a publication of eaton’s electrical sector distributor

In this issue:Taking advantage of Commitments program 2

LIfeCycle Management supports your customer relationships 4

Two new modular control solutions introduced 6

WESCO sells Wright Line consoles 7

New Type CH six-circuit loadcenter is compact 7

Turtle & Hughes partners with Eaton Engineering Services 9

Distributor Newsline

Solutions for machine builders (page 4)

Eaton’s TRC phone menu (insert after page 6)

A publication of Eaton’s Electrical Sector | Volume 36, Issue 2

EATON CORPORATION Distributor Newsline2

Matt ClearyVice President – Channel

The 2012 Commitments program you received recently reflects elimination of the focus products category and the addition of new products in the volume incentive category. The new products include soft starters, residential solar inverters and residential electric vehicle chargers.

As a reminder, the Commitments program rewards you for your loyalty—platinum (100 percent Eaton), gold (95 percent or greater commitment to Eaton) and silver (60 percent or greater). It pays on your into-stock shipments of standard products, rewarding you for your investment in making Eaton products readily available to customers. It also provides you with the additional incentive to use our Bid Manager project-take-off program and, once the order is received, to enter that order directly on Eaton.

When determining whether you are exclusive (platinum or gold level) or dual line (silver), we consider the following companies to be our core competitors: ABB, G.E., Rockwell, Schnei-der, and Siemens. To maximize your Commitments rewards, I encourage you to meet with local sales office personnel to confirm your classification.

PROS is new sales tool

This month we are rolling out our new Pow-R-Stock Plus program targeting the light com-mercial construction segment. It helps you drive even greater through-stock shipments of standard products using a new tool called PROS. PROS stands for project rebate on stock, and it allows you to sell our standard panelboards, safety switches, transformers, enclosed control, and surge products on small jobs and ship them directly from your stock.

We believe you will be able to sell some jobs based on your in-stock pricing, while other jobs will require additional negotiation. Once the final price is agreed upon, you can fill the order from your stock and receive an instant rebate for the difference between your into-stock cost and the negotiated job level. We are confident this will make doing business with us even easier and will add more dollars to your annual Commitments volume incentive rewards.

As the residential and light commercial markets begin to rebound, this new Pow-R-Stock Plus program is being released at a perfect time for both of us to penetrate and grow share in this segment. For more details on how you can participate, please contact your local sales office.

As always, good selling! n

Are you taking full advantage of the Commitments program?

E DITO R IAL S

EATON CORPORATION Distributor Newsline 3

E D ITO R IAL S

2 Commitments program. Are you taking full advantage? i

12 Do you know? How you will use your co-op dollars i

SOLUT IO N S

4 Machine builders. We’re a solutions provider i

4 LifeCycle Management. Supporting your customer relationships i

5 Controlling arc flash. Technical paper explains how i

SUPPO R T

After page 6: TRC phone menu insert

7 WESCO. Selling Wright Line consoles i

8 Panelboard retrofit. With help from Cleveland satellite i

8 Small parcel damage. What to do i

9 Turtle & Hughes. Partnering with Eaton Engineering Services i

9 Instant access to Technical Resource Center. Phone menu i

10 Game Corner. 101 Basics Series training 11 Ad. Support from concept to completion

PRODUC T S

5 9390 UPS. Keeping pure water pure i 6 Two new modular control solutions. XC PLCs and XI/ON system i

7 New Type CH six-circuit loadcenter. Compact enclosure i

10 Product launch portal. Recent new products i

i Listen to these articles via DRC > Literature Library > Distributor Newsline

Distributor Newsline | Volume 36, Issue 2

Contents


“We are transforming the market for machine architecture with Eaton solutions,” says product line manager Jason Moore. “‘Lean Solu-tions’ can transform the way customers build machines by making systems simple, smaller and faster to assemble.

“By the end of May, the Eaton sales and marketing team will have completed a major product launch focused on unique solutions for machine builders. These solutions are focused on supporting customers’ needs to improve profitability and grow their sales. The solutions include ‘Lean Connectivity’ (SmartWire-DT) and ‘Lean Automation’ (XV Series HMI-PLC).

“Using SmartWire-DT technology, machine builders will be able to reduce panel complexity by replacing traditional control wiring with a single durable cable. This unique, cost-effective panel wiring system reduces design time, sim-plifies device installation and enables diagnostic capabilities at the component level.

“Using the Eaton XV HMI-PLC, machine builders will be able to simplify their machine architecture. Lean Automation offers the logic, visualization and multiple communications that include SmartWire-DT in a single device, all developed with XSoft-CoDeSys-2 software.

‘We’re a solutions provider for machine builders’SOLUT IO N S

A new brochure tells machine builders how Eaton provides innovative technologies that reduce the time to design and produce control panels.

“Improving our customers’ sales and bottom line is the goal.”

For a copy of the new brochure on this subject (PA04802018E), contact the Fulfillment Center, 1.800.957.7050, fax 1.877.415.0437 or email [email protected]. n

Commitment to a LifeCycle Management con-cept is one way Eaton supports its distributors. An Eaton team that knows the equipment and stays close to the customer helps build brand preference and brand loyalty and adds value to the customer and the distributor.

Eaton's Brian Malik, product line manager for aftermarket and lifecycle solutions, states, “Our LIfeCycle Management teams track warranty dates and offer extended warranties, ensure the customer has the necessary spare parts and maintenance training, and build brand prefer-ence through monthly communications.

“We make sure the customer understands the many products and solutions Eaton offers, and we provide 24/7 support to maximize customer investment in our equipment. As a side benefit,

LifeCycle Management programsupports your customer relationships

SOLUT IO N S

we generate qualified leads for our salespeople and our distributors.

“The program began in September 2011 and, by the end of 2012, we expect to have welcomed 200 customers who pos-sess an installed base exceeding $150 million. We regularly receive positive feedback. Generally, customers tell us they are happy we have a LifeCycle Management program. With-out question, it has been universally accepted.

“It’s a program that has something for everybody involved. For the project owner, buying into the LifeCycle Management program brings peace of mind. He can sleep at night without worrying how his electrical system is functioning or who to call in case of an emergency. For the sales teams, Eaton and distributor, they’re looking at significant qualified opportuni-ties that otherwise may not be identified.”

For more information about the LifeCycle Management pro-gram, contact [email protected]. n


The Lake Auburn, Maine, ultraviolet water treatment facility serves more than 80,000 residents in three com-munities. The city of Auburn needed an uninterruptible power system (UPS) capable of delivering instant backup power in the event of an out-age to ensure that untreated water did not reach the residents. The answer was the Eaton 9390 UPS.

Auburn had been using UPSs that did not have the capacity to imme-diately switch to backup power. The units required a 10-minute warm up time, even with backup generation. After purchasing three 80 kVA 9390 units—one for each of its three ultraviolet reactors—the city gained peace of mind from the 9390’s double-conversion design, which offers the highest level of protection available.

Because the 9390 shields equip-ment from the most common power problems—including outages, sags, surges, spikes, brownouts, line noise, frequency variation, switching transients, and harmonic distortion—the water treatment plant is able to continue operation regardless of the quality or presence of power.

“The units prevent a shutdown in production, which would in turn cause a need for additional manpower to resume operations,” says Daniel Rodrigue, the plant’s instrumentation foreman. “The facility has experienced three power losses since the 9390s were installed in August 2010. Each time, they have performed exactly as expected.”

PRODUC T S

Eaton 9390 UPS helps keep pure water purePublic Utilities

The 9390’s transformerless design increases efficiency by significantly lowering power and cooling costs while promoting a green solution. Another key benefit is the scalability of this UPS, which supports loads up to 160 kVA with the ability to parallel for additional capacity or redun-dancy. Also, the unit’s low input current THD enhances generator compatibility—an important consideration for the treatment facility, which relies on backup generation in the event of an extended outage.

The facility opted to bolster the internal runtime of the 9390 units with an additional Integrated Battery Cabinet, which accommodates 384 to 480V configurations so battery capacity can be matched to exact runtime requirements. Up to four cabinets can be paralleled together.

To ensure the ongoing reliability of the 9390, every unit includes on-site startup service and training, a full year of 24/7 parts and labor, a service protection plan, and Eaton’s eNotify Remote Monitoring. Providing real-time monitor-ing of more than 100 UPS and battery alarms, eNotify delivers monthly reports that detail the

status of the 9390, including information on voltages, loads, temperature, and humidity. Also summarized are the top 10 performance and environmental parameters, battery events, availability percentage, and comparative status against rec-ommended specification.

“eNotify has a simple setup and is a great tool to predict a potential issue with your unit,” adds Daniel. “All systems are now flowing smoothly—and, more importantly, healthfully—at the water treatment facility, thanks to the addition of the 9390 units. We know we can deliver properly treated drinking water to the public.”

For more information on the 9390 and other Eaton UPSs, please visit powerquality.eaton.com. n

An Institute of Electrical and Electronics Engineers paper written by Thomas Domitrovich of Eaton Corporation and Kenneth White of Olin Corpora-tion presents a case study of an arc flash event that occurred in an industrial facility and resulted in an outage without extensive damage and no harm to employees, because there was proper use of arc flash reduction products and a safety program. Various arc flash reduction solutions and techniques are presented in the case study.

Case study describes how arc flash can be controlledSOLUT IO N S

The Eaton 9390 UPS is an ideal addition to a water treatment facility.

As stated in the introduction, ”Arc flash events can be devas-tating to all involved on many different levels. With the proper safety plan and proper use of various technologies, arc flash events can be a thing of the past.”

To read the paper entitled “Implementation of an Arc Flash Reduction Maintenance Switch”, go to eaton.com/electrical-safety and search for ESW-2012-08. While on the electrical safety web page, check out the arc flash reduction mainte-nance switch link under Documentation. n


Eaton has introduced modular XC programmable logic controllers (PLCs) and the XI/ON system, a modular input/output (I/O) solution to North American customers. Already available in Europe, both XC PLCs and the XI/ON system provide modular control for scalable system design across the globe so customers can create custom automation systems, reduce equipment costs, and achieve the flexibility to later scale up and down effectively.

XC PLCs

The XC PLCs with Controller Development Software (CoDeSys) provide customers with a flexibly scalable design that reduces engineer-ing and diagnostic time. XC controllers are engineered to meet individual and evolving automation system requirements for small and medium-sized systems.

These PLCs include XC100 and XC200 devices. For small and medium-sized control tasks, XC100 controllers provide powerful control with an integrated CANopen fieldbus interface for fast, efficient communication.

For additional communications and high-pro-cessing capacity, the XC200 controllers have an integral web server and Ethernet interface as well as RS232 interface and a CANopen fieldbus. Ethernet access offers both efficient communication between controllers and data exchange to high-level control systems, using communications standards including Object Linking and Embedding (OLE) for Process Control (OPC).

PRODUC T S

Eaton introduces two modular control solutionsControl/OEM • Industrial

XC PLCs offer open, scalable and high-performance control.

The highly flexible XI/ON system reduces machine costs.

XI/ON system

The powerful XI/ON I/O system includes two series of I/O modules—the XN and the XNE. The XN series features highly granular modularity, with hot swappable plug-in modules, and the XNE series features integrated I/O mod-ules and bases in higher-density configurations. XI/ON is designed for decentralized signal processing and provides intelligent, adaptable I/O for applications across industries.

The XI/ON system includes a host of digital and analog I/Os and technology modules for a high degree of modular-ity. Base modules for the XN series connect field wiring for standard XI/ON modules; they are available for two-, three- and four-wire connections, as block or slice modules, with either spring-cage or screw terminals.

XNE modules are available with push-in spring-cage termi-nals only and are compatible with the XN spring-cage base modules. Standard fieldbuses include CANopen, PROFI-BUS® DP, DeviceNet™, and Ethernet and EtherNet/IP.

For more information on both new solutions, contact [email protected] or 414.449.6187. n


PRODUC T S

New Type CH six-circuit loadcenter is compactResidential

In 2010, Eaton acquired Worcester-Mass.-based Wright Line Holding, Inc. Wright Line provides real-world solutions for business applications. Its sophisticated products address a full range of technology-intensive environments including data centers, network operation centers, analytical and engineering labs, training rooms, call centers, and the technical office. Wright Line systems are designed to work for people, as well as technol-ogy, and are easily reconfigured to meet the changing needs of tomorrow.

The company’s command and control console, Profile, enables customers to create the highest-level ergonomic work environments, reducing fatigue and helping prevent repetitive stress injuries. Featuring height-adjustable electronic-lift work surfaces, Profile meets ergonomic require-ments and provides employee comfort, which in turn can increase productivity.

Combining Profile with Eaton’s UPS and power distribution products helps customers increase operational efficiency and productivity.

“Our customer—Duke Energy in Union, Ky.—wanted to buy Wright Line furniture,” says Tim Barker, WESCO global account manager in Cin-cinnati. “When they found out Wright Line was owned by Eaton, they instantly associated Eaton with WESCO. Our Duke Energy power generation MRO program and our strong national partner-ship with Eaton put us in the right place with the electrical engineer who was responsible for the layouts and the purchasing decision for Duke.”

SUPPO R T

WESCO sells Wright Line consoles to Duke Energy

The Profile Advanced Console System can be outfitted to effectively manage and store all the technology available in today’s tech-driven command and control environments.

The result was a $50,000 order for control room consoles.

Headquartered in Charlotte, N.C., Duke Energy is one of the largest electric power companies in the U.S., supplying energy to approximately four million customers. The com-pany has 36,000 megawatts of electric generating capacity in the Carolinas and the Midwest, in addition to natural gas distribution services in Ohio and Kentucky.

As part of the Wright Line acquisition, Eaton also offers customized server and network racks, and airflow manage-ment solutions to store, cool, power, manage, and secure mission-critical IT equipment in data centers.

For more information about this order or any of the Wright Line products, contact [email protected] or [email protected]. n

Eaton continues to enhance the Type CH product line with the recent launch of a new, compact enclosure, six-circuit loadcenter that allows the connection of up to three 240V loads. Its small size makes it ideal for use in outbuildings, detached garages, air conditioners, and hot tub applications. The compact enclosure size is achieved by providing 125A vertical bus and breaker mounts that allow straight-in wiring.

The new loadcenter has all the premium features of the CH product line such as copper bus, limited lifetime warranty and Type CH branch breakers. It is UL 67 listed, has a padlockable door and accepts hub series DS_H1.

For more information, please contact your local sales office. n

The new Type CH loadcenter is designed with a compact enclo-sure allowing for up to three 240V loads.


SUPPO R T

Cleveland satellite’s customizing capabilityhelps win major panelboard retrofit job

A Pittsburgh landmark formally dedicated in 1937, the University of Pittsburgh’s Cathedral of Learning is listed in the National Register of Historic Places.

If you receive a small parcel from Eaton and it’s damaged, sign for the shipment and then notify the Center of Returns Excellence (CORE) at 1.800.410.2910 within 15 days for a claim to be filed with the parcel carrier. CORE will enter a Corrective Action (CA) claim in Vista, enter a damage call tag for return of the material and file a claim with the carrier. The carrier will retrieve the product from you and return it to CORE. Once CORE receives it, the damage will be inspected and a 100-percent credit will be processed.

If your small parcel shipment shows a short-age, contact EatonCare at 1.877.386.2273. The warehouse will then be asked to do an inventory cycle count. If the count is accurate, this becomes an Eaton business decision whether to replace the shipment. If the count proves a shortage, you can take a deduction

SUPPO R T

What to do about small parcel damage, shortage

The 42-story Cathedral of Learning is the centerpiece of the University of Pittsburgh’s main campus and is the tallest educational building in the western hemisphere. A Pittsburgh consulting engineering firm, Tower Engineering, recently turned to Eaton for help with a unique application for renova-tion panelboards in the building.

Panelboards on all floors are flush mounted and the University wanted to keep the original door-in-door trims and upgrade all the bolt-on interiors. The challenge was making a panelboard that would fit the existing space. The Eaton PRL 1R panel is well suited for custom applications, because it is manufactured in a satellite plant and has features suited for renovation work.

Eaton salesman Mike Gasper contacted Jim Muha at the Cleveland satellite and asked if he could supply a sample renovation panel with a deadfront taller than normal in order to safely cover the opening behind the existing trim. The Univer-sity liked the sample’s design and approved it, putting Eaton months ahead of the competition.

Working closely with WESCO-Pittsburgh, Eaton assembled a comprehensive proposal that resulted in a $130,000 order. The innovative telescoping panel, custom deadfront and direct factory support addressed all the needs of Miller Electric, the electrical contractor selected for the project.

For more information concerning renovation panel opportuni-ties, contact your local satellite plant. n

and reorder the product, or EatonCare can enter the replace-ment, adding a note to the order. If you notify CORE within 15 days, it will file a claim with the carrier.

If you have questions, contact [email protected]. n


SUPPO R T

Phone menu provides instant accessfor technical support

You will find a newly updated phone menu inserted in this issue. Keep it handy when you need quick access to the wide range of tools and resources available at EatonCare’s Technical Resource Center (TRC). The TRC offers product selection, troubleshooting and application sup-port for nearly all electrical components.

“If you can identify the service that you are looking for, there’s no need to listen to the entire menu. You just have to dial 1.877.ETN.CARE, hit the option for the TRC and then push the specific button for the group you want,” says EatonCare’s Dan Loizzo.

To find the full menu for all EatonCare services and the newly updated sub-menu for the TRC, follow these steps:

Ê Go to www.eaton.com/eatoncare.

Ê Click the Support Services tab (center of page).

Ê Click Support/Services/Need Help?

Ê Select the downloadable files for the full EatonCare phone menu or the TRC phone menu.

For additional copies of the updated TRC phone menu (SA028000001E), contact the Fulfillment Center at 1.800.957.7050, fax 1.877.415.0437 or email [email protected]. n

MaryCarol Hoesel is a vice president of Turtle & Hughes, an Eaton distributor headquartered in Houston with branches in Connecticut, New Jersey and New York.

She says, “We have an excellent partner with Eaton Engineering Services! I have been work-ing with their Jeremiah Bullington since June of last year. He is always quick with a response to both our customers and myself. It doesn’t matter if it is a small or large job, we still get the same great service. I brought him in on an arc flash study opportunity, and he helped Turtle & Hughes write a $50,000 order for new business!

“Distributors are truly missing opportunities to make additional money and provide unique ser-vices that differentiate them from competitors if they don’t take advantage of Eaton Engineering Services. The customer that bought the arc flash study invited Eaton to quote direct on pre-ventive maintenance for substation equipment. Eaton not only kept Turtle & Hughes in the loop but also helped us write an $88,000 order.

“The breakers involved with the maintenance are G.E., but that doesn’t matter because Engineering Services is qualified to work on

Left to right are Eaton’s Andy Williams and Jeremiah Bullington, Turtle & Hughes’ MaryCarol Hoesel and Eaton’s Joe Montanari.

SUPPO R T

‘We have an excellent partner with Eaton Engineering Services!’

all manufacturers’ equipment. Don’t walk past opportuni-ties for arc flash studies; preventive maintenance; repair of switchgear, drives, breakers, etc.; and installation of new equipment.

“Many thanks to both Jeremiah and Joe Montanari for all their support!” n


PRODUC T S

Product launch portalCommercial • Control/OEM • Industrial • Residential • Data Centers • Alternative Energy

A new look for 101 Basics Series trainingGAME CO R N E R

This is the fourth in a new series of articles listing Eaton’s lat-est products. Please visit www.eaton.com/launch for access to all available sales tools and resources, by product, that will help you in your selling efforts.

Eaton’s newest product introductions include the following:

‰ Power Xpert® Gateway 400E/600E/800E

‰ Power Xpert® Gateway 200E

‰ Power Xpert® Reporting v. 3.0

‰ Power Xpert® Software v. 2.2

‰ DC quick charger for residential market

‰ Type CH six-circuit loadcenter for residential market

‰ Communication grounding device for residential market n

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For more than 15 years, Eaton’s 101 Basics Series training has provided a solid foundation of power distribution and control equipment knowl-edge—from the fundamentals of electricity and electrical distribution to basic information on products such as metering, panelboards, pilot devices, and more.

Based on your feedback, we have been updat-ing all the content, images and objectives of the series, and we know you are going to like the new look and length of the modules.

The first set of courses are now available on eaton.com. You can also find them at Eaton University, BlueVolt® and the NAED Learning Center, where you should complete them in order to receive credit. We no longer track completion of the courses made available on the eaton.com public learning page; however, you can still access the CEU version of the exams at eaton.com/consultants for CEU credits.

We will continue to offer the 101 Basics Series modules until the courses are converted to the new format. Check back for updated courses and new topics. Please email us at [email protected] with questions and feedback. n

For the solution to this puzzle and many more, visit the Games and Puzzles page at www.eaton.com/learning.

The new Power Xpert® Gateway E series includes top-of-the-line 800E.

Update 101 Basics Modules

AUDIOCONVERTEDELECTRICITYNAEDBASICS

EATONUNIVERSITYFOUNDATIONREVAMPEDBLUEVOLT

ELECTRICALDISTRIBUTIONIMAGES


Product Name Providing support from concept to completionFlexible and adaptable electrical solutions

Eaton serves the commercial power management market through the construction of high-rise buildings, recreational, institutional and government facilities, public works projects, retail outlets and commercial office facilities. We provide the greatest depth and breadth of electrical products and solutions in order to maximize the reliability, efficiency and safety of your entire power chain.

In addition, Eaton helps you manage your project from start to finish, keeping you one step ahead at all times.

For more information, visit us at Eaton.com/electrical

MZ08300008E-ETN_Commercial_Ad_120810.indd 1 12/13/10 4:27:17 PM

Margaret Wasilisin, editor c/o M. Cleary

Eaton Corporation Fulfillment Center3125 Lewis Centre Way Grove City, OH 43123

Email: [email protected]: 412-893-4562

© 2012 Eaton CorporationAll Rights ReservedPrinted in USAForm No. NL08702175EVolume 36, Issue 2, May-June 2012

Distributors requesting an address addition, change or cancellation should contact [email protected]. If you would like additional copies of this issue, request NL08702175E from the Fulfillment Center, 1.800.957.7050, fax 1.877.415.0437 or email [email protected].

How you will use your co-op dollars this yearDO YOU KN OW ?

Jeff McGillChannel Marketing [email protected]

Your 2012 business-development co-op funds were based on your 2011 stock sales of commitment growth products. Recording of 2011 sales has been completed, and the co-op funds are available. Now you have to decide how to use these funds.

I submit to you that you have two choices—you can decide to spend the funds or you can decide to invest them. So what’s the differ-ence? Spending the funds is merely looking through a catalog and deciding to buy a num-ber of items that can be used as giveaways. There is certainly a need to do some of this, and you will build a certain amount of good-will from this activity. However, I believe you can make a stronger bottom-line impact on your business by planning and investing your co-op funds in various value-added activities.

Invest in training your people

In the January issue of Distributor Newsline, we outlined all of our instructor-led training classes. These classes, as well as the travel, are eligible for co-op funds. I urge you to review the classes, discuss them with your sales team and then plan for the team’s per-

sonal development. When your employees return from their training, make sure they put it to use right away by targeting sales calls that will use their new knowledge. Such knowledge will build lasting expertise and add to your bottom line.

Invest in your relationship with customers

Targeting customers and developing plans to enhance your relationship with them is a cornerstone of any business-development planning. I suggest you meet with your Eaton sales management to discuss these targets and plan your activities. Do you have the opportunity to take your customer to a plant or satellite? Can you work in a social activity during business meetings? The hours together will pay off with better relationships and greater sales.

Now is the time to prepare your business-development plan!

Good selling. n

a publication of eaton’s electrical sector distributor

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