Purity Fg For The Food Industry
description
Transcript of Purity Fg For The Food Industry
A Suncor Energy business
PurityPurityTMTM FG Webinar for the Beverage Segment FG Webinar for the Beverage Segment
September 2009TM Marque de commerce de Petro-Canada - Trademark
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Webinar Format
Industry Information
Product Information
Campaign Information
Sales Process
Why are we using this format?
Marketing support includes:•PODs•Sales Sheets•Tech Datas•Testimonials•Product Features
PlanningAppointment SettingInitial MeetingNeeds AnalysisProposalClose
Sales Process
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The Beverage Industry:The Beverage Segment can be sub-divided into:
PURITY FG. Plant Tough. Food Safe.
The Beverage Industry
• Wine• Coffee • Tea• Vinegar (Acetic Acid)
• Breweries• Soft Drinks, Water, Juice• Alcoholic Drinks
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The Beverage Industry
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Feedback from 2008-2009 Survey Respondents: Food Safety was a primary concern 80-90% had never tried Petro-Canada Lubricants. Lack of awareness was cited as the main reason for not purchasing from Petro-Canada. Communications was the key to gaining relationships. Information such as product and company data were important. A new insight was how much phone and e-mail had risen as preferred forms of contact. Only 25% had national contracts. Only 33% had concerns about OEM approvals – primarily for compressors & beverage systems. Over 75% had increased their food grade lubricant purchases. 88% of lubrication was done in-house. Reducing downtime was a key concern for 75% of respondents.
The Beverage and Food Industries have similar views and experiences with lubricants:
PURITY FG. Plant Tough. Food Safe.
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The Beverage Industry
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Harsh Conditions for Performance:
Demand levels fluctuate throughout the year
Constant operation during busy months makes downtime very expensive and limits the opportunities for scheduled maintenance
Demand for products often shifts with limited notice, changing demand for products and package sizes, causing significant impact on production staff in their re-configuration of equipment
Wide variety of equipment in use further complicates the selection of lubricants
The Beverage Industry faces it’s own unique challenges:
PURITY FG. Plant Tough. Food Safe.
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The Beverage Industry
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Focus on Safety:
High concern with food safety as evidenced by adherence to strict quality protocols (HACCP, GMP, ISO 22000).
Plants are inspected by government agencies and 3rd party companies, and corporate reputations are impacted by product quality
Accidental oil contamination during the bottling and canning process is a serious risk.
Strict regulatory requirements exist and failure to comply is coupled with costly penalties.
The Beverage Industry faces it’s own unique safety challenges:
PURITY FG. Plant Tough. Food Safe.
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Food Industry Sub-Segments
#3 - Beverage
Attractiveness: medium to high– second largest sub-segment with 12% of total industry
shipments. – large user of refrigeration lubricants - Reflo A potential.– large plants require broader line of lubricant products.– potential ties to private fleet lubrication business.– slightly lower margins as major oils focused on direct
supply agreements
Ability to serve: medium to high– tougher to break into as six very large players control
the large majority of the market.– a high volume product is seamer fluid which we have
recently added to our line– limited but growing experience in this sector (Labatts
Canada business, Anheuser Busch - local supply of Reflo A, Coca-Cola - local bottling plant location, Pepsi)
Attractiveness
Abi
lity
to s
erve x
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Food Industry Sub-Segments
#1 – BreweriesAttractiveness: high
– 2nd largest industry sub-segment with just under 20% of total industry shipments.
– large number of large bottling / canning plants.– use a broad range of lubricants in processing
operations.– very performance focused high margins.– high potential for other high margin / high volume
niche products sales: refrigeration fluids.
– potential ties to private fleet lubrication business.Ability to serve: high– Petro-Canada PSO bundle covers > 90% of
processing applications– Sales and distribution coverage strong in key
geographic areas – Petro-Canada has experience in selling to and
servicing this sub-segment (Labbatt’s)– Ability to differentiate from competitors in
consolidated supply opportunities.
Attractiveness
Abi
lity
to s
erve
x
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Food Industry Sub-Segments
#2 – Soft Drinks, Juice & Water
Attractiveness: medium to high– 2nd largest industry sub-segment with just over 40% of
total industry shipments.– large number of bottling / canning plants with some
regionalization– high percentage use of food grade products (inspections /
HAACP programs / ISO 22000) – use a more limited range of lubricants in processing
operations. Potential supply consolidation.
– potential ties to private fleet lubrication business.
– tougher to break into as six very large players control the large majority of the market.
Ability to serve: medium to high– Petro-Canada PSO bundle covers >90% of processing
applications. – Sales and distribution coverage strong in key geographic
areas – Petro-Canada experienced in selling to and servicing this
sub-segment (e.g. Pepsi, Nestle, Anheuser-Busch, Coke)
Attractiveness
Abi
lity
to s
erve x
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Food Industry Sub-Segments
#3 – Alcoholic Beverages
Attractiveness: medium – Small sub-segment with 3% - 5% of total industry
shipments– large plants require broader line of lubricant
products.– slightly higher margins as industry is specialized
Ability to serve: medium to high– a high volume product is seamer fluid which
we have recently added to our line
– limited but growing experience in this sector (Diageo, Glenmorangie)
Attractiveness
Abi
lity
to s
erve
x
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When it comes to beverage plants, H1 is the standard.PURITY FG meets all NSF and CFIA requirements for incidental food contact
PURITY FG. Plant Tough. Food Safe.
Most PURITY FG lubricants
also have Star-K and Halal letters of
compliance.
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NSF ClassificationsH1 Incidental food contact
H2 No contact with food
3H Release Agents
HT1 Acceptable for use as a heat transfer fluid where there is a possibility of incidental food contact
n Incidental/accidental food contact
n1 General oils and greases (not food grade)
n2 Hydraulic oils (food grade and non food grade)
n3 Protective Oils
t1 Refrigerant/Heat Exchanger Agents (General)
CFIA Classifications
The PURITY FG Solution.
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The PURITY FG Solution.
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PURITY FG presents a number of benefits to customers, including:
A full line of CFIA n and NSF H1 registered Food Grade Lubricants Food grade lubricants designed for Optimum Performance. PURITY FG helps protect machinery and extend fluid lifeConsolidation programs to help lower maintenance costsPURITY FG Seamer-E Fluid – a dedicated seamer fluid recognized by AngelusOEM recognition and our Lubricants “No Nonsense Warranty”Food Safety Expertise, Technical Support and Advice
Our PURITY FG line of premium food grade lubricants are perfectly suited to meet the needs of Beverage plants.
PURITY FG. Plant Tough. Food Safe.
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PURITY FG high-performing lubricants feature:
Gear oils that deliver excellent performance to help extend the life of bottling equipment.Key Products: PURITY FG EP Gear Fluid, PURITY FG Synthetic EP Gear Fluid
Seamer fluid that delivers tough performance in high-speed continuous lubrication seaming units. Key Product: PURITY FG Seamer-E Fluid
Food grade greases that resist water wash-out even in tough conditions.Key Product: PURITY FG2 Clear Grease
Hydraulic oils with oxidation resistance that increase fluid life. Key Product: PURITY FG AW Hydraulic Fluids
PURITY FG lubricants are formulated to provide strong performance even in the harsh operating environments of beverage plants
PURITY FG. Plant Tough. Food Safe.
The PURITY FG Solution.
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Customer Need Our Solution Giving the Customer:
Performance:- Constant Operation- Harsh environment
Plant Tough lubricants with excellent capabilities designed for long fluid life and effective equipment protection
Increased Uptime andLowered Maintenance Costs due to smoothoperation
Safety: - Risk of contamination - Strict Regulations
H1 lubricants that are NSF and CFIA registered for use in applications where Incidental Contact with Food is possible. Peace of Mind
Brand Protection
Cost Pressures:- Wide variety of machinery Inventory Consolidation
One Supplier lowersinventory costs
Key Products: - Seamer fluid- Gear fluids- Greases- Hydraulic oils
PURITY FG Seamer-E FluidPURITY FG EP, Synthetic EP Gear FluidsPURITY FG2 Clear GreasePURITY FG AW Hydraulic Fluids
Premium Food Grade lubricants that are
Plant Tough and Food Safe.
The PURITY FG Solution.
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Selling into the Beverage Industry.
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KEY PURCHASING CRITERIA – Required regulatory registrations– Product performance
– Product availability & distribution– Range of products available in food grade line– Competitive pricing (but not lowest)
– Service (both technical and non-technical) – OEM recognition (for critical applications and warranty
periods only)
Incr
easi
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mpo
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Customer Insights:
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Selling into the Beverage Industry.
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Where to call: Where to call: plant based decision making dominates• Lubricants a very small portion of total procurement expenditure (<2%)• ‘Head office’ typically focused on bigger opportunities and has little interest• Diversity of processing operations / lubricant needs from one plant to another
Who to call on: Who to call on: Maintenance Manager• Decision maker is maintenance manager or maintenance engineer• Typically has been involved in plant maintenance for several years, working his/her way
up through plant maintenance organization• Performance focused - must keep operations running - must keep costs in line• Will pay more for better performance or total cost savings - but highly skeptical and
needs proof• “Proof” is as simple as whether the lubricant performs better than the existing product
or not and is reasonably priced
Who to influenceWho to influence• Plant Manager / Owner - reviews decisions of maintenance manager - approves budget• Quality Assurance / Food Safety Manager - ensures food safety and HACCP compliance.• Purchasing - will be involved with very large companies looking for consolidated supply
- bid process
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The Beverage Segment
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Converting Accounts
PURITY FG. Plant Tough. Food Safe.
• Demonstrate our industry focus and expertise: In addition to providing excellent lubrication performance, PURITY FG Seamer-E Fluid meets the highest food industry purity standards and fits perfectly in HACCP (Hazard Analysis and Critical Control Point) and GMP (Good Manufacturing Practice) plans. It’s H1 registered by NSF and registration is pending by the Canadian Food Inspection Agency for use in federally inspected plants where incidental food contact may occur.
• Demonstrate that there is no compromise in performance: PURITY™ FG Fluids and Greases provides excellent wear and rust protection.
• Show the proof: create interest Petro-Canada’s entire PURITY™ FG line through trials, references and the benchmarking data in our tech datas.
• Make the offer: have them try PURITY FG Fluids and Greases for themselves - so they can experience the Purity FG performance difference first hand.
• And don’t forget: PURITY™ FG Seamer-E fluid and Petro-Canada’s full line of food grade lubricants, greases and specialty fluids are available around the world. And our local associates and distributors are supported by field sales and field technical professionals.
PURITY FG SYNTHETIC COMPRESSOR FLUIDRPVOT Data
0
500
1000
1500
2000
2500
3000
3500
4000
4500
5000
Min
utes
RPVOT (minutes) 1208 1484 2364 1129 1163 2078 4680
Purity FG46
Synthetic Competitor
Synthetic Competitor
Synthetic Competitor
Synthetic Competitor
Synthetic Competitor
PURITY FG Synthetic
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Product Information
Industry Information
Product Information
Campaign Information
Sales Process
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PURITY Food Grade
The line includes: Hydraulic oils Gear oils Chain and conveyor fluids Compressor and vacuum pump oils Hook and trolley fluids Heat transfer fluids Greases for every application White oils Seamer FluidAnd… The world’s first EPA NSF H-1
registered antimicrobial lubricants.
The line includes: Hydraulic oils Gear oils Chain and conveyor fluids Compressor and vacuum pump oils Hook and trolley fluids Heat transfer fluids Greases for every application White oils Seamer FluidAnd… The world’s first EPA NSF H-1
registered antimicrobial lubricants.
We have one of the most compelling food grade offerings in the world.
We have one of the most compelling food grade offerings in the world.
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Lubrication for the Beverage Segment
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Lubrication for the Beverage Segment
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Our goal is to be the leading provider of Food Grade Lubricants in the World!
KEY MESSAGE
Worldwide
Distribution
Superior Performance
Specifically formulated for the harsh, demanding conditions typical of food processing operations.
Worldwide Distribution
Facilities and distributors across North America and in over 60 countries around the world.
Superior Capability and ScaleOne of the world’s largest producers of ultrapure, pharmaceutical grade white
oils. ISO 9000, ISO 14001, TS 16949* accredited.
Plant Tough.
Food Safe.
Reliable
Product
Supply
Petro-Canada SolutionPOD
Single Source Product Solutions
Full line of superior food grade lubricants and >350 lubricants,
specialty fluids, and greases.
Full
Product Line
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Customers are concerned about the performance of food grade lubricants
Water Resistance (wet plants, water contamination and water-jet cleaning)
PURITY FG GreaseBetter water resistance than specialty food grade and non food grade competitorsPURITY FG Product LineBetter thermal stability and oxidation resistance for longer lasting performance. Operates over a wider range of temperatures.
Wear Protection (gear boxes, bearings)
Managing Temperature Extremes
(hot and cold processing extremes)
PURITY FG SolutionTop 3 Performance Gaps
PURITY FG Gear FluidBetter extreme pressure protection than specialty food grade competitors
PURITY FG Solves the decision maker’s performance concerns.
Customer Insight
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PURITY FG Food Machinery GreaseApplicationsApplications• A multipurpose grease that can be used throughout food
processing operations.• Performs very well in sleeve and anti-friction bearings, slides,
guides and couplings.• Available in 2 and 00 grades.
Features and BenefitsFeatures and Benefits• Superior resistance to breakdown in harsh operating
environments. Maintains consistency and lubrication in the presence of
food acids, juices and by-products. Highly resistant to water washout, water jet spray, and
most sterilizing chemicals used in cleaning.
"With PURITY FG we're still cleaning the machines every day, but now we've switched from a weekly re-greasing schedule to monthly.”
Jerry Gilbank, Maintenance Manager for Vitto Brand Foods
PURITY FG GREASE
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BEER PROOF – FOAM AND TASTE TEST
The German testing laboratory TUM-Forschungszentrum Weihenstephan in Freising-Weihenstephan Germany, confirmed that Purity FG 2 and Purity FG Clear do not affect beer froth formation and are neutral in smell or taste. For use in bottling machines, barrel filling installations, valves and beer taps.
• Application: Beer taps, barrel filling, valves, brewery equipment
• Claims: PURITY FG2 and PURITY CLEAR greases are suitable for beer taps, barrel filling installations and valves.
• Test method: From the original beer to be tested they will determine the foam value according to Ross & Clark. From the lubricant to be tested they will apply 0.05 g onto a plastic spatula and put in 0.5 liter bottles of beer. The sealed bottles will be stored 3 and 5 days at room temperature. The blank sample (also 3 and 5 days) will be treated but on the spatula no lubricant is applied. After 3 and 5 days the foam will be determined with the Ross & Clark method. It occurs at a triple determination indicating the mean and confidence interval (P = 95%). Additional they did a test of the smell and taste after 3 and 5 days. Results are given verbally by the test persons in the lab compared with a blank sample.
• Result for both PURITY FG 2 and PURITY FG CLEAR greases: No influence on foam, smell and taste.
NEW!
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PURITY FG Synthetic EP Gear Fluid
PURITY FG SYNTHETIC EP GEAR FLUID
ApplicationsApplications
• A multipurpose gear fluid that can be used throughout food processing operations.
• Highly effective in food processing applications running under heavier loads, or subject to high & low temperature extremes.
• Outstanding lubrication in all types of enclosed gear sets (worm, helical, bevel and spur).
• Also recommended for lubricating plain or anti-friction bearings.
• May also be used in bearing and chain drives, providing long service life and clean operation.
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PURITY FG Seamer-E Fluid
ApplicationsApplications• PURITY FG Seamer-E fluid is specifically
designed for high-speed continuous lubrication seaming units.
Features and BenefitsFeatures and Benefits• Improves system cleanliness for potentially
longer equipment life• Provides strong load carrying characteristics for
better equipment protection • Outstanding water control for better
emulsification• Designed to work with ceramic bearings in
newer systems• Excellent corrosion inhibition for potentially
longer equipment life.
PURITY FG Seamer-E fluid is recognized by PURITY FG Seamer-E fluid is recognized by OEM - Angelus.OEM - Angelus.
NEW!
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PURITY FG Seamer-E Fluid
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PURITY FG Seamer-E fluid is a door opener to thebeverage industry!
PURITY FG. Plant Tough. Food Safe.
ADVANTAGESPURITY FG Seamer-E fluid is specifically designed for
high-speed continuous lubrication seaming units, providing excellent performance in:
• System cleanliness• Providing strong load carrying characteristics • Outstanding water control• Designed to work with ceramic bearings • Excellent corrosion inhibition
PURITY FG Seamer-E fluid is registered with NSF as H-1 and CFIA registration is pending. The performance of PURITY FG Seamer-E fluid is recognized by Angelus.
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PURITY FG Seamer-E Fluid
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The seaming process is a critical part of the processes in canned drink facilities.
PURITY FG. Plant Tough. Food Safe.
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• The seaming machine joins two pieces of sheet metal by interlocking 3 or 5 layers and then pressing them together
• The work cycle of the seaming machine involves 2 stages• Stage 1 joins the 2 pieces of sheet metal • Stage 2 rolls them together to give them greater strength
• Seaming can be made watertight by applying a suitable sealant paste
• The seaming machine can substitute welding applications when materials cannot be heated or to reduce energy costs
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Seaming Machines – two basic designs: Stationary can head spin
• Primary design of most machines designed in the “early years”• How it works:
• The can end and can body are held stationary on a seaming chuck by the lower lifter while the seaming rolls revolve around the can • Most units of this type have two first, and two second operation seaming rolls equally spaced and diametrically opposed to minimise chuck and roll deflection • Machines incorporating up to six seaming heads were developed and operate at speeds ranging from 25 to 300 cans per minute (cpm)• Still used extensively in the food industry
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Seaming Machines – two basic designs: Can Spin – Rotating
• With the advent of higher volume production, speed requirements increased (particularly in the world of beer and beverage canning)• Can spin (rotating-can) seamers were developedusing multi-spindle design. Machines with 4, 6,8, 10, 12, 14 and 18 seaming stations are now in useproviding production speeds of 100 to 2300cpm
• How it Works:• The can and end components are held betweena rotating seaming chuck and lower lifter• As the container progresses through the cycle (controlledby a seaming cam arrangement), the first and secondoperation seaming rolls respectively contact the can andend to form the double seam. • For thin-walled lightweight cans the present day machine design incorporates driven seaming chucks, driven lower lifters and soft rise cams to prevent can skid or can buckling
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Purpose of Air Removal
The deterioration of the quality of canned beer, soft drinksand other products is highly influenced by the quantity ofoxygen contained in the head space of the can afterclosure. Since oxygen has a marked influence on theflavour, odour, colour, clarity, stability, and vitaminretention of some products during storage, its removalprior to sealing is advantageous.Air removal by under cover gassing is used primarily by thebrewing and soft drinks industries. The products of thebrewing industry such as beer, and other similar beveragesare under cover gassed to minimise the amount of residualair in the sealed container. The oxygen in this residual airleft in the container can produce oxidation of the beer andaffect its flavour and contribute to the breakdown of theproducts stability.
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Lubrication
• While the Seaming Turret is the heart of the machine,lubrication is its life’s blood. Because of the higherlubrication demands and for maximum sanitation, an ISO 100 ,150 or ISO 220 oil containing good anti-wear additives is preferable to grease for the majority of canning applications although semi fluid greases 00 can compliment the lubrication cycle.
• Oil has FIVE important properties besideslubricating the machine:
• it cools, cleans, protects, seals and very importantly, it’s recyclable
Quote from Seamer Manufacturer – “The use of the correct oil is critical. If the manufacturers recommendations are not followed serious, expensive mechanical failure can occur”
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Lubrication Cont…• Most common seamers in the field include:
• 120L: • Older model. • Gear box that houses all components.• Oil reservoir size: Approx 8Litres. (2.5 US Gallons)
• 121L: • Processes approx 1500 cans per min.• A few small sumps total reservoir capacity = approx 15Litre. (4 US Gallons).
• 180S: • Processes approx 3500 cans per min• 7 small sumps total reservoir capacity = approx
50Litres. (13 US Gallons)
• Both 121L & 180S have electronically monitored re-circulating/filtered oil systems.
• Due to the speed and design of equipment loose approx 10-20% of oil per week.
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Lubrication Cont…
• Each machine houses approximately 150sets of bearings.
• Many Bearings are “speciality components”, ranging in size from 8inch to 1inch. (Most only supplied by Pneumatic Scale Angelus).
• Seaming Turret comprised of large ceramic roll bearings. Improves seamer roll life, but very expensive to replace if damaged.
• Corrosion can be a significant challenge in seamer applications, especially in systems with steam/mist (water) and acids surrounding the equipment, e.g. beverage, juice, tinned beans, tomatoes, pickling processes.
•Different Lubrication options available include demulsifying oils and emulsifying oils.
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Lubrication: Demulsifying Fluid
How it works:• Demulsifying fluids do not mix with aqueous solutions.
Disadvantage:• Corrosive acids and sugars that are part of the product in the canning
operation are able to remain in the equipment, thus rapidly deteriorating seals, while corroding and pitting metal bearings and components.
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Lubrication: Emulsifying Fluid
How it works:• Emulsifying fluids disrupt the surface tension of an aqueous solution while
maintaining a lubricating film.Advantage:• Enables the corrosive acids and sugars to be suspended; therefore,
eliminating the potential for significant damage to metal bearings and seals.Perceived Disadvantage:• Due to the amount of particles suspended in the oil, it can be perceived as
being highly contaminated. However, it is through suspending these “contaminates” that the fluid is able to provide the added protection to the seamer’s components.
• Filtration system in place to remove particles.
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OEM Recognition in the Beverage Segment
• Seamer Fluid
– Angelus Recognized
– Lubrificantes Aconselhados Approved
• Purity FG
– KHS Approved
– Many products conform to TetraPak specifications
– Petro-Canada is working towards Krones approval
– New TUM-Forschungszentrum Weihenstephan beer endorsement
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EcoSia
• Positioned as Petro-Canada’s environmental brand representing high-performing products that help you meet your environmental goals
• Opportunity to target customers in a wide variety of segments that have a growing demand for products that deliver performance while reducing impacts on the environment
• Criteria for inclusion based on internationally recognized testing and classification methods:
– Inherently or Readily Biodegradable based on OECD– Not Environmentally Toxic defined as not acutely toxic to fish, daphnia or algae
according to UN GHS
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Existing PURITY FG Beverage Customers.
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Companies worldwide are realizing the benefit of PURITY FG