COMPLETE AUTOMATION BURNER MANAGEMENT COMBUSTION APPLICATIONS TEAM PRESENTED

COMPLETE AUTOMATION BURNER MANAGEMENT & COMBUSTION APPLICATIONS TEAM PRESENTED BY CLINT SMITH September 1999

Information & Automation Systems (IAS) • Who are we? • We are a Rockwell Automations’ inhouse System Integration Services provider.

IAS Core Applications Burner Management & Combustion Applications Manufacturing Production & Information Systems Infrastructure SCADA Applications Application Solutions Batch & Hybrid Process Control Press & Automation Applications Power & Energy Management

Burner and Combustion Applications Team

The Burner & Combustion Application Team Phil Resler Manager Administrative Support BMS & CCS Marketing BMS & CCS Hardware Eng. BMS Field Service Burner Management Combustion Control Caryn Noch Administrative Associate Rich King Marketing Mgr Jim Bostjancic Engineer Sr. Bernie Hrul Project Engineer Sr. Tom Rutherford Project Engineer Sr. Alan Nichols Project Engineer Sr. Max Gembus Marketing Specialist Tom Schuster Technician Sr. Hardware Design Mike Mc. Feely (Contractor) Fred Jenkin Project Engineer Eugene Medovoy Project Engineer Bob Gross Marketing Mgr Dave Shood Technician Sr. Hardware Design Steve Severn Engineer Sr. Mike Ruscitto Project Engineer Ken Smith Marketing Mgr Mark Vargo Technician Sr. Hardware Design Kristy Valaitis Engineer Sr. Lee Fenrich Engineer Karen Eckelberry Administrative Associate Average of 15+ years experience. Clinton Smith Marketing Specialist Participation in Black Liquor Recovery Boiler Auxiliary Committee (BLRBAC). Bob Bowser Engineer Sr. Chris Kohl Engineer Represented on NFPA committees

The Burner & Combustion Application Team What are we promoting/selling? We are offering our expertise. We are selling combustion process system solutions!

The Burner & Combustion Application Team • Over 500 systems delivered since 1989 (combustion process related) • System engineering expertise – Knowledgeable with: • Safety standards • Insurance requirements • Combustion equipment – Efficient and methodical programmers – Seasoned field service engineers – Average safety system experience level in team is 15+ years

Combustion Process Control Systems • Burner Management • Combustion Control • Temperature Control Systems • Analog & Sequential Control – Pressure Control – Atmosphere Control • • Data Collection Air Quality Control Waste Water Pump Control Soot Blowing Coal Handling Ash Handling

Combustion Process BURNER MANAGEMENT IS NOT COMBUSTION CONTROL • Burner Management • Combustion Control – Firing permissives – Firing rate – Safety shutdown – Fuel/air control – Operator – Pressure interlocks – Atmosphere – Flame safety FURNACE CONTROL = BURNER MANAGEMENT + COMBUSTION CONTROL BMS & CC MAY BE COMBIND IN A SINGLE PROCESSOR

Typical Industrial Furnace Burner Management System Fuel Control Valve Pressure Switches PSL Flue Gases to Stack Safety Shutoff Valves Vent Valve Air Valve PSH Air Flow Switch FT Combustion Air Fan Igniter Hot Gases Flame Sensor

Typical Industrial Furnace Combustion Control System Oxygen Analyzer Fuel Control Valve AT Flue Gases to Stack Safety Shutoff Valves Temperature Control • Fuel-to-Air Ratio • O 2 Trim Air Damper Air Flow Air Valve Combustion Air FT TT Temperature Transmitter Combustion Air Fan Hot Gases

Product Offerings • Burner Management Systems That Meet FM, IRI and NFPA 86 Standards • Combustion/Temperature Control Systems – Fuel Only Control, On-Ratio Control, Pulse Fire Control • Pressure Control • Atmosphere/Oxygen Control • Recipe Management, Data Collection, Product Tracking, Door Control FOR NEW CONSTRUCTION OR RETROFIT

What Differentiates Us? BURNERMASTERTM PLC-5 SERIES BURNER MANAGEMENT SYSTEMS • For control of single and multi-burner combustion process equipment • Tested in accordance with: – FMRC loss prevention – NFPA 85 requirements – NFPA 86 requirements

Safety Integrity Checks Automatic input testing Periodically test input modules’ ability to respond to a detected trip condition Output monitoring Helps assure critical outputs are able to respond to a detected trip condition Watchdog circuit Verifies health of the PLC processor Provides a secondary means of removing power/tripping from critical field devices Extensive on-board alarm and diagnostic capabilities Protection from unauthorized logic modifications EEPROM stores verified program Prohibits on-line logic changes during process operation

Typical Scope of Work Project Management Consulting Hardware Implementation Software Implementation System Integration Long Term Support Solution Conceptualization Systems Architecture Software Design System Training Application Consulting RA Materials Procurement Functional Specification 3 rd Party Material Procurement Software Development & Test System Hardware & Software Integration Material Receipt Inspection & Verification Panel Design & Assembly Test and Debug Customer Witness Test Field Installation Commissioning Start-up Assistance Continuing Support Global Technical Services Link

Traditional Target Industries • Metal process ($50 K-300 K) • Chemical & petrochemical ($20 -200 K) • Food processing & beverage/pharmaceutical ($20 -200 K) • Electric utility ($150 -500 K) • Pulp & paper ($50 -300 K) • Engineers & constructors and OEMs serving these industries Note: Typical price range for each system in parentheses

Target Market Traditional Market Steam Generating Equipment NEW MARKET INITIATIVE INDUSTRIAL PROCESS HEATING APPLICATIONS With a Primary Focus on the Metals Industry

Steel Process Applications • Pelletizing & Sintering Furnaces • Ladle & Tundish Heaters • Reheat Furnaces • Annealing Furnaces • Galvanizing Furnaces • Heat Treat Furnaces • Forge Furnaces

Aluminum Process Applications • Melting Furnaces • Holding Furnaces • Reheat Furnaces • Annealing Furnaces • Forge Furnaces • Heat Treat Furnaces

Typical Types of Furnaces • • • Tunnel Furnaces Walking Beam Furnaces Walking Hearth Furnaces Pusher Furnaces Roller Hearth Furnaces Rotary Furnaces Strip Annealing Furnaces Stack Annealing Furnaces Strip Galvanizing Furnaces • Forging Furnaces • • • Soaking Pit Furnaces Normalizing Furnaces Homogenizing Furnaces Aging Furnaces Tempering Furnaces Melting Furnaces Tip Up Furnaces Car Bottom Furnaces Pelletizing Furnaces Sintering Furnaces Boilers

Metals Industry Successes • Inland Steel - Burner Management System for Pelletizing Furnace • Evatec Mining - Burner Management System for Pelletizing Furnace • Northwest Aluminum - Burner Management & Combustion Control Systems for (3) Melting Furnaces • Alcan Aluminum - Burner Management & Combustion Controls Systems, plus

Initial Sales Call Goals • Determine customer need for our systems. • Educate them regarding our capabilities. • Establish a time line for their projects if they have any in near term. • Gather information regarding their needs. • Establish a communication path to the Burner and Combustion Applications Team • Determine required next step. • Inform Burner and Combustion Applications Team regarding

Sales Collateral Industrial Process Heating Word Documents • Burner Management Control Sales Success Guide for Rockwell Automation Account and A-B Distributors for Industrial Process Heating Applications (IAS-382, October 1999) • A Guide to Preparing Specifications - Burner Management Systems for Industrial Process Heating Applications (IAS-381, October 1999) • Industrial Process Heating Application Data Form (IAS-383, October 1999

Sales Collateral New Glossy Documents • Advanced Control and Information Systems for Combustion Processes and Power Management (full color brochure including power management systems) (IAS-010, August 1999) • Advanced Burner & Combustion Controls (color mini-brochure for industrial applications) (IAS-361, September 1999)

Typical Sales Cycle • Account sales representative or A-B distributor identifies lead • Lead is pre-qualified jointly by the sales representative/ distributor and the Burner and Combustion Application Team • IAS systems engineer discuss application with customer by telephone (will evaluate need to visit customer in person) • Customer presentation and site survey (if

Typical Sales Cycle • Burner and Combustion Application Team prepares detailed technical & commercial proposal • Proposal sent to distributor (if applicable) for addition of cover letter and end user delivery • Account representative or distributor follows-up and Burner and Combustion Application Team responds to all technical questions. • Distributor (if applicable) accepts customer order and issues an order to IAS

Sales Perspective - IAS Involvement • Reasons why you will want to involve the Burner & Combustion Applications Team: – Our Application Knowledge and Experience – Maintain Account Control – Guarantee that end user will be satisfied with end product – Use of standard Allen-Bradley components – Able to influence product selection/usage within limits

What direction are we going? Where does Control. Logix and Process. Logix fit in? September 1999

Control. Logix • The technology is ready! • Selective on the application/project based upon: – – – Customer needs Competitor offering/customer preferences Project delivery cycle Scope of project Application • Currently does not fit where FM-Approval is required. • Does not fit where redundancy of processors are required.

Process. Logix • The technology is ready! • Selective on the application/project based upon: – – – Customer needs Competitor offering/customer preferences Project delivery cycle Scope of project Application • Does not fit where FM-Approval is required. • Fits where processor redundancy is required. • Fits where project is a part of a larger overall upgrade where cost of server can be distributed over entire new offering.

What is our future? September 1999

Our Future • Penetrate the metals market • Expand our offering to other related applications • Expand our offerings into other related industries • Adjust our offerings to meet the Rockwell Automation “push”

Where were our FY 1999 orders? Numbers represent quantity of new projects/order entry in area. 1 3 1 1 1 1 1 6 4 1 4* 8 * Project # reflects project influence. 4 4 1 3 Canada, Mexico & South America

What Sells Us? • Team expertise in the applications. • Teams capability to apply RA products. • Teams knowledge and understanding of the applicable codes and standards and participation in the development of the standards • The dedication of the individuals in the group. • Completeness of the systems from the logic to the documentation. • Operating experience - in excess of 500 systems sold.

What do we need from you? September 1999

YOUR HELP !!! September 1999

We Succeed ONLY when our customers Succeed - Partnership and well Implemented Architectural Strategies will make this a reality September 1999