Issue 47
January/February
2010

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GTE OALAYAN: WINNING ON AND OFF THE CRICKET FIELD

2009 was an outstanding year for GTE Olayan, Cummins Distributor for Kuwait. The win was highlighted by a deal to provide 33 mobile generator sets for the Kuwaiti ministry of electricity.

Generator sets are ready for transport in Kuwait.

The project required 6 C175D5, 6 C400D5, 6 C500D5 and 15 C2000D5 models. This is the third time GTE has won a project with the ministry. Each time, it has won the business over competition, a testament to the strong relationship GTE has built within the ministry, and the 24/7 service provided by Cummins Power Generation.

To cap off the year, GTE sponsored its annual cricket tournament, featuring teams of Kuwaiti engineers and consultants. Before the tournament, GTE passed out shirts featuring the Cummins logo, and many players wore them throughout the tournament. The tournament is part of a broader goal to build relationships and become more involved in the community.

By forging relationships on and off the field, GTE is helping to make Cummins Power Generation a leader in Kuwait.

NG ENERGO POWERS JAMAL DEERS

When we say Cummins Power Generation is a worldwide company, we mean it. NG Energo, Cummins Distributor for Russia, won a project in the Polar Circle.

An overhead view of the Tyumen Region

Cummins Power Generation will supply power to Jamal Deers, a breeding station for deer located in the Tyumen Region of Russia. The first part of the project was installed in December, with plans to complete the second part in March of this year.

Together, the generator sets will provide 768 kW of power. This project is a testament to the worldwide appeal of Cummins Power Generation. Congratulations to NG Energo for building this relationship and landing the business.

A S.T.A.R. IS BORN

The ability to differentiate ourselves and our product is more critical than ever. With that in mind, Cummins Power Generation recently launched a new sales training program called S.T.A.R., short for Sales Training And Recognition. Using both online and classroom training, this new program establishes a consistent selling process, sales language and training standard for Cummins Power Generation sales people around the world.

Components of the S.T.A.R. program include:

• Multiple sales certifications recognized throughout the organization
• A global selling process unique to the power generation business
• Opportunities for both eLearning and classroom interaction
• Basics of power generation, our products and competitive comparisons

Online sales training courses have been available through PowerGen University (PGU) for just a few months and already, enrollees have completed over 2000 courses. The program has generated positive feedback. In response to a recent survey, one Cummins Power Generation salesperson responded: “The courses covered good general material relating to our everyday activities. I have a large amount of experience with on-line education and this is a great program.”

Early this year, the classroom portion of S.T.A.R. will focus on soft skills and effective ways to sell power solutions. Future training opportunities also include project management, sales application engineering and consumer products.

CUMMINS POWER GENERATION SHOWS ITS GREEN SIDE

Cummins Power Generation has launched a new line of low-range generator sets designed to maximise performance and minimise environmental impact. The generator sets, powered by the X1.3 engine are available in 8-11 kVA configurations at 50Hz, and the X2.5 engine in 17-28kVA at 50Hz (12-20kW at 60Hz).

C11 D5

The generator sets feature the Cummins PowerStart 500 controller as standard, and optional PowerCommand 1.1 digital technology provides total system integration and proven reliability in generator set monitoring, control and protection. Benefits to the new controls include an intuitive operator interface panel, integrated control functionality, and advanced over-current protection.

Additional features include built-in fuel tanks, which provide customers with excellent fuel autonomy in excess of 30 hours at 75% load. This reduces re-fuelling frequency, driving down associated costs and emissions. The tanks also reduce operation costs with an extended oil change period of 500 hours.

The new sets are part of a range including the X3.3 model, rated 30-38kVA at 50 Hz, and 27-35 kW at 60 Hz.

FIRST DMC300 HELPS POWER FULYA ACIBADEM HOSPITAL

Acibadem is one of the most respected hospital chains in Istanbul, Turkey. When they needed a synchronized, hybrid power solution for the Fulya Acibadem Hospital, they turned to Cummins Makina Ltd., Cummins Power Generation Distributor in Turkey.

Two Cummins Power Generation C1400D5 generator sets, each capable of producing 1,400kVA, provide backup power to the 15,000m2 hospital, running in parallel in case of power outage. The two generator sets are connected to an infinite busbar, though future plans include connecting to a third party cogeneration solution.

In the event that both prime and backup power sources fail, Cummins Power Generation will provide an uninterrupted soft power transition via DMC300 Digital Master Controls. The system is also designed so that the controls can accommodate natural gas generator set installations in the future. The team also developed site-specific screens and animations to meet the hospital's future requirements.

The project required patience from all parties involved. The installation was delayed until November of 2009, due to the economic downturn. The Power Electronics team, managed by CTU Application Engineer Haluk Seber, was vital to the project's success.

The success of this project is yet another example of Cummins Power Generation delivering a tailored solution to meet a variety of power needs. “This installation has given us an excellent opportunity to provide a total power solution, in a huge variety of applications, all in one complex.” Said A. Adil Tan, sales manager for the Power Generation Group for Cummins Makina, “The one-stop power package that we have provided for the hospital is building an excellent reputation for Cummins Makina and Cummins Power Generation in Turkey.”