sales Professional Training

Learn & Network with a Variety of Industry DistributorsInteractive Sales Training Seminar Just like professional athletes, salesprofessionals require ongoing practice andtraining in order to succeed. Sales managers who understand this critical concept believein providing their salespeople withopportunities to acquire new skills, increaseproductivity and reach their goals.

Network with Distributor SalesPeople from Other Industries

EASA is co-sponsoring this sales training event with the Association Education Alliance (AEA), a group of distributor associations that work together to providetraining and networking opportunities for its distributor members. (See list at right.)

What Will You Learn? Active listening Benefit selling How to sell the value-added of

your service center Overcoming price sensitivity Pre-call planning Presentation skills

Methodology to answer objections Closing techniques Actual practice using role-playing And so much more!

See www.easa.com for more information on this seminar.

American Supply Association

American Veterinary Distributors Association

Associated Equipment Distributors

Association for High Technology Distribution

Aviation Distributors & Manufacturers Assoc.

Bearing Specialist Association

Canadian Institute of Plumbing & Heating

Council of Fleet Specialists

Door and Hardware InstituteElectrical Apparatus Service Association

Electro-Federation Canada

Fluid Power Distributors Association

Food Industry Suppliers Association

Food Equipmment Distributors Association

Gases and Welding Distributors Association

Health Industry Distributors Association

Heating Airconditioning & Refrigeration Distributors

Independent Sealing Distributors

Industrial Supply Association

International Association of Plastic Distrib.

International Sanitary Supply Association

Lawn & Garden Marketing & Distribution Assoc.

Material Hdlg. Equipment Distributors Assoc.

NAED Education & Research Foundation

National Association of Chemical Distributors

National Electronic Distributors Association

National Fasteners Distributors Association

North American Assoc. of Floor Covering Distributors

North American Building Material Distribution Assoc.

North American Horticultural Supply Assoc.

North American Wholesale Lumber AssociationNorthamerican Independent Representatives

NPTA Alliance

Outdoor Power Equipment & Engine Service Assoc.

Pet Industry Distributors Association

Petroleum Equipment Institute

Power Transmission Distributors Association

Safety Equipment Distributors Association

Security Hardware Distributors Association

Specialty Tools and Fasteners Distributors Assoc.

Textile Care Allied Trades Association

The Association for Hose & Accessories Distribution

Waste Equipment Technology Association

Wholesale Florist & Floral Supply Association

EASA • 1331 Baur Blvd. • St. Louis, MO 63132 • 314-993-2220 • Fax: 314-993-1269 • www.easa.com

Please return entire form

Version207BP- 30C



(Please print or type.) *Use separate sheet for additional registrations.

EASA • 1331 Baur Blvd. • St. Louis, MO 63132 • 314-993-2220 • Fax: 314-993-1269 • www.easa.com

Please register me for the March 23-24, 2007 Mechanical Repair Fundamentals Of Electric Motors seminar in Detroit, Michigan.

Registrant ______________________________________________ Nickname _____________________________________________

Company ______________________________________________ Address _______________________________________________

City/State/Prov. ________________ Zip _________________ Country _______________________________________________

Telephone ( _______ ) ___________________ Fax ( _______ ) ___________________ E-mail _________________________________

Prepayment is required.

Enclosed is my check for $_________ (US Funds) Please charge $__________ to VISA MasterCard American Express

Card No. ______________________________________________ Expiration Date ________________________________________

Cardholder Name ______________________________________ Cardholder Signature ___________________________________

Regegistrat tion Foon Form* Regegistrat tion Foon Form* Please return entire form

Mechanical Rechanical Repair

Fundamentals Ofndam entals OfElectric Motlectric Motors

Mechanical Rechanical Repair

Fundamentals Ofndam entals OfElectric Motlectric Motors

Seminar Highlights

Inspection & disassembly Disassembly tips & procedures

Time- and labor-saving ideas

Enclosures

Suitability of various designs

Frame repair methods

Fans and air deflectors

Shaft

Step-by-step replacementprocedures

Materials and design features

Fits, clearances and importanceof finish

Rotor

Aluminum vs. copper

Material/construction

Performance characteristics

Bearings Types: Ball/roller/sleeve/

hydrodynamic

Installation & handling

Special modifications

• Roller-to-ball conversion

• Vertical mounting of horizontal motors

• Severe duty applications

Lubrication systems

Sleeve bearing repair

Seals

Labyrinth seal design

Repair methods

After-market seal modifications:Lip seals/non-contact bearingisolators

Motor dynamics

Alignment (internal andexternal)

Importance of airgap

Dynamic balancing (emphasison 2-poles)

Special sections

Shaft currents & correctivemeasures

Explosion-proof motor repair

Registration FeesThe registration fee is

$409 per person ($459 if payment is received after

the Discount Deadline). * This includes lunch both days,

coffee/soda breaks and

instructional materials. Travel,

lodging and other expenses arethe responsibility of attendees.

* Nonmember price is$459 ($559 after

Discount Deadline)

Location and DateDetroit

March 23-24, 2007Clarion Hotel – Metro Airport

8600 Merriman Rd.

Romulus, MI 48174Reservations:734-728-7900

Rates: $72.95 Single/DoubleDiscount Deadline:

March 2

Class HoursFriday: 8:00 a.m. - 5:00 p.m.

Saturday: 8:00 a.m. - 3:30 p.m.

in Detroit, Michigan • March 23-24, 2007

Version207BP-30

Register Before March 2Discount Deadline And Save!

Course Content“Mechanical Repair Fundamentals of Electric Motors” addresses

the basic mechanical aspects of motor repair.Discussion will cover basic materials and their characteristics,

the loading and stresses involved, the most common failure modesand patterns along with recommended repair practices as they

relate to applications.

Seminar LeaderEASA Technical Suport Specialist Tom Bishop, P.E., will lead this

seminar.

Cancellation Policy Refunds for cancellations will be made only if requested from

EASA Headquarters no later than 60 days after the close of theseminar. Charges for seminar cancellations will be made on thefollowing basis:

Notice Before Seminar Service ChargeGreater Than Three Weeks..... .................. .... No Charge

Three Weeks To One Week ................. ......... 30 Percent Less Than One Week ................... ................. 50 Percent

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