Why We Like "Small" Customers

You've probably heard the old "80 -20" rule - 80% of (xxxxx) come from 20% of (yyyyy). As applied to marketing, 80% of your sales come from 20% of your customers; therefore, you should focus the bulk of your efforts on the 20%.

Well, of course, we do pay attention to our larger customers, but we work just as hard to meet the needs of new and small users. Why? First, it's in our nature, but its also good for business. Here's our favorite success story.

In 2001 an engineer named Mike Sanders found us and asked if we could meet a special need - a 2-input load cell (strain gauge) transmitter. That's not one of our standard products, and he only needed a couple, but we found a way to modify our standard strain gauge transmitter (Model JH4051) to meet his needs. Small order, but we did it.

Jump forward to December 2002. Mike called us. He'd joined another company, Wave Biotech, who made mixing and packaging equipment for the pharmaceutical industry. Their product included four load cells and he had ideas which could improve it. His needs included the ability to accurately sum either three or four load cells, to choose either of two output ranges, adjustability/rangeability per specific requirements, and filtering - just enough to smooth the signal while maintaining a reasonably high response speed.

We built a quick prototype. He tested and liked it. We finished the design and laid it out on a circuit board to fit a cavity in their machine.

The result? They became our biggest single customer (in dollars). GE bought the company and moved the operation to Sweden in 2008. During the move we worked with them to improve EMI/RFI specs. They're still our customer and their orders remain as strong as ever.

Here's a link to their "how it works" page.

The US operation closed, unfortunately, but we still hear from Mike.

Here's a link to our Customs and Specials page. What can we do for you?

Our main web site (signal conditioners): http://www.jhtechnology.com/

Speaking of Specials - - -

Pulse Amplifier:
Special Product - leads to a second special - then two standard products - and then yet a third special!

A bit of "fun" history here - our standard Models JH376 & JH377 were introduced  last year (blog entry October 10, 2009).

In 2001 an engineer at a Canadian company - lets call it "Company A" - contacted us. They were using another manufacturer's pulse amplifier which worked but was inconvenient to mount in their system. We quoted, designed and sold them a functional equivalent in a DIN-rail mount case. The engineer later left and the orders stopped.

The same engineer called us in 2004, now with a different firm ("Company B") and with a modified set of requirements. He needed different - and adjustable - sensitivity, different filtering and the ability to accommodate both mag pickup and logic pulse inputs. We worked with him to prototype and develop a new design. They ordered regularly for about two years but then, early 2007, the orders stopped. (We later learned he'd gone back to "Company A".)

So - we now had a design but no customers. We decided to "run it up the flagpole" as a standard product and see what happened. After reviewing both companies' requirements plus competitive products we revised the standard product's filtering and sensitivity specs a bit. Introduced a year ago, it's been a modest success including a new OEM customer.

And now. "the rest of the story". In August "Company B" called again. They reordered their version but really wanted yet a different set of requirements. We again worked with them to develop a new version which they have since bought. We also contacted the original engineer at "Company A" but their systems have changed and they no longer need pulse amplifiers.

Our standard products (with links):
Pulse Amplifier: Model JH376, optimized for use with mag-coil type magnetic pickups.
Pulse Converter: Model JH377, optimized for use with logic pulse and open-collector inputs.
Or, if you need specials, contact us - jhtek@jhtechnology, (800) 808-0300 or (941) 927-0300,

Our web site: http://www.jhtechnology.com/

Custom Designs

A Very Special Special

A well-known company needed to duplicate a thermocouple alarm they had bought from Action Instruments decades ago. Action was no longer able to provide it so they turned to us.

Action's original "Action Pak" line (Action's trademark) once included alarm modules with extra options such as retransmitting outputs and remote setpoint inputs. 20-pin headers (pin bases) were required to provide the extra connections. As far as we are aware these headers are no longer available.

Our customer's requirement was a nonstandard version of one of those alarms. We replied that we could provide the same function but with a different connection arrangement. This was not acceptable - it was for a nuclear power application and they could not vary the system design. Only one piece, but they were willing to pay for it.

Once again we got lucky. In 1995 we had purchased some 20 pin headers for another customer's need and had a handful left. Our customer bought one (couldn't convince them to buy a spare) - even sent an inspector to Florida to do a source inspection. That was 2008. In 2009 they again bought one and just now ordered two more! Possible future problem - after this order we have only five headers left.

(Note: We do not sell nuclear-approved products. This alarm was sold as "standard commercial quality" for a noncritical application.)

Technical detail: the custom alarm module has two retransmitting 0-1V analog outputs, one proportional to temperature and the other proportional to the setpoint. Our customer was able to supply us with Action's specifications and we designed it to be functionally identical. Here's the functional diagram.

If you have special requirements let us know. Phone (941) 927-0300 or toll-free (800) 808-0300.

E-mail jhtek@jhtechnology.com.

Link to our page on Custom & Special Signal Conditioners.

Signal Conditioners, General - our web site: http://www.jhtechnology.com/

Current Booster

THE BOOSTER!

Well, ok, not that booster!

Another "rush" special - to boost the current drive from a voltage signal. Our customer needed -10 to +10 volts to drive a 50 milliamp load. The voltage output from their control signal could supply only a fraction of that, so they needed an output-equals-input driver or current booster. They called us.

• 
  
  Additional needs: "ASAP - yesterday if possible" because they had just discovered the system problem.
• 
  
  Very high accuracy for their test application.

We got lucky. Years ago we solved another customer's high-current requirement by designing a custom circuit board. The requirements were different, but we were able to use that board to assemble the required circuit. It so happened that we had three of those boards left. Our customer needed four, but two could wait. We received the order March 22, shipped the first two March 23 and ordered a few more boards from a quick-turnaround service.

Accuracy? We guaranteed +/-3mV on a 20 volt wide span (+/-0.015% of range).

The customer has now asked us to quote on an 8-channel version.

This one isn't on our web site, but you can see examples of other special & custom signal conditioners at www.jhtechnology.com/customs.

Simple Specials

CUSTOM

MODIFICATION:

TWO INPUT RANGES

Our OEM customer, who manufactures level control systems, wanted to be able to interface more than one type of level sensor with his system. Specifically, he needed to translate both 4/20mA and 0/5 volt level signals to match his system's input.

Our solution - a modified version of our JH4300 DC Input Transmitter capable of accepting both ranges. For 4/20mA the input is connected to pins 5 & 6. For 0/5 volts pins 4 & 6 are used, plus a jumper between two terminals. This avoids the need to stock two different types of signal conditioners.

More detail. Their level system normally uses a variable resistance level sensor. (In fact, they are a regular customer for our resistance input transmitters.) 4/20mA or 0/5V is only occasionally required, so they did not wish to redesign the system's electronics. Their original request was, could we translate 4/20mA or 0/5 volts to a 0/90 ohm resistance? The answer was no, this would not be a simple modification.

Instead, they determined and we verified that their electronics passes a constant 2.5 mAdc current through the sensor. Thus, 0/90 ohms translates to 0/0.225 volts. We set up our output for this range.

Conclusion: they now are able to work with several types of level sensors without modifying their system. All they need to do is connect the level sensor to our module and connect the JH4300's output to their system's input.

If you have similar needs, please remember that we can make "simple" modifications without large engineering costs or minimum order requirements. To contact us e-mail jhtek@jhtechnology.com or phone (800) 808-0300 (outside the US, 941-927-0300).

Links: Custom & Special Process Transmitters
JH Technology Web Site: http://www.jhtechnology.com/

Absolute Value Function

Absolute Value -

with a difference

(Details on the application mentioned in our September 27 posting.)

A new customer had an urgent need for a signal conditioner (transmitter) with absolute value response. Searching the internet, he read our "Specials & Customs" page and found that we had done this before. His need was different, but we were able to help him.

For those of you who may not be familiar with the absolute value function, it simply ignores the minus sign. The previous special which he found on our web site took a -10 to +10 volt input and created a proportional 0 to +10V output. For example, inputs of either minus 7V or plus 7V created a plus 7V output.

The new customer's application needed a signal representing the temperature deviation from ideal. Ideal temperature produced a 12mA current signal. A deviation, whether positive or negative, required a positive-going output (see graph). At 12mA input the output should be zero percent (4mA). At either 4mA and 20mA (8mA deviation) the output should be 20mA (100%).

We were able to modify the earlier special to accomplish this. As mentioned in our Sept. 27, 2009 post we did some Thursday evening calculations, quoted and took the order on Friday, built 6 units on Saturday (yes - we added an expediting charge) and shipped Monday.

Let us know what we can do for you!

Links: Custom & Special Signal Conditioners
Our home page: http://www.jhtechnology.com/

Fast Response - Part 2

Speedy - Part 2

(See August 16 for Part 1)

Part 1 announced fast-response instruments. This time we're promoting our fast response to customer needs.

Thursday afternoon: We received two urgent calls, two different customers, asking "can you do it" and "how fast"? One was for 10 pieces of a standard product; the other, 6 specials which required modest new circuit design. We were able to say "Yes" to both.

Friday morning: Received both orders.

Friday evening: Two of us (Rick & Harry) stayed late.

Saturday: Rick & Harry worked from about 8:00 until 2:45PM. Finished both orders.

Monday: Both orders shipped. (Of course, both customers paid expediting charges to cover our overtime.)

Details: The standard-product order (JH4001I RTD Transmitters) was from a Navy base. They had been using "Brand A" products but that company was not able to delivery quickly. They sent searching and found us on the web. We did not have any in stock either - so we worked the weekend!

The special requirement was for an absolute-value transmitter. (See our posting of October 3, 2009 for more detail.) We had done this before (as a special in 2001) but the detailed requirements were different on this time. Thursday evening calculations plus weekend assembly and test got the job done.

Conclusion: If you need action, call us.

(800) 808-0300 or (941) 927-0300. e-mail jhtek@jhtechnology.com

Supporting the Navy

The US Navy, directly and indirectly, represents about 15% of our business. Here's what we do for them.

Standard Products - we sell standard products to a major servicer/supplier to Navy ships and, sometimes, direct to the ships themselves. It's fun to get e-mails and satellite calls from ships, followed by orders for intruments to be delivered to places like Hawaii and Singapore.

They mostly use our plug-in style transmitter and alarm modules because they stay in place well with ship motion and vibration. The most common styles are temperature transmitters (temperature input, DC voltage or current output) and alarm trips, frequency to DC converters and DC to freqiuency converters. We've sometimes done beefed-up specials for best possible assurance that they will survive mechanical stress.


Custom Products - Several years ago we developed a pulse conditioner to meet Navy requirements. Its function - convert a pulse train of almost any amplitude and waveshape, from millivolts to over 100 volts, square wave, sine wve or other, and convert it to a clean, isolated 5V logic pulse output. We don't know the Navy's application, but they've ordered many through contractors over the years.



Minisystems - We often take one or more of our products, sometimes together with products from other companies, and create "Minisystems" to meet customer's unique needs.

This one took our standard RTD (Temperature - Resistance Thermometer Input) transmitter, added a cable and connected it to a display board that we normally use in our Field-Mount transmitters. The US Naval Air Warfare Center, Lakehurst, NJ, needed a number of these to amplify and display temperatures as part of a system to test and certify steam cylinders used to catapult airplanes from Navy aircraft carriers.

We discussed various enclosure styles, but the Navy personnel decided they would rather just buy the "innards" from us and design them into their test system. Must have worked - they later bought a second round.

Part of our first shipment, on overnight burn-in test.

For more on our customs and specials capabilities: www.jhtechnology.com/customs. Or, of course, call (800) 808-0300, (941) 927-0300 or e-mail jhtek@jhtechnology.com