Om Shree Ganeshaya Namah!

t CP Ne July-Sep 2018

Editorial. Daikin Training. CP Interaction Day. FE solution in Chattisgarh. Manufacturing Update. CPCB revised guideline. Unleashing Channel SPF’s new functions / Power. FGEM Expansion. CO2 Analyzer. Sponge Iron Project. Sansree’s new office. Tomotaka San’s visit. Flow measurement. LM2A Drive feature. FEI’s young Entrepreneur. Forex Exchange impact/ NR UFM opportunity. Certificates. Organisation. Package Solution. Speed Frame Application. Creda Seminar. Network Switches. Retrofit Application. EM Elements. CRISIL. Conquest at Bangaluru. EM Solutions.

Fuji Electric (India) Pvt Ltd 2nd Qtr July-Sep 2018 P- 01 As I sit down to write the editorial of the 2nd edition of CP Net of this fiscal, I realise that the “ “Bappa Beats” is moving towards East & transforming the rhythm to the beats of Dhak – a huge membrano- phone instrument without which the Durga Puja does not assume the festive aura. I also realise that FEI is moving speedily towards the H2 & the end of the fiscal year. We need to achieve 58% of the budget in H2 . Next year will mark our 10th year of existence in India & so , we need to achieve the commitment. The team is upbeat of realizing the number. Since Semiconductor- the new contributor in FEI business, contributed to Rs 34 million against a budgeted annual figure of nearly 10 times the amount, our performance in H1 is @ 42% . They expect to deliver 6 * H1 in H2 which should ease the situation for FEI a bit, but still it puts the challenge to deliver more than 1 billion in H2 thru our legacy basket . We need the support of our vibrant Channels & contributions from our project team to deliver the numbers. To do the same, arithmetic figure is simple for the Channel Score “To grow 30% more than H1”. During the Q2 period, FEI has lot of reasons to brag about its success & contribution in FE’s global community.” FEI cornered 4 Global recognition award, completed the first DCS project for Sulphuric Acid plant in FE world & booked many other DCS & Process Automation project in Steel Plants & in field of Incineration & Water Projects. It also received repeat orders for KPCT for their cranes due to their brilliant timely execution of the first project. We also made significant progress in Instrumentation in the field of Nuclear Transmitters, Measurement Systems & Radiation system. I’m sure, that with the commitment of the team, functional leaders & the team’s acquired knowledge, FEI is in solid ground to excel. As a commitment of FE Corporate support to FEI & FGEM, the top management of Power Electronics came on a whirlwind tour to India to see the existing Industrial facilities & assist the entities for their expansion plans. Needless to mention that they were super impressed.

Shoumitra Chatterjee

P- Manufacturing Update – Yogesh Dalvi

FEI Factory is expanding its product portfolio rapidly. I would like to update you on various products added recently and the new products that we are working on for expansion. We have started customization of Standard LCD keypad to Lift Keypad in May 2018. This will optimize our Inventory because we need not to import both type of keypad. We will import only standard keypad and do customization of some of keypads to make it Lift keypad based on sales demand. This will improve lead time to our customer for lift keypad irrespective of long lead time of import of standard keypad. We have started production of Solar pump controller (Type New Mini ending SL1) which is improved version of earlier solar inverter (Type New Mini ending with SL). One of the reason for this transition is also to position the product exclusive to intended application to give more meaning to its identity as a controller to be used for solar pump. Other reason is to upgrade with latest MNRE guidelines which are changing dynamically. Our team work right from aggressive marketing and sales, capturing new market requirements, designing new product till delivering the new suitable product in market is biggest strength in Fuji Electric. FEI’s contribution in boosting sales globally in solar market was recognized by our Japan Head Quarter. It was great pleasure in receiving award during our visit to Japan in GDM Forum on 28th June 2018. I am sure, with solar pump controller, the success of solar sales growth will continue in this FY2018 too. We have started mass production of DMG specific Drive manufacturing from 22nd August 2018. Manufac- turing engineering, design documents, tester modification was done by Experts from our mother factory SUZUKA. This new product is an OEM specific product developed together with OEM which will be further integrated by OEM to deliver final Unified System Solution for elevator application. This is our joint efforts with OEM and strategy to deliver cost effective direct landing feature in open loop control geared elevator to compete with Chinese Player on cost front without compromising on quality. We are planning to expand the Inverter capacity till 75kw in our manufacturing portfolio. It requires lot of approvals from business planning section in Japan head quarter office. All Fuji Electric Factories process are controlled by Mother Factory SU- ZUKA. To get final approval, consensus of many global stakeholders is involved. We are currently working on balancing act in terms of business planning to have win-win situation after transfer of these products to FEI Factory. Off-course customer is king and FE as group is committed to deliver best Cost, Quality & Delivery to customer. Our manufacturing team including me and 3 sectional heads (ME, QC & Production) visited to FMT Factory, Thailand on 1st - 3rd July 2018 for learning production management techniques. Main agenda was to design Line-C Layout for our manufacturing expansion. We saw many developments through their Kaizen activity at FMT as compared to our last year visit to them. It was also an opportunity to directly interact with our counterparts from FMT with whom we normally meet in video conference every week. I hope this update gives you confidence and energy. Growth is Life and Continuous improvement by every member of Fuji Electric Community is mantra for survival in competitive market. Keep selling! P-03 Fuji Gemco Factory Expansion & its Ground Breaking Ceremony -Ken Sugano, FGEM

FGEM is growing rapidly & is expected to clock 40% + growth in this fiscal. Along with the growth comes the need of facility expansion. So, on 3rd September,Mr. Tomotaka who is a board member of Fuji Japan & Senior Managing Executive Officer was invited along with Mr. Goto Executive Officer of FEJ & a board member of FEI/FGEM and Mr. Tetsutani. Deputy Corporate General Manager of Power Electronics Sys- tems Business Group to take part in “Ground breaking ceremony”. The biggest challenge for FGEM today is to manage the current demand of production with the current space. Hence FGEM got the approval from FEJ HQ for the factory expansion in March 2018. FGEM completed all formalities before starting the construction work & so the ceremony was held in September which also happens to be the 2nd year of FGEM. FEJ has a slogan of “Make competitive systems with competitive products” for “Dream 1” initiative to reach 1 Trillion JPY (Approx. 63k CR INR) sales by 2023 which happens to be the celebration for 100 years of it’s colourful existence. Coupled with the same FGEM has a vision to build a “Competitive system factory” in India & to offer “Competitive system engineering hub of steel application for oversea market” through this expansion. To materialize the vision, we are working on to develop package solutions for various industrial auto- mations with FEJ, localize VG drive for AC drive system, and introduce KAIZEN in not only shop floor but also whole business processes in the company. We want to contribute to Dream 1 by providing valuable solutions to end users from this expanded system factory.

P-04 Tomotaka San & Team in Bhiwandi

Tomotaka San & Team in Faridabad

P-05 Forex exchange impact on FEI business – Ashes Nandi

Indian rupee plunged to a fresh record low of over 72 against a US dollar. The Rupee has declined 3.3 per cent in August and nearly 10 per cent so far this year, making it the worst-performing currency in Asia. As a result, Corporate India is facing increasing borrowing costs due to the rise in bank lending rates. While the borrowing costs for companies are rising due to the increase in bank lending rates, a weak rupee has also added to the borrowing woes of corporates sourcing funds from the markets. Meanwhile, hedging costs have increased and dollar loans have become costlier. FEI’s 90% purchase is import and is settled in USD either through Buyers Credit loan or direct payment from Current Account. Import cost has increased by 10% and so is the custom duty on higher import cost. Coupled with the increase in fuel cost, Margin and Operating Profit are under severe stress. The combined impact, has reduced the net operating profit significantly. So, tightening the belt with ruthless efficiency of all functions, along with arresting of the SGA growth is the only option. Pricing needs an immediate look. FEI is forced to reduce its discount rate on LP with a hope that the Sales Fraternity will implement the same to ensure retention of budgeted margin. Finance Community will be the watch-dog in controlling the SGAs. FEI has taken a proac- tive option of hedging to the maximum limit as a tactical move. Obviously all these efforts come with a cost! We urge CPs to take a note of impact which is beyond our control and wish best of luck for H2 of FY 18-19.

Minor Organisation Shuffle in North Region – Raj Tiwari

In keeping with the philosophy of doing more with less, FEI’s North Region has been realigned to meet the present market requirements & also to keep the SGA under control. 1. Vinai, who was responsible for looking after the NCR OEM’s, has taken a larger responsibility /portfolio of looking after upcountry market of Punjab, Haryana, HP, J&K, apart from his existing portfolio. 2. Kuldeep also has a larger portfolio of looking after Sales of Indore territory, Sales of Rajasthan for all products. He will be assisted by Milan for IA & Dev Karan for Instrumentation. Kuldeep will be mentoring/ leading the entire NR Team for Instrumentation & Process Automation. Abhishek Chatterjee will move to Process OEM Sales & will report to Kuldeep. He is solely responsible for the overall numbers of PA & Instrumentation Products for North. Vinai & Bharat will leverage on his experience & market knowledge for the products mentioned. 3. Bharat has added one more member to his team to provide better response to the Japanese customers in Neemrana & adjoining areas. We surely expect a 25 % increased sales in H2 over H1 from the mentioned regions & due to the above changes.

P-06 “CREDA Seminar ignites Energy Saving approach once again” – Mahendra C.

I thankfully acknowledged the invitation from CREDA for delivering a lecture on behalf of FEI for “Best Prac- tices on Energy Efficient Technologies”. The topic presented was “Technology Solution to Enhance the Energy Efficiency of Electrical Utilities” which focused on various Electrical Energy Saving solutions from Fuji Electric in various focused Industry Verticals. It was warmly welcomed by a learned End User audience of 80 + users from various Chhattisgarh Industries of Steel, Cement & Power. Happy to inform that we received an instant enquiry from an end user for “Condensate extraction pump” Energy Saving VFD Solution. During the seminar, I came to know of the various ways of Energy Saving & Optimization process & how MSP Steel & Power Ltd. got the “National Energy Conservation Award” & how a Start-up company from Mumbai created a unique “Powereasy – Stabilizer”. Saying so, the forgotten “Energy Saving Approach” in FEI needs to be awakened and we need to create the opportunities for “Energy Audits” in the focused Industry Verticals and generate the leads. The IISCO Energy Center job needs to leveraged along with the wonderful pioneering job done by Piyush & his Channel Partner in Chattisgarh region. I recommend of selecting a CP as an Energy Auditor/ lead generator for Energy Conser- vation opportunity in each region. Field sales need to wake up to access this opportunity. Our all Product line are very much suitable for going Green since we are the “Innovative Energy Technology” driven Japanese Organization. So, Let’s save energy & Go-Green !

P- Elements of Energy Monitoring Saving

P- Fuji Energy Management Solution Learning—Sandeep Kaushik

I was excited when I came to know that we are moving towards IIOT and we are in the process of launching our new product for Energy Management System. FEI engineers assembled @ our Competency Centre to attend the training on Energy management system from experienced Japanese EMS team. I am happy to share my learnings. We provide the solutions of visualizing the electric power for optimum power operation through wide ranges of product in energy management solution named FMPC series. With this FMPC Series product we are able to analyse power consumption in plant and take necessary action for energy conservation. This energy monitoring unit also has inbuilt OS, which can monitor and store energy data on internet brows- er. The data can be stored in CSV format which can be uploaded/downloaded to remote location by using Micro SD Card. We can compare power consumption data of two different dates in Trend and Bar graph format as well.

F-MPC Web (Type: UM12-10) -- Collecting Data and Controller unit can construct the electric power monitoring/controlling system connected with LAN. The system can be constructed by combining F-MPC series with the RS-485 communication function and general-purpose devices with Modbus RTU communication function. We can use F-MPC web asa master and Modbus TCP slave for SCADA system. In master configuration we can communicate 126 slave devices with one web unit on Modbus RTU.

P- 09 Training for Daikin @ CC – Ashish Mohite

We imparted 2 days training to fourteen Daikin Industries executives @ our Competency Center. Daikin is one of our large OEM’s in HVAC arena & the training was arranged as per the need of the OEM. Drive Factory site visit was a prelude to the training program, to ensure that that the team was aware of the manufacturing & testing process. The course curriculum was jointly developed. This training consisted of four parts as per the need given by M/s Daikin. 1. Basics of VFD & Harmonics mitigation techniques 2. HMI programming & hands on training. 3. Commissioning procedure of VFD for Chiller application. 4. Panel engineering & maintenance of Daikin VFD panel. Based on the above topics, selected , experienced trainers were assigned to deliver the program with proper hands on training . Team Daikin participated enthusiastically & actively by raising their queries & concern during the training session. Such involvement from trainees was helpful to have successful sessions. Feedback received from Daikin indicates fulfillment of their expected needs. They requested to plan another similar session for their other field engineers so that they gain confidence on Fuji VFD panel & its programming. This will help them to render prompt services to their end users.

P-10 CPCB’s Revised Guidelines to provide fresh air - Sanjeev Chakraborty

As per Environment Science and Technology published documents, Indians lose more than 18 months of their lives to air pollution which makes it a bigger killer than tobacco smoking and cancer. India can avoid such deaths by fast-tracking emission cuts. CPCB has released 1st Revised Guidelines for Continuous Emission Monitoring Systems in June 2018. Efforts have been made to include all available monitoring technologies/instrumentation in the docu- ment. New guidelines include additional instrumentation to be included like O2, CO/CO2 measurement, Fluegas temperature and DP Flow along with existing SOx/NOx gas concentration.

Such guideline is surly a big opportunity for FEI & opens a vista of opportunity with all Gas analyzer OEM & System integrators who need to be targeted to for our Zirconia O2 analyzer, CO/CO2 analyzer and DPO transmitters. Overall FEI components that can be sold are as below: 1. O2, CO, CO2, Sox, NOx, NH3 & HCL (In-situ cross duct laser) gas analyzers. 2. Micro-venturi & DP transmitters 3. Gas analyzer accessories like NOx converter, HMI, PLC, PID Controller, Peltier type Gas Cooler etc. 4. Complete system panel.

FEI is regularly conducting a continuous training program for its customers including channel partners involved in CEMS business to enhance knowledge on CEMS components, selection and maintenance activities.

Wishing success in expanding CEMS business through our Market Access Partners. It’s our duty to pre- serve and hand-over a better environment to our next generation. Let’s contribute all together and save our mother earth!!!

P- Fuji CO2 Analyzer in Climate Change Application - Shreyash

Climate change is an emerging threat to sustainability of agriculture, food security and livelihoods of the farmers in the country. The issues related to climate change and agriculture are complex and require a comprehen- sive understanding and there is an explosion of literature in this area. ICAR (Indian Council of Agricultural Research) has also recognized climate change as an area of high priority and launched a project “National Initia- tive on Climate Resilient Agriculture (NICRA)” during 2011. Our customer located in Mumbai is one of the leading service providers of technologies on simulation modelling on climate change studies & research. They are exclusively working and successfully executed several Projects on climate change studies in India & the projects are of international standards. They provide Green House, Open Top Chamber (OTCs) & Free Air CO2 Enrichment as some of the solutions. The purpose of Open Top Chamber (OTCs) is to study response of plants in high CO2 and other gas in environment with precise control and regulation of desired CO2, Temp and humidity inside the OTCs. Open Top Chambers (OTCs) is an innovative and cost-effective approach to investigate the effects of elevated CO2, Temperature and Humidity on the growth dynamics and yield response of plants. In this approach, CO2 gas is supplied to the chambers through CO2 gas cylinders and maintained at set levels using manifold gas regulators, pressure pipelines, solenoid valves, sampler, pump, Fuji Electric’s CO2 Analyzer, PC linked supervisory control and data acquisition (SCADA). The data generated by OTCs are more realistic for impact assessment analysis of rising atmospheric CO2 and temperature on plants for developing models to predict the responses for future climatic conditions. Our CO2 analyzer can be sold to all governing bodies of Agriculture Research Association & all other Indian research association for climate change. Great application for a Social Cause!

P- UFM for Tar Flow Measurement in Cement Plant - Rupesh Shah

In Cement Plant, either Imported Coal or Pet Cock is used in Calcination Process. Imported Coal & Pet Cock prices are increasing day by day, so some small units have started to mix good quality of Tar along with the Imported Coal. The problem arises during In-line measurements for this process as application is not working because of frequent choking of Instruments. Cleaning is also not possible while plant is running and same without measurement Tar cannot be mixed so customer have to stop adding Tar until cleaning of the measuring instrument done. In this application, customer is mixing 1 TPH (Tonnes per hour) Tar, total of 24 TPH in a day. 1 Ton Tar re- duces coal consumption by 1.5 time, so overall 36 Tones coal reduction is well possible. Price difference between Coal and Tar is INR 6.0 per Kg. So overall savings will be INR 2,16,000 per day. Which is a high re- turn on investment and its less than a day! Besides this, totalize measurement of Tar consumption helps customer for Tar Volume measurement. FEI is pleased to inform that we made this application successful in cement plant with Time Delta C Flow Transmitter along with required accessories. BOM for this application is,

We urge our channel partners to make best use of such application and you may reach Mr. Rupesh Shah on [email protected]

P-13 Let’s access the UFM opportunity – Arabind Singh

On 4th July ( about a year back) I joined FEI, Chennai and started my learning about Fuji D&A products – which was mainly related to Drives & sometimes Servo’s.. After some time, I came to know about clamp on type UFM. But I was not much aware of it nor did I get an opportunity to explore the same. I was transferred to North1 after a brief stint @ Kolkata. I had to take care of Eastern UP business under Bharat Sir. My first job was to give Portable type UFM demo in offsite area in IFFCO, AONLA. The demo was successfully completed and we also got purchase order for the same. Last month I visited them, their feedback was positive and they are ready make another PO of the same for spare. After completing the first job which job successfully, there was a spring in my walk when I used to move around the industrial installations emanating from my freshly gained confidence . I started visiting every industrial installations and introduced our clamp on UFM. I gave demos fearlessly in many institutes and plants like IIT Kanpur, Coca Cola, Unnao, Kanpur edible oil, Indian Railway Kanpur, some sugar industries like Balarampur Sugar Mill. I had some doubts whe- never the liquid was not listed in our UFM. If we selected other liquid type or pipe material type, then we had to give the details of ‘’Sound Velocity’’ of the same liquid or pipe of material. I took help from seniors and found the lists of sound velocity of different liquids and pipe material . I utilised that list and completed some demos with surprising successes. Few days back I was called by IIT Kanpur and they had doubt of communicating our Time Delta-C fixed type UFM with their PC. I was prompt enough to show that we have the solution with inbuilt RS-485(Modbus) communication in UFM. I will be completing this demo also. I am eager to know more about our UFM and will be completing many demos in future & can confidently say that “ It is the greatest tool of an engineer to open the gates wider @ an END USER location’’

P- FEI Package Solutions – Siddharth Ray

The powerful Package solutions are designed, engineered and architected by FEI based on the market trends and requirements. The Key Selling Points for these packages are:- 1 Prepackaged solution which is in stock leading to quick delivery. 2 Business model to make repetitive sale 3 Standardization of documentation of package solutions 4 Easy to sell, install and maintain 5 Low cost & availability of demo kits The packages are: - 1 OxyProbe PAQ – Mainly used for monitoring only O2 % or control process with respect to the O2 levels 2 Increasing install base due to good success at esteemed customers like Shree Cement, Philips carbon, Sitson, Isotex, NTPC Sipat, Conti- nental Carbon, JSW. 3 Eductor or Bypass type probe for different applications. 4 Blowback Unit with Auto or Manual Calibration options.

1 BTU PAQ – This package measures the energy content of liquid flow in British thermal units (BTU), a basic measure of thermal energy. 2 BTU meters are used in chilled water systems for both commercial and industrial and office buildings. 3 These meters are used to bill users for energy usage. 4 BTU PAQ is accurate and highly reliable. 5 Successful installation at Chennai, Pune commercial malls 6 MyCems PAQ - CEMS package with CPCB Monitoring facilities - • SOx, NOx, CO selectable Package as per user requirements • Seamless connectivity to CPCB/SPCB • Several successful installations at Bannari Amman, ONGC Rajamundry, Various Paper Mills @ Meerut.

Remon PAQ – Remote monitoring of any field device such as flowmeters, pressure transmitters with Modbus or Ethernet connectivity. Success @ Indian railways for UFM with IOT/ Cloud Furnace O2 optimization PAQ - for Combustion Control and reduction of scale generation in Reheat Furnaces. Combined solution of PLC, VFD & Zirconia Analyzer Option of Fuel, temperature, temp /fuel ratio control loop.. Proven Success at Lingraj Ispat/ Avinash Ispat. Quick ROI to end user within 1 month. Scale reduction of 0.4% (1.2 tons) out of a daily production rate of 300ton billet Carry your Package Solution catalogue when on Sales Call. Happy Selling!!! P- 15 Unmanaged Switch vs Managed Switch-vis-a-vis Fuji Micrex System – Achintya

Network switches are universally deployed, while designing the communication network in Pro- cess Automation systems. Managed switches have inherent additional features but all networks do not necessarily need managed switches. Some of the networks can do without Managed switches, by using Unmanaged Switches, example networks involving Fuji MICREX systems. Therefore while designing a network, emphasis is required to be given to the fact that if such advanced features as provided by Managed switches are really necessitated. An unmanaged switch simply allows Ethernet devices to communicate with one another, such as a PC or network printer. The key improvement for a managed switch over unmanaged switch are a. The ability to configure the switch and to prioritize LAN traffic to ensure that the most important information, as configured in it, gets through. b. Determining the health of the network or the status of a particular device. c. Isolation of network traffic to reduce unnecessary traffic. d. To meet redundancy requirements. Redundancy provides the ability to safeguard a network in case a connection or cable fails by providing an alternate data path for traffic. The network of Fuji MICREX system have following built in protocol features, i. Direct LAN Traffic to its selected nodes on the network, wherein each node has its own part of time to communicate and receive the signals, there being no need to prioritize. ii. Running a diagnostic regime across the network to determine faulty/healthy nodes. iii. The network isolates itself from public network by running its proprietary protocol. iv. The hardware star topology of the network providing redundant path for communication by default. It may therefore be seen that the lead aspects of a managed switch as at a, b, c and d are taken care of by network management protocol of MICREX system as explained respectively at I, ii, iii and iv above. It is therefore safely concluded that unmanaged communication switch serves the purpose of completing a communication network in FUJI MICREX system.

P- 16 Improving our CRISIL Rating-a gigantic leap – Ashes Nandi

The last feather in FEI Finance Community’s Cap is the upgraded CRISIL Rating. We are pleased to announce that FEI has improved its credit rating from CRISIL MSE 4* (above average creditworthiness in relation to other MSEs) to CRISIL MSE 2* (High creditworthiness in relation to other MSEs). CRISIL MSE 2*, is a gigantic leap without entering level 3. It recognizes FEI’s “High Financial Strength” and “High Operating Performance”. A CRISIL rating is of key relevance & hence a barometer of our performance for all stake holders of our company such as lenders, customers, suppliers, regulators, and employees. We believe, our continuous endeavor will lead to better performance and prospects. The documents of MSME & Crisil are great Sales Tools in our hands. Please use the same judiciously & gainfully. Good Luck! Happy Selling!!!

P-17 CP Interaction Day – Prakash Rawal

CP Interaction Day, a new initiative to ‘‘hear & endear’’ more on regional basis was kicked off in New Delhi for North CP’s at Hotel Suryaa on 2nd July & in Planet Landmark, Ahmedabad for West CP’s on 19th July. The show was attended by 40 Market Access Partners. From FEI side our entire team of sales engineers, application engineers, service engineers were present in both the locations. This program has given lot of confidence to our MAP’s and a chance to interact. It also provided the rare opportunity of networking of the growing members of MAP’s. Both the session started with playing our company day video for MAP’s who missed our CP meet at Istanbul which was followed by an introductory welcome speech by Mr. Chatterjee which provided clear vision & performance of the company in Q1 2018. The opening speech was very friendly and lively. The charming words of “Mil neka Ek Bahana Chahiye” won the hearts and minds of MAP’s who had assembled for the occasion. Entire team, which had fair amount of new staff were introduced & they had chance of meeting all the MAP’s under one roof. Product brief was provided by the product champions and SBU head. We addressed & interacted with existing and new channel partners and gave them platform to speak about their growth strategy and their plans for conducting FEI business. I took the opportunity @Delhi & Ahmeda- bad to discuss and explain CP policy and the channel financing scheme. Various deliverable, commitments and new business initiatives from both the end had been discussed. The program provided a glimpse of FEI’s BMH business, Nuclear and Social infra business, IA & PA initiatives. The important message delivered was to retain the existing business while moving towards solution platform of Industrial and Process Automation. Today FEI offers a monumental range of products which can be leveraged by the MAP’s to open new doors in Industry but that would require new learning of products & applications. FEI is planning to repeat the same in West – 1, South and East. We wish our CPs the best for FY 18-19 H2 and urge them to make best use of such events to keep the tempo alive and active!!!

P-18 Unleashing Channel Financing Power – Prakash R.

I take it as a personal glory to be responsible for the business growth of 94 strong vibrant Channel fraternity , of which of which 58 members enjoy the privileges of our channel management program while rest wait with baited breath to be a part of it. To ensure proper growth and stability in business we introduced channel financing. FEI kicked off channel financing scheme in August 2018 with 12 channel partners. The purpose was to have smooth cash flow and finance availability for your working capital at a reasonable cost. In addition, it provides you the benefit of steady and cheaper source for purchasing material from FEI, increases the purchase power by boosting the sales, eases documentation and approval procedure, renders high service and delivery standards. Partners can increase their profitability! FEI is pleased to announce a modified and improvised channel Financing scheme to ensure maximum benefits to early adopters. During my visit to the length and breadth of India during MAP signing, I understood financing need of various cate- gories of channel partners (from Asteroid to Mercury+) and their challenges to grow their business. The major pitfall we found, was to cover the Asteroid category channel partners in our channel financing program. Understanding the crying needs of this category, we had a serious discussions with bank higher authority and got an approval of monthly average billing of 10 lakhs / month with the increased program size to 15 crores which enabled our Asteroid channel partners eligible to enroll in the program. The qualification criteria and presanction documents are must to obtain the channel financing scheme. In first stage bank approaches the recommended CP’s and collects the presanction documents. After that FEI sends the recommendation letter to bank. In next step bank collects post sanction documents from dealer and then submits the sanction letter to FEI and dealer and then drawdown process begins. The credit limit set in channel financing is same as the credit limit given in MAP policy. FEI extended the CFS benefit at a rate which deserves applause i.e. 9.5% (MCLR+1). CFS allows you to double your credit limit and increase your sales to meet the target. Since there is a significant cost involved in running the program FEI is compelled to charge a nominal fee the nominal fee of Rs. 25,000 + GST for FY 18-19 as an administration fee and Rs 12,000 + GST for 2019-20 . The successive year’s rate will be worked out with the bankers. Happy selling !!! proud to be associated with you! P- 19 Inauguration of Sansree’s new office in Mumbai

P- FEI’s Young Entrepreneur

Mr. Viral Shah joined FEI in FY-2014 as a sales engineer for Lift & crane bulk material handling business after a stint @ one of the leading channel partner of Yasakawa M/s Vega Controls Mumbai. He was responsible for handling all lift channel as well as lift OEM business in Maharashtra region. He established very good relations with OEM’s which in his entrepreneurial days is paying good dividend. Viral has taken crane order from M/s Hebencraft Cranes, Mumbai, which is supplied to one of the End user M/s Sheela Foam at Andhra Pradesh. M/s Sheela Foam is having the flagship brands for mattresses like SLEEPWELL FEATHER FOAM and Pure PU Foams in India. For foam manufacturing the tandem operation was required which was achieved by incorporating PLC inside the drive Panel. FEI has more than 150 Drives across all Sheela Foams factory spread over the country but was weak in offering solution for tandem operation due to the feature limitation of the offered drives. In the past it was challenging but with help of Viral’s expertise this crane with tandem operation was made to look simple. Viral was the flag bearer of FEI’s one of the prestigious project through Mukand for GOA Shipyard level luffing crane. Viral @ his young age was @ ease while interacting with Mukand CEO Mr. Jaganathan and led the FEI Management team for the last discussion before finalization of the order. In financial year 2016 he decided to establish his own business in the Lift market & chose FEI as his logical option. His proprietorship company Saawariya Enterprises is the fastest growing MAP & was recognized for the same during our last CP meet @ Istanbul. FEI is proud of the association & the achieved results. With his entrepreneurial zeal & voracious business appetite, he is bound to double his business in 2018- 19. FEI wishes him all the best & assures him to be good companion.

To overcome the challenges of Chinese integrated drives, FEI made alliance partnership with DMG Lifts In- dia (P) Ltd, Ahmedabad. Saawariya will be the DMG partner to promote Unified solution & he also found a life partner to tie the knots in December. FEI wishes him the best & assures all help & cooperation in the challenging phase of his life!

P- Speed Frame Application- Gautam Tyagi

Schedule

 Started: November, 2017

 Hand over: Bhilwara, Rajasthan. November, 2017 Fuji Role Application name: Speed Frame.  Programming.  Testing, Channel Partner: Creative Automation. commissioning and End User: BSL Start-up Technology Application Description:  Drive Sync. mode Simplex is an intermediate process in which fibres are converted into low twist  Drives on comm. lea called roving. The sliver which is taken from draw frame is thicker so it is not  SPF PLC Significant Aspects suitable for manufacturing of yarn. Its purpose is to prepare input package for next process. This package is to prepare on a small compact package called bob-  Speed Sync. With AC bins. Roving machine is complicated, liable to fault, causes defect adds to the drive. production costs and deliver the product. In this winding operation that makes Challenges us roving frame complex. Basically this machine is running with Mitsubishi PLC, KEB drive. Now we remove old system with Fuji SPF, AC drive (Mega+ACE).  Understand the mechanical arrangement of machine. Scope of Work: Programming and commissioning for:  No documents of VFD: Drive for Main motor, Bobbin, TR. Diffe. GB. Technical Details: Model No: FRN15G1S-4A (Frnic MEGA), FRN0012E2S-4A (Fr- nic ACE), SPF PLC 60IOs. TS1070. No of Drives in a machine: Three.

P- Retrofit on a Tsudakoma Air jet Loom machine – Louis Patson

M/s. KG Fabriks situated near Coimbatore are manufacturer of jeans material for Denim. They have deployed 70 nos of Air Jet loom machines of Tsudakoma make. Tsudakoma Air jet Loom uses a jet of air to propel the weft yarn through the warp shed. The machinery used in air jet weaving consists of a main nozzle, auxiliary nozzles and profile reeds. In an air-jet loom, yarn is pulled from the supply package, and the measuring disc removes a length of yarn of the width of fabric being woven. A clamp holds the yarn and an auxiliary air nozzle forms it into the shape of a hairpin. The main nozzle blows the yarn by which the clamp opens, and the yarn is carried through the shed. At the end of the insertion cycle, the clamp closes, the yarn is beaten in and cut, and the shed is closed.

For clamps open and close operations there is a 3 KW motor driven by a custom built Frenic 5000 series, which was supplied with special version firmware control card. The customer was finding it difficult to manage the machines due to rise in spares cost. A general-purpose drive was “believed” to be not suitable to take the inputs from the motherboard. Our CP M/s. Harithaa got this opportunity and collaborated with FEI to make a detailed study on the machine and the various functions done by the existing custom built VFD. The existing wiring was tho- roughly studied and we went back to the drawing board and finalized to execute the replacement with our Frenic ACE. Customized logic function in our ACE was our biggest advantage and we were able to take successful trial and demo. M/s. KG Fabriks is now our super happy customer !!!

P- Conquest at Bangalore – Prakash Rawal

FEI conducted an OEM Endearment program at Hotel Taj Yeshswantpur on 28th Aug by collaborating with our CP M/s. Digital Instrumentation Control System, under the leadership of our Karnataka Sales Manager – Mr. Sudhanshu Pandey. This is one of its kind seminar, where FEI experts have presented about introduction of Fuji Electric, business operations in Karnataka, D&A and instrumentation product panaroma, motion and machine visualization followed by Cocktail dinner. The entire gist of program was published in Industrial news and Analysis newspaper. We appreciate tenacity of Mr. Sudhanshu Pandey and wish him good luck and may others emulate the laurels.

P-24 Modest Presence of FE Solution in Chattisgarh – Piyush Sharma

Sambhav Sponge power Pvt. Ltd, located at Tilda is having existing capacity of 2*100 TPD plant. They are increasing the capacity by 1 x 100TPD kiln and a CPP of 15MW. Sambhav group has total 6 plants which Comprises of rolling mill and sponge iron plant. Their regular consultant is ARK engineers - Trichy for CPP and EICS for sponge iron plant. Today, we are on the verge of creating a big installed base in this group with our Drives, PLC , GA system & the DCS system for the Power plant. It all started when we received an enquiry for drives in Sponge Iron plant. The major challenge faced was ABB’s good installed base in the location. After repeated efforts, we won the trust and confidence with our service capabilities and proximity at customer end. Our efforts bore fruits when we first received an order for drives followed by the PLC System. Following the strategy of eating an elephant bite by bite , we enhance our efforts & mapped the project requirements in the field of Automation & Instrumentation. We found opportunities in CEMS and DCS of CPP 15MW enquiry. Chhattisgarh region is mainly surrounded by secondary steel belts which uses the electro chemical type of CEMS which is cheaper. We also had a challenge from existing CEMS players viz. Prima, Emer- son, Forbes Marshall. The consultant preferred Emerson and Forbes Marshall for the reason of their existing installed base. To create confidence, we arranged customer’s visit to our CEMS install base at NSPCL Bhilai .The visit made a huge impact because the customer appreciated our dedication of quality efficient system. Finally, the time came for DCS order. Since, we had the orders for of drives, PLC, CEMS customer was confident to accept Fuji Electric solution. Though, Emerson & a Chinese player put up a strong fight in terms of prices but we overcame all odds to win the case. So, it has become an ideal site for FEI with Drives, PLC,GA System & DCS solution. It is the time now for our Project department to excel & we are fortunate that we have Biswajit, a veteran of many installations to man the site.

P-25 Added Functions in SPF – Vishal Dave

FEJ Factory released an announcement for SPF’s new modification -- Modifications are as per below: 1 General purpose communication board (NA3LA-RS1) can perform loader communication after Resource initialization. Loader commands can be used before downloading system definition. 2 SPF didn't have any system bit for clock bits like 0.01 sec, 0.1 sec, 1 sec or 60sec. New modification helps to use clock bits internally and as system bit. 3 MPG Function block had internal system bug as FB needed to Turn On/Off to accept division and multi- plier Ratio Data during FB Execution. New Upgradation of FB has removed this issue and Now FB detect new DATA value & can execute functio- nally-- same during FB Execution. 4 Loader Port part Quality Improved\ for better connectivity : For better grip and connection internal connector of Loader port has been changed. Port shape and type is same as earlier, Connector part's quality improved.

My first Sponge Iron Project - Biswajit Rout

Some questions may arise in our mind of “What is Sponge Iron?” Sponge Iron is a metallic product pro- duced through direct reduction of iron ore in the solid state. The schematic diagram below will provide better understanding of this process.

Recently we received order for Drives & Automation for 100TPD SPONG IRON project. I will be involved for commissioning & programing part of this project. I am very excited for getting such opportunities & I thank the entire FEI Management Team for trusting me with such an opportunity. I will provide my best effort to accomplish this project. P-26 Vector control with peripheral PG -Subhrit Shyamal

In case of Permanent Magnet Synchronous Motors (PMSM) encoder normally is placed in the middle of motor shaft which allows easy detection of magnet position and & motor speed. However, other Lift manufacturers adopted another strategy. which is to install an incremental encoder on the rotor periphery (pulley). The disadvantages of this method are: - Slip between motor pulley and encoder sheave. - Loss of magnet position. - No fixed relationship between motor speed and encoder speed.

Due to disadvantages mentioned above, a specific control method is needed for this motor configuration. In case of FRENIC-Lift (LM2A), this control method is called “Vector control with peripheral PG”. The Kone Eco Disc is an example of such control method and technology. Kone Eco disc is a gearless hoisting machine made by Kone and the world's first machine room less elevator system. Frenic Lift (LM2A) drive can run Kone EcoDisc motor with this special control method named as “Vector control with peripheral PG”.

FRENIC-Lift (LM2A) drive with OPC-PG3 (PG card for 12/15V Incremental encoder) is required for this application. Recently, we have completed successful trial of this system with one of our big OEM, and lift is func- tioning properly with new Frenic Lift (LM2A) drive. With the availability of proper motor data and encoder details, we can very easily make the machine functional with this new drive.

More than 1000 nos of lifts are running with these lift controls and this provides us the opportunity address such lifts. FEI’s CP can very well grab such modification opportunities for these lifts.

P- P-27 Certificates to be proud of !

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