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The Monthly Newsletter of the Electrical Apparatus Service Association, Inc. Volume 41 • No. 7 • July 2007

Convention In Minneapolis Marks Beginning Of


2007-2008 Terms For Officers, Executive Committee
George Stratton Installed As New EASA Chairman At Annual Business Meeting
George Stratton of G.E. Jones History Of Service
Electric Co., Inc. in Amarillo, Texas, Chairman Stratton has more than
has been installed as EASAʼs chair- 35 years of experience in the electri-
man of the board for the 2007-2008 cal apparatus industry.
administrative year. Prior to becoming director of
His installation was conducted Region 6, Stratton held every elective
June 27 during the Annual Business office of the Southwestern Chapter.
Meeting in Minneapolis, Minnesota, During the past several years he
at the Associationʼs annual conven- served the Association as a member
tion.
Continued On Page 5
Other international officers
installed for 2007-2008 were: vice
chairman, Kevin Miller of Appara- Note:
Be sure to circulate
tus Repair & Engineering, Inc. in CURRENTS among
Hagerstown, Maryland; and secre- George Stratton your firm’s key
employees.
tary/treasurer, David Griffin of CPM
Engineering, Ltd. in Manchester, 2007-2008
England, UK. Chairman of the Board Inside This Issue
New Executive Committee Chairman Strattonʼs Message............ 2
The business meeting also marked Kevin Miller Surge Testing Of DC Motor And
the beginning of one-year terms on Vice Chairman Generator Armatures ....................... 3
the Executive Committee. Convention “Select Presentations”
In addition to the international Available........................................... 5
officers and Immediate Past Chairman 2007 Operating Performance
Art Anderson, serving on the Execu- Survey Results ................................. 6
tive Committee are: Sandi Howlett of Management Solutions ....................... 6
Ainsworth, Inc. in Toronto, Ontario, Thank You 2007 Convention
Canada; and Kevin Toor of Birclar Exhibitors......................................... 8
Electric & Electronics, LLC in Romu- Marketing Solutions......................... 10
lus, Michigan.
Also, Karsten Aleksander Mo- Meeting Spotlight.............................. 11
holt of Karsten Moholt in Bergen, David Griffin Chapter/Regional
Norway, began serving a three-year Secretary/ Meeting Dates ............................... 11
term as the new director for Region 9, Treasurer Five Valuable Seminars To Be
replacing David Griffin. Offered In 2007-2008 .................... 12
Plan To Attend EASAʼs 2007-2008
Seminars........................................ 12
Results Of 2007 Operating Performance Survey – See Page 6
Chairman Stratton: “Sharpen Your Edge” Selected As
Theme For 2007-2008 Administrative Year, Convention

ticipation and contribution to making company that my grandfather started in


the convention such a success. Be sure 1926, EASA is and has been a big part
to check out the list of exhibitors on of my family.
Page 8 in this issue of CURRENTS.
A New Theme…
Traditions Of A major duty of the
Excellence international
And chairman is
Service… to serve as an
Itʼs a very serious, “EASA ambas-
great and humbling honor sador.” I look
for me to serve as EASAʼs forward to visit-
chairman of the board ing many of your chapter
for 2007-2008. I look and regional events during the next
forward to continuing to serve the As- year and discussing with you what
By George Stratton sociation as your chief elected leader. I have chosen as the theme for the
Chairman of the Board I promise to do all I can to maintain 2007-2008 administrative year:
G.E. Jones Electric Co., Inc. and strive to improve the traditions of
Amarillo, Texas Sharpen Your Edge
excellence and service that have been
The convention in Minneapolis accomplished and nurtured by our This also will be the theme for
last month was a terrific success. I previous leaders. Iʼll work closely with next yearʼs convention in Dallas
offer many thanks to all those who the Board, our valued volunteers, and (June 22-24).
joined us for such an enjoyable and talented staff to advance the interests of My family has been in this business
educational event. the Association. for over 80 years, with my experience
I especially want to congratulate Many of you may not know that being 36 of those years. Being involved
Past Chairman Art Anderson for his Iʼm a third-generation EASAn. My with EASA most all of this time, I have
outstanding achievements and guid- grandfather, G.E. Jones, was the first noticed that many companies (includ-
ance with the “Leadership ◆ Vision president of the Southwestern Chapter ing some of my competitors that will
◆ Action” theme during the past year, of NISA, the National Industrial remain un-named) have prospered more
and of course at the convention. Art Service Association, which was the than others (Iʼm talking from experi-
and his wife Jan represented the As- forerunner of EASA. He later became ence here). Those successful ones,
sociation with distinction as they took the international president (chairman) as Iʼm sure many of you will agree,
this great message to chapters and re- of the Association in 1954-1955. have managed to Sharpen Their Edge
gions around the world. And they were by continuing to grow into areas that
outstanding hosts in Minneapolis. support their core businesses. I firmly
It’s a very serious, great
Congratulations, too, go to all the believe that for future viability and
and humbling honor for
others who helped make the conven- growth, EASA firms must diversify
me to serve as EASA’s
tion such a success. A special thank as those have (you know…when in
chairman of the board Rome).
you goes to all the volunteers who for 2007-2008. I look
helped make it run so smoothly. I also believe that EASA offers
forward to continuing to its members the very best oppor-
There were so many top-notch to serve the Association
education, networking, and enter- tunity to improve their businesses by
as your chief elected offering training and information for
tainment options, it was difficult to
leader. both themselves and their employees
choose among them. And the exhibi-
tion hall was packed with modern in those very important management
materials and high-tech equipment, My father, K.A. Stratton, served and technical areas. Iʼm convinced
gadgets, and gismos. There were 157 as president of EASAʼs Southwestern that EASA will continue to be a
exhibitors; 20 of them were first-time Chapter in 1972-73. So I guess you can
exhibitors. I thank them for their par- say EASA is in my blood. Just like the Continued On Page 5

2 EASA CURRENTS ■ www.easa.com


Surge Testing Of DC Motor And Generator Armatures

of the armature
winding, as shown
in Figure 1. The
surge pulse is sent
through one section
of the winding, and
then an equal pulse is
sent through another.
The setup has three
brushes, or probes.
One is common and
is positioned in the
middle of the other
two. The surge pulse
By Cyndi Nyberg
is sent from the
EASA Technical Support Specialist
common to each of
the outside probes. Figure 1. Armature surge test.
In the April 2007 issue of The waveforms
CURRENTS, we covered surge testing resulting from the two surge pulses
anomalies, specifically for AC windings. are then superimposed on an oscil-
The surge test can be used for DC loscope screen and, if they are equal,
windings as well. It can be a useful only a single trace appears. If a second
tool for evaluating armatures and some trace can be seen, as shown in Figure
DC fields. 2, there is some inequality in the two
A note of caution: If a winding does sections being tested. This would
not have a minimum insulation resis- indicate a winding fault such as a
tance per ANSI/EASA AR100-2006, it ground, short or open; or the winding
is not safe to apply an overpotential has unequal turns and the bars spanned Figure 2. Bad surge test pattern.
test (surge or high potential). need to be changed to obtain an equal
Some surge tester manufacturers
Surge testing shunt fields may number of turns across the span; or an
offer a high-current booster attachment
not provide meaningful results if the equalized armature does not have the
to drive the surge pulse through the ar-
surge pulse decays too quickly — if same number of equalizers in the two
mature windings. One manufacturerʼs
it dissipates through only the first few sections being compared.
surge tester has a capacitor in the back
hundred turns. To obtain a test voltage As stated above, the surge test sends
of the unit with a separate lead position
high enough to test every turn would a pulse from the common to the two
for testing armatures; that supplies the
require too high a voltage. That high outside probes. However, the surge pulse
required current for the test.
voltage would overstress the ground- also travels from the common all the
wall insulation. way around the armature (CW) to the Voltage Level
outside of the “left” probe, and from the The bar-to-bar test voltage for the
Surge Testing Armatures
common around in the opposite direction surge test should be about 350-500 volts
DC motor or generator armatures
(CCW) to the “right” probe. Although per bar. However, to avoid over-stressing
can be tested with a surge tester. Al-
the strength of the surge pulse will dis- the groundwall insulation, the maximum
though the winding of an armature is
sipate through the armature winding, total surge test voltage should be 1500
different than that of an AC stator or
a short in the armature will still show volts for armatures rated less than 500
wound rotor, it will still be symmetrical
up on the surge trace. To prove this, try volts, and 2000 volts for armatures rated
if the winding is good.
shorting two bars outside the area under 500 volts and above. The relatively high
Surge comparison testing of an
test; the trace will show a separation. voltage peak of the surge makes it quite
armature, similar to the high-frequency
bar-to-bar test, compares two sections Continued On Page 4

EASA CURRENTS ■ July 2007 3


Surge Testing Of DC Motor And Generator Armatures
Continued From Page 3

effective for probing the winding for only of the product of the distance
faults like cracked insulation or ther- between parallel plane electrodes. Further information on
mally degraded insulation or insufficient So how does this relate to surge testing of DC machines
voltage creepage clearances. testing? Stated a little differently, can be found in the
Paschenʼs Law means that an applied “Fundamentals of DC
Surge Comparison Test Example
voltage cannot bridge the gap of two Operation and Repair
Each set of bar-to-bar test probes
flat plates (i.e., shorted turns) with a Tips” manual, and in
must span an equal number of bars
certain gap between them until the several articles under
for a meaningful test. Otherwise the
voltage is raised above a minimum “Technical Articles” in
two compared sections will not be
level. This minimum is 350 volts per the “Members Only”
equal. Further, the total number of
turn. A surge test, at the proper voltage section of EASA’s Web
turns being compared must be equal.
level, is the testing method that can do site at www.easa.com.
If the armature has an unequal turn
this between the turns.
sequence, then the surge pattern in
the oscilloscope may show separa- Example:
tion. It may be necessary to adjust the For a 500-volt armature: is rotated slowly by hand, so that all
number of bars spanned to obtain a Surge test voltage = (2 x rated sections of the armature are compared
good pattern, as long as the minimum voltage) + 1000 = (2 x 500) + 1000 to the others.
voltage per turn is maintained. = 2000 volts
Series Fields And Interpoles
Also, when an armature is equal- This voltage applies to a new While the surge test may not be
ized, the sides under test must contain winding as well as one that has been a useful tool for evaluating shunt
an equal number of equalizers. In in service, since this is considered a fields, series fields and interpoles
either case (unequal turns or equaliz- non-destructive test. can be surge tested. The maximum
ers) the result is a pattern that changes Since we need to exceed Paschenʼs surge test voltage should not exceed
at regular intervals. Again, adjustment Law, determine the number of com- the AC high potential test voltage
of the number of spanned bars may be mutator bars spanned on each side of — twice the rated (armature) volt-
necessary. the test probes. The volts per bar will age plus 1000 volts for most DC
Paschen’s Law Requirements be the minimum 350 volts per turn, machines. Use the surge tester to
The test voltage must also meet divided by the number of turns in the compare each series field or inter-
the requirements of Paschenʼs Law winding. If the number of turns is not pole to the one on each side of it.
(i.e., at least 350 volts per turn) known, then assume that it has one That way, each one is tested twice.
without exceeding the test voltage for turn. Using our 2000 volts, and 350 If each pattern on the scope is iden-
the ground insulation. Paschenʼs Law volts per bar for a 1 turn coil: tical, then the fields or interpoles are
states that, at a constant temperature, 2000 volts 2000 volts not shorted.
= = 5.7
the breakdown voltage is a function Minimum volts per bar 350
Synchronous Rotors
Only 5 bars Depending on the number of
should be spanned turns in each rotor pole, the same
on each side of the issues arise with surge testing as
probes. Figure 3 would be present with shunt fields.
4 3 2 1 2 3 4 shows the setup for Further information on testing
5 5 this example. The of DC machines can be found in
surge pulse is sent the “Fundamentals of DC Opera-
from the center tion and Repair Tips” manual, and
through the 5 bars, in several articles under “Technical
and then through the Articles” in the “Members Only”
rest of the wind- section of EASAʼs Web site at
Figure 3. Armature surge comparison test. ing. The armature www.easa.com.

4 EASA CURRENTS ■ www.easa.com


Convention “Select Presentations” Available

A number of valuable papers and • Rewind Tips for 7kV and Higher
handouts were produced for the education – John Allen
sessions at EASAʼs 2007 Convention in • Sleeve Bearing Repair Tips
Minneapolis, and theyʼre available in a – Chuck Yung
handy compilation called “Select Presen- • Squirrel Cage Rotor Design
tations” on CD-ROM. – Joseph Hillhouse and
Order copies for yourself and your Richard Budzynski
employees using the enclosed form.
• Stator Core Repair and Testing
Now is the time to order while supplies
– Chuck Yung
last. Papers and/or slide presentations
included are: Management Presentations
Technical Presentations • Compensation Strategies
• Dealing with Shaft and Bearing – Michael Marks
Currents • Dealing with Difficult People
– Tom Bishop, P.E. – Bruce Christopher
• Infrared Thermography in the • Have Motors Become Too
Service Center and in the Field Efficient to Replace? • Creating Distinctive Value:
– Cyndi Nyberg – Kitt Butler Building Your Business from the
• Lubrication Technology and Com- • Help Avoid Lawsuits With Outside in
patibility Advance Documentation – Thomas Winninger
– David Slack – Austin Bonnett • Marketing With a Small
• NEMA MG 1-2006: Overview • Improving Profitability 101 (Miniscule?) Budget
and Recent Changes – Albert Bates, Ph.D. – Jerry Peerbolte
– Cyndi Nyberg • Lean Operations for the Service • Preparing for Your Customerʼs
• Perils and Pitfalls of Submersible Center Objections
Pump Repair – Marc Amato and Kevin Harris – Jerry Peerbolte
– Lev Nelik, Ph.D., P.E., APICS • Profitability Planning In-depth • Price Wars: Secrets to Beating the
• Pump-Motor-VFD Issues – Albert Bates, Ph.D. Price Wars Without Destroying
– Lev Nelik, Ph.D., P.E., APICS Profits
Marketing & Sales Presentations
• Repair/Replace: What to Do – Thomas Winninger
• Coordinating Inside/Outside Sales
When the Decision is to Replace for Best Results
– Tom Bishop, P.E. – Mark Freundschuh

Chairman Stratton
Continued From Page 2
Convention In Minneapolis Marks Beginning Of
2007-2008 Terms For Officers, Executive Committee huge benefit to its membership by
Continued From Page 1 helping Sharpen Your Edge over their
competition.
Meanwhile, Iʼm here to be your
of and coordinator of the Technical Stratton and his wife, Linda, have sounding board for a year. I would
Education Committee. two daughters, Christina and Kimberly; like to hear from you. Iʼm in the EASA
He served as international secre- and four grandchildren. Yearbook, listed on the Web site, or
tary/treasurer for 2005-2006 and vice you can contact me through EASA.
chairman for 2006-2007. I will always appreciate your input.
Until next month…

EASA CURRENTS ■ July 2007 5


2007 Operating Performance Survey Results:
Who Produces High Profit And Why?
Understanding The Three Key Profit Variables
Operating Performance Survey.) This would give the high-profit firm
an annual profit advantage of $229,923.
What High Profit Means
However, this does not tell the entire
The typical firm in the bench-
story. The high-profit company has more
marking survey is the firm exactly
money available to invest in additional
in the middle of all firms in terms
assets. If the additional assets are chosen
of its financial results. That is, half
properly, they will support higher sales.
of the companies will perform
On those higher sales, the firm can then
better than the typical one and half
produce even higher profits. It is a cycle
will perform worse. To a certain
that allows the high-profit companies to
extent, typical can be thought of as
move well ahead of the typical ones. Over
“good enough.” After all, the firm
time, the typical firm reaches the point
is performing as well as half of the
By Dr. Al Bates, President where it simply canʼt catch up.
firms. In reality, though, typical is
The Profit Planning Group simply not good enough. How To Get There
Boulder, Colorado The typical EASA firm generates Reaching high-profit performance is
The just completed 2007 EASA sales of $3,832,050. On that sales a matter of identifying what is impor-
Operating Performance Report base, it produces a pre-tax profit tant and developing a plan to do better
provides the most comprehensive set of $180,106. This means the firm on those factors. In common parlance,
of benchmarks available on financial produces a profit margin of 4.7% of the items that are important are called
performance in the industry. The re- sales. Stated somewhat differently, the critical profit variables (CPVs). The
port suggests that there continue to be each $1.00 of sales results in 4.7 CPVs are outlined in Exhibit 1 with spe-
major differences between the typical cents of profit. cific information on the results produced
firm and the high-profit firm. The The high-profit EASA company by both the typical and high-profit firm.
differences are significant for both generates a profit margin of 10.7%. When considering Exhibit 1, it is
planning and control purposes. (The This means that with the same sales important to note that no single business
following is based on responses from base, the high-profit organization Continued On Page 7
133 participants in the EASA 2007 would produce $410,029 in profit.

Management Solutions: Reports Distributed

By Dan Parsons, Chair detailed financial results based on of the Operating Performance Report.
Management Services Committee income statement, balance sheet, Itʼs an outstanding value and is a great
A.C. Electric Corp. and operating data of 133 EASA benefit of EASA membership. For those
Auburn, Maine firms that participated. who participated in the survey, but didnʼt
It was distributed free to partici- order a customized Profit Improvement
Results of the 2007 EASA pants. (The survey was disturbed to Profile, you can still order a copy.
Operating Performance Report were all EASA Active members earlier And order form is enclosed with this
distributed in a comprehensive report this year.) issue of CURRENTS.
to participants in June. The Operat- Those who didnʼt participate in
ing Performance Report contains the survey can still purchase a copy

6 EASA CURRENTS ■ www.easa.com


2007 Operating Performance Survey Results: Who Produces High
Profit And Why? Understanding The Three Key Profit Variables
Continued From Page 6

cally, it measures how effective the


Exhibit 1 firm is in using the employee base.
The Critical Profit Variables One of the major challenges faced
Typical High-Profit by firms in recent years has been
Firm Firm an expansion of the services pro-
vided to customers. Unfortunately,
Net Sales $3,832,050 $3,832,050 this increase in service, which also
Profit Before Taxes $180,106 $410,029 increases payroll costs, has not
necessarily resulted in higher sales
Sales Growth 7.6% 9.5% volumes. Of all the CPVs, the ratio
Gross Margin 41.8% 44.6% of sales per employee is probably
Sales per Employee $150,177 $179,157 the most difficult to bring back into
line.
Non-Payroll Expenses 14.7% 13.9%
Firms that can control sales growth,
Inventory Turnover (times) 5.6 6.9 gross margin and payroll are much more
Average Collection Period (days) 48.3 48.9 likely to generate high profits than those
that do not. The other CPVs represent
opportunities to fine-tune the business.
produces superior results on every continues to be one of the ma- They are important, but are secondary to
single CPV. The successful firms are jor determinants of profitability. the big three identified above.
those that can combine the CPVs in While the high-profit firm does • Non-Payroll Expenses—In analyz-
a way that maximizes overall profit- not necessarily have a higher gross ing non-payroll expenses, companies
ability. margin every year, it consistently typically measure them as a percent
All of the CPVs have the potential to has a higher gross margin over the of sales. In most instances, non-
be important for any given firm. How- long term. The pressures on gross payroll expenses need only minor
ever, in industry after industry, three margin, from both suppliers and adjustments. Unfortunately, there are
factors stand out as being the most customers, are not going to dimin- numerous areas within the firm that
important. These are sales growth, ish. However, financial success need to be examined. Controlling
gross margin and payroll expenses. necessitates producing small sys- non-payroll expenses will probably
Firms that can successfully control tematic improvements in the gross always involve examining every
these items have a major financial margin percentage every year. expense category with the hope of
advantage. • Payroll Expenses—Payroll is by making modest improvements in a
• Sales Growth—Rapid sales far the most important expense number of different areas.
growth is not a requirement for factor, which means that control- • Inventory Turnover—The rate of
driving higher profits. However, it ling payroll is essential to con- inventory turnover has a dramatic
is absolutely essential to generate trolling expenses. In recent years impact on cash flow. As a result, it
at least moderate growth. Moder- payroll has replaced gross margin has been a major area of concern
ate is, of course, a subjective term. as the single most important driver for the last several years. It was
At a minimum, the firm should be of profitability as payroll expenses, suggested above that firms need to
able to increase its sales at least as especially fringe benefits, have generate at least a modest rate of
fast as operating expenses increase. increased relentlessly. sales growth. If that growth is to be
Ideally, it should target sales in- One of the best ratios available maintained without running out of
creases somewhere between one to to evaluate payroll is Sales per cash, then inventory turnover must
two percentage points faster than Employee. Computationally, this be improved, at least slightly. For
operating expenses. is simply net sales divided by most businesses that slight increase
• Gross Margin—The ability to the total number of full-time (or
generate an adequate gross margin equivalent) employees. Strategi- Continued On Page 10

EASA CURRENTS ■ July 2007 7


24/7 Systems, Inc. Firetrace International * Precision Electric Coil/Precision
* A.A. Rotating Apparatus, LLC Force Control Industries, Inc. Rotor Services
* A.O. Smith Fratec Insulation Tapes Precision Electric Motor Sales
* ABB, Inc. * Fulmer Co./Perma-Cast PRPSoft, LLC
Add Sales * Fusion Babbitting Co., Inc. PRS Solutions Pvt. Ltd.
** Advanced Coil Technologies * Garlock Klozure Pumping Machinery, LLC
* AEMC Instruments * GE Commercial Motors by Pumps & Systems Magazine
Alignment Supplies, Inc. Regal-Beloit Ram Seal, Inc.
** American Babbitt Bearing, Inc. * GE Motors & Controls * Rea Magnet Wire Co., Inc.
* American Rotor Co., LLC Gillette Generators * Regal-Beloit Corp.
Amtech Research Labs, Inc. * Guspro, Inc. RENCO Encoders, Inc.
* Application Computer Systems, Inc. * Helwig Carbon Products, Inc. Revere Control Systems
ARCO Electric Products * Henkel (Loctite) Corp. Rogers Equipment Sales
* Asheville-Schoonmaker Mica Co. * ICC International * S&W Wire
Avtron Manufacturing, Inc. * Industrial Engineering & * Samatic Winding Co., Div of
Bad Dog Specialty & Multi-Purpose Machine Corp. Jenlor Ltd.
Tools Infrared Cameras, Inc. Schaefer Ventilation Equipment
* Baker Instrument Co. * Inpro/Seal Co. Shaver-Kudell Mfg., Inc.
* Baldor Electric Co. Isovolta, Inc./USSamica * Schenck Balancing & Diagnostic
** Bangalore Coil Manufacturing Co. ** Jasper Electric Motors, Inc./New Systems
* Barks Publications, Inc. Core, Inc. * Schunk Graphite Technology
(Electrical Apparatus Magazine) ** Jenkins Electric Co./AW Seal Distributors/PAC-Seal
* Bartlett Bearing Co., Inc. Dynamometer SEIPP Electical Motor Repair
BEI Technologies * John C. Dolph Co. Supply Co.
Benshaw, Inc. ** Kencoil SEMC-Ultimate Motor/Weiteli
* Bortech Corp. * Lafert North America * Siemens Energy & Automation
* Brook Crompton-North America * Laser Laminations, Inc. * SKF USA, Inc.
* Carbone of America * Laser Technologies, Inc. * Southern Electric Coil, LLC
* CEG Electric Motors N.A. * LEESON Electric/Lincoln Motors * Sprecher + Schuh
* CERUS Industrial * LEXSECO/IRD Balancing * Spring Point Solutions, LLC
* Cincinnati Babbitt, Inc. Liquid Development Co. ** Stanley Electric Motor Co., Inc.
* Coil Manufacturing, Inc. LUBCON Turmo Lubrication, Inc. STAR Technology, Inc.
Coil Winding International Ltd. * Ludeca, Inc. * Stearns Div., Rexnord Corp.
* Commtest, Inc. ** Magna Products Corp. * Steelman Industries, Inc.
Condumex Inc. * Marathon Electric * Stimple & Ward Co.
Custom Materials, Inc. * Martindale Electric Co. * Swiger Coil Systems
Cutsforth Products, Inc. * Midpoint Bearing * Tatung Electric Co. of America,
* Danaher Sensors & Controls Minco Products, Inc. Inc.
* Dings Co., Dynamics Group Mindong Yanan Electrical * TECO-Westinghouse Motor Co.
** Dowding & Mills PLC Machine Co., Ltd. * The Electric Materials Co.
* DuPont Co. Mitchell Electronics, Inc. * The P.D. George Co./ALTANA
Dynamics Research Corp. * MM&M Electrical Supply/ TORSPEC International, Inc.
Dynamis The Gund Co. * Toshiba International Corp.
* Dynapar Motor Decisions Matter U.S. Seal Mfg.
EASA Products & Services Motortronics ** Universal Coil Mfg., LLC
* EIS, Inc. * Nachi America, Bearing Div. Vaughen’s Price Publishing Co.,
* ELANTAS PDG, Inc. * National Electrical Carbon Inc.
* Electric Coil Service, Inc. Nexans Magnet Wire VibrAlign, Inc.
Electrical Diagnostic Innovations * Ningbo JingYi Miniature * Von Roll USA, Inc.
Electrical Fiber Systems Axle Co., Ltd. * WEG Electric Motors Corp.
Electro-Mec Products, Inc. NTN Bearing Corp. Western Filament
* Electro Static Technology-ITW O.G. Bell Co. WorldWide Electric Corp.
Electrophysics Palmer/Wahl Instruments WorldWide Electric Corp.-Motor
* Elektrim Motors Parker Hannifin Seals Controls Div.
* Emerson Motor Technologies * PdMA Corp. *** Xcel Energy
EMOTRON Inc. * Phenix Technologies, Inc. Yellow Transportation
* Encoder Products Co. * Pollution Control Products
ENECON Corp. * Port City Cabinet Works, Inc.
* Essex Brownell-Superior Essex Posi Lock Puller, Inc. * Associate Member
EZ-2 Sealing Technology Powerohm Resistors, Inc. ** Active Member
FASCO Motors Precise Power Corp. *** Allied Member

8 EASA CURRENTS ■ www.easa.com


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How To Wind Three-Phase Stators
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EASA’s new CD-ROM-based interac-


tive tool teaches how to wind in a
richly detailed, step-by-step approach. “This new EASA product is a “must have” for
It includes narrative, animations and all motor service centers that rewind three-
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comprehension. being a great teaching tool for the appren-
“Simply put, I believe this is the tice, it is also a comprehensive resource for
best learning tool ever produced by the experienced winder.”
EASA. I think it addresses one of our Ken Gralow
Gray Electric Co.
most fundamental needs.” Schenectady, New York
Kevin Toor Technical Education Committee Member
Birclar Electric & Electronics, LLC
Romulus, Michigan See the enclosed form to order your copy!
Technical Education Committee Member

Five Valuable Seminars To Be Offered In 2007-2008

EASAʼs lineup of seminars for of a centrifugal pump, as well as valu- “Principles of Large AC Motors”
2007-2008 (see schedule on Page 12) able insights, shortcuts and methods. covers horizontal and vertical squir-
features the following: “Root Cause Failure Analysis” rel-case induction motors in the 300
“Fundamentals of DC Op- focuses on common as well as un- to 5,000 horsepower range, low and
eration & Repair Tips” covers DC usual types of failures broken down medium voltage; most of the princi-
machine theory and operation, as well by motor components. The seminar ples apply to other sizes as well. The
as repair tips. Topics include testing is intended for anyone interested in material is relevant to North Ameri-
and winding of armatures, fields, in- understanding motor failures, and can and international standards.
terpoles and compensating windings, those who want to serve customers by “Mechanical Repair Fundamen-
machine work, balancing, assembly addressing the cause of failure rather tals of Electric Motors” addresses the
and final testing. The theory portion than the symptom. Each attendee will basic mechanical aspects of motor repair.
is structured so that it can be grasped receive an extensive resource manual Discussion will cover basic materials
by entry-level personnel, while the and CD-ROM containing photos of a and their characteristics, the loading and
overall material is in-depth enough wide range of failures, with the likely stresses involved, the most common
so that those with 30 years or more causes listed, and a clear methodol- failure modes and patterns along with
experience will benefit. ogy for confirming the probable cause recommended repair practices as they
“Centrifugal Pump Repair” in- of each failure. relate to applications.
cludes actual teardown and assembly

EASA CURRENTS ■ July 2007 9


Marketing Solutions: “The Habit Of Selling™”
Seminar Scheduled October 2-4 In Dayton, Ohio

EASA and the Association Education attend together. The training will be pre- the seminar, go to EASAʼs Web site
Alliance (AEA) are working together sented by Don Buttrey of Sales Profes- and open “The Habit of Selling” icon.
once again to bring you “The Habit of sional Training, LLC. If you have questions, call EASA
Selling.” The 2 1/2 day seminar is sched- To register, call the AEA directly at (314) 993-2220 or e-mail at
uled October 2-4 in Dayton, Ohio. at 410-263-1014 or complete the easainfo@easa.com.
The highly rated seminar is designed enclosed form and fax it to the AEA at
for salespeople and sales managers to 410-263-1659. To find out more about

EASA is a
New Active Members Co-Sponsor of:
EASA welcomes the following companies,
which became Active members within the past year.

Electrical South Statewide Motor Rewind Co. P/L


235 Burgess Road 31 Hoskins Road
Greensboro, NC 27409 Landsdale, W.A. 6065
Rep: Michael A. McCammant Australia
Phone: 336-668-4848 Rep: Paul Faint
Fax: 336-668-4878 Phone: 61-8-9309-2877
E-mail: mmccammant@bellsouth.com Fax: 61-8-9309-1552
E-mail: paul@smrcpl.com.au
Motair Inc.
3158 Industriel Billy Baker Electric
Laval, PQ H7L 4P7 1311 Azalea
Canada Walnut Ridge, AR 72476
Rep: Jean-Francois Duguay Rep: Billy Baker
Phone: 450-668-2666 Phone: 870-886-7698
Fax: 450-668-2656 E-mail: bllybkr@yahoo.com
E-mail: gerry@motair.ca Continued On Page 11

2007 Operating Performance Survey Results


Continued From Page 7

in turnover will be enough to ensure In reviewing the EASA CPVs in


financial integrity. What the high-profit firm Exhibit 1 it should be remembered
• Average Collection Period—Like does is put together a that the high-profit company is far
inventory turnover, the average col- set of CPVs that results from perfect. Individual firms may
lection period (sometimes called the in greater profitability. far outperform the high-profit firm on
days sales outstanding) has more of It is a pattern that every individual factors. What the high-profit
an impact on cash flow than on profit- firm should use as a role firm does is put together a set of CPVs
ability. It also usually proves to be a model. that results in greater profitability. It is
very difficult ratio to improve. For a pattern that every firm should use as
most firms, a realistic goal is to main- a role model.
tain performance at existing levels.

10 EASA CURRENTS ■ www.easa.com


Meeting Spotlight
Highlights Of Upcoming EASA Chapter/Regional Events

Australasian Chapter Region 1 Region 6


• September 14-16 • September 20-22 • October 18-20
• Port Stephens, Newcastle NSW • “Historic” Gettysburg, Pennsylvania • Tucson, Arizona
• Contact Kathleen Wojcicki at • Contact Ed • Contact Diane Werling at
61-2-4983-1800 Crumbock at 972-939-8588 or see
302-678-0400 www.easasouthwest.com
Ontario Chapter or Ken Gralow
• September 7-8 at 518-355-9000 Region 7
• Deerhurst Resort • September 6-8
Huntsville, Ontario, Canada Region 2 • Harrahʼs
• October 11-13 Reno, Nevada
• Contact Gerry Siemon at 519-439-
9748 or see www.easaontario.ca • King and Prince • Contact Steve Skenzick at
Beach & Golf 541-673-3162 or Darold Winn at
Western Canada Resort 916-422-7493; see www.easa7.org
• September 21-23 St. Simonʼs Island, Georgia
• Hotel Grand Pacific • Contact Ray Paden at 404-472-1307 Region 9
Victoria, British Columbia, Canada or see www.easasoutheast.org • October 4-6
• Contact Eddie Sandboe at • Venice, Italy
Region 4
780-532-5900 or see • September 27-29 • Contact Brian Gibbon at 44-121-
www.easawesterncanada.com 353-7865; see www.easa9.org
• Birmingham, Alabama
• Contact Linda McLaughlin at
636-343-9700

New Active Members


Continued From Page 10

Jim’s Electric, Inc. VeeArc LLC Electric Motors Corp.


1400 E. Poplar St. P.O. Box 186 509 S.E. 6th St.
Deming, NM 88030 Joliet, IL 60451 Des Moines, IA 50309
Rep: Jimmy G. Payne Rep: Kent B. Wegley Rep: Samuel C. Ware
Phone: 505-546-3005 Phone: 800-292-1220 Phone: 515-243-3824
Fax: 505-546-9314 Fax: 815-724-2375 Fax: 515-243-3825
E-mail: jimmys@zianet.com E-mail: kwegley@veearcdrives.com E-mail: stanleycl@hotmail.com

Chapter/Regional Meeting Dates


July September October
Central District .................. 10 Australasian .................. 14-16 Region 2 ........................ 11-13
North Central ................ 13-15 Region 6 ........................ 18-20
Ontario .............................. 7-8 Region 9 ............................ 4-7
Get the most from your Region 1 ........................ 20-22
membership. November
Region 4 ........................ 27-29
Attend your next chapter Region 7 .......................... 7-10 Central District .................. 24
or regional meeting. Tri-State ............................. 18
Western Canada ............ 21-23

EASA CURRENTS ■ July 2007 11


Technical Support Specialist Cyndi Nyberg Resigns

Techni- gineering in support of modifications other associations, utilities, govern-


cal Support to reactor systems, provide technical mental agencies and end-users. In fact,
Specialist support for electrical maintenance Nyberg made two presentations in late
Cyndi Ny- activities, and conduct performance June to the IEEE Pulp and Paper Con-
berg, who analysis of reactor systems. ference in Williamsburg, Virginia.
has been
Service To Members Next Phase In Career
with EASA
In her years with EASA, Nyberg has “Cyndi has been a valuable, highly
for nearly 8
become well-known to many members professional asset to the Association and
years, has
who call Headquarters for technical has helped many members with techni-
resigned to
support. She also has taught a number cal assistance,” said Linda Raynes, CAE,
join another Cyndi Nyberg
of EASA seminars and has written tech- EASA President & CEO. “She has done
organiza-
nical articles for CURRENTS (such as a great job for our members. While we
tion. Her last day at EASA Headquarters
the one on Page 3 in this issue), as well are sad to say good-bye, we are proud
will be July 13.
as the trade press. to have had Cyndi on our team and
In her new position, Nyberg will
In addition, she occasionally made absolutely wish her the very best as she
be an electrical engineer for a U.S.
presentations (as do Technical Sup- begins this next phase of her career.”
Department of Energy contractor
port Specialists Tom Bishop, P.E., and Before joining EASA in 1999,
(UT-Battelle) and will work in the
Chuck Yung) representing EASA and Nyberg worked at Emerson Electric in
nuclear research division at Oak Ridge
its members before other organiza- St. Louis as an applications engineer in
National Laboratory near Knoxville,
tions. These include industry groups, the commercial division.
Tennessee. She will perform design en-

Plan To Attend EASA’s 2007-2008 Seminars


Dates Seminar City
October 5-6, 2007 Fundamentals of DC Operation & Repair Tips Atlanta, GA
October 19-20, 2007 Centrifugal Pump Repair Chicago, IL
January. 25-26, 2008 Root Cause Failure Analysis St. Louis, MO
April 18-19, 2008 Principles of Large AC Motors Pittsburgh, PA
May 2-3, 2008 Mechanical Repair Fundamentals Nashville, TN

Published monthly by the Electrical Apparatus Service Association, Inc.


for the EASA membership. News items, questions, features, photo-
graphs or comments for publication should be submitted to:

1331 Baur Blvd. ■ St. Louis, MO 63132


314-993-2220 ■ Fax: 314-993-1269
www.easa.com
Editor: Randy D. Joslin
rjoslin@easa.com
Extra subscriptions available to members for $15.00 per year. Non-member price is $45.00.
© 2007. Electrical Apparatus Service Association, Inc. All rights reserved.

12 EASA CURRENTS ■ www.easa.com


Order Your Copy Of This Valuable New Training Tool!

Self-Paced, Interactive Training for Stators 600 Volts or Less


This valuable new CD-ROM-based interactive learning tool is ideal for training your
novice(s). Even experienced winders will learn from it. The CD teaches how to wind in a
richly detailed, step-by-step approach. It includes narrative, animations and video clips, with
tests to assess student comprehension. The training is divided into 13 lessons from “Taking
Data,” to “Winding Insulation and Coil Insertion” to “Winding Treatment.” Features include “Pro
Tips” and “Drill Downs” which are designed to enhance the learning experience and assure
that even your most experienced technician will learn from this product.
System Requirements*
The Lessons Operating System Windows Mac
Version 2000/XP 10.3.9 or later
1. Taking Data 9. Internal Connections
Processor 1.5 GHz Intel Pentium class or better 1 GHz G4 processor or better
2. Core Testing 10. Lacing and Bracing
Available Memory 512 MB of RAM At least 256 MB of RAM
3. Coil Cutoff of Windings
Hard Drive Approx. 700 MB free space Approx. 700 MB free space
4. Burnout Procedures 11. Inspection of Untreated
Sound Card w/Speakers 16 bit 16 bit
5. Winding Stripping Windings
Video 64 MB or greater video card 16 MB of video RAM
Procedures 12. Testing Untreated and
Apple Quicktime** Version 7 Version 7
6. Core Preparation Treated Windings
7. Coil Making Adobe Reader*** Version 5 or newer Version 5 or newer
13. Winding Treatment
*System requirements based on those required by Apple QuickTime. ** Free download from www.apple.com. Not supplied
8. Winding Insulation on CD-ROM. ***Free download from www.adobe.com. Not supplied on CD-ROM.
and Coil Insertion
Please Return Entire Form
Please send ____copies* of How To Wind Three-Phase Stators (Windows).
Please send ____copies* of How To Wind Three-Phase Stators (Mac).
Prices: $295** EASA Active, Allied and Associate Members; $1,295 for Nonmembers.
* CD-ROM May Be Loaded on Multiple Computers at Location from Which Ordered. For Other Locations, You Must Order Additional Copies.
** After December 31, 2007, Price Increases to $395 for Members; and $1,295 for Nonmembers.

Method of Payment Total Amount Enclosed


 Enclosed is my check for $ ____________ (U.S. Funds)* $
 Please charge $ ________________ to  MasterCard  VISA  AM Express
Credit Card Number
Cardholder Name
Expiration Date
Address City
Month Year State Zip Country

Company _________________________________________________________________________________________________________________
Address _________________________________________________________________________________________________________________
City/State/Prov. _ ______________________________________ Zip ___________________ Country ________________________________________
Telephone ( ) _ ________________________________________ Fax ( ) ______________________________________________________
Ordered By _ ___________________________________________ Title _ ______________________________________________________________
Web site _________________________________ Co. E-mail __________________________ Your E-mail _ ____________________________________
* Prices effective 7/1/07 and include shipping in the U.S. only. Missouri residents add 7.575% sales tax. Orders received without payment are subject to a $2.00 service charge. Items sold off the North American
continent (including Hawaii and Puerto Rico) are sold F.O.B. St. Louis, with air shipping charge, plus insurance charge (if required) added to the invoice. Such purchasers agree to pay air freight, plus insurance
charge (if required). Payable in U.S. funds only. No refunds; exchanges only on such products determined by EASA to be defective. All items and prices subject to change without prior notice. If paying by bank wire,
add $25 fee to total (or you will be invoiced for such).

ELECTRICAL APPARATUS SERVICE ASSOCIATION, INC.


1331 Baur Blvd. • St. Louis, MO 63132-1986 • 314-993-2220 • Fax: 314-993-1269 • www.easa.com
Reliable Solutions Today!
Version0707
A number of valuable papers and handouts were Management
produced for the education sessions at EASA’s 2007 Con- Presentations
vention in Minneapolis, and they’re available in a handy • Compensation Strategies
compilation called “Select Presentations” on CD-ROM. – Michael Marks
Papers and/or slide presentations included are: • Dealing with Difficult People – Bruce Christopher
Technical Presentations • Have Motors Become Too Efficient to Replace?
• Dealing with Shaft and Bearing Currents – Kitt Butler
– Tom Bishop, P.E. • Help Avoid Lawsuits With Advance Documentation
• Infrared Thermography in the Service Center and – Austin Bonnett
in the Field – Cyndi Nyberg • Improving Profitability 101 – Albert Bates, Ph.D.
• Lubrication Technology and Compatibility • Lean Operations for the Service Center
– David Slack – Marc Amato and Kevin Harris
• NEMA MG 1-2006: Overview and Recent Changes • Profitability Planning In-depth – Albert Bates, Ph.D.
– Cyndi Nyberg Marketing & Sales Presentations
• Perils and Pitfalls of Submersible Pump Repair • Coordinating Inside/Outside Sales for Best Results
– Lev Nelik, Ph.D., P.E., APICS – Mark Freundschuh
• Pump-Motor-VFD Issues – Lev Nelik, Ph.D., P.E., APICS • Creating Distinctive Value: Building Your Business
• Repair/Replace: What to Do When the from the Outside in – Thomas Winninger
Decision is to Replace – Tom Bishop, P.E. • Marketing With a Small (Miniscule?) Budget
• Rewind Tips for 7kV and Higher – John Allen – Jerry Peerbolte
• Sleeve Bearing Repair Tips – Chuck Yung • Preparing for Your Customer’s Objections
• Squirrel Cage Rotor Design – Jerry Peerbolte
– Joseph Hillhouse and Richard Budzynski • Price Wars: Secrets to Beating the Price Wars
• Stator Core Repair and Testing – Chuck Yung Without Destroying Profits – Thomas Winninger

Please send _______ copies of “Select Presentations” on CD-ROM at $30 (U.S.) each (Active, Associate). (Privileged/Honorary is $60; Nonmember is $90.)

Method of Payment Total Amount Enclosed


 Enclosed is my check for $ ____________ (U.S. Funds)*
 Please charge $ ________________ to  MasterCard  VISA  AM Express $
Credit Card Number Expiration Date Cardholder Name

__________________________ ________ Address City


Month Year State Zip Country

Company _____________________________________________________________________________________________
Address ______________________________________________________________________________________________
City/State/Prov. _____________________________Zip _______________ Country __________________________________
Telephone ( ) ____________________________ Fax ( ) ______________________________________________
Ordered By _______________________________ Title ________________________________________________________
Web site ___________________________ Co. E-mail ______________________ Your E-mail ___________________________
* Prices effective 7/1/07 and include taxes and shipping in the U.S. only. Missouri residents add 7.575% sales tax. Note: Minimum order is $10. Orders received without payment are subject to a $2.00 service charge.
Items sold off the North American continent (including Hawaii and Puerto Rico) are sold F.O.B. St. Louis, with air shipping charge, plus insurance charge (if required) added to the invoice. Such purchasers agree to pay
air freight, plus insurance charge (if required). Payable in U.S. funds only. No refunds or exchanges after 90 days. All items and prices subject to change without prior notice. Credit Card orders from nonmembers must
total at least $50; otherwise, payment must be made by check prior to shipment. If paying by bank wire, add $25 to total (or you will be invoiced for such).
AL APPA
RIC R
ELECTRICAL APPARATUS SERVICE ASSOCIATION, INC.
T

AT
ELEC

US

EA SA 1331 Baur Blvd. • St. Louis, MO 63132-1986 • 314-993-2220 • Fax 314-993-1269 • www.easa.com
SER

ON

IC
TI
V

E
A SS O CI
A Reliable Solutions Today!
Version707BP-30C
Plan A Strategy For Higher Profits
Using The 2007 OPERATING
PERFORMANCE REPORT
Order your copy of this valuable report based Report Available
on input from other EASA members! (Survey For EASA
participants already have received their copy.) Members Only

Use results of the recent EASA financial results based on income


Operating Performance Survey to statement, balance sheet, and operat- you participated, but didn’t order the
find out how you, too, can become a ing data of 145 EASA firms that optional Profit Improvement Profile,
“high profit” EASA firm. The 2007 participated in the survey. you can still order this useful manage-
EASA Operating Performance Order your copy of the Operating ment tool. This personalized report
Report provides the most comprehen- Performance Report using the form compares your firm (if you participated
sive set of benchmarks available on below. in the 2007 survey) with similar firms
financial performance in the industry. Survey participants have already and includes suggestions for improving
The report contains detailed received a copy of the industry report. If your firm’s profitability.
Please Return Entire Form

 Non-Participant Cost for the 2007 Operating Performance Report is $125. (Delivered by e-mailed PDF.)
 Non-Participant Cost for a Printed Copy of the 2007 Operating Performance Report is $150.
 Participant Cost for the Profit Improvement Profile is $125 (Delivered from the Profit Planning Group by e-mailed PDF.)
__________ I did not participate in the survey but still want to order a copy of the 2007 Operating Performance Report to be sent
by e-mail in PDF form. My e-mail address is _______________________________________________________
__________ I participated in the survey and I want to order a copy of the Profit Improvement Profile.
My email address is _________________________________________________________________________
__________ I prefer a printed copy of the report checked above. (*See note below for additional shipping costs outside the USA.)

Method of Payment  ¨



 
 ¨

Total Amount Enclosed


 Enclosed is my check for $ ____________ (U.S. Funds)*
¨

$
 Please charge $ ________________ to  MasterCard  VISA  AM Express
Cardholder Name ____________________________________________
Credit Card Number Expiration Date
Address _________________________ City ______________________
Month Year State ____________ Zip _________ Country _______________________

Company ______________________________________________________________________________________________
Address ______________________________________________________________________________________________
City/State/Prov. _______________________________ Zip _______________ Country __________________________________
Telephone ( _______ ) __________________________ Fax ( ________ ) ___________________________________________
Ordered By _________________________________ Title ________________________________________________________
Web site _____________________________ Co. E-mail ______________________ Your E-mail __________________________
* Prices effective 7/1/07 and include taxes and shipping in the U.S. only. Missouri residents add 7.575% sales tax. Note: Minimum order is $10. Orders received without payment are subject
to a $2.00 service charge. Items sold off the North American continent (including Hawaii and Puerto Rico) are sold F.O.B. St. Louis, with air shipping charge, plus insurance charge (if
required) added to the invoice. Such purchasers agree to pay air freight, plus insurance charge (if required). Payable in U.S. funds only. No refunds or exchanges after 90 days. All items
and prices subject to change without prior notice. Credit Card orders from nonmembers must total at least $50; otherwise, payment must be made by check prior to shipment.

ELECTRICAL APPARATUS SERVICE ASSOCIATION, INC.


1331 Baur Blvd. • St. Louis, MO 63132-1986 • 314-993-2220 • Fax: 314-993-1269 • www.easa.com
Reliable Solutions Today!
Version707DP-30C
The Habit of Selling ™ October 2-4, 2007 Doubletree Guest Suites, Dayton, Ohio
High Energy Sales Training Seminar presented by Don Buttrey,
Sales Professional Training

Interactive Sales Training Seminar


Just like professional athletes, sales Learn & Network with a Variety of Industry Distributors
professionals require ongoing practice and
training in order to succeed. Sales managers American Supply Association NAED Education & Research Foundation
who understand this critical concept believe American Veterinary Distributors Association National Association of Chemical Distributors
in providing their salespeople with Associated Equipment Distributors National Electronic Distributors Association
opportunities to acquire new skills, increase Association for High Technology Distribution National Fasteners Distributors Association
productivity and reach their goals. Aviation Distributors & Manufacturers Assoc. North American Assoc. of Floor Covering Distributors
Network with Distributor Sales Bearing Specialist Association North American Building Material Distribution Assoc.
People from Other Industries Canadian Institute of Plumbing & Heating North American Horticultural Supply Assoc.
EASA is co-sponsoring this sales training Electrical Apparatus Service Association North American Wholesale Lumber Association
event with the Association Education Electro-Federation Canada Northamerican Independent Representatives
Alliance (AEA), a group of distributor Fluid Power Distributors Association NPTA Alliance
associations that work together to provide Food Industry Suppliers Association Outdoor Power Equipment & Engine Service Assoc.
training and networking opportunities for Food Equipmment Distributors Association Pet Industry Distributors Association
its distributor members. (See list at right.)
Gases and Welding Distributors Association Petroleum Equipment Institute
What Will You Learn? Health Industry Distributors Association Power Transmission Distributors Association
 Active listening Heating Airconditioning & Refrigeration Distributors Safety Equipment Distributors Association
 Benefit selling Independent Sealing Distributors Security Hardware Distributors Association
 How to sell the value-added of
Industrial Supply Association Specialty Tools and Fasteners Distributors Assoc.
your service center
International Association of Plastic Distrib. Textile Care Allied Trades Association
 Overcoming price sensitivity
International Sanitary Supply Association The Association for Hose & Accessories Distribution
 Pre-call planning
 Presentation skills Lawn & Garden Marketing & Distribution Assoc. Waste Equipment Technology Association
 Methodology to answer objections Material Hdlg. Equipment Distributors Assoc. Wholesale Florist & Floral Supply Association
 Closing techniques
 Actual practice using role-playing
 And so much more!
See www.easa.com for more information on this seminar.
Please return entire form

Register Today for “The Habit of Selling™”


$895 per person: Includes 2 1/2 days of training, take-home material, most meals
(Please print or type.) * Use separate sheet for additional registrations.

Register Directly With AEA – Fax to 410-263-1659

#1. Name & Title __________________________________________________ E-mail __________________________________________________


#2. Name & Title __________________________________________________ E-mail __________________________________________________
Company ________________________________________________________ Address _________________________________________________
City/State/Prov. ____________________________________________________ Zip ______________ Country ________________________________
Telephone (____________) __________________________________________ Fax (__________) _________________________________________

Method of Payment
 Invoice Company  Check by Mail  Visa  MasterCard  American Express
Verification Code__________
Account Number ____________________________ Cardholder Name______________________________ Expiration Date___________
Address of Cardholder _______________________________________ Cardholder Signature __________________________________
(Charges will show as “University of Industrial Distribution” on statement)

EASA • 1331 Baur Blvd. • St. Louis, MO 63132 • 314-993-2220 • Fax: 314-993-1269 • www.easa.com
Version707BP-30C

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