Author: Krista Betts

Meet Andrea Bianchi, Strategic Account Manager, EU Sales

December 3, 2018

Andrea BianchiName: Andrea Bianchi
Company Role: Strategic Account Manager, EU Sales
Based out of: Italy
Number of Years with Cook Compression: 5

What three words would you use to describe your role?
Listen, elaborate, negotiate.

What gets you out of bed in the morning? What are the values that drive you?
I feel the importance of staying close to our customers and satisfying or even anticipating their needs. Our competitors are always just around the corner trying to catch opportunities, so for me it is “out of the bed and run”. I love great, strategic projects and challenges. The values driving me are integrity, loyalty and commitment.

What is your approach to helping customers?
The compression market has always been conservative, whether in using new products or a new supplier. Consequently, any proposal must be grounded in the customer’s needs. Listening to the customer is already half the sales process, but it’s not enough; your proposal needs to align with the customer’s targets, strategy and policy.

The best way to catch the customer’s attention, from my experience, is to make sure they trust you. This involves a process where you tailor the right presentation and, after understanding what the customer’s expectations are, offer. Part of the work is relationship building; you can get some good hints directly from customers if you do this right. Exchanging ideas and views with our engineers, internal sales and others involved is another important step, because a failure in performance or reliability or an inadequate proposal could bring your business development to a stop.

How did you get your start in the industry?
As an aeronautic engineer, I was honored by the University of Pisa (Italy) with a research contract to complete my study on fatigue phenomenon of airplane fuselages. After a short parenthesis in the heavy machinery industry, I started, in 1999, my journey in the reciprocating compressor market. I covered different technical roles with increasing responsibility until I became a global engineering manager. Then, in 2009, I shifted to the commercial side with roles in Marketing (I finished my Executive Master in Strategic and Operative Marketing in June 2013) and Sales, while also increasing my knowledge of turbomachinery.

What is your biggest achievement to date?
I have had several big achievements with Cook Compression, but there was one event before I joined Cook that was a milestone in my career and started my passion for sales. We were at the end of a long negotiation with a national oil and gas company in Asia, for 12 of the biggest CNG units ever manufactured. I was an engineering manager at the time, and the customer asked that the technical lead for the project visit and answer questions before they signed the contract. In 30 hours, I flew from Florence to Bangkok – having around four hours to answer questions, complete the negotiation and get the signatures on the contract – and returned to Italy. I spent the 12-hour flight to Bangkok studying the 150 pages of contractual terms, after being debriefed by my vice president and the key account manager the day before. It was quite an energy-consuming experience but definitely a rewarding one.

What does a typical day look like for you? What are you currently working on?
My typical day is checking the to-do list, reading the latest news on competitors and customers, working on strategy, then focusing on the daily work by following a top to bottom priority agenda. Of course, if I am visiting customers, there is no “typical”. Right now, I am very focused on the opening of our Sicilian service shop, and I would like to finalize several negotiations and agreements before the end of the year.

What do you like about working at Cook Compression?
I like the commitment and passion the Ellesmere Port team puts into their jobs; it reflects my attitude at work and I enjoy this so much.

What do you enjoy doing when you are not working?
My wife and daughter are my biggest treasure, so I try to spend as much time as possible with them. My wife shares with me a passion for walking, trekking, snorkeling, reading, cooking and supporting our favorite football team (Juventus). With my daughter I visit museums, historical places and (not very often) play tennis. I also like driving my car and touring.

If you could switch jobs with someone, who would it be?
Let me close this interview with a joke: Is Cristiano Ronaldo an option?

Company President Marcell Ulrichs Discusses the Formation of Dover Precision Components

GCM_Sept2018_imageCook Compression has been united with Waukesha Bearings and Inpro/Seal under the name Dover Precision Components. These brands were originally brought together in November 2015 to broaden product offerings, expand global resources, and apply operational efficiencies to better serve customers in the energy and industrial markets.

Since then, synergies between the brands have extended engineering and materials expertise, opened new avenues for innovation, promoted best practices in manufacturing, and advanced quality and continuous improvement efforts.

In the September 2018 issue of Gas Compression Magazine, Dover Precision Components President Marcell Ulrichs discusses the new operating company and the outlook for the gas compression industry.

Read the article in the online edition of Gas Compression Magazine.

Cook Compression Ellesmere Port Earns Achilles UVDB Qualification

Achilles UVDB QualifiedAugust 6, 2018

Cook Compression Ellesmere Port is proud to have achieved Achilles UVDB qualification to supply products and services associated with condition monitoring and reciprocating compressors. While we have long been listed by Achilles, we pursued this augmented qualification as a utilities supplier to demonstrate our commitment to the highest standards in health and safety, compliance, and corporate social responsibility. UVDB is a vendor database that supports qualification by carrying out high-level audits, thus providing customers with increased confidence in the capabilities of the vendor.

The two-day audit performed as part of the Cook Compression Ellesmere Port qualification placed particular emphasis on site safety. With more than 1,500 days without a recordable incident, our Ellesmere Port facility is proud of its robust safety culture. Through continuous training and engagement, employees have developed an acute awareness of risks and hazards. Facility personnel systematically perform risk assessments and safety reviews, in addition to implementing improvements identified through safety behavioural observation (SBO) audits.

The standards for Achilles UVDB qualification provide a more in-depth audit than those set by OHSAS 18001:2007 and are more akin to the type of audit experienced at the OEM level. The auditor commented that our facility did exceptionally well for a first-time audit. Of particular note were the electronic behaviour based safety (EBBS) system recently implemented across Cook Compression and its parent company Dover Precision Components; the Ellesmere Port facility’s Control of Substances Hazardous to Health (COSHH) database supported by Alcumus; and the facility’s Tier 3 plant review board.

Our new status as an Achilles UVDB-qualified supplier gives our customers added certainty that we meet the highest standards, and it will allow Cook Compression to develop new opportunities that confirm our standing as an integrated service provider for our UK aftermarket customers.

Meet Claudius van den Berk, Regional Sales Manager, EU Aftermarket

August 6, 2018

Claudius van den BerkName: Claudius van den Berk
Company Role: Regional Sales Manager, EU Aftermarket
Based out of: The Netherlands
Number of Years with Cook Compression: 1

What three words would you use to describe your role?
Traveling, mind-reading, exploring.

What gets you out of bed in the morning?
The challenge to get trust which leads to business. The eagerness to connect with people, promote our products and discover new business. The long list of “to do’s”.

What common challenge in the industry do you want to fix for your customers?
As my focus is on Aftermarket solutions, the challenge is to improve machine performance. Reduce waste, pollution, energy consumption. Improve uptime, time between maintenance. Raise reliability and minimize breakdowns. Working in Aftermarket service organisations for about 30 years, I have developed a good understanding of machine maintenance, which I use to “feel” the message between the lines in conversations with customers.

Where did you get your start in the industry?
After my time in the Dutch army, I started as an international service technician for a Dutch company in process control systems. In the 30 years since, my roles have slowly changed from in-depth technical focussed to commercial focussed, for several global operating companies. Before moving to Cook Compression, I did project and account management. My last position was with Howden Compressors which gave me broad knowledge on process gas compressors. I like the international aftermarket work because it requires a broad knowledge of machine construction throughout the years and an understanding of the specific operation and maintenance needs of very diverse machinery, at customers with very diverse cultures.

What is your biggest achievement to date?
This would probably be a three- to four-year project at a printing plant in the U.S. In those days I worked for a U.S. company that produced rotation offset printing presses. We did plant upgrades worldwide to raise productivity and efficiency, getting ready for a new future. This particular project started with lots of problems and I was assigned to resolve this. It ended up being quite a success and the customer named us their best-performing capital goods and service supplier.

What does a typical day look like for you?
A typical day means I’m traveling and spending time at customers. This is mainly in the EU region but sometimes a bit further; I just returned from supporting a Cook partner with a compressor upgrade project in Kazakhstan. I use my technical knowledge and commercial insight to assess the needs and possibilities at the site and gather the information needed for our organisation to compile a strong proposal to improve machine performance.

What do you like about working at Cook Compression?
Working with the Cook Compression Ellesmere Port team means I can enjoy the short communication lines of a smaller team but at the same time have the backup and knowledge of the global Dover Precision Components organisation. The internal communication is always very pleasant, and I feel part of a very knowledgeable organisation which can teach me a lot. I’m able to be myself and bring my knowledge back to the organisation and reach mutual growth. Working for Cook Compression for me means getting stronger in my role and delivering my knowledge to others.

What do you enjoy doing when you are not working?
There is not much time left outside of work with all the traveling but when possible, you can find me on one of my motorcycles. Either a trip through Europe or track days on a circuit. In the winter I like to be Alpine skiing in the Alps or Dolomites, and when I’m home you can find me on a mountain bike. I used to do some sky diving, but it is difficult to find time for this.

Runtime Engineering Grand Opening: Delivering Cook’s Expertise Locally

3D scanning technology for measuring critical dimensions
A Runtime Engineering technician demonstrates 3D state-of-the-art scanning technology for measurement of critical dimensions of valve and case parts.

July 31, 2018

In June, Runtime Engineering, an Authorised Service Partner of Cook Compression, celebrated the grand opening of its Gothenburg, Sweden, repair facility.

Runtime Engineering is a newly formed unit of the Erinova Group dedicated to reciprocating compressor and industrial fan spare parts and services in the Scandinavian market. It is certified by Cook to provide local valve and packing case repairs.

The unit draws on the expertise of its sister companies, Protoma (specializing in industrial sealing solutions) and MLT (focusing on industrial measurement technology), as well as that of Cook Compression.

As part of the grand opening, Cook Compression representatives discussed compressor valve and sealing technologies with local reciprocating compressor end users, and provided hands-on reconditioning demonstrations. End users expressed particular interest in options for packing case upgrades, such as low-emissions rod rings, and the Cook Compression Valve Installation Tool (V.I.T.), which improves safety and efficiency in the valve replacement process.

Runtime Engineering discussed its repair and reconditioning capabilities and provided a tour of the brand-new facility.

Read more about the Authorised Service Partner Program.

Discussing the valve reconditioning process
Cook Compression Sales & Service Technician Mark Bowker discusses the valve reconditioning process, including key points for inspection.

Runtime service center
Authorised Service Partners have passed a rigorous audit of their processes and equipment, and are held to strict quality standards.

Dover Precision Components Supplies Reliability and Efficiency for Rotating and Reciprocating Machinery

May 31, 2018

Dover Precision ComponentsTo leverage their collective strength and heritage, Cook Compression, Inpro/Seal, Waukesha Bearings and Bearings Plus have formed the newly named Dover Precision Components operating company. As the umbrella for these key brands, Dover Precision Components is an integrated provider of performance-critical solutions for rotating and reciprocating machinery and features a diverse portfolio of products and services.

Here is a closer look at the brands that form Dover Precision Components: Cook Compression delivers custom-engineered valves, sealing technologies, pistons and rods, as well as expert repair and reconditioning services and advanced technical support, for reciprocating compressors. Inpro/Seal, the inventor of the Bearing Isolator, designs and manufactures bearing protection and shaft seals to increase the reliability of rotating equipment. Waukesha Bearings is a global leader in engineered hydrodynamic fluid film bearings and brush seals for high-performing turbomachinery and, under the Waukesha Magnetic Bearings brand, produces the most robust active magnetic bearing systems available. Bearings Plus specializes in the repair, replacement and upgrade of fluid film bearings and seals to get turbomachinery back up and running, better than before.

The brands were originally brought together in November 2015 to broaden product offerings, expand global resources and apply operational efficiencies to better serve customers in the energy and industrial markets. Since then, synergies between the brands have extended engineering and materials expertise, opened new avenues for innovation, promoted best practices in manufacturing, and advanced quality and continuous improvement efforts.

“The introduction of the Dover Precision Components name supports our strategic partnerships with OEMs and end users and will improve the visibility of our broad capabilities to improve performance of rotating and reciprocating assets,” commented Dover Precision Components President Marcell Ulrichs. “The name will also provide a common identity for our customers and employees across the globe.”

Headquartered in Houston, Dover Precision Components maintains facilities in North America, Europe, Asia and the Middle East. It has more than 1,400 employees worldwide.

“We take great pride in the legacies of our brands,” said Ulrichs, “and we aim to further strengthen those brands under the umbrella of Dover Precision Components.”

About Dover Precision Components
Dover Precision Components delivers performance-critical solutions for rotating and reciprocating machinery across the oil & gas, power generation, marine, industrial, chemical and general processing markets. Comprising the Waukesha Bearings, Bearings Plus, Inpro/Seal and Cook Compression brands, our portfolio includes hydrodynamic bearings, active magnetic bearings, system and bearing protection, and reciprocating compressor valves, sealing technologies, pistons, rods and more. Each solution is custom-engineered to provide optimum efficiency, reliability and productivity, and backed by comprehensive aftermarket services. Dover Precision Components serves its global customer base through facilities in North America, Europe, Asia and the Middle East, as well as technical sales representatives around the world. Dover Precision Components is part of Dover Corporation’s Fluids segment.

Cooled Packing Cases: Where Turbulence Is An Advantage

Read our article in the April 2018 issue of Gas Compression Magazine.

May 9, 2018

For reciprocating compressors, high pressures and high speeds, as required for refining or enhanced oil recovery processes, for example, are becoming the norm, and original equipment manufacturers (OEMs) are increasingly building to American Petroleum Institute (API) limits on piston rod linear speeds.

These high pressures and speeds threaten the structural integrity, sealing performance and longevity of compressor packing cases – risks that can be mitigated with the use of cooled packing cases. API 618, now in its 5th edition, requires a cooling system for lubricated cases with non-metallic rings that have a maximum allowable working pressure (MAWP) above 500 psi (35 bar), lubricated cases with any ring material that have a MAWP above 1500 psi (103 bar), and all non-lubricated cases, regardless of pressure. Beyond the API requirement, cooled packing cases are proven to reduce rod temperatures as well as packing case temperatures, extending component life and improving sealing.

Read “Cooled Packing Cases: Where Turbulence Is an Advantage,” in the April 2018 issue of Gas Compression Magazine, to learn about one cooling system solution that is compliant with the most recent API 618 edition and is celebrating close to 20 years on the market. Discover the benefits that make the Vortex Cooling® packing case efficient for design or retrofit.


Cook Compression U.K. Facility Surpasses 1,000 Days Without a Recordable Injury or Illness

19 March 2018

The Cook Compression Ellesmere Port, U.K., facility is proud to celebrate 1,075 consecutive days without a recordable incident, and 1,353 consecutive days without a lost time accident. Over the course of 151,431 exposure hours in 2017, the facility also went without any first aid cases.

Phil Avis, HSE and CI Manager for the facility, attributes this safety record to the development of a robust safety culture that combines acute awareness of risks and hazards with continued training and investment in the proper protections.

Safety awareness has been cultivated among employees with the use of qualitative risk assessments and safety behavioural observation (SBO) audits. A preventive tool that identifies risks and engages the workforce, SBO audits have produced greater understanding and discussion of safety matters since their introduction at the facility in 2016. One hundred twenty-seven audits were recorded in 2017, highlighting training gaps, identifying work area concerns, and presenting opportunities for safety coaching and reflection. Steps are in place to ensure that identified improvements are implemented in a timely fashion.

Areas of focus in 2017 also included manual handling, review and consultation with employees on the glove policy, and re-evaluation of all machine guarding. Risk assessments of work area layouts, repetitive work, and work related upper limb disorders were reviewed. Outcomes of the assessments included the introduction of newer lifting equipment, rotation of work involving repetitive motion (among related areas), and ergonomic improvements for staff using any form of computer.

An exercise was also undertaken to review all machines that fell under Provision and Use of Work Equipment Regulations (PUWER), with remedial actions noted and implemented. All machinery is compliant with machine guarding regulations, greatly reducing risk to personnel.

New employees have a safety induction of up to two days, which includes presentations, videos and hazard interaction activities. In 2017, with the inclusion of external and on-site trainings, the facility logged a total 450 hours in safety training.

Through these measures, and reinforcement by Cook Compression leadership, every employee knows that safety is paramount and that it requires a proactive approach. Each individual is encouraged to perform a 30-second risk assessment before starting any task and to come forward with safety ideas. “They know we’re looking out for them,” says Phil Avis, “and they’re looking out for each other. Everyone is focused on safety. I’m proud to work here, and proud of every individual.”

ISO 9001:2015 Quality Management System Certification for Houston Facility

February 28, 2018

Cook Compression® and Bearings Plus® (BPI®) are proud to announce that their quality management system at Dover Pearland Operations (DPO) has received ISO 9001:2015 certification.

Cook Compression and Bearings Plus share the 150,000 square foot DPO facility along with fellow Dover company OPW. The shared services strategy exemplified at DPO provides internal efficiencies, enhanced processes and synergies to improve quality, innovation and customer service. The quality management system certification recognizes the combined efforts and integrated processes of Cook and BPI, covering the design, manufacture, service and repair of compressor valves, fuel gas injection valves, engineered plastics, fluid film bearings, seals, components for turbomachinery, and sealing systems.

Both  Cook  Compression and Bearings Plus are committed to continuous improvement of systems, processes, services, and products, and achieving ISO 9001:2015 certification is a reflection of that focus. “The Plan-Do-Check-Act (PDCA) cycle that is foundational to ISO 9001:2015 is part of the CI culture of Dover and its operating companies. Our achievement of this latest edition of the standard is a natural progression of the work we do every day,” said Nicole Miles, Quality Manager at DPO.

“Our customers have come to expect the highest quality and consistency from us,” commented Omar Amezcua, DPO Plant Manager, “and that means that we have to continually evaluate our processes and keep up with best practices. I’m proud of the engagement we have seen throughout our DPO team in applying these quality management and continuous improvement principles.”

Cook Projects Group Drives Customer Savings

Since 2001, the Cook Compression Projects Group has helped customers define efficiencies, improve reliability, advance safety, and realize OPEX and CAPEX savings. The group’s expertise lies in long-term, multi-functional projects that require comprehensive understanding of both equipment and processes – and that significantly affect the customer’s bottom line.

From the group’s more than 420 projects to date, here is just one example:

Piston and rod manufactureAchieving Capacity Increases with Existing Equipment
Late in 2016 the Cook Compression Projects Group was challenged with the task of identifying practical opportunities for an end user to free up one or more compressors in its fleet of 15+ identical operating compressors located across several sites. The compressor operators had noted that the units were at their capacity and mechanical limitations. Having spare or standby equipment would provide flexibility to plan and perform compressor maintenance without halting production, significantly improving up-time and operational reliability and reducing operating expenses for the plants.

The compressor OEM offered two options: add a new complete compressor train to each site or bore the cylinders oversized to increase the flow of each compressor. A technical review by Cook Compression identified a third solution: upgrade the existing compressors’ pistons, rods, valves and wear parts. The upgrade would leave the cylinder bore size the same, preserving the cylinder’s maximum allowable working pressure (MAWP). It would also eliminate the need to remove the cylinder for boring, saving valuable runtime.

Late in 2017, Cook Mechanical Field Services applied the upgrades to the first compressor. The two-day turnaround included installation of new piston and rod assemblies, new Manley® valves with suction unloaders, and rebuilt packing and wiper cases, as well as modifications to the compressor heads.

The customer’s equipment analyst has confirmed that the predicted ~2mmscfd (10%) increase in flow has been achieved, without exceeding the mechanical limits of the driver and compressor frame rod load limits. This 10% increase in flow per unit is enough for the end user to place one compressor at each site on standby and still meet the plants’ flow requirements.

Projects Group Introduces Effective Emissions Solutions

Another recent project on the U.S. West Coast addressed emissions reductions and engaged a continuum of customer contacts from the corporate Environmental Team leaders to the field processing plant personnel.

The Projects Group handled the installation of low-leak packing, as well as the documentation of compliance with current California EPA regulations and the training of on-site personnel.

Read About the Performance of the Low-Leak Packing