VLT® drives from 0,25 up to 350 kW
The Trident Group of Industries is a well established corporate entity in North India with diverse business interests which include Paper, Energy and Yarn. Abhishek Industries Limited, the group’s flagship company decided to expand the capacity of its paper plant at Barnala, located 300Km north-west of Delhi, in the Punjab State, from 60,000 TPA to 1,500,00 TPA (tons per annum), by installing a second paper machine. The technology used here for papermaking utilizes an environmentally friendly mix of wheat straw & wood as the basic raw material. All drives in the existing paper plant were supplied by a major competitor.
For the new plant, there was a requirement for 82 drives, including 10 off high power drives with capacities ranging from 0.25KW to 350KW. The applications included drives for the fibre line, wood fibre line, paper machine, digester plant, recovery boiler and other utilities. It was a challenging task for Danfoss to break into a competitor’s stronghold, considering that the main section drives and drive motors had previously been supplied by them.
Value selling pays handsome dividends
The Danfoss sales team met the challenge by employing value selling techniques to beat the competition. They adopted a strategy of working closely with the customer from day one and educating him on the benefits of using VLT® Drives for the applications under consideration. The fact that successful Danfoss drives supplied previously for the group’s textile plant, supplied by LMW, a reputed OEM of textile machinery, also added weight to the offer.
Some of the key selling points include high operating ambient temperatures, and high energy efficiency and lower heat loss figures especially in the >90kW high capacity range.
Commissioning of all drives was completed by March 2008 and Trident has experienced trouble free operation to date.