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What’s New?Paul Bender, Jack Vasko and Glenn Owens

October 2019

What’s new in R&D and Product Management

▪ Recent product releases

▪ Future product launches

▪ Stretch goal

▪ Voice of the Customer discussion with Glenn Owens

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Recent Product Releases

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September 2019

Shipping the new NX-----SA

▪ Out of inventory for castings, converting

orders to new product

▪ Some old ‘engineered’ inventory exists

▪ Engineered variations are not automatically

converted, need to contact engineering for

design review

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NX part number conversion

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▪ NX0500FW ($1969.42)

▪ NX0500ER ($2654.75)

▪ NX0500FWHT ($2228.59)

▪ NX0500ERHT ($2815.85)

▪ Similar for NX0625----

▪ Similar for NX0750----

• NX0500SA ($1969.42)

• NX0625SA

• NX0750SA

ACHE Points of Pain

XLC bearings are for Air Cooled Heat Exchangers (ACHE) aka ‘fin-fans’

▪ Plants in warmer climates tend to have more units and more problems

▪ Most common failure mode is lack of grease in the roller element bearings

- Due to tubing clogging

- Due to grease contamination

▪ Other failure modes:

- Thermal stressing of bearings

- Excessive belt tension / belts breaking

- Motor bearing failure

- Fan blade delamination

- Out of balance condition

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Typical ACHE Fan Installation

XLC Bearings Fit a Lot of Different Fan Types

XLC bearings fit ACHE with any belt-drive configuration and an Upper Radial Bearing, regardless of manufacturer

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Induced Draft Fans Forced Draft Fans

XLC Bearing Features and Reliability

Pioneering design launched in 2010 specifically for the upper, radially load position in Air Cooled Heat Exchanger Fans

▪ Fully split

▪ Self-aligning for shafts up to 2.5° out-of-perpendicularity with mounting plate

▪ Greaseless carbon reinforced thermoplastic composite bearing material

▪ Repairable

Proven Reliability

▪ 113 XLC Gen 1 & Gen 2 complete bearings sold

- Combined runtime of approximately 4,275 months

▪ 25 XLC Gen 1 repair kits sold

▪ Estimated MTBR for total population: 170 months*

- *Most of the population have never been removed from service

▪ Typical operational life bearings which were repaired

was 5 – 8 years before the repair

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XLC Gen 2 Assembly

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Captured Fasteners

Self-Aligning Spherical Joint

Non-Galling

Bronze Carrier

Integral Pry Groove

Replaceable Carbon-Fiber

Reinforced Thermoplastic

Composite Insert

Shaft OD runs opposite the

XLC’s bearing surface

XLC Gen 2 Year-to-Date

▪ XLC Gen 2 bearing parts are now in stock

- Deliveries have been fulfilled within a week when required

- Standard deliveries are 2-3 weeks

▪ XLC Gen 2 sales are exceeding our forecast (Shell is our major customer right now)

▪ Special distributor pricing:

- The first standard XLC Bearing purchased

by each distributor are available for a

special price of $2,000 USD NET

▪ Standard distributor discount is 25% off

after the first order

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Shaft Size Number

2019-2020 1st

Distributor

Purchase Price

2019 US List Price

2 7/16 inches

(2.438)

Assembly B0421385 $2,000 $3,651.50

Repair Kit B0421385-K09 $2,234.62

Form Drawing D0421382

2 11/16 inches

(2.688)

Assembly B0421386 $2,000 $4,436.90

Repair Kit B0421385-K09 $2,458.33

Form Drawing D0421383

2 15/16 inches

(2.938)

Assembly B0421387 $2,000 $4,436.90

Repair Kit B0421385-K09 $2,789.08

Form Drawing D0421384

PSS 4 Diamond

▪ Diamond coated silicon carbide split seal faces

▪ Successfully completed R&D Project evaluating 3D

Key splitting and diamond integrity post splitting

▪ Successfully completed field trials with post run

evaluation

▪ Pricing the same as all diamond adders.

▪ Lead time 3-4 weeks

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682 L seal cooler

▪ Low duty API 682 - 4th edition complaint

▪ Replaces the LD 682 seal cooler

▪ Inventory available now

▪ Standard connection options

▪ U-stamp optional

▪ US List price starting at $3,145.95

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682LSNN000

682LSFN0600

682LSFF0600

T-Boost

▪ Compressor seal electric gas booster

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Future Launches

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September 2019

ANC seal cooler

▪ Patent pending natural convection cooler

▪ Improved performance in no-wind and low wind

application

▪ Launch Oct 2019, shipment Feb 2020

▪ 6S low duty, 12S (high duty), 12P high duty with

higher viscosity

▪ Connections: NPT, Cl 300, 600, 1500 flange

▪ MAWP 2900 psi at 700F

▪ 6S US list $3321, 12P with CL 600 $6393

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682 M & H seal cooler

▪ Creating a new seal cooler family including

the “L, M and H”

▪ Smart part coding

▪ Fixed connection options

▪ API 4th ed compliant

▪ Launch End of 2019

▪ “H” is the rebranded existing 682 seal cooler

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Seal Gard 32 & 54

▪ What Are They?

▪ Low cost seal water control

for single and dual seals

(Plan 32 & Plan 54)

▪ Saves operating cost of

water flushes

▪ Many standard

accessories available

▪ Best feature-set amongst competitors

▪ High build quality

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Double O-ring wiper

seals flowmeter tube

when it is not in use

Flow bypasses

clog resistant

conical stainless float

Flush fluid inlet from

pressurized source

Flush fluid

to seal

Flow control valve

operating region

Pressure gauge indicates

seal chamber pressure plus

line losses from

Seal Gard to the seal

Check valve preventing

backflow into the

Seal Gard and supply system

Seal Gard 32 & 54▪ What’s New?

▪ Compared to Seal Gard I & II

▪ Higher Flow, up to 3.5 GPM

▪ Higher Pressure, up to 362 psi

▪ Higher Temperature, up to 266°F

▪ Competitor comparison with all brands

▪ New 39 slide presentation

▪ New brochure (Oct 2019)

▪ 6-pack price at 35% off LIST

▪ No minimum order size for 10 standard BOMs

▪ 40 units currently in stock

▪ Ecommerce configurator coming Dec 2019

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FLS ‘standard’ 53B

▪ Launch Jan 2020

▪ Initial product: 10 gal/Buna/316 accumulator and

682 Seal Cooler, FLS preferred instruments

▪ API 682-4th ed compliant, optimized fit for

purpose design to maximize value

▪ Target list price around $20,000

▪ Target 4 week or better delivery

▪ Follow up options: other std seal coolers, hand

pump, instrumentation “trims”

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ASP lite

▪ Pac-Seal for belt driven diesel engine water

pumps

▪ Superior design - value priced

▪ Initial prototype testing highly successful

▪ Approaching customer evaluation phase of

product development

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Stretch Goal

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September 2019

Stretch goal

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Technology Gaps

Barriers

Vision 250 Month Seal

Support System Condition / Pump Operation

CorrosionDynamic Gasket

Hang-upFace Wear

Controllable Face Gap

Face Materials

Composite Materials

Gasket Materials

Dynamic Gasket

Design / Elimination

Low Friction

Material / Features

Seal Analytics

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Voice of the Customer

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Interview by Glenn Owens

My Experience

R&D Product Development

▪ 3+ years and counting

Applied Technical Solutions

▪ 6 years

On-Site Application Engineer

▪ 3 years

Compressor Seals

▪ 1 year

Why are we here?

▪ They spoke of what we have done

▪ They spoke of what we are doing now

▪ You are here to tell us what we will be doing

✓ Ear on the ground

✓ Pulse of the business

✓ Trends over time

x One failure at one site once a decade

Guidelines for Todays Conversation

▪ Success looks like…

▪ Conversation of your experiences

▪ Constructive critique

▪ Discuss your experience in customer needs / path

▪ Applications

▪ Hardware

▪ Components

▪ Support Systems

▪ Let’s Avoid

▪ Complaint session

▪ Solution session

▪ One offs

Let’s have a conversation

▪ Ideas on how to get the conversation started…

▪ Industries

▪ What types of sealing solutions are currently being used

▪ What types of sealing solutions do customers want to use

▪ What types of equipment are customers asking for sealing solutions

▪ Customer’s trouble applications

▪ Customer’s experiences

▪ Experience with Flowserve

▪ Experience with current products

▪ What is going well?

▪ What could be better?

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Thank You

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