SELLING KOBELT BRAKE SYSTEMS

February 2014
v1.0
Outline
AGENDA

• Overview of Kobelt Brakes

• Typical Applications
• Value Statements
• Competitive Analysis
• How to Qualify a Brake Opportunity
• Ordering Brakes, Examples, Tips & Tricks
Overview - Models

5021
5042

5029-CM 5072
Overview - Specifications

• Available with Spring (Mechanical), Pneumatic

or Hydraulic actuators
• Used for
 Static (holding) applications;
 Tensioning applications;
 E-brake applications
• Clamping force ranges from 5,250lbs to well
over 235,000lbs
• Torque Range from 624ft-lbs to 513000ft-lbs
• Calipers are equipped with an equalizing link
to centre shoes on disc
Overview - Specifications

• Rugged bronze and stainless steel caliper style

disc brakes
• Used in some of the harshest environments in the
world with little downtime
• One of the widest ranges of calipers, torque
capacities and form factor in the industry
• Balancing link keeps shoes parallel to disc
• Vented Discs and customized controls are also
available (system supply)
Overview Brake Components

TYPICAL SPRING
BRAKE CALIPER APPLIED ACTUATOR

TYPICAL FLUID
BRAKE DISC APPLIED ACTUATOR
Calipers
Saddle

Actuator
Shoe

Pads

Lever arm

• Different models have different numbers

of levers Foot mount
• Different mounting options are available
Discs 4 (Thickness) x 7(Face Width) x 48(Diameter)

Thickness

Face width
Bore mounting
options

Diameter
• Cooling options (air vented, surface,
or water)
• Materials (ductile iron, steel, bronze)
Actuation Method

Spring (Mechanical)

Air (Pneumatic)

Hydraulic
Spring (Mechanical)

• 100-140psi to release the brake

• A drop in pressure actuates the
spring applied calipers
• E-Brake: Fast action stop or hold
when pressure is lost or removed –
failsafe setting is to stop the disc
• Not typically used for tensioning or
feathering
Air (Pneumatic)

• Uses pneumatic pressure to both

apply and release the brake calipers
• Effective for tensioning / feathering
• Can be used to hold, but is not an
effective E-Brake because it does
not activate in failure mode
• Max operating pressure of 100psi
Air - CM (Pneumatic / Mechanical)

• Dual diaphragm design where one

diaphragm operates the spring applied
portion and the second diaphragm
operates the air applied portion.
• Suitable for:
 E-Brake
 Tensioning
 Hold
• The spring chamber activates the brake
in failure mode
Hydraulic

• Uses existing or new hydraulic system

to perform multiple functions
 E-Brake
 Tensioning
 Hold
• Much higher pressure, allows for
more power in a smaller envelope
• Greater sensitivity
tensioning/feathering capability
What Kobelt Does NOT Do

• Water-cooled brakes
• Band brakes
• Drum brakes
• Electro/Magnetic thruster disc
brakes
• Electric Brakes
Overview of Controls
Driller Valves

Kobelt’s success in the oil industry is based on its commitment to

providing equipment built to withstand the harshest of working
conditions. The strength and craftsmanship of Kobelt drilling valves
prove to be no exception.

The Driller Valve Model 2588 is constructed entirely in durable bronze

and stainless steel, suited for land and offshore applications, even
corrosive salt water environments. It is available in various pressure
Kobelt Manufacturing produces a variety
ratings, but is usually recommended at 0 to 100-120 psi maximum.
MODEL #2588 of different valves for all pneumatic
functions. Contact our office for more
The cam on the brake valve is removable, and can be ground to provide
details.
special pressure profiles. Some operators prefer to have a gradual
pressure increase on the low end, especially working with a light rig load
and a more rapid pressure increase for heavier loads. The driller valve is
extremely responsive to handle movement and can be graduated within
1 psi up and down. This is extremely important as good feel and
response is a must.

It is important, however, to remember that the 2588 model cannot be

plumbed into the brake directly. A pressure compensated relay valve
such as Model 3329 is required to increase the flow to the brake itself.
(see diagram to the right).

MODEL #3329
Industry Applications
Industrial Applications

• Draw-works
• Test stands
• Cable trams
• Materials handling (Mining, Forestry)
• Heavy Equipment
• Winches, hose reels, hoists
• Wind turbines
• Dredges and Anchor Handling Barges
• Shredders
• Paper roll tensioning
• Rail cars
• Linear rail brakes (wave energy device)
Value Statements
• Bronze & stainless steel – rugged, long
lasting in extreme conditions
• Bronze & stainless steel – lower risk of
sparks
• Wide range of sizes and capacities
• Small form factor, lots of power
compared to other pneumatic brakes
• Ease of installation
• Low maintenance / easy parts
replacement
• Thousands of installations (proven
product)
• Cost of ownership over time
• Customer Service Focus Moving Forward
Competitive Analysis

• Hindon
• Seigerland
• Magnatek
• Stromag
Competitive Analysis

Competitor Biggest Strength Biggest Weakness

Johnson Market Penetration Customer Service

WPT Price Small Product Range

Eaton Product Range, Applications Large Company, Not Agile

Svendborg Good Quality, Good Range Price

Twiflex Decent Quality, Good Range Lack of Identity

Product Range, OEM

Carlisle Large Company, Not Agile
Penetration

Band Brakes Low Cost, Reliable Old Technology

Market Position - Brakes

• Applications • Larger suppliers

Opportunities
Main Competitors

Trends & Threats

• Johnson Engineering buying market
• WPT • Developing share (Altra)
• Carlisle relationships with • Limited technical
key OEM resources at
• Eaton
accounts and Kobelt for
• Altra drilling companies significant
• Svendborg • Reducing service applications
• Twiflex and maintenance support
• Band Brakes burden • Cyclical nature of
• Smart brake the Oil and Gas
market
Competitive Analysis

SVENDBORG (Hydraulic)
EATON (Water Cooled Caliper)

KOBELT
Quality / JOHNSON
Durability TWIFLEX Carlisle
WPT (Bronze Caliper)

BAND BRAKES

Lower Cost
Most Common Objections

Air Cooled vs. Water Cooled

Variety of Systems

Service / Applications Support

Recognizing Opportunity
Rotary Seals

• 9000 has a flow rate of 120

gallons per minute
• 9001 has a flow rate of 200
gallons per minute
Bronze Discs
5047 Brake for Wave Generation
Information Needed to Specify a
Brake System
• Use of Brake
 Stopping vs slowing vs parking/holding vs tensioning
• Torque Requirements
– Usually determined by intended use
• Space Requirements
 Is there a limitation on the disc diameter?
 Is there a limitation on the number of discs that can be used?
• Duty Cycle
 To determine if the disc can sufficiently dissipate the braking energy, the time
of brake application, time the brake is at rest, and time the disc is
freewheeling must be known.
Service Factor
• Parking/Holding Brakes
– An excess of available torque is desirable to ensure no movement of load
during impacts or transient events
– The service factor is the ratio of available toque to holding torque

• Stopping Brakes
– Often a stopping time or distance is specified. The factor of safety on braking
capacity should be considered based on the consequences of stopping in a
longer time or distance. A brake specified with a factor of safety will stop the
load faster than required.
– A factor of safety on a stopping brake will mean a shorted period of time for
the disc to absorb the braking energy. This will result in an increased peak disc
surface temperature.
Torque Limited vs. Energy Limited
• Torque Limited
– Required torque is achieved by selecting a caliper with an appropriate clamping
force and a disc with an appropriate diameter
– Multiple calipers can be added to a disc to multiply available torque

• Energy Limited
– Disc diameter must be increased to provide sufficient cooling area
– Disc thickness on solid discs can be increased to provide maximum thermal mass
for single stops
– Multiple discs can be used to multiply available energy dissipation
– Internally vented discs can increase cooling capacity for fast rotating discs
– Water cooled discs provide maximal energy dissipation

• Surface Temperature Limited

– Caliper face width should be maximized and stopping time increased
Specifications
5019 5020 5021 5022 5023 5024 5025 5026 5027 5028
CALIPER
-A -S -A -S -A -S -A -S -A -S -A -S -A -S -A -S -A -S -A -S

WEIGHT / LBS. 15 17 36 42 53 59 90 102 52 61 97 108 104 113 177 186 165 186 330 349

MAXIMUM CLAMP FORCE (LBS.) 5,250 9,160 9,160 18,320 16,000 25,740 17,160 32,000 48,000 48,000

LEVER RATIO 3.5:1 3.8:1 3.8:1 3.8:1 4.12:1 4.29:1 4.29:1 4.0:1 4.0:1 4.0:1
ACTUAL FORCE EACH SIDE (LBS. PER
750 1,200 1,200 1,200 2,000 3,000 2,000 2,000 3,000 3,000
ACTUATOR)
NUMBER OF LEVERS 2 2 2 4 2 2 2 4 4 4
TOTAL SHOE AREA (INCHES
18 26 60 86 60 75 120 194 114 420
SQUARED)
LINING THICKNESS (INCHES) 5/16 3/8 1/2 1/2 1/2 5/8 5/8 5/8 5/8 0.7”

MAXIMUM ALLOWANCE LINING WEAR

.140 .200 .300 .300 .300 .420 .420 .420 .420 .500
(INCHES)

H.P. HOUR 840 1,733 6,000 8,600 6,000 10,500 16,800 27,160 15,900 69,000

DISC MAXIMUM THICKNESS (INCHES) 3/4 1 1/4 2 2 2 2 4 4 2 4

DISC DIAMETER (INCHES) 9-20 12-30 18-60 18-60 18-60 18-60 24-72 30-72 30-72 42.5-96
DISC RUBBING FACE WIDTH (INCHES) 2 2 1/2 4 4 4 4 7 7 4 10
PIPE FITTING (FLUID APPLIED) 1 of 1/4” 2 of 1/4” 2 of 1/4” 4 of 1/4” 2 of 1/4” 2 of 1/4” 2 of 1/4” 4 of 1/4” 4 of 1/4” 4 of 1/4”
VOLUME IN3 MAXIMUM (FLUID
9 30 30 60 55 90 55 110 180 180
APPLIED)
PIPE FITTING (SPRING APPLIED) 1 of 1/4” 1 of 1/4” 1 of 1/4” 2 of 1/4” 1 of 3/8” 1 of 3/8” 1 of 3/8” 2 of 3/8” 2 of 3/8” 2 of 3/8”
VOLUME IN3 MAXIMUM (SPRING
9 19 19 38 48 48 48 96 96 96
APPLIED)
 DISC MAXIMUM
DIM. E DIM. G
CALIPER DIAMETE TORQUE
NUMBER R ft.-lbs. kg.-
In. mm. In. mm.
In. mm. m.

Specifications MAXIMUM
18
20
25
457 4664 644 9.75
508 5328 736 10.75
635 7000 967 13.25
248
273
337
20.63
21.63
24.13
524
549
613
DISC DIM. E DIM. G 30 762 8664 1198 15.75 400 26.63 676
CALIPER TORQUE 5023
DIAMETER 35 889 10336 1429 18.25 464 29.13 740
NUMBER ft.-lbs. kg.-
In. mm. In. mm. In. mm.
m. 40 1016 12000 1659 20.75 527 31.63 803
9 229 764 106 5.56 141 12.06 306 45 1143 13664 1889 23.25 591 34.13 867
50 1270 15336 2120 25.75 654 36.63 930
12 305 1092 151 7.06 179 13.56 344
18 457 7507 1038 10.12 257 24.12 613
5019 15 381 1420 197 8.56 217 15.06 383
20 508 8580 1187 11.12 283 25.12 638
18 457 1748 242 10.06 256 16.56 421
25 635 11261 1557 13.62 346 27.62 706
20 508 1969 272 11.06 281 17.56 446
30 762 13942 1928 16.12 410 30.12 765
12 305 1805 250 7.25 184 17.25 438 5024
35 889 16624 2299 18.62 473 32.62 829
15 381 2375 328 8.75 222 18.75 476 40 1016 19305 2670 21.12 537 35.12 892
18 457 2945 407 10.25 260 20.25 514 45 1143 21986 3041 23.62 600 37.62 956
5020 21 533 3515 486 11.75 298 21.75 552 50 1270 24668 3412 26.12 664 40.12 1019
24 610 4085 565 13.25 337 23.25 591 30 762 8230 1138 15.42 392 27.92 709
27 686 4655 643 14.75 375 24.75 629 35 889 10038 1387 17.92 455 30.42 773
5025
30 762 5225 722 16.25 413 26.25 667 40 1016 11754 1625 20.42 519 32.92 836
18 457 2660 368 9.75 248 19.50 495 48 1219 14678 2028 24.42 620 36.92 938
20 508 3040 420 10.75 273 20.50 521 30 762 15360 2123 15.14 385 27.14 689
25 635 3990 552 13.25 337 23.00 584 35 889 18720 2588 17.64 448 29.64 753
5026
30 762 4940 682 15.75 400 25.50 648 40 1016 21920 3033 20.14 512 32.14 816
5021 48 1219 27360 3782 24.14 613 36.14 918
35 889 5890 814 18.25 464 28.00 711
30 762 26000 3594 16.00 406 29.50 749
40 1016 6840 945 20.75 527 30.50 775
35 889 31000 4285 18.50 470 32.00 813
45 1143 7790 1077 23.25 591 33.00 838
5027 40 1016 36000 4976 21.00 533 34.50 876
50 1270 8740 1208 25.75 654 35.50 902
45 1143 41000 5668 23.50 597 37.00 940
18 457 5320 736 9.37 238 19.12 486 50 1270 46000 6359 26.00 660 39.50 1003
20 508 6080 840 10.37 263 20.12 511 42.5 1080 30500 4217 21.00 533 34.60 879
25 635 7980 1104 12.87 327 22.62 575 48.5 1232 36500 5046 24.00 610 37.60 955
30 762 9880 1364 15.37 390 25.12 638 54.5 1384 42500 7233 27.00 686 40.60 1031
5022 5028
35 889 11780 1628 17.87 454 27.62 702 60.5 1537 48500 6705 30.00 762 43.60 1107
40 1016 13680 1890 20.37 517 30.12 765 72.0 1829 60000 8295 36.00 914 49.60 1260
45 1143 15580 2154 22.87 581 32.62 829 84.0 2134 72000 9955 42.00 1067 55.60 1412
50 1270 17480 2416 25.37 644 35.12 892 96.0 2438 84000 11614 48.00 1219 61.60 1565
Basic Configuration Questions

• New or existing brake

system?
• Mechanical, pneumatic,
hydraulic?
• Installation envelope
• Number of brakes per disc?
• Size of disc
Overview – Mounting Configurations

Foot Mounted Side Mounted Pin Mounted

Placing Orders, Tips & Tricks

• Obtain as much information as possible

• Pictures, drawings, sketches, as well as
technical information
• Is there an opportunity to supply controls
(a complete system)?
• What are their primary drivers? Who are
you speaking with? (Maintenance
Manager, Engineering, Purchasing Agent)
• Who else influences decision?
• Spares? Is downtime critical?
• Lead time?
Placing Orders, Tips & Tricks
Placing Orders, Tips & Tricks
Placing Orders, Tips & Tricks
Customer Satisfaction

 Only 1 in 25 unsatisfied customers express their

dissatisfaction

 Each unsatisfied customer typically tells 7-16 others

 It costs about 5 times more to attract a new

customer as it does to keep an existing one.
2014 Outlook - Brakes
• Projected 20% growth in the product line
• 32% of CRM pipeline is Brakes
Forecasted Brake Revenue
Through 2014
Sales Funnel
32%
Jul-13

Jul-14
Jan-13

Jan-14
Feb-13
Mar-13

Jun-13

Feb-14
Mar-14

Jun-14
Aug-13
Sep-13
Nov-13
Dec-13

Aug-14
Sep-14
Nov-14
Dec-14
May-13

Oct-13

May-14

Oct-14
Apr-13

Apr-14

Sales- Brakes Linear (Sales- Brakes)

Working with Kobelt

Sales
Recommend Kobelt system, speak to
products, understand rig type &
scenario

Qualification
Collect metrics, ensure all applicable
information is available for system
configuration

Installation
Base, installing pads, testing,
connection to pneumatic / hydraulic
system
Thank you!

• Greg Henderson
• E: marketing@kobelt.com