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Embracing Change by Simon Lott of PES magazine

Distributor Kumi Solutions’ recent relocation to a new showroom in Nuneaton has already borne fruit with sales of Pero machines up 35% on 2006. Simon Lott visited the cleaning machine supplier to discuss the recent success and the environmental issues facing the market.

Speaking at Kumi Solutions’ first open house at its new facility last April, managing director Simon Graham announced how successful the move had been. “We have already noticed the sharp increase in interest and it has frequently been the case that word of mouth has caused sales to branch and expand quickly. Our best salespeople are our own customers and key to this is that they are now able to evaluate the machines in a relaxed, informed environment. In addition, we are well equipped should customers require detailed tests or solvent analyses prior to sale. A UK sourced engineering base will soon be running from the site and having the machines running here means we can offer training before installation as it can sometimes be difficult for users of open machines to adapt. We are also preparing to offer a spares and accessories service from the facility to support our growing customer base.”

Among other things, Kumi is using the new showroom to develop Pero’s UK market as exclusive distributor for the Germany-based cleaning machine manufacturer. These are crucial times for Pero as the new solvent emission regulations (SER) begin to drive UK manufacturing from open to more efficient closed machines, rewarding those who can provide effective solutions. In particular, all surface cleaning installations are now restricted to consuming no more than two tons of any volatile organic solvent per year. To put this in perspective, Kumi’s research estimates a five to eight ton average with the current open machine technology. However, the fact that Pero’s machines are designed and manufactured in Germany means that its solvent systems already reduce VOC emissions to below that of the incoming regulations, having had to adhere to the tighter German 31 BImSchV and 2BImSchV laws.

One size fits all

Still a family-owned business after 53 years, Pero has grown to generate annual turnover in the region of €15 million. Its new machines represent a significant step forward in cleaning technology as its ‘universal’ machines can operate on almost any type of solvent from chlorinated hydrocarbons such as trichloroethylene and perchloroethylene through to methylene chloride, modified alcohols such as Dowclene 1601 and any standard hydrocarbons. This is particularly beneficial in markets such as the aerospace, hydraulic, turned parts and medical implant sectors where component manufacture can change regularly, and the V-Series’ systems can be changed from one solvent type to another in as little as one day. Pero also offers a complete range of aqueous solutions including conventional tunnel systems, single chamber spray systems and rotational basket units with spray/immersion functionality.

On the machines, solvent condition is monitored automatically with solids, oil and water separated as part of the process. Sophisticated drying procedures using two or three vacuum pumps are also integrated. The V-Series comes in five sizes ranging from a basket-type system with 380mm x 220mm x 200mm capacity, up to a Euro pallet size capable of handling a 1,500kg payload. High throughout is also possible, with the V1 machine capable of processing 10 baskets per hour. Crucially, this level of throughput compares favorably with larger, slower machines, saving on space and cost and allowing for easier implementation of JIT manufacture.

Currently, around 20% of UK manufacturers are using closed machines, and Mr Graham admits that regulations are a significant part of improving sales. By tracking the waste that customers produce, Kumi estimates that the cumulative total carbon emissions prevented by just six of its UK customers using Pero equipment has now reached 500,000kg. “Collectively, our users are racking up carbon savings close to 500kg per day,” he explains, “but by the time they have done so, they will also have saved a total of almost £700,000 in solvent costs.” Based on machines currently in operation and sales forecasts, Kumi predict a total 1,000,000kg saving by 2010.

Investment in efficiency

Since the SER were introduced in October 2007, Kumi Solutions has enjoyed record sales of Pero V-Series machines to UK based manufactures, including Rolls-Royce, Tenable Screw, Cold Formed Products and Harwin. As the machines are hermetically sealed, they emit almost no emissions and being run under partial vacuum conditions keeps the solvent boiling point low. The many advantages include improved energy efficiency, reduced solvent consumption and the ability to clean more delicate materials such as thermoplastics and coated parts. Mr Graham adds: “Finding solutions to problems has always been an interest for me and it’s an ethos I have incorporated into the company. We are currently involved in our ‘Passionate about Earth and Engineering’ initiative, which involves encouraging new technology and solutions rather than enforcing restrictions. In that respect the new regulations are a great opportunity for us. Companies are going to have to invest to offset their carbon footprint, and they would rather spend money on technology than charcoal.”

Planned developments over the next few years will see Kumi further developing its UK business by expanding the showroom to include further office space and recruiting staff for sales, support and administration. It also promises to focus on ‘clean’ technologies and on consolidating its partnerships with other suppliers in providing turnkey solutions to customers. One such development is the Safe-tainer, produced by Safechem, which is a closed-loop delivery and disposal system for use with the Pero machines. Each unit comes equipped with a pump, dry break coupling adapter, air admission valve, an overspill protection sensor and a vapour-return line, ensuring workers are not affected. Kumi will also be looking to increase product information and value by producing a new website containing information on the latest technology, customer case studies, ‘how to’ pages for customers and advice regarding the SER. Mr Graham concludes: “There are many companies with any number of machine tools that rely on just one cleaner, so our standards must be the highest. 75% of customers to the main Pero showroom in Germany have invested in the technology, which is a real measure of their trust in it.”

www.kumi-solutions.com

Tel: - 02476 350 360