By: Joe Keenan, Global Managing Director: Industrial Fluid Flow Solutions at RMI Pressure Systems
As players in the highly competitive global pump sector move from a ‘product’ to a ‘system’ focus to differentiate themselves, the most successful efforts are likely to be those that impact directly on customer’s cost imperatives and their environmental, social and governance (ESG) priorities.
The global industrial pumps market – which by some estimates is worth around US$70 billion a year – continues to grow rapidly, at an annual compound rate of 4-6%. On the average industrial site, it is likely that pumps account for some 30% of the total energy consumed. At the same time, it is acknowledged that the vast majority of pumps operate at low efficiencies – wasting money and generating unnecessary volumes of carbon dioxide.
Addressing these energy inefficiencies should therefore be a priority for the growing pump sector, as such initiatives feed strategically into customers’ commercial and ESG imperatives. An important way of doing this can be seen in the shift away from a purely product offering – and towards broader system-based solutions for customers. Such a shift also presents opportunities for brand differentiation, in a market that has become increasingly commoditised.
Pump designers and manufacturers must respond to customers’ pressing needs, such as equipment longevity and reliability.
In pursuing this differentiation, designers and manufacturers of pumps need to respond to their customers’ pressing needs in their specific applications. A key differentiator, for instance, is for equipment to last longer and perform more reliably, which for many customers is a vital bottom-line requirement.
Climate change and global conflicts
With climate change and the current geopolitical instability, though, have come other important prerogatives that define value for customers – especially those in energy-intensive sectors such as mining and steelmaking. For industries like these, ESG is now becoming a central element in strategy and branding, demanding more efficient use of energy in production – especially as gas and power costs surge in the wake of the Ukraine conflict.
Many large customers are therefore looking to reduce their carbon footprint and operating costs by using less energy, while at the same time also conserving water as an increasingly precious natural resource. Responding to these needs should therefore be front-of-mind as pump specialists embrace system thinking to enhance their offerings.
Into the systems space
While pump OEMs must continuously improve technical aspects of their equipment, there are invariably diminishing returns on these gradual enhancements. The more comprehensive and significant trend is beyond the realm of the product, and into the systems space. Here, the pump is one component among others within a system that aims to solve multiple customer requirements, not just one.
By way of illustration, a pump user would traditionally procure a pump for a certain purpose, and would need the in-house expertise and infrastructure to install, monitor, maintain and service that equipment. This requires specialised knowledge about how that pump is applied in that specific application – or system – in order to ensure that the pump delivers the value required to warrant its purchase price.
A market shift occurs when a pump supplier begins to augment its offering with the other components or accessories that the customer has previously had to procure themselves. It could even occur through corporate acquisitions of upstream or downstream ‘phases’ of production, allowing the customer to source more of their operational equipment from a single supplier.
Lessons from EVs
The significance of system offerings as a disruptive strategy was recently highlighted in the process of developing and marketing electric vehicles (EVs). With innovative battery technology as the enabling innovation behind the EV revolution, what we have essentially witnessed is a vehicle being constructed as a ‘system’ around a battery. This process has not only provided customers with a differentiated product but has created a new trajectory for the motor industry.
The recent experience of the burgeoning EV industry holds some nuggets of wisdom for all sectors, not least the well-established pump business. Two insights stand out for those companies wanting to grow their offerings from stand-alone products to systems. The first is focus: businesses can seldom be good at everything, so they need to decide where exactly their energies and resources are best directed. The second is building the knowledge base: a system solution invariably means moving downstream into aspects of the customers’ operation for which they – or another supplier – were traditionally responsible.
More responsibility
This means learning more about what the customer already knows, to essentially assume more responsibility for their process. The next important strategy is to harness the power of technology for this new system, to improve monitoring, leverage operational data, predict maintenance requirements and raise uptime levels. In the pump sector, there is significant progress here and potential to do more, including the increased use of variable speed drives to conserve both energy and water.
For those companies with the insights and resources to successfully move forward on this basis, there is considerable benefit. They move themselves into a less crowded trading space, as the barriers to entry are likely to prevent most of their previous competitors from following. Most importantly, it situates the firm in a different relationship to customers – where the conversation moves away from products and their features, to outcomes and their value.
Collaboration
For the customer, the conversation is now elevated to a level where their key performance indicators (KPIs) – including compliance with ESG standards – can be discussed. The supplier becomes the service provider, and takes an active role in helping the customer achieve these KPIs – through systems that include pumping equipment but are judged – and sold – on different terms.
In this sense, the strategic shift into the realm of systems and solutions must keep pace with the changing imperatives that drive customer decision making, turning the supplier relationship into even more of an ongoing collaboration.
RMI Pressure Systems gears up to showcase MA-certified pump systems at CCME 2023
China Coal & Mining Expo 2023, renowned as Asia’s largest international coal and mining exhibition, will provide a fitting platform for RMI Pressure Systems to showcase its local pump systems after achieving its MA certification earlier this year when the conference kicks off at the New China International Exhibition Center, in Beijing, China from 25 to 28 October 2023.
RMI Pressure Systems, a global leader in high pressure and high-volume fluid pumping stations, notes that this MA certification marks a significant milestone for the company’s presence in the Chinese mining sector, enabling local manufacturing of its world-renowned high-pressure pumps and expanding its participation in local tenders.
RMI’s high-tech pump systems revolutionise mining operations
Sabrina Zhang, Director for Aftermarket Sales, Services, and RMI Operations in China notes that this game-changing achievement allows RMI to open new avenues for increased sales of their quality equipment. “Our presence at the conference will provide the opportunity to share our growth plans for the Chinese market, while demonstrating our expertise and solutions offering. With over a century of experience in designing, manufacturing, and supporting this technology, RMI is well-positioned to leverage this MA certification.”
RMI Pressure Systems has been a trusted supplier of premium quality pump stations to Chinese underground mines for more than three decades. Zhang highlighted, “Our local manufacturing capability, certified by the MA Centre, will empower us to further enhance our reputation in China’s mining industry.”
RMI Pressure Systems celebrates MA certification, marking a new era in local manufacturing for Chinese mining
With the approval by the MA Centre, responsible for certifying mining product safety, RMI’s local manufacturing facility in Shanghai is now able to produce 15 different models of precision-built high-pressure pumps.
RMI provides efficient and reliable pump stations and controls to provide the uninterrupted hydraulic fluid power for roof support actuation, and dust suppression. “Our fully automated hydraulic emulsion systems incorporate compact design and innovative variable speed technology – reducing both the installed cost and the operational cost.
RMI further supports its customers’ efforts to be sustainable and efficient in the use of valuable energy resources “With Our patent On Demand Intelligence control and full VFD technology applied to RMI high-pressure pumping stations, the energy used to operate the pump station can massively reduced, energy savings can be up to 60%. Zhang noted.
Over 20 countries and regions of manufacturer, research institutes, and coal production enterprises participate in the exhibition, debuting their newer models and technology, as well as displaying equipment from both underground to open-air mining. It is also the nation’s choice venue for coal and mining machinery manufacturers to seek opportunities, explore new markets, build brands, identify new trends, and enhance peer dialogue.
“We are eager to demonstrate our commitment to quality, innovation, and local expertise at the China Coal & Mining Expo 2023, underscoring our dedication to serving the Chinese mining sector’s evolving needs,” concluded Zhang.
REAL-time data is being used to capture information that optimises the performance of pumping operations in underground mines
RMI Pressure Systems, which specialises in the design, manufacture and application of high-pressure reciprocating pumps, has developed Supervisory Control and Data Acquisition technology that helps improve pump performance.
It can also predict breakdowns by detecting changes in system performance at an early stage.
RMI Australia sales and services director Huw Dodds said pump stations ran in demanding conditions at high pressures could pose risks to workers and the product itself if not carefully monitored and controlled.
He told Australia’s Mining Monthly that RMI’s SCADA system was an active performance management software that helped ensure long-term efficiency of the pumps’ mechanical systems through data-driven, demand-based responses to system requirements.
Data
“The SCADA system constantly monitors the pump and system health, allowing an early response to any operational deviation,” Dodds said.
“This remote monitoring also makes for safer working conditions, as workers do not need to be near the units to check on their performance.
“The SCADA system will show any alarm activation from the pump station, which keeps downtime to a minimum as fault finding is simplified.
“The SCADA system will also capture data on the operating conditions of the pump station and log this data for later review. Any anomalies in pressures or temperatures can be identified and attended to in a scheduled review – preventing any failures and loss of production for the mine.”
Optimal performance
Dodds said being connected ensured the company could review how the system was operating and make adjustments to suit, thereby increasing uptime, lowering maintenance costs and reducing project risk.
“With the availability of variable speed technology, demand-based control can be leveraged to achieve optimal performance,” he said.
“This is an important advance on the older generation of constant or fixed speed drives.”
Dodds said the data gathered was primarily to ensure the pump station was performing optimally and identify any problems that could lead to unscheduled stoppages.
“The actual running conditions are therefore monitored against a benchmarked – or ‘normal’ – data set, and any substantive misalignment between the two sets triggers an alert to the mine engineers,” he said.
“This could indicate, for example, that something on the pump station was starting to wear, or even that there was an issue with the system downstream.”
Dodds said pump users seldom shared efficiency-related data in the public domain, so it was difficult to be specific about performance improvements in any given application.
“However, there is a strong drive in the sectors we serve to improve efficiencies in energy and water usage – as part of ESG policies and targets – and they select RMI pumps to help them achieve this,” he said.
Innovation
Dodds told AMMthe product came about through the company’s commitment to innovation.
“RMI invests its R&D in value engineering, developing new pumping system applications and technology – including software and more efficient, cost- effective solutions,” he said.
“While we do not link our R&D spend to turnover, RMI is always working on new and innovative ways to improve our product range – and we use the latest technologies in this pursuit. Our dedicated team of R&D engineers are continually improving our offerings, by focusing on the applications in which they are used.”
Dodds said the feedback loop between RMI’s field service technicians and its design engineers ensured products were always being improved to help ensure future versions had higher uptime levels.
“RMI gathers feedback from all of our customers on an ongoing basis and this data is used in strategic planning for product improvements and development,” he said.
“This process supports our central aim of ensuring that customers have the best experience of our products. In this way, customers drive our design improvements, which often involves introducing new technologies.
“We also review our previous builds to see what continues to work well, what can be changed and what, if any, new design elements can be carried over into future system builds.”
Expansion
RMI’s S Series range of pumps are already operating in Australia as the main emulsion pumps on a pump station.
There are two models in RMI’s S Series range – the Trimax three-plunger pumps and the Quinmax five-plunger pumps.
“The Trimax system has three running pumps and the Quinmax system only two – and the choice depends on the duty,” Dodds said.
“An important consideration may also be the electrical supply. Where this supply is limited, then multiple Trimax pumps would make more sense, as they use a smaller motor than the Quinmax pump.”
Dodds said company might seek further opportunities to expand in Australia.
“Traditionally, our focus has been on building and servicing longwall pump stations and salvage units for the operation and relocation of roof supports used in underground coal mines from our manufacturing facility in Cardiff, New South Wales,” he said.
“While we will continue this work, we are also looking at other mining applications that use either high-pressure water such as hydro borehole mining or hydraulically driven applications such as paste backfill.”
As a long-time partner to customers in the mining sector, RMI Pressure Systems will be welcoming visitors to its exhibition booth at the US Coal Show Longwall Edition in Pittsburgh, Pennsylvania from 9 to 11 May, 2023.
The US Coal Show – previously the Longwall USA Exhibition & Conference – is the country’s leading conference for longwall mining, giving valuable exposure to RMI Pressure Systems’ century-old brand. According to Gary Punton, General Manager of RMI Inc, the product focus at the event will be RMI’s Quinmax S500 and the updated Trimax high pressure reciprocating pumps.
“We will be showcasing our long history of supplying high quality pressure pump systems to the longwall mining industry,” said Punton, “as well as the benefit to customers of our US-based warehouse and our manufacturing and overhaul facility – which boasts full load-testing capabilities.”
He noted that while metallurgical coal prices were more buoyant, segments such as lower grade steam coal were not as fortunate. Cost factors would therefore continue to maintain the industry’s focus on low capital and operating expenditure, while demanding trouble-free operation of equipment in longwall panels.
“With our latest technological, energy saving and cost-efficient solutions – backed up by our first-class aftersales service – RMI will use the US Coal Show as another valuable opportunity to grow our brand in this market,” he said.
RMI has for decades served the longwall sector with efficient and reliable pump stations and controls. These provide uninterrupted hydraulic power for roof support actuation, and are also used for water jetting for dust suppression.
With a product development and manufacturing hub in Manchester, England, RMI has operations in the US, China, India and Australia. It also serves markets in Europe, the Middle East and Africa. Its in-house research and development capability drives the continuous innovation of its products and solutions.
RMI Pressure Systems will showcase their Quinmax S500 high-pressure reciprocating pump at the US Coal Show Longwall Edition in Pittsburgh
About RMI For companies in the mining and heavy industry sectors looking for quality, robust high-pressure pumping solutions, RMI Pressure Systems designs, manufactures and supports world class reciprocal pumps that last. Through stringent quality processes and extensive testing protocols, we produce pumps that give customers optimal uptime and life-long productivity. With over a century of engineering experience, we have the global expertise to ensure our customers of high-pressure pumping solutions and support that promote profitability and sustainability. Our high-pressure pumping technology delivers 95% energy efficiency and saves water. This aligns with the growing concern in our markets with environmental sustainability, supporting customers who are working towards lower resource consumption and reduced carbon emissions.
High pressure reciprocating pump specialist RMI Pressure Systems has promoted Sabrina Zhang to the role of Director for Aftermarket Sales, Services and RMI Operations in China.
Zhang has been with Armstrong – RMI’s holding company – since 2013 and previously held the role of Senior Manager for Commercial & Aftermarket. In her new role, she will be developing RMI’s aftermarket sales and services in China, including new and rebuilt pumps, part sales and service contracts. She will also be growing the company’s field technical services, proposal generation and service execution – while coordinating with business functions such as supply chain, procurement and engineering.
“For more than 30 years, RMI has been a leader in producing premium quality emulsion pump stations and water pump stations for underground mining applications in China,” she remarked. “We are proud of being a well-known brand in China with a top-class reputation.”
She is confident that RMI will continue to satisfy existing customers and win more business, despite strong competition from local pump manufacturers in recent years.
“Customers value our quick lead times in product supply, combined with our professional upgrade and overhaul services, as well as our prompt field support response,” she said. “Importantly, our team is also implementing exciting localisation strategies to further improve our service to the market in China.”
Zhang will report directly to Joe Keenan, RMI Pressure Systems’ Global Managing Director for Industrial Fluid Flow Solutions.
About RMI Pressure Systems
For companies in the mining and heavy industry sectors looking for quality, robust high-pressure pumping solutions, RMI Pressure Systems designs, manufactures and supports world class reciprocal pumps that last. Through stringent quality processes and extensive testing protocols, we produce pumps that give customers optimal uptime and life-long productivity. With over a century of engineering experience, we have the global expertise to ensure our customers of high-pressure pumping solutions and support that promote profitability and sustainability. Our high-pressure pumping technology delivers 95% energy efficiency and saves water. This aligns with the growing concern in our markets with environmental sustainability, supporting customers who are working towards lower resource consumption and reduced carbon emissions.
RMI Pressure Systems is pleased to announce that Joe Keenanhas joined the company to serve as Global Managing Director, Industrial Fluid Flow Solutions.
Keenan brings with him over 25 years of experience in the mining industry, having held senior positions with companies around the world, including Orica Mining Services, where he served as Senior Vice President for USA and then President, Latin America.
Keenan graduated with a BSc in Geology from Laurentian University in Canada and then later received his MBA from Edinburgh Business School. In 2008, he attended the Leadership program at INSEAD Business School in Singapore and, in 2010, completed the Advanced Management Program at Harvard.
As the global leader for the RMI Pressure Systems’ mining and industrial business, and head of the North American Gas Transmission business, Keenan will oversee the sales, engineering, product management, operations and services functions in the UK, EMEA, USA, China, India and Australia.
“I am looking forward to working with this incredibly talented and diverse team and continuing the growth of this iconic brand. The business has aggressive growth plans and a deep R&D pipeline which is grounded in the voice of our customers. I feel confident that the business has the right market focus and technical expertise to drive RMI forward,” Keenan notes.
Joe Keenan, middle, is joined by the global RMI Pressure Systems management team, from left to right – Kathryn Poke, Gautam Putcha, Sam Bennett, Richard Mayhew and Anup Putcha
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