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CURRENTS

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
Electric Co., Inc. in Amarillo, Texas,
has been installed as EASAs chairman of the board for the 2007-2008
administrative year.
His installation was conducted
June 27 during the Annual Business
Meeting in Minneapolis, Minnesota,
at the Associations annual convention.
Other international officers
installed for 2007-2008 were: vice
chairman, Kevin Miller of Apparatus Repair & Engineering, Inc. in
Hagerstown, Maryland; and secretary/treasurer, David Griffin of CPM
Engineering, Ltd. in Manchester,
England, UK.

New Executive Committee

The business meeting also marked
the beginning of one-year terms on
the Executive Committee.
In addition to the international
officers and Immediate Past Chairman
Art Anderson, serving on the Executive Committee are: Sandi Howlett of
Ainsworth, Inc. in Toronto, Ontario,
Canada; and Kevin Toor of Birclar
Electric & Electronics, LLC in Romulus, Michigan.
Also, Karsten Aleksander Moholt of Karsten Moholt in Bergen,
Norway, began serving a three-year
term as the new director for Region 9,
replacing David Griffin.

History Of Service
Chairman Stratton has more than
35 years of experience in the electrical apparatus industry.
Prior to becoming director of
Region 6, Stratton held every elective
office of the Southwestern Chapter.
During the past several years he
served the Association as a member
Continued On Page 5

Note:

George Stratton
2007-2008
Chairman of the Board

Be sure to circulate
CURRENTS among
your firms key
employees.

Inside This Issue

Chairman Strattons Message............ 2

Kevin Miller
Vice Chairman

Surge Testing Of DC Motor And

Generator Armatures ....................... 3
Convention Select Presentations
Available........................................... 5
2007 Operating Performance
Survey Results ................................. 6
Management Solutions ....................... 6
Thank You 2007 Convention
Exhibitors......................................... 8
Marketing Solutions......................... 10
Meeting Spotlight.............................. 11

David Griffin
Secretary/
Treasurer

Results Of 2007 Operating Performance Survey See Page 6

Chapter/Regional
Meeting Dates ............................... 11
Five Valuable Seminars To Be
Offered In 2007-2008 .................... 12
Plan To Attend EASAs 2007-2008
Seminars........................................ 12

Chairman Stratton: Sharpen Your Edge Selected As

Theme For 2007-2008 Administrative Year, Convention
ticipation and contribution to making
the convention such a success. Be sure
to check out the list of exhibitors on
Page 8 in this issue of CURRENTS.

By George Stratton
Chairman of the Board
G.E. Jones Electric Co., Inc.
Amarillo, Texas
The convention in Minneapolis
last month was a terrific success. I
offer many thanks to all those who
joined us for such an enjoyable and
educational event.
I especially want to congratulate
Past Chairman Art Anderson for his
outstanding achievements and guidance with the Leadership Vision
Action theme during the past year,
and of course at the convention. Art
and his wife Jan represented the Association with distinction as they took
this great message to chapters and regions around the world. And they were
outstanding hosts in Minneapolis.
Congratulations, too, go to all the
others who helped make the convention such a success. A special thank
you goes to all the volunteers who
helped make it run so smoothly.
There were so many top-notch
education, networking, and entertainment options, it was difficult to
choose among them. And the exhibition hall was packed with modern
materials and high-tech equipment,
gadgets, and gismos. There were 157
exhibitors; 20 of them were first-time
exhibitors. I thank them for their par-

Traditions Of
Excellence
And
Service
Its a very serious,
great and humbling honor
for me to serve as EASAs
chairman of the board
for 2007-2008. I look
forward to continuing to serve the Association as your chief elected leader.
I promise to do all I can to maintain
and strive to improve the traditions of
excellence and service that have been
accomplished and nurtured by our
previous leaders. Ill work closely with
the Board, our valued volunteers, and
talented staff to advance the interests of
the Association.
Many of you may not know that
Im a third-generation EASAn. My
grandfather, G.E. Jones, was the first
president of the Southwestern Chapter
of NISA, the National Industrial
Service Association, which was the
forerunner of EASA. He later became
the international president (chairman)
of the Association in 1954-1955.

Its a very serious, great

and humbling honor for
me to serve as EASAs
chairman of the board
for 2007-2008. I look
forward to continuing
to serve the Association
as your chief elected
leader.
My father, K.A. Stratton, served
as president of EASAs Southwestern
Chapter in 1972-73. So I guess you can
say EASA is in my blood. Just like the

EASA CURRENTS

www.easa.com

company that my grandfather started in

1926, EASA is and has been a big part
of my family.

A New Theme
A major duty of the
international
chairman is
to serve as an
EASA ambassador. I look
forward to visiting many of your chapter
and regional events during the next
year and discussing with you what
I have chosen as the theme for the
2007-2008 administrative year:

Sharpen Your Edge

This also will be the theme for
next years convention in Dallas
(June 22-24).
My family has been in this business
for over 80 years, with my experience
being 36 of those years. Being involved
with EASA most all of this time, I have
noticed that many companies (including some of my competitors that will
remain un-named) have prospered more
than others (Im talking from experience here). Those successful ones,
as Im sure many of you will agree,
have managed to Sharpen Their Edge
by continuing to grow into areas that
support their core businesses. I firmly
believe that for future viability and
growth, EASA firms must diversify
as those have (you knowwhen in
Rome).
I also believe that EASA offers
to its members the very best opportunity to improve their businesses by
offering training and information for
both themselves and their employees
in those very important management
and technical areas. Im convinced
that EASA will continue to be a
Continued On Page 5

Surge Testing Of DC Motor And Generator Armatures

By Cyndi Nyberg
EASA Technical Support Specialist
In the April 2007 issue of
CURRENTS, we covered surge testing
anomalies, specifically for AC windings.
The surge test can be used for DC
windings as well. It can be a useful
tool for evaluating armatures and some
DC fields.
A note of caution: If a winding does
not have a minimum insulation resistance per ANSI/EASA AR100-2006, it
is not safe to apply an overpotential
test (surge or high potential).
Surge testing shunt fields may
not provide meaningful results if the
surge pulse decays too quickly if
it dissipates through only the first few
hundred turns. To obtain a test voltage
high enough to test every turn would
require too high a voltage. That high
voltage would overstress the groundwall insulation.

Surge Testing Armatures

DC motor or generator armatures
can be tested with a surge tester. Although the winding of an armature is
different than that of an AC stator or
wound rotor, it will still be symmetrical
if the winding is good.
Surge comparison testing of an
armature, similar to the high-frequency
bar-to-bar test, compares two sections

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
is sent from the
common to each of
Figure 1. Armature surge test.
the outside probes.
The waveforms
resulting from the two surge pulses
are then superimposed on an oscilloscope screen and, if they are equal,
only a single trace appears. If a second
trace can be seen, as shown in Figure
2, there is some inequality in the two
sections being tested. This would
indicate a winding fault such as a
ground, short or open; or the winding
has unequal turns and the bars spanned
Figure 2. Bad surge test pattern.
need to be changed to obtain an equal
Some surge tester manufacturers
number of turns across the span; or an
offer a high-current booster attachment
equalized armature does not have the
to drive the surge pulse through the arsame number of equalizers in the two
mature windings. One manufacturers
sections being compared.
surge tester has a capacitor in the back
As stated above, the surge test sends
of the unit with a separate lead position
a pulse from the common to the two
for testing armatures; that supplies the
outside probes. However, the surge pulse
required current for the test.
also travels from the common all the
Voltage Level
way around the armature (CW) to the
The bar-to-bar test voltage for the
outside of the left probe, and from the
surge test should be about 350-500 volts
common around in the opposite direction
per bar. However, to avoid over-stressing
(CCW) to the right probe. Although
the groundwall insulation, the maximum
the strength of the surge pulse will distotal surge test voltage should be 1500
sipate through the armature winding,
volts for armatures rated less than 500
a short in the armature will still show
volts, and 2000 volts for armatures rated
up on the surge trace. To prove this, try
500 volts and above. The relatively high
shorting two bars outside the area under
voltage peak of the surge makes it quite
test; the trace will show a separation.
Continued On Page 4

EASA CURRENTS

July 2007

Surge Testing Of DC Motor And Generator Armatures

Continued From Page 3

effective for probing the winding for

faults like cracked insulation or thermally degraded insulation or insufficient
voltage creepage clearances.

Surge Comparison Test Example

Each set of bar-to-bar test probes
must span an equal number of bars
for a meaningful test. Otherwise the
two compared sections will not be
equal. Further, the total number of
turns being compared must be equal.
If the armature has an unequal turn
sequence, then the surge pattern in
the oscilloscope may show separation. It may be necessary to adjust the
number of bars spanned to obtain a
good pattern, as long as the minimum
voltage per turn is maintained.
Also, when an armature is equalized, the sides under test must contain
an equal number of equalizers. In
either case (unequal turns or equalizers) the result is a pattern that changes
at regular intervals. Again, adjustment
of the number of spanned bars may be
necessary.
Paschens Law Requirements
The test voltage must also meet
the requirements of Paschens Law
(i.e., at least 350 volts per turn)
without exceeding the test voltage for
the ground insulation. Paschens Law
states that, at a constant temperature,
the breakdown voltage is a function

only of the product of the distance

between parallel plane electrodes.
So how does this relate to surge
testing? Stated a little differently,
Paschens Law means that an applied
voltage cannot bridge the gap of two
flat plates (i.e., shorted turns) with a
certain gap between them until the
voltage is raised above a minimum
level. This minimum is 350 volts per
turn. A surge test, at the proper voltage
level, is the testing method that can do
this between the turns.
Example:
For a 500-volt armature:
Surge test voltage = (2 x rated
voltage) + 1000 = (2 x 500) + 1000
= 2000 volts
This voltage applies to a new
winding as well as one that has been
in service, since this is considered a
non-destructive test.
Since we need to exceed Paschens
Law, determine the number of commutator bars spanned on each side of
the test probes. The volts per bar will
be the minimum 350 volts per turn,
divided by the number of turns in the
winding. If the number of turns is not
known, then assume that it has one
turn. Using our 2000 volts, and 350
volts per bar for a 1 turn coil:
2000 volts
2000 volts
=
= 5.7
Minimum volts per bar
350

4 3 2 1 2 3 4
5

Figure 3. Armature surge comparison test.

Only 5 bars
should be spanned
on each side of the
probes. Figure 3
shows the setup for
this example. The
surge pulse is sent
from the center
through the 5 bars,
and then through the
rest of the winding. The armature

EASA CURRENTS

www.easa.com

Further information on
testing of DC machines
can be found in the
Fundamentals of DC
Operation and Repair
Tips manual, and in
several articles under
Technical Articles in
the Members Only
section of EASAs Web
site at www.easa.com.

is rotated slowly by hand, so that all

sections of the armature are compared
to the others.

Series Fields And Interpoles

While the surge test may not be
a useful tool for evaluating shunt
fields, series fields and interpoles
can be surge tested. The maximum
surge test voltage should not exceed
the AC high potential test voltage
twice the rated (armature) voltage plus 1000 volts for most DC
machines. Use the surge tester to
compare each series field or interpole to the one on each side of it.
That way, each one is tested twice.
If each pattern on the scope is identical, then the fields or interpoles are
not shorted.
Synchronous Rotors
Depending on the number of
turns in each rotor pole, the same
issues arise with surge testing as
would be present with shunt fields.
Further information on testing
of DC machines can be found in
the Fundamentals of DC Operation and Repair Tips manual, and
in several articles under Technical
Articles in the Members Only
section of EASAs Web site at
www.easa.com.

Convention Select Presentations Available

A number of valuable papers and
handouts were produced for the education
sessions at EASAs 2007 Convention in
Minneapolis, and theyre available in a
handy compilation called Select Presentations on CD-ROM.
Order copies for yourself and your
employees using the enclosed form.
Now is the time to order while supplies
last. Papers and/or slide presentations
included are:

Technical Presentations
Dealing with Shaft and Bearing
Currents
Tom Bishop, P.E.
Infrared Thermography in the
Service Center and in the Field
Cyndi Nyberg
Lubrication Technology and Compatibility
David Slack
NEMA MG 1-2006: Overview
and Recent Changes
Cyndi Nyberg
Perils and Pitfalls of Submersible
Pump Repair
Lev Nelik, Ph.D., P.E., APICS
Pump-Motor-VFD Issues
Lev Nelik, Ph.D., P.E., APICS
Repair/Replace: What to Do
When the Decision is to Replace
Tom Bishop, P.E.

Rewind Tips for 7kV and Higher

John Allen
Sleeve Bearing Repair Tips
Chuck Yung
Squirrel Cage Rotor Design
Joseph Hillhouse and
Richard Budzynski
Stator Core Repair and Testing
Chuck Yung

Management Presentations
Compensation Strategies
Michael Marks
Dealing with Difficult People
Bruce Christopher
Have Motors Become Too
Efficient to Replace?
Kitt Butler
Help Avoid Lawsuits With
Advance Documentation
Austin Bonnett
Improving Profitability 101
Albert Bates, Ph.D.
Lean Operations for the Service
Center
Marc Amato and Kevin Harris
Profitability Planning In-depth
Albert Bates, Ph.D.
Marketing & Sales Presentations
Coordinating Inside/Outside Sales
for Best Results
Mark Freundschuh

Creating Distinctive Value:

Building Your Business from the
Outside in
Thomas Winninger
Marketing With a Small
(Miniscule?) Budget
Jerry Peerbolte
Preparing for Your Customers
Objections
Jerry Peerbolte
Price Wars: Secrets to Beating the
Price Wars Without Destroying
Profits
Thomas Winninger

Chairman Stratton
Convention In Minneapolis Marks Beginning Of
2007-2008 Terms For Officers, Executive Committee
Continued From Page 1

of and coordinator of the Technical

Education Committee.
He served as international secretary/treasurer for 2005-2006 and vice
chairman for 2006-2007.

Stratton and his wife, Linda, have

two daughters, Christina and Kimberly;
and four grandchildren.

EASA CURRENTS

July 2007

Continued From Page 2

huge benefit to its membership by

helping Sharpen Your Edge over their
competition.
Meanwhile, Im here to be your
sounding board for a year. I would
like to hear from you. Im in the EASA
Yearbook, listed on the Web site, or
you can contact me through EASA.
I will always appreciate your input.
Until next month

2007 Operating Performance Survey Results:

Who Produces High Profit And Why?
Understanding The Three Key Profit Variables
Operating Performance Survey.)

By Dr. Al Bates, President

The Profit Planning Group
Boulder, Colorado
The just completed 2007 EASA
Operating Performance Report
provides the most comprehensive set
of benchmarks available on financial
performance in the industry. The report suggests that there continue to be
major differences between the typical
firm and the high-profit firm. The
differences are significant for both
planning and control purposes. (The
following is based on responses from
133 participants in the EASA 2007

What High Profit Means

The typical firm in the benchmarking survey is the firm exactly
in the middle of all firms in terms
of its financial results. That is, half
of the companies will perform
better than the typical one and half
will perform worse. To a certain
extent, typical can be thought of as
good enough. After all, the firm
is performing as well as half of the
firms. In reality, though, typical is
simply not good enough.
The typical EASA firm generates
sales of $3,832,050. On that sales
base, it produces a pre-tax profit
of $180,106. This means the firm
produces a profit margin of 4.7% of
sales. Stated somewhat differently,
each $1.00 of sales results in 4.7
cents of profit.
The high-profit EASA company
generates a profit margin of 10.7%.
This means that with the same sales
base, the high-profit organization
would produce $410,029 in profit.

This would give the high-profit firm

an annual profit advantage of $229,923.
However, this does not tell the entire
story. The high-profit company has more
money available to invest in additional
assets. If the additional assets are chosen
properly, they will support higher sales.
On those higher sales, the firm can then
produce even higher profits. It is a cycle
that allows the high-profit companies to
move well ahead of the typical ones. Over
time, the typical firm reaches the point
where it simply cant catch up.

How To Get There

Reaching high-profit performance is
a matter of identifying what is important and developing a plan to do better
on those factors. In common parlance,
the items that are important are called
the critical profit variables (CPVs). The
CPVs are outlined in Exhibit 1 with specific information on the results produced
by both the typical and high-profit firm.
When considering Exhibit 1, it is
important to note that no single business
Continued On Page 7

Management Solutions: Reports Distributed

By Dan Parsons, Chair
Management Services Committee
A.C. Electric Corp.
Auburn, Maine
Results of the 2007 EASA
Operating Performance Report were
distributed in a comprehensive report
to participants in June. The Operating Performance Report contains

detailed financial results based on

income statement, balance sheet,
and operating data of 133 EASA
firms that participated.
It was distributed free to participants. (The survey was disturbed to
all EASA Active members earlier
this year.)
Those who didnt participate in
the survey can still purchase a copy

EASA CURRENTS

www.easa.com

of the Operating Performance Report.

Its an outstanding value and is a great
benefit of EASA membership. For those
who participated in the survey, but didnt
order a customized Profit Improvement
Profile, you can still order a copy.
And order form is enclosed with this
issue of CURRENTS.

2007 Operating Performance Survey Results: Who Produces High

Profit And Why? Understanding The Three Key Profit Variables
Continued From Page 6

Exhibit 1
The Critical Profit Variables
Typical
Firm

High-Profit
Firm

$3,832,050

$3,832,050

$180,106

$410,029

Sales Growth

7.6%

9.5%

Gross Margin

41.8%

44.6%

$150,177

$179,157

14.7%

13.9%

5.6

6.9

48.3

48.9

Net Sales
Profit Before Taxes

Sales per Employee

Non-Payroll Expenses
Inventory Turnover (times)
Average Collection Period (days)
produces superior results on every
single CPV. The successful firms are
those that can combine the CPVs in
a way that maximizes overall profitability.
All of the CPVs have the potential to
be important for any given firm. However, in industry after industry, three
factors stand out as being the most
important. These are sales growth,
gross margin and payroll expenses.
Firms that can successfully control
these items have a major financial
advantage.
Sales GrowthRapid sales
growth is not a requirement for
driving higher profits. However, it
is absolutely essential to generate
at least moderate growth. Moderate is, of course, a subjective term.
At a minimum, the firm should be
able to increase its sales at least as
fast as operating expenses increase.
Ideally, it should target sales increases somewhere between one to
two percentage points faster than
operating expenses.
Gross MarginThe ability to
generate an adequate gross margin

continues to be one of the major determinants of profitability.

While the high-profit firm does
not necessarily have a higher gross
margin every year, it consistently
has a higher gross margin over the
long term. The pressures on gross
margin, from both suppliers and
customers, are not going to diminish. However, financial success
necessitates producing small systematic improvements in the gross
margin percentage every year.
Payroll ExpensesPayroll is by
far the most important expense
factor, which means that controlling payroll is essential to controlling expenses. In recent years
payroll has replaced gross margin
as the single most important driver
of profitability as payroll expenses,
especially fringe benefits, have
increased relentlessly.
One of the best ratios available
to evaluate payroll is Sales per
Employee. Computationally, this
is simply net sales divided by
the total number of full-time (or
equivalent) employees. Strategi-

EASA CURRENTS

July 2007

cally, it measures how effective the

firm is in using the employee base.
One of the major challenges faced
by firms in recent years has been
an expansion of the services provided to customers. Unfortunately,
this increase in service, which also
increases payroll costs, has not
necessarily resulted in higher sales
volumes. Of all the CPVs, the ratio
of sales per employee is probably
the most difficult to bring back into
line.
Firms that can control sales growth,
gross margin and payroll are much more
likely to generate high profits than those
that do not. The other CPVs represent
opportunities to fine-tune the business.
They are important, but are secondary to
the big three identified above.
Non-Payroll ExpensesIn analyzing non-payroll expenses, companies
typically measure them as a percent
of sales. In most instances, nonpayroll expenses need only minor
adjustments. Unfortunately, there are
numerous areas within the firm that
need to be examined. Controlling
non-payroll expenses will probably
always involve examining every
expense category with the hope of
making modest improvements in a
number of different areas.
Inventory TurnoverThe rate of
inventory turnover has a dramatic
impact on cash flow. As a result, it
has been a major area of concern
for the last several years. It was
suggested above that firms need to
generate at least a modest rate of
sales growth. If that growth is to be
maintained without running out of
cash, then inventory turnover must
be improved, at least slightly. For
most businesses that slight increase
Continued On Page 10

24/7 Systems, Inc.

* A.A. Rotating Apparatus, LLC
* A.O. Smith
* ABB, Inc.
Add Sales
** Advanced Coil Technologies
* AEMC Instruments
Alignment Supplies, Inc.
** American Babbitt Bearing, Inc.
* American Rotor Co., LLC
Amtech Research Labs, Inc.
* Application Computer Systems, Inc.
ARCO Electric Products
* Asheville-Schoonmaker Mica Co.
Avtron Manufacturing, Inc.
Bad Dog Specialty & Multi-Purpose
Tools
* Baker Instrument Co.
* Baldor Electric Co.
** Bangalore Coil Manufacturing Co.
* Barks Publications, Inc.
(Electrical Apparatus Magazine)
* Bartlett Bearing Co., Inc.
BEI Technologies
Benshaw, Inc.
* Bortech Corp.
* Brook Crompton-North America
* Carbone of America
* CEG Electric Motors N.A.
* CERUS Industrial
* Cincinnati Babbitt, Inc.
* Coil Manufacturing, Inc.
Coil Winding International Ltd.
* Commtest, Inc.
Condumex Inc.
Custom Materials, Inc.
Cutsforth Products, Inc.
* Danaher Sensors & Controls
* Dings Co., Dynamics Group
** Dowding & Mills PLC
* DuPont Co.
Dynamics Research Corp.
Dynamis
* Dynapar
EASA Products & Services
* EIS, Inc.
* ELANTAS PDG, Inc.
* Electric Coil Service, Inc.
Electrical Diagnostic Innovations
Electrical Fiber Systems
Electro-Mec Products, Inc.
* Electro Static Technology-ITW
Electrophysics
* Elektrim Motors
* Emerson Motor Technologies
EMOTRON Inc.
* Encoder Products Co.
ENECON Corp.
* Essex Brownell-Superior Essex
EZ-2 Sealing Technology
FASCO Motors

*
*
*
*
*
*
*
*
*
*
*
**
**
*
**
*
*
*
*
*
*
**
*
*
*

*
*
*

*
*
*
*

Firetrace International
Force Control Industries, Inc.
Fratec Insulation Tapes
Fulmer Co./Perma-Cast
Fusion Babbitting Co., Inc.
Garlock Klozure
GE Commercial Motors by
Regal-Beloit
GE Motors & Controls
Gillette Generators
Guspro, Inc.
Helwig Carbon Products, Inc.
Henkel (Loctite) Corp.
ICC International
Industrial Engineering &
Machine Corp.
Infrared Cameras, Inc.
Inpro/Seal Co.
Isovolta, Inc./USSamica
Jasper Electric Motors, Inc./New
Core, Inc.
Jenkins Electric Co./AW
Dynamometer
John C. Dolph Co.
Kencoil
Lafert North America
Laser Laminations, Inc.
Laser Technologies, Inc.
LEESON Electric/Lincoln Motors
LEXSECO/IRD Balancing
Liquid Development Co.
LUBCON Turmo Lubrication, Inc.
Ludeca, Inc.
Magna Products Corp.
Marathon Electric
Martindale Electric Co.
Midpoint Bearing
Minco Products, Inc.
Mindong Yanan Electrical
Machine Co., Ltd.
Mitchell Electronics, Inc.
MM&M Electrical Supply/
The Gund Co.
Motor Decisions Matter
Motortronics
Nachi America, Bearing Div.
National Electrical Carbon
Nexans Magnet Wire
Ningbo JingYi Miniature
Axle Co., Ltd.
NTN Bearing Corp.
O.G. Bell Co.
Palmer/Wahl Instruments
Parker Hannifin Seals
PdMA Corp.
Phenix Technologies, Inc.
Pollution Control Products
Port City Cabinet Works, Inc.
Posi Lock Puller, Inc.
Powerohm Resistors, Inc.
Precise Power Corp.

EASA CURRENTS

www.easa.com

* Precision Electric Coil/Precision

Rotor Services
Precision Electric Motor Sales
PRPSoft, LLC
PRS Solutions Pvt. Ltd.
Pumping Machinery, LLC
Pumps & Systems Magazine
Ram Seal, Inc.
* Rea Magnet Wire Co., Inc.
* Regal-Beloit Corp.
RENCO Encoders, Inc.
Revere Control Systems
Rogers Equipment Sales
* S&W Wire
* Samatic Winding Co., Div of
Jenlor Ltd.
Schaefer Ventilation Equipment
Shaver-Kudell Mfg., Inc.
* Schenck Balancing & Diagnostic
Systems
* Schunk Graphite Technology
Seal Distributors/PAC-Seal
SEIPP Electical Motor Repair
Supply Co.
SEMC-Ultimate Motor/Weiteli
* Siemens Energy & Automation
* SKF USA, Inc.
* Southern Electric Coil, LLC
* Sprecher + Schuh
* Spring Point Solutions, LLC
** Stanley Electric Motor Co., Inc.
STAR Technology, Inc.
* Stearns Div., Rexnord Corp.
* Steelman Industries, Inc.
* Stimple & Ward Co.
* Swiger Coil Systems
* Tatung Electric Co. of America,
Inc.
* TECO-Westinghouse Motor Co.
* The Electric Materials Co.
* The P.D. George Co./ALTANA
TORSPEC International, Inc.
* Toshiba International Corp.
U.S. Seal Mfg.
** Universal Coil Mfg., LLC
Vaughens Price Publishing Co.,
Inc.
VibrAlign, Inc.
* Von Roll USA, Inc.
* WEG Electric Motors Corp.
Western Filament
WorldWide Electric Corp.
WorldWide Electric Corp.-Motor
Controls Div.
*** Xcel Energy
Yellow Transportation
* Associate Member
** Active Member
*** Allied Member

Order Your Copy!

How To Wind Three-Phase Stators
Self-Paced, Interactive Training for Stators 600 Volts or Less
EASAs new CD-ROM-based interactive tool 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.

This new EASA product is a must have for

all motor service centers that rewind threephase random wound motors. In addition to
being a great teaching tool for the apprentice, it is also a comprehensive resource for
the experienced winder.

Simply put, I believe this is the

best learning tool ever produced by
EASA. I think it addresses one of our
most fundamental needs.

Ken Gralow
Gray Electric Co.
Schenectady, New York
Technical Education Committee Member

Kevin Toor
Birclar Electric & Electronics, LLC
Romulus, Michigan
Technical Education Committee Member

See the enclosed form to order your copy!

Five Valuable Seminars To Be Offered In 2007-2008

EASAs lineup of seminars for
2007-2008 (see schedule on Page 12)
features the following:
Fundamentals of DC Operation & Repair Tips covers DC
machine theory and operation, as well
as repair tips. Topics include testing
and winding of armatures, fields, interpoles and compensating windings,
machine work, balancing, assembly
and final testing. The theory portion
is structured so that it can be grasped
by entry-level personnel, while the
overall material is in-depth enough
so that those with 30 years or more
experience will benefit.
Centrifugal Pump Repair includes actual teardown and assembly

of a centrifugal pump, as well as valuable insights, shortcuts and methods.

Root Cause Failure Analysis
focuses on common as well as unusual types of failures broken down
by motor components. The seminar
is intended for anyone interested in
understanding motor failures, and
those who want to serve customers by
addressing the cause of failure rather
than the symptom. Each attendee will
receive an extensive resource manual
and CD-ROM containing photos of a
wide range of failures, with the likely
causes listed, and a clear methodology for confirming the probable cause
of each failure.

EASA CURRENTS

July 2007

Principles of Large AC Motors

covers horizontal and vertical squirrel-case induction motors in the 300
to 5,000 horsepower range, low and
medium voltage; most of the principles apply to other sizes as well. The
material is relevant to North American and international standards.
Mechanical Repair Fundamentals of Electric Motors addresses the
basic mechanical aspects of motor repair.
Discussion will cover basic materials
and their characteristics, the loading and
stresses involved, the most common
failure modes and patterns along with
recommended repair practices as they
relate to applications.

Marketing Solutions: The Habit Of Selling

Seminar Scheduled October 2-4 In Dayton, Ohio
EASA and the Association Education
Alliance (AEA) are working together
once again to bring you The Habit of
Selling. The 2 1/2 day seminar is scheduled October 2-4 in Dayton, Ohio.
The highly rated seminar is designed
for salespeople and sales managers to

attend together. The training will be presented by Don Buttrey of Sales Professional Training, LLC.
To register, call the AEA directly
at 410-263-1014 or complete the
enclosed form and fax it to the AEA at
410-263-1659. To find out more about

New Active Members

the seminar, go to EASAs Web site

and open The Habit of Selling icon.
If you have questions, call EASA
at (314) 993-2220 or e-mail at
easainfo@easa.com.

EASA is a
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

Greensboro, NC 27409
Rep:
Michael A. McCammant
Phone: 336-668-4848
Fax:
336-668-4878
E-mail: mmccammant@bellsouth.com

31 Hoskins Road
Landsdale, W.A. 6065
Australia
Rep:
Paul Faint
Phone: 61-8-9309-2877
Fax:
61-8-9309-1552
E-mail: paul@smrcpl.com.au

Motair Inc.
3158 Industriel
Laval, PQ H7L 4P7
Canada
Rep:
Jean-Francois Duguay
Phone: 450-668-2666
Fax:
450-668-2656
E-mail: gerry@motair.ca

Billy Baker Electric

1311 Azalea
Walnut Ridge, AR 72476
Rep:
Billy Baker
Phone: 870-886-7698
E-mail: bllybkr@yahoo.com
Continued On Page 11

2007 Operating Performance Survey Results

Continued From Page 7

in turnover will be enough to ensure

financial integrity.
Average Collection PeriodLike
inventory turnover, the average collection period (sometimes called the
days sales outstanding) has more of
an impact on cash flow than on profitability. It also usually proves to be a
very difficult ratio to improve. For
most firms, a realistic goal is to maintain performance at existing levels.

10

What the high-profit firm

does is put together a
set of CPVs that results
in greater profitability.
It is a pattern that every
firm should use as a role
model.

EASA CURRENTS

www.easa.com

In reviewing the EASA CPVs in

Exhibit 1 it should be remembered
that the high-profit company is far
from perfect. Individual firms may
far outperform the high-profit firm on
individual factors. What the high-profit
firm does is put together a set of CPVs
that results in greater profitability. It is
a pattern that every firm should use as
a role model.

Meeting Spotlight
Highlights Of Upcoming EASA Chapter/Regional Events
Australasian Chapter

Region 1

Region 6

September 14-16
Port Stephens, Newcastle NSW
Contact Kathleen Wojcicki at
61-2-4983-1800

September 20-22
Historic Gettysburg, Pennsylvania
Contact Ed
Crumbock at
302-678-0400
or Ken Gralow
at 518-355-9000

October 18-20
Tucson, Arizona
Contact Diane Werling at
972-939-8588 or see
www.easasouthwest.com

Ontario Chapter
September 7-8
Deerhurst Resort
Huntsville, Ontario, Canada
Contact Gerry Siemon at 519-4399748 or see www.easaontario.ca

Western Canada
September 21-23
Hotel Grand Pacific
Victoria, British Columbia, Canada
Contact Eddie Sandboe at
780-532-5900 or see
www.easawesterncanada.com

Region 2
October 11-13
King and Prince
Beach & Golf
Resort
St. Simons Island, Georgia
Contact Ray Paden at 404-472-1307
or see www.easasoutheast.org

Region 4
September 27-29
Birmingham, Alabama
Contact Linda McLaughlin at
636-343-9700

Region 7
September 6-8
Harrahs
Reno, Nevada
Contact Steve Skenzick at
541-673-3162 or Darold Winn at
916-422-7493; see www.easa7.org

Region 9
October 4-6
Venice, Italy
Contact Brian Gibbon at 44-121353-7865; see www.easa9.org

New Active Members

Continued From Page 10

Jims Electric, Inc.

VeeArc LLC

1400 E. Poplar St.

Deming, NM 88030
Rep:
Jimmy G. Payne
Phone: 505-546-3005
Fax:
505-546-9314
E-mail: jimmys@zianet.com

P.O. Box 186

Joliet, IL 60451
Rep:
Kent B. Wegley
Phone: 800-292-1220
Fax:
815-724-2375
E-mail: kwegley@veearcdrives.com

Electric Motors Corp.

509 S.E. 6th St.
Des Moines, IA 50309
Rep:
Samuel C. Ware
Phone: 515-243-3824
Fax:
515-243-3825
E-mail: stanleycl@hotmail.com

Chapter/Regional Meeting Dates

July

September

October

Central District .................. 10

Australasian .................. 14-16

North Central ................ 13-15
Ontario .............................. 7-8
Region 1 ........................ 20-22
Region 4 ........................ 27-29
Region 7 .......................... 7-10
Tri-State ............................. 18
Western Canada ............ 21-23

Region 2 ........................ 11-13

Region 6 ........................ 18-20
Region 9 ............................ 4-7

Get the most from your

membership.
Attend your next chapter
or regional meeting.

EASA CURRENTS

July 2007

November
Central District .................. 24

11

Technical Support Specialist Cyndi Nyberg Resigns

Technical Support
Specialist
Cyndi Nyberg, who
has been
with EASA
for nearly 8
years, has
resigned to
join another
Cyndi Nyberg
organization. Her last day at EASA Headquarters
will be July 13.
In her new position, Nyberg will
be an electrical engineer for a U.S.
Department of Energy contractor
(UT-Battelle) and will work in the
nuclear research division at Oak Ridge
National Laboratory near Knoxville,
Tennessee. She will perform design en-

gineering in support of modifications

to reactor systems, provide technical
support for electrical maintenance
activities, and conduct performance
analysis of reactor systems.

other associations, utilities, governmental agencies and end-users. In fact,

Nyberg made two presentations in late
June to the IEEE Pulp and Paper Conference in Williamsburg, Virginia.

Service To Members
In her years with EASA, Nyberg has
become well-known to many members
who call Headquarters for technical
support. She also has taught a number
of EASA seminars and has written technical articles for CURRENTS (such as
the one on Page 3 in this issue), as well
as the trade press.
In addition, she occasionally made
presentations (as do Technical Support Specialists Tom Bishop, P.E., and
Chuck Yung) representing EASA and
its members before other organizations. These include industry groups,

Next Phase In Career

Cyndi has been a valuable, highly
professional asset to the Association and
has helped many members with technical assistance, said Linda Raynes, CAE,
EASA President & CEO. She has done
a great job for our members. While we
are sad to say good-bye, we are proud
to have had Cyndi on our team and
absolutely wish her the very best as she
begins this next phase of her career.
Before joining EASA in 1999,
Nyberg worked at Emerson Electric in
St. Louis as an applications engineer in
the commercial division.

Plan To Attend EASAs 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, photographs 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

1.
2.
3.
4.
5.

6.
7.
8.

Taking Data
Core Testing
Coil Cutoff
Burnout Procedures
Winding Stripping
Procedures
Core Preparation
Coil Making
Winding Insulation
and Coil Insertion

9.
10.

11.

12.

13.

Internal Connections
Lacing and Bracing
of Windings
Inspection of Untreated
Windings
Testing Untreated and
Treated Windings
Winding Treatment

Operating System
Version

Windows
2000/XP

Mac
10.3.9 or later

Processor

1.5 GHz Intel Pentium class or better

1 GHz G4 processor or better

Available Memory

512 MB of RAM

At least 256 MB of RAM

Hard Drive

Approx. 700 MB free space

Approx. 700 MB free space

Sound Card w/Speakers 16 bit

16 bit

Video

64 MB or greater video card

16 MB of video RAM

Apple Quicktime**

Version 7

Version 7

Adobe Reader***

Version 5 or newer

Version 5 or newer

*System requirements based on those required by Apple QuickTime. ** Free download from www.apple.com. Not supplied
on CD-ROM. ***Free download from www.adobe.com. Not supplied on CD-ROM.

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
Credit Card Number

Expiration Date
Month Year

AM Express
Cardholder Name
Address

State

Zip

City

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

produced for the education sessions at EASAs 2007 Convention in Minneapolis, and theyre available in a handy
compilation called Select Presentations on CD-ROM.
Papers and/or slide presentations included are:

Management
Presentations
Compensation Strategies
Michael Marks
Dealing with Difficult People Bruce Christopher
Have Motors Become Too Efficient to Replace?
Kitt Butler
Help Avoid Lawsuits With Advance Documentation
Austin Bonnett
Improving Profitability 101 Albert Bates, Ph.D.
Lean Operations for the Service Center
Marc Amato and Kevin Harris
Profitability Planning In-depth Albert Bates, Ph.D.

Technical Presentations
Dealing with Shaft and Bearing Currents
Tom Bishop, P.E.
Infrared Thermography in the Service Center and
in the Field Cyndi Nyberg
Lubrication Technology and Compatibility
David Slack
NEMA MG 1-2006: Overview and Recent Changes
Cyndi Nyberg
Perils and Pitfalls of Submersible Pump Repair
Lev Nelik, Ph.D., P.E., APICS
Pump-Motor-VFD Issues Lev Nelik, Ph.D., P.E., APICS
Repair/Replace: What to Do When the
Decision is to Replace Tom Bishop, P.E.
Rewind Tips for 7kV and Higher John Allen
Sleeve Bearing Repair Tips Chuck Yung
Squirrel Cage Rotor Design
Joseph Hillhouse and Richard Budzynski
Stator Core Repair and Testing Chuck Yung

Marketing & Sales Presentations

Coordinating Inside/Outside Sales for Best Results
Mark Freundschuh
Creating Distinctive Value: Building Your Business
from the Outside in Thomas Winninger
Marketing With a Small (Miniscule?) Budget
Jerry Peerbolte
Preparing for Your Customers Objections
Jerry Peerbolte
Price Wars: Secrets to Beating the Price Wars
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

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

Please charge $ ________________ to
MasterCard
VISA
Credit Card Number

__________________________

Total Amount Enclosed

Expiration Date

Cardholder Name

________

Address

Month Year

State

AM Express
City
Zip

Country

Company _____________________________________________________________________________________________
Address ______________________________________________________________________________________________
City/State/Prov. _____________________________Zip _______________ Country __________________________________
Telephone (

) ____________________________ Fax (

) ______________________________________________

Ordered By _______________________________ Title ________________________________________________________

Web site ___________________________ Co. E-mail ______________________ Your E-mail ___________________________

AL APPA
R
RIC

US
AT

ELEC
T

* 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).

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

ON

IC

TI

SER

EA SA

ELECTRICAL APPARATUS SERVICE ASSOCIATION, INC.

A SS O CI

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
on input from other EASA members! (Survey
participants already have received their copy.)
Use results of the recent EASA
Operating Performance Survey to
find out how you, too, can become a
high profit EASA firm. The 2007
EASA Operating Performance
Report provides the most comprehensive set of benchmarks available on
financial performance in the industry.
The report contains detailed

Report Available
For EASA
Members Only

financial results based on income

statement, balance sheet, and operating data of 145 EASA firms that
participated in the survey.
Order your copy of the Operating
Performance Report using the form
below.
Survey participants have already
received a copy of the industry report. If

you participated, but didnt order the

optional Profit Improvement Profile,
you can still order this useful management tool. This personalized report
compares your firm (if you participated
in the 2007 survey) with similar firms
and includes suggestions for improving
your firms 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

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

Please charge $ ________________ to
MasterCard
Credit Card Number

Expiration Date




VISA


 


AM Express

Total Amount Enclosed

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.

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
professionals require ongoing practice and
training in order to succeed. Sales managers
who understand this critical concept believe
in providing their salespeople with
opportunities to acquire new skills, increase
productivity and reach their goals.
Network with Distributor Sales
People from Other Industries
EASA is co-sponsoring this sales training
event with the Association Education
Alliance (AEA), a group of distributor
associations that work together to provide
training and networking opportunities for
its distributor members. (See list at right.)
What Will You Learn?
 Active listening
 Benefit selling
 How to sell the value-added of
your service center
 Overcoming price sensitivity
 Pre-call planning
 Presentation skills
 Methodology to answer objections
 Closing techniques
 Actual practice using role-playing
 And so much more!

Learn & Network with a Variety of Industry Distributors

American Supply Association
American Veterinary Distributors Association
Associated Equipment Distributors
Association for High Technology Distribution
Aviation Distributors & Manufacturers Assoc.
Bearing Specialist Association
Canadian Institute of Plumbing & Heating
Electrical Apparatus Service Association
Electro-Federation Canada
Fluid Power Distributors Association
Food Industry Suppliers Association
Food Equipmment Distributors Association
Gases and Welding Distributors Association
Health Industry Distributors Association
Heating Airconditioning & Refrigeration Distributors
Independent Sealing Distributors
Industrial Supply Association
International Association of Plastic Distrib.
International Sanitary Supply Association
Lawn & Garden Marketing & Distribution Assoc.
Material Hdlg. Equipment Distributors Assoc.

NAED Education & Research Foundation

National Association of Chemical Distributors
National Electronic Distributors Association
National Fasteners Distributors Association
North American Assoc. of Floor Covering Distributors
North American Building Material Distribution Assoc.
North American Horticultural Supply Assoc.
North American Wholesale Lumber Association
Northamerican Independent Representatives
NPTA Alliance
Outdoor Power Equipment & Engine Service Assoc.
Pet Industry Distributors Association
Petroleum Equipment Institute
Power Transmission Distributors Association
Safety Equipment Distributors Association
Security Hardware Distributors Association
Specialty Tools and Fasteners Distributors Assoc.
Textile Care Allied Trades Association
The Association for Hose & Accessories Distribution
Waste Equipment Technology Association
Wholesale Florist & Floral Supply Association

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