Confidential: Internal Use Only
SALES CHANNEL TRAINING
June 14, 2013
GENERAL PURPOSE LOAD CELLS
PRODUCT RE-LAUNCH
OVERVIEW
INTRODUCTION
DESIGN & APPLICATIONS
MESSAGING
BUYER PERSONAS
PRODUCTS & DESCRIPTIONS
PRICING & DELIVERY
CALIBRATION & REPAIR
COMPETITION
LIKE ACCOUNTS
SALES STRATGEY
TECHNICAL & MARKETING SUPPORT
INTRODUCTION
PCB Load & Torque has redesigned its line of general purpose
load cells, including low profile, canister, rod-end, S-type, fatigue
rated low profile and dual-bridge load cells. PCB general purpose
load cells are high-accuracy, strain gage load cells for
aerospace, automotive, industrial and process control
applications.
General purpose load cells are suitable for a wide range of
routine static force measurement applications, including
weighing, structural testing and material testing machines.
Fatigue-rated versions are designed for fatigue testing machines
and applications where high cyclic loads are present. All fatiguerated load cells are guaranteed against fatigue failure for 100
million fully reversed cycles. The purpose of this, is to provide
application engineers with the information they need to sell the
redesigned load cells—including technical specifications,
applications, competitor information, and pricing and delivery
information.
DESIGN & APPLICATIONS
The new design includes:
•
•
•
•
•
New sensor element design
Tighter temperature compensation (0.0008% FS/ °F vs. 0.002% FS/ ° F
Added eccentric load compensation
Added creep compensation
Improved accuracy on our larger capacity load cells (50k and up).
• Went from SEB of 0.2% to SEB 0.06%
Like the existing design, the new designs offer these advantages:
•
•
•
•
•
Low deflection; high accuracy
Fatigue-rated versions
Low profile
Temperature and pressure compensated
A2LA accredited, NIST traceable calibration
Specific Applications include:
•
•
•
•
Materials testing
Component life cycle testing
Structural testing
Press applications
MESSAGING
Value proposition: With PCB® general purpose load cells, you get a
competitively priced load cell backed by an industry-leading company —with
best-in-class quality, service and delivery.
Our competitively priced load
cells are durable and dependable
and can be used in a wide range
of applications
We have more than 40 years
of experience
We provide exceptional
customer service
Robust design- designed with inherent
overload protection. Designed to operate
for millions of cycles without performance
degradation
PCB L&T is a subsidiary of PCB
Piezotronics – the industry leader in
sensor technology for more than 40
years
Toll-free applications assistance
Capacities from 25lbs to 50Klbs. (higher
capacities available)
We have a seasoned staff of
application engineers who understand
your test requirements
24-hour technical service helpline
Rigid structures/low deflection with
repeatable and predictable performance.
We will be around for a long time to
service your products
Backed by a no-risk policy that
guarantees total customer satisfaction
or your money refunded
All models are compensated for
temperature, pressure, eccentric loading
and bending moments
Team of field application engineers
located in most major U.S. cities who
are available to you on-site before
and after the sale at no cost to you.
We can service and calibrate your
load cells in our A2LA accreditedcalibration lab up to 100K lbs in
tension and compression.
SEB range from .05% to .25%
We have a full staff of Customer
Service Representatives (when you
call, you get a real person)
BUYER PERSONAS
Company Role
Test engineers, lab managers, end users, purchasers
How long they have
been a customer
Anywhere from 15+ years to less than one year
How they use our
products
Products are used by engineers and technicians in sound labs, for dynamometer
testing, hydraulics testing, suspension and transmission testing
How does she/he get
information
(when they are
planning to
purchase
something and
when they are
looking for
technical
information)
Prefers face-to-face visits when he is looking for info he needs to make a purchase
because he wants to see a demo. Also relies on face-to-face visits to get
technical information.
Gets technical industry information from Testing Technology International magazine
(UK int. press), email, Sound & Vibe magazine, SAE newsletter
Sales cycle/process
Plans purchases at certain times, but also buys items as-needed. Some buying is
planned for as much as 5 years in advance if it is a capital expenditure. Prefers
to buy American products if possible.
Key buying criteria




Plausible business
emergency
If the part failed, they would have to halt testing, which would be costly and cause
delays in product development.
What market and
where are they
(OEM, supplier,
test house)
Automotive OEMs, System and component suppliers, automotive and A&D
Cost
Quality/Durability
Timing
Service/Easily repaired (wants to know that the company will be around to
service products when needed)
PRODUCTS & DESCRIPTIONS
General Purpose Load Cells
We offer several different general purpose load cell models designed to meet
your complex and ever-changing testing needs. Models and capacity ranges
include:
Low Profile Load Cells – 1200 Series:
•
•
•
•
•
•
•
Measurement ranges - from 500 lb to 200k lb
Overload limit - 150% FS
Sensitivity - 2 mV/V
Linearity - ≤ 0.05% FS
Hysteresis - ≤ 0.05% FS
Repeatability - ≤ 0.02% FS
General dimensions (Diameter x Height)
- Sizes from 4.12 x 1.37 in to 12.0 x 4.50 in.
Canister Load Cells –1100 Series:
•
•
•
•
•
•
•
Measurement ranges - from 25 lb to 300 lb
Overload limit - 150%
Sensitivity - 2 mV/V
Linearity - ≤ 0.1% FS – 0.05% FS
Hysteresis - ≤ 0.1% FS – 0.05% FS
Repeatability - ≤ 0.05% – 0.02% FS
General dimensions (Diameter x Height) - 2.75 x 1.5 in
PRODUCTS & DESCRIPTIONS
Rod End Load Cells – 1300 Series
Rod end load cells are used in both tension and compression measurement
applications such as process automation, quality assurance and production
monitoring. Standard 3/4-16 and 1-14 Male/Female threads facilitate installation.
1300 Series:
•
•
•
•
•
•
•
Measurement ranges - from 500 lb to 20 klb
Overload limit - 150% FS
Sensitivity - 2 mV/V
Linearity - ≤ 0.25% FS
Hysteresis - ≤ 0.25% FS
Repeatability - ≤ 0.15% FS
General dimensions (Diameter x Height)
- Sizes from 1.50 x 4.25 in to 1.50 x 4.5 in
PRODUCTS & DESCRIPTIONS
Fatigue Rated Load Cells
Fatigue rated load cells are specifically designed for component durability and fatigue
test machines where highly cyclical loading is present. These rugged load cells are
extremely resistant to extraneous bending and side loading forces. All fatigue rated load
cells are guaranteed against fatigue failure for 100 million fully reversed cycles.
Low Profile Load Cells – 1400 Series:
•
•
•
•
•
•
•
Measurement ranges - from 250 lb to 200 klb
Overload limit – 200% FS
Sensitivity: 2 mV/V
Linearity: ≤ 0.05% to 0.06% FS
Hysteresis: ≤ 0.05% to 0.6% FS
Repeatability: ≤ 0.02% to 0.03% FS
General dimensions (Diameter x Height):
- Sizes from 4.12 x 1.37 in to 12.0 x 4.50 in.
PRODUCTS & DESCRIPTIONS
S-Type Load Cells
S-Type load cells are highly accurate strain gage based sensors used for weighing
and general force measurement applications. All models come with a six-foot
integral cable with pigtail leads, which are stripped and tinned for electrical
interface.
1630 & 1631 Series:
•
•
•
•
•
•
•
Measurement ranges – from 50 lb to 5 klb
Overload limit - from 150%
Sensitivity - 2 mV/V
Linearity - ≤ 0.15% FS
Hysteresis - ≤ 0.15% FS
Repeatability - ≤ 0.05% FS
General dimensions (H x W x D) –
- Sizes from 2.5 x .75 x 2.0 to 3.5 x 1.5 x 2.5 in
PRODUCTS & DESCRIPTIONS
Signal Conditioners and Accessories
To complement our load cells, we offer a full line of signal conditioners to meet a
wide range of test needs. They include:
Series 8159 provides 5 or 10 VDC strain gage bridge excitation which delivers
± 10 VDC and 4 to 20 mA output signals and operates from 115 or 230 VAC
power.
Series 8161 provides 5 or 10 VDC bridge excitation, delivers ± 5 or ± 10 volts
and 4-20 mA output signals, and operates from 12 to 28 VDC power. It also
includes adjustable zero and span with built-in shunt calibration.
Model 8162 includes an in-line, IP66 enclosure, operates from 12 to 18 VDC,
provides 10 VDC sensor excitation, and delivers ± 10 V and 4 to 20 mA
outputs.
Series 920 provides a 5 VDC bridge excitation in a portable hand-held, battery
operated, integral 5 digit display, external shunt calibration resistor, and RS232
computer interface.
PRODUCTS & DESCRIPTIONS
Series 8159
Model 8162
Available Accessories include:
•
•
•
•
•
•
Cable Assemblies
Load Button
Mounting Base
Rod-End
Connectors
Thread Pre-Tensioners
Series 8161
Series 920
PRICING & DELIVERY
Model Number
Capacities (lbs)
Stock Quantity
2013 List Price
1102-01A
1102-02A
1102-03A
1102-04A
1102-05A
50
100
200
300
25
5
5
5
5
5
$895.00
$895.00
$895.00
$895.00
$895.00
1203-11A
1203-12A
1203-13A
1203-14A
1203-15A
500
1k
2k
5k
10k
10
10
10
10
10
$785.00
$785.00
$785.00
$785.00
$785.00
1403-11A
1403-12A
1403-13A
1403-14A
1403-15A
250
500
1k
2.5k
5k
5
5
5
5
5
$995.00
$995.00
$995.00
$995.00
$995.00
PRICING & DELIVERY
Model Number
Capacities (lbs)
Stock Quantity
2013 List Price
1204-12A
1204-13A
25k
50k
2
2
$1,195.00
$1,295.00
1404-12A
1404-13A
12.5k
25k
1
1
$1,295.00
$1,495.00
1380-01A
1380-02A
1380-03A
500
1k
2k
5
5
5
$775.00
$775.00
$775.00
1381-01A
1381-02A
1381-04A
5k
10k
20k
15
20
20
$775.00
$825.00
$825.00
1630-03C
1630-04C
1630-06C
50
100
250
5
5
5
$595.00
$595.00
$595.00
1631-01C
1631-03C
1631-04C
1631-06C
500
1k
2k
5k
5
5
3
3
$595.00
$595.00
$895.00
$895.00
CALIBRATION & REPAIR
Rod end load cells are used in both tension and compression measurement
applications such as process automation, quality assurance and production
monitoring. Standard 3/4-16 and 1-14 Male/Female threads facilitate installation.
CALIBRATION & REPAIR
COMPETITION
Competitive Overview
Interface, Inc. is our main competitor for General Purpose Load Cells. PCB Load
& Torque General purpose load cells are drop-in replacements for Interface load
cells. They meet the same specifications, but at a lower price.
Other Competitors:
TOVEY ENGINEERING
FUTEK, INC.
HONEYWELL/LEBOW
COMPETITION
Interface, Inc.
Interface, Inc., headquartered in Scottsdale AZ is considered to be
the preeminent supplier of low profile load cells and is well known
for their high performance and quality. Their strengths include 50
year history, capacities from grams to millions of pounds,
manufacture of their own strain gages, and hundreds of different
configurations.
Weaknesses that we can focus on to win business. This include
customer service, general complacency, non-direct sales force, and
a non-loyal customer base. With PCB L&T matching or exceeding
Interface performance, quality, and price combined with our Total
Customer Satisfaction policy we are well positioned to grow our
business year after year.
PCB LOAD & TORQUE vs. INTERFACE, INC.
General Purpose - Canister Load Cells
PCB L&T
Interface
1102
1500
25-300
25-300
Rated Output - mv/v Nom.:
2
2
Excitation Voltage -VDC Max:
20
20
Bridge Resistance -Ohms Nom.:
350
350
Static Error Band - % F.S..:
.05
0.05
Non-Linearity - % F.S.:
0.05
0.05
Hysteresis - % F.S.:
0.05
0.05
Non-Repeatability - % R.O.:
0.02
0.02
Creep, in 20 min. - %:
0.025
0.025
Eccentric Load Sensitivity - %/in.:
0.25
0.25
+15 to +115
+15 to +115
-65 to 200
-65 to 200
Effect on Zero - %R.O./F - Max.:
0.0008
0.0008
Effect on Output -%/F - Max.:
0.0015
0.0015
Safe Overload -% Capacity:
150
150
Connector:
PT02E-10-6P
PT02E-10-6P
Calibration:
T&C
T&C
Attachment Thread
1/4-28
1/4-28
Overall Height (in.)
1.50
1.50
Outside Diameter
2.75
2.75
Model Number#
Capacity Range - Lbs.:
Compensated Range - F:
Operating Range - F:
PCB LOAD & TORQUE vs. INTERFACE, INC.
Low Profile General Purpose - Upgraded Models
PCB L&T
Interface
Interface
Interface
PCB L&T
Interface
PCB L&T
Interface
PCB L&T
Interface
1203
1210
1210
1210
1204
1220
1208
1232
1211
1240
Capacity Range
- Lbs.:
500 - 10k
300 - 500
1k - 2k
5k - 10k
10k - 50k
25k - 50k
50k - 100k
100k
100k 200k
200k
Rated Output mv/v Nom.:
4
2
2
4
4
4
4
4
4
4
Excitation
Voltage -VDC
Max:
20
20
20
20
20
20
20
20
20
20
Bridge
Resistance Ohms Nom.:
350
350
350
350
350
350
350
350
350
350
Static Error
Band - % F.S..:
0.04
0.04
0.04
0.05
0.05
0.05
*
0.06
*
0.07
Non-Linearity % F.S.:
0.04
0.04
0.04
0.05
0.05
0.05
0.1
0.05
0.2
0.07
Hysteresis - %
F.S.:
0.04
0.03
0.03
0.05
0.05
0.06
0.1
0.06
0.2
0.07
NonRepeatability % R.O.:
0.02
0.01
0.01
0.01
0.02
0.01
0.05
0.01
0.02
0.01
Creep, in 20
min. - %:
0.025
0.025
0.025
0.025
0.025
0.025
0.025
0.025
0.025
0.025
0.1
0.25
0.25
0.25
0.1
0.25
0.1
0.25
0.1
0.25
Side Load
Sensitivity -%:
PCB LOAD & TORQUE vs. INTERFACE, INC.
Low Profile General Purpose - Upgraded Models
PCB L&T
Interface
Interface
Interface
PCB L&T
Interface
PCB L&T
Interface
PCB L&T
Interface
1203
1210
1210
1210
1204
1220
1208
1232
1211
1240
Eccentric Load
Sensitivity %/in.:
0.1
0.25
0.25
0.25
0.1
0.25
0.1
0.25
0.1
0.25
Compensated
Range - F:
+15 to
+115
+15 to
+115
+15 to
+115
+15 to
+115
+15 to
+115
15 to 115
+15 to
+115
15 to 115
+15 to
+115
15 to 115
Operating
Range - F:
-65 to
200
-65 to
200
-65 to 200
-65 to 200
-65 to 200
-65 to 200
-65 to
200
-65 to 200
-65 to
200
-65 to 200
Effect on Zero
- %R.O./F Max.:
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
Effect on
Output -%/F Max.:
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
Safe Overload
-% Capacity:
150
150
150
150
150
150
150
150
150
150
Connector:
PT02E10-6P¹
PC04E10-6P
PC04E10-6P
PC04E10-6P
PT02E10-6P¹
PC04E10-6P
PT02E10-6P¹
PT02E-106P
PT02E10-6P
PC04E10-6P
Calibration:
T&C
T&C
T&C
T&C
T&C
T&C
T&C
T&C
T&C
T&C
Attachment
Thread
5/8-18
5/8-18
5/8-18
5/8-18
1 1/4-12
1 1/4-12
1 3/4-12
1 3/4-12
2 3/4-8
2 3/4-8
Overall Height
(in.)
1.37
1.38
1.38
1.38
1.75
1.75
2.50
2.50
3.50
3.50
Outside Dia.
4.12
4.13
4.13
4.13
6.06
6.06
8.00
8.00
11.00
11.00
PCB LOAD & TORQUE vs. INTERFACE, INC.
Low Profile Fatigue Rated - Upgraded Models
PCB L&T
Interface
Interface
Interface
PCB L&T
Interface
PCB L&T
Interface
PCB L&T
Interface
1203
1210
1210
1210
1204
1220
1208
1232
1211
1240
250 - 5k
250
500 - 1k
2.5k - 5k
5k -25k
12.5k 25k
25k - 50k
50k
50k - 100k
100k
Rated Output - mv/v
Nom.:
2
1
1
2
2
2
2
2
2
2
Excitation Voltage -VDC
Max:
20
20
20
20
20
20
20
20
20
20
Bridge Resistance -Ohms
Nom.:
350
350
350
350
350
350
350
350
350
350
Zero Balance - % R.O..:
1
1
1
1
1
1
1
1
1
1
Insulation Resistance Megohms:
5000
5000
5000
5000
5000
5000
5000
5000
5000
5000
0.03
0.03
0.04
*
0.05
*
0.05
*
0.06
Capacity Range - Lbs.:
Static Error Band - %
F.S..:
Non-Linearity - % F.S.:
0.05
0.04
0.04
0.04
0.05
0.05
0.1
0.05
0.2
0.06
Hysteresis - % F.S.:
0.05
0.03
0.03
0.04
0.05
0.05
0.l
0.05
0.2
0.06
Non-Repeatability - %
R.O.:
0.02
0.02
0.02
0.02
0.02
0.02
0.05
0.02
0.05
0.02
Creep, in 20 min. - %:
0.025
0.025
0.025
0.025
0.025
0.025
0.025
0.025
0.025
0.025
Side Load Sensitivity -%:
0.1
0.1
0.1
0.1
0.1
0.1
0.1
0.1
0.1
0.25
Eccentric Load Sensitivity
- %/in.:
0.1
0.1
0.1
0.1
0.1
0.l
0.1
0.1
0.1
0.25
PCB LOAD & TORQUE vs. INTERFACE, INC.
PCB L&T
Interface
Interface
Interface
PCB L&T
Interface
PCB L&T
Interface
PCB L&T
Interface
1403
1010
1010
1010
1404
1020
1408
1032
1411
1040
+15 to
+115
15 to 115
15 to 115
15 to 115
+15 to
+115
15 to 115
+15 to
+115
15 to 115
+15 to
+115
15 to 115
-65 to 200
-65 to 200
-65 to 200
-65 to
200
-65 to 200
-65 to
200
-65 to 200
-65 to
200
-65 to 200
-65 to
200
Effect on Zero %R.O./F - Max.:
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
Effect on Output %/F - Max.:
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
0.0008
Safe Overload -%
Capacity:
300
300
300
300
300
300
300
300
300
300
Deflection @ R.O. Inches:
0.001
0.0005
0.0005
0.001
0.001
0.001
0.001
0.002
0.001
0.003
Weight - Lbs.:
2.88
1.5
1.5
3.3
8.96
9.5
25.5
26
72
68
Connector:
PT02E-106P¹
PC04E10-6P
PC04E-106P
PC04E10-6P
PT02E10-6P¹
PC04E10-6P
PT02E10-6P¹
PC04E10-6P
PT02E10-6P¹
PC04E10-6P
Calibration:
T&C
T&C
T&C
T&C
T&C
T&C
T&C
T&C
T&C
T&C
Attachment Thread
5/8-18
5/8-18
5/8-18
5/8-18
1 1/4-12
1 1/4-12
1 3/4-12
1 3/4-12
2 3/4-8
2 3/4-8
Overall Height (in.)
1.37
1.38
1.38
1.38
1.75
1.75
2.50
2.50
3.50
3.50
Outside Diameter
4.12
4.13
4.13
4.13
6.06
6.06
8.00
8.00
11.00
11.00
Outside Bolt Circle
Diameter (in.)
3.50
3.50
3.50
3.50
5.13
5.13
6.50
6.50
9.00
9.00
Number of Holes
8
8
8
8
12
12
16
16
16
16
Diameter of Thru
Hole (in.)
0.28
0.28
0.28
0.28
0.41
0.41
0.53
0.53
0..78
0.65
Compensated
Range - F:
Operating Range F:
PCB LOAD & TORQUE vs. INTERFACE, INC.
Rod End
PCB L&T
Interface
PCB L&T
1380
REC
1381
500 - 2k
1k - 2k
5k - 20k
3k -50k
Rated Output - mv/v Nom.:
2
2
2
2
Excitation Voltage -VDC
Max:
20
15
20
15
Bridge Resistance -Ohms
Nom.:
350
350
350
350
Zero Balance - % R.O..:
1
3
1
3
Insulation Resistance Megohms:
5000
N/A
5000
N/A
Non-Linearity - % F.S.:
0.25
0.25
0.25
0.25
Hysteresis - % F.S.:
0.15
0.15
0.15
0.15
Non-Repeatability - % R.O.:
0.05
0.05
0.05
0.05
Capacity Range - Lbs.:
Interface
PCB LOAD & TORQUE vs. INTERFACE, INC.
Rod End
PCB L&T
Interface
PCB L&T
1380
REC
1381
Compensated Range - F:
+70 to +170
+60 to +160
+70 to +170
+60 to +160
Operating Range - F:
-20 to +200
-60 to +200
-20 to +200
-60 to +200
Effect on Zero - %R.O./F Max.:
0.005
0.005
0.005
0.005
Effect on Output -%/F Max.:
0.01
0.01
0.01
0.01
Safe Overload -%
Capacity:
150
150
150
150
0.0004
0.001
0.0009
0.001
0.5
N/A
1.1
N/A
Connector:
PT02E-10-6P
PT02E-10-6P
PT02E-10-6P
PT02E-10-6P
Calibration:
T&C
T &C
T&C
T &C
Attachment Thread
3/4-16 M/F
3/4-16 M/F
1 - 14 M/F
3/4-16 M/F
Overall Height (in.)
4.25
4.25
4.50
4.25
Outside Diameter
1.50
1.50
1.50
1.50
Deflection @ R.O. Inches:
Weight - Lbs.:
Interface
PCB LOAD & TORQUE vs. INTERFACE, INC.
S - Type
PCB L&T
Interface
PCB L&T
Interface
1630
SSM
1631
SSM
50 - 250
50 - 250
500 - 5k
500 - 10k
Rated Output - mv/v Nom.:
2
3
2
3
Excitation Voltage -VDC Max:
20
15
20
15
Bridge Resistance -Ohms Nom.:
350
350
350
350
1
3
1
3
Insulation Resistance - Megohms:
5000
5000
5000
5000
Non-Linearity - % F.S.:
0.05
0.05
0.05
0.05
Hysteresis - % F.S.:
0.05
0.03
0.05
0.03
Non-Repeatability - % R.O.:
0.02
0.02
0.02
0.02
Creep, in 20 min. - %:
0.08
0.025
0.08
0.025
+75 to +150
0 to +150
+75 to +150
0 to +150
Capacity Range - Lbs.:
Zero Balance - % R.O..:
Compensated Range - F:
PCB LOAD & TORQUE vs. INTERFACE, INC.
S - Type
PCB L&T
Interface
PCB L&T
Interface
1630
SSM
1631
SSM
-65 to +200
-65 to +200
0 to +200
-65 to +200
Effect on Zero - %R.O./F Max.:
0.0015
0.0015
0.0015
0.0015
Effect on Output -%/F - Max.:
0.008
0.0008
0.008
0.0008
Safe Overload -% Capacity:
150
150
150
150
Deflection @ R.O. - Inches:
0.002
0.003 to 0.005
0.0025
0.003 to 0.005
Weight - Lbs.:
0.23
N/A
0.43
N/A
Connector:
Integral Cable 10'
Integral Cable 10'
Integral Cable 10'
Integral Cable 10'
Calibration:
T&C
T&C
T&C
T&C
1/4 - 28 F
1/4 - 28
1/2-20 & 5/8-18²
1/4 - 28 & 5/8-18
Length (in.):
2.00
2.00
2.00
2.00 - 2.50
Overall Height (in.)
2.50
2.50
3.00 - 3.50
3.00 - 3.50
0.625 to 0.750
0.82
1.00 to 1.50
1.22 - 1.75
Operating Range - F:
Attachment Thread
Width (in):
OTHER COMPETITORS
Tovey Engineering
Head quartered in Phoenix AZ, Tovey was founded in 1995 as a
spin-off of Interface where Mike Tovey worked as chief engineer.
Strengths include excellent reputation, high performance load cells,
a focus on metrology internally and externally including sale of
complete load cell calibration systems. Tovey Engineering has
experienced rapid growth over the last few years particularly in
standards laboratories, as well in the automotive and aerospace
markets.
Accreditations include: NVLAP Lab Code 200662-0, ANSI Z540,
ISO/IEC 17025, and ASTM E74, ISO 376. Visible weaknesses
included limited load cell family offering, very limited sales force
externally, minimal to no advertising, no presence at major or local
trade shows, and customer service (TCS, scrap / trade-in
allowance, no up front warranty replacements).
OTHER COMPETITORS
Futek, Inc.
Based in Irvine CA, Futek was founded by two brothers in 1988
from Southeast MI. Both brothers attended college in Southeast MI
and were employed by GSE where they worked under the tutelage
of Ralph Shoberg. Today Futek is an aggressive multimillion dollar
company with a very broad product line of load cells, torque
sensors, pressure sensors and fastener products.
Strengths include product innovations, strong marketing machine,
custom designed and manufactured products, and an excellent
website. Additional strengths are a vertical organization, low cost
products across the board and quick delivery. Visible weaknesses
include 1) majority of product line are low accuracy models 2)
customer service not on par with PCB® 3) tech support tailored
away from direct contact, and 4) warranty limited to one year.
OTHER COMPETITORS
Honeywell/Lebow
Presently Based in Columbus OH, Lebow was founded in 1949 as
Lebow Associates by a Wayne State University professor, Milt
Lebow. Originally based in Southeast Michigan, Lebow has gone
thru multiple ownership changes starting in late 1970’s. The last
sale of the company was in the early 2000’s to Honeywell Test &
Measurement Division.
The company was relocated from Troy MI to Columbus OH where it
was incorporated into Sensotec, an earlier Honeywell acquisition.
Only a few employees transferred to Columbus which was
disastrous to the product line and the good Lebow name. Today all
that remains is the name itself based on over 60 years as a
provider of load cells, torque sensors, and related specialty items.
While the Lebow product remains they suffer do poor customer
service and a limited technical support staff.
LIKE ACCOUNTS
BAE SYSTEMS
DANA CORPORATION
EATON
FEDERAL MOGUL
LEAR CORPORATION
PARKER HANNIFIN
GKN
TRW
UNITED TECHNOLOGIES
SALES STRATEGY
PCB load cells are sold (and have been historically sold) into most PCB
market divisions, including automotive, A&D, and energy. The sales strategy
is to sell to current PCB customers, including those who have purchased load
cells in the past as well as those who have not purchased them, but may
have the need. Many PCB accelerometer and microphone customers also
have durability and structural testing labs that use general purpose load
cells. Depending on the size of the company this testing function may fall
within the same group or to another department outside the current PCB
customer contacts.
Targeted Customers:
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Automotive suppliers and OEMs
Energy
Aerospace & Defense
T&M
SALES STRATEGY
Typical PCB Load Cell Customers:
Automotive:
•
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•
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•
•
Test Measurement Systems
Ford Motor Company
Miller Tool & Die Company
MGA Research Corporation
Chrysler Company LLC
Detroit Diesel Corp
Tenneco Automotive
Eaton Corporation
Energy:
•
•
•
•
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Alstom Power Incorporated
Grant Prideco LP
LUKYL EPU Service Ltd
MTQ Engineering LLC
National Oilwell Varco
G & E Electric Services
KTM Engineering
Infinia Corporation
A&D:
•
•
•
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Qinetiq NA – ESC
AAR Corporation
Alstom Power Incorporated
InDyne Incorporated
G & E Electric Services
Heroux Devtek
Triumph Actuation Systems
Bombardier Aeronautique
Defense Ammunition Center
General Dynamics
T&M:
•
•
•
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Element (formerly Detroit Test Labs)
Defiance
Intertek
National Technical Systems
Frank Bacon Machine
TECHNICAL & MARKETING SUPPORT
The redesigned product line is currently being promoted in a
number of areas, including Digital and Print Ads in Design
News, and listings in LinkedIn and GlobalSpec online
directories.
For additional technical information, please contact Ken
Watkins, product manager by phone at ext. 2637, or by email at
kwatkins@pcb.com
For marketing support, contact Trish Steding by phone at ext.
3312, or by email at tsteding@pcb.com
QUESTIONS & ANSWERS
Questions?