The 2011 Association of Independent Compressor Distributors (AICD) Membership Meeting & Exhibition

The 2011 edition of the AICD was held May 15-17 at the Red Rock Resort in Las Vegas, Nevada. Located a medium distance off the strip, the Red Rock Resort is a unique mix between a high-end resort and a casino. It sports a definite “cool” factor as it hosts rock concerts on a regular basis and is decorated to please this clientele. So, of course, we “compressed air people” fit right in!

Attendance levels, at the Conference, were excellent by both exhibitors and the membership of the association. The AICD President, Manny Cafiero of Scales Industrial Technologies, said, “We are pleased with the strong booth and member turnout as well as with the strong speaker program.”

The Conference

The speaker line-up delivered on President Manny Cafiero’s promise to be “relevant to all segments of a distributors’ business.” The first presentation was titled “The Economy and Small Business” presented by Dr. Carol Dole from Jacksonville University. The presentation provided a summary of the current economy, a forecast of things to come, and an overview of which metrics to monitor.

Joseph Lapiana, from New Media Marketing, then presented “Successful Marketing in a New Era.” The focus of the presentation was on understanding and capitalizing on electronic media. The use of Social Media, web sites, e-newsletters, and blogs was discussed as effective and low-cost ways to market in today’s world.

Paul Fury, from The Fury Group, presented “Customer Relationship Management”. He emphasized the importance of organized and accessible customer data for a sales and service company. This ability to know and quantify customer segments may be a key differentiating factor between companies in the future. An emphasis was placed on the fact that the use of cloud-based technology has made CRM more accessible than ever before.

John Hamilton, from Service Strategies, gave a presentation titled, “Field Service Management” and David Haslam, from SGS, gave a talk on “Green Initiatives”. Both presentations were very insightful. Mr. Haslam’s presentation spoke to the issues of driving a green program into your business and how you can make not just a positive marketing effect but a real cost savings that can be realized. Now that sounds familiar!

 AICD President, Manny , visiting with Mike Angotti and Barb Pontisso at the ASCO Numatics booth.

The Exposition

At the exposition, I normally disappear from my booth and don my “roving reporter” hat. I wander around wielding my low-budget digital camera and get into interesting conversations during the exhibition. Here is a summary. My apologies go to the many booths and firms not mentioned due to the space limitations of the article.

SOLBERG has really captured my imagination and admiration because of their entrepreneurial spirit and their commitment to international growth - beginning back in 1992 when Charlie Solberg moved to Germany to “start from scratch”. The Company is now a truly international player and healthier for it in terms of breadth of product line, technical and certification capabilities, and a diversified revenue stream. Their marketing team is also darn good as their booth always had a big crowd enjoying the keg beer served in Solberg beer steins! Solberg showcased the STS liquid knockout trap with a see-through container and drain. The STS product protects vacuum systems in harsh environments including meat packing, soil remediation and vacuum sewer applications. Connection sizes are available in 2”-4”. More info at www.solbergmfg.com.

Charlie Solberg, Clint Browning, Charlie Pugh, Cheryl Kiker, Bill Kiker, Mike Block, Steve Kollmyer, and Jason Pyle (left to right)

A topic I hear more and more interest in from Corporate Energy Managers at large multi-factory corporations is MEASUREMENT. The old adage, “You can’t manage what you don’t measure” has never had a better application than compressed air systems. Sophisiticated end users want to know what dollar ($) charge, for the kW’s associated with compressed air, should be applied to the paint line. What should be charged to the bag house area….and so on.

BEKO Technologies has made a significant investment in the area of Measurement and Management and their booth continued to reflect this. The MetPoint product lines, according to Beko USA President, Tilo Fruth, are gaining acceptance rapidly as distributors learn to work kW, flow, pressure, and dewpoint measurement into their value propositions to clients. The MetPoint OCV product line goes a step further in providing real measurement of Class Zero oil-free air to 0.03 mg/m3 oil content. Oil-free air compressor users, concerned with the possible presence of ambient hydrocarbons, are installing the BekoKat system along with the MetPoint OCV to be 100% sure of oil-free air. More info at www.bekousa.com.

John Briggs, Manu Srivasteiva and Tilo Fruth and J (left to right) discuss BEKO compressed air measurement products.

A newcomer to the scene, Trace Analytics out of Austin, Texas, presented their capabilities to provide testing services for compressed air quality levels. Their business sends out different air sampling kits and the customer returns the air sample to them for analysis. This appears to be a convenient and low-cost way to monitor compressed air quality in sensitive applications. More info at www.airchecklab.com.

Laura Traylor and Ruby Ochoa, (left to right) from Trace Analytics presented their new “AirCheckLab” services.

Hankison SPX displayed the HES240 cycling digital-scroll refrigerated air dryer. The cold-coalescing oil filter is integrated into the dryer after the filter/separator – making a very compact space-saving package. More info at www.hankisonintl.com.

Jim Bruce, Andy Brinka and Ray Brahm (left to right) at the SPX Hankison booth discussing the HES Series cycling refrigerated dryer with integrated 0.01 micron separator and cold-coalescing 0.01 ppm oil removal filter.

Rogers Machinery Company highlighted their new Kobelco KNW Series 00 frame oil-free compressor. It is the world’s only two-stage, oil-free, rotary screw air compressor in the 20-50 horsepower size. The package has been completely redesigned based on feedback from customers in the hospital, laboratory and university markets. More info at www.knw-series.com.

Lane Hawkinson, from Rogers Machinery, presented the new KOBELCO KNW Series 00 frame for 20-50 hp, two-stage, oil-free, rotary screw air compressors.

A big announcement was the inauguration of Aircom USA - based out of the Charlotte area in North Carolina. Industry veteran Hal Burke is running the new subsidiary for this Italian manufacturer that has a significant market share in Europe. Ready-to-go with NPT threads or ISO-7 threads, the die-cast aluminum pipe range is between 20-110 mm diameter (20, 25, 40, 63, 80, 110 mm). I found the die-cast aluminum fittings to have a real premium look and feel. They also have a line of “Technopolymer” distribution systems. More info at www.aircom.us.com.

Hal Burke announced the inauguration of AIRCOM USA at the AICD. The company manufactures aluminum compressed air piping and mechanical connecting fittings.

Parker PDF is still the reigning champion with the most entertaining booth (Solberg is getting closer though). The tuxedo-clad dealer taught association members how to play craps (yes, the casino game) and readied a few people (whom I won’t mention) for some serious throwing later that evening! Nick Herrig’s team also presented the Parker domnick hunter ThermalStar Smart Thermal Mass Cycling Refrigerated Air Dryer package complete with OIL-X EVOLUTION filtration to provide air quality to ISO 8573.1 Class 1.4.1. It’s a nice package giving customers the energy-savings of a cycling refrigerated dryer combined with the air quality provided by a oil-coalescing filter. More info at www.parker.com/pdf

Nick Herrig and Denis Williams (left to right) from Parker PDF presented the Parker domnick hunter ThermalStar thermal mass cycling refrigerated air dryer presented in a package with the OIL-X Evolution oil coalescing filter to provide air quality to ISO 8573.1 Class 1.4.1.

Ultrachem displayed their line of synthetic lubricants for rotary screw air compressors including a new generation of long-life (4-6,000 hours) lubricants. Ultrachem offers food-grade lubricants and private label services for distributors. The company President, Bob Whiting, said that company growth was “significant” this year and was very upbeat. More info at www.ultracheminc.com.

Jonathon Ricker and Bob Whiting (left to right) from Ultrachem displayed their new generation of long-life lubricants for rotary screw compressors.

A company that caught my attention was the PROS Company. Based in Lubbock, Texas, this firm rebuilds airends for rotary screw compressors and is growing quickly. They provide a technical evaluation of each airend and only charge for what they do. Customers receive digital photos of the whole process and a one year warranty. This company seems like a real “up and comer”.

Rhett Newberry and Lee Levisay (left to right) from the PRO’S Company displayed their airend rebuilding capabilities.

TESEO displayed their modular aluminum piping systems. Industry veteran Jim Bower demonstrated the aluminum piping, the low-pressure drop fittings and the complete range of drops that makes the TESEO product line unique.

Jeff Brennan, Brian Titus and Jim Bower (left to right) review the TESEO line of compressed air piping and fitting products.

Conclusion

Once again the AICD was a very entertaining and educational event. This was one of the best organized and run distributor conferences I have been to. For anyone wanting more information on the AICD, please contact Cheryl Kiker at aicd@aicd.org or visit www.aicd.org.

July 2011