James Smith (deceased)
Advanced Electric Equipment Service, Inc.

On my trip home following the Marketing and Industry Awareness Committee Meeting last September, I began writing the first draft of this article. I had spent a few hours review­ing the “State of the EASA Industry” research update and had listened to the thoughts and insights of other EASAns who attended the meeting.

In retrospect, I realize I had done something that many EASAns from small service centers rarely have the luxury of doing. I took a block of time, without distractions, and thought about my business and its future direction.

The article I wrote in September is not quite the one you’ll see here. We’re all dealing with a drastically different economic reality today.

This thought-provoking session presents the results of EASA 2014 industry research. Based on exclusive interviews with executives from global motor manufacturers, it provides key insights into the opportunities and challenges ahead for EASA members.

• What are the strengths and weaknesses of EASA service centers compared with other distribution channels?
• What are the nature and value of EASA members’ customer support compared with other channels?
• Has the relationship with the EASA channel changed over the years with regard to warranty support? And if so, how?
• What are the key sources of conflict between motor manufacturers and service centers/distributors?
• What is the EASA channel’s share of replacement motor sales vs. all other channels?
• How do manufacturers view the new EASA Accreditation Program?

Jerry Peerbolte
J. Peerbolte & Associates

Can you develop a stronger partnership with your key suppliers? Why do some motor manufacturers act like your competitor? Do these companies share similar views regarding the future of EASA Service Centers? This presenation highlights findings from EASA’s ongoing industry research program, which this time focuses on motor manufacturers, suppliers and vendors critical to the industry.

Jerry Peerbolte
J. Peerbolte & Associates

Are end-users repairing more electric motors today than in the past? Or fewer? What’s the trend? Certainly, this is an important question for most EASAns.

Paul Rossiter
Energy Management Corp.

How well do you know what your customers really want, and why they purchase your services and products?  When challenged, I think most owners and salesmen believe they know all about their customers’ wants and needs. After all, that is what keeps us in business, right?

You probably have a good idea about the desires and needs of any one customer, but what about the big picture? How well do you know what your customer base wants as a whole?

​

Jerry Peerbolte, J. Peerbolte & Associates
and
Mark Hoske, Control Engineering

The 2019 edition of EASA’s Industry Research, as presented at the 2019 EASA Convention, focuses on feedback from the end-user customer base.

Some of the critical topics explored include:

• Repair vs. replace considerations for electric motors
• Trends in the purchase of replacement motors
• Adoption of more preventive and predictive (vs. reactive) maintenance strategies
• Future outlook for outsourcing of maintenance services
• Key criteria considered when selecting outside maintenance service providers
• The value of EASA’s Accreditation Program
• Challenges and opportunities associated with condition monitoring, Industrial Internet of Things and artificial intelligence in a plant maintenance environment

During the 2023 EASA Convention & Solutions Expo, Jerry Peerbolte, Professor Emeritus at the University of Arkansas, presented findings from the fifth EASA research study conducted of end-user customers. EASA partnered with Plant Services magazine to conduct the study of their readers (and your customers).  

The purpose of the study was to determine end-user maintenance trends that impact EASA member businesses. The survey questions explored preventive and predictive maintenance practices including outsourcing trends, electric motor repair or replace decisions, criteria for evaluating service and sales providers, and plant maintenance goals, services, budgets and staffing.

Guests during the session were Tom Wilk, editor-in-chief at Plant Services magazine, and Michelle Schwery, director of portfolio at ABB Motion Service.

Jerry Peerbolte
J. Peerbolte & Associates
Fort Smith, Arkansas

When end-users decide to out­source any maintenance service, what criteria do they use to evaluate possible vendors? This question was explored in EASA’s 2014 Customer Research study. It was also examined in the earlier EASA industry research (2003 and 2008) allowing the opportunity to determine if attitudes and practices have changed over time.

It should come as no surprise that the factor most important to end-users when selecting an outside maintenance service provider is the “quality of service work performed.” This factor was similarly the most important one in the earlier EASA industry research.  

By Mike Howell
EASA Technical Support Specialist

For many industrial plants, maintenance strategies and decisions relating to the electric motors in use are among their most critical. Without question, motors are the primary workhorses for many of these plants—driving machinery, pumps, conveyors, and other vital equipment. So when they don’t work properly or fail, the impact on regular plant operations can be enormous.

When faced with an ailing or failed motor, plant operators typically consider whether to repair or replace it. According to a 2014 study conducted by Plant Engineering magazine for the Electrical Apparatus and Service Association (EASA), just more than one-half of plants have a policy of automatically replacing failed electric motors below a certain horsepower rating. While that horsepower rating varied depending upon the plant’s installed motor population, the average rating was 30 hp.

While such policies address a portion of the motors used at most plants, they do not cover what occurs with those motors. That question was addressed in a more recent research project commissioned by EASA that focused on the disposition of electric motors considered for repair. The research showed that just over three-quarters (79%) were repairable, with the remainder (21%) replaced. Within the repaired electric motor group, mechanical repairs were the most common (49%), compared with electrical rewinds (30%). Further, over the past three years, mechanical repairs are trending higher, while the electrical rewinds are declining.

The article looks at some of the reasons for these motor repair trends:

• Availability of a suitable replacement
• Cost of repair vs. replacement
• Repair provides opportunity to determine (and address) root cause
• Regular preventive and predictive maintenance practices can provide “early warning”
• ANSI/EASA standard establishes motor repair best practices
• EASA accreditation provides third-party assurance of motor repair practices

READ THE ARTICLE

Jerry Peerbolte
J. Peerbolte & Associates
Fort Smith, Arkansas

How do end users make repair or replace decisions for failed electric motors?  This question was explored in EASA’s 2014 end-user customer research study. It was also examined in the earlier 2003 and 2008 research projects providing the opportunity to determine if attitudes and practices have changed over time.

In the most recent study, half of the end users surveyed reported a policy of automatically replacing motors un­der a specified horsepower rating. The specific rating ranged from as low as 1 hp to over 200 hp, with the median rating of 10 hp.  

Michael Marks
Indian River Consulting Group
Presented at the 2022 EASA Convention

This report and presentation represents the findings from the fourth industry study conducted by Indian River Consulting Group (IRCG) on EASA member service centers. Previous studies were conducted in 2003, 2008 and 2017. Data trends between this study and the 2017 study is included where applicable.

VIEW ALL EASA INDUSTRY REPORTS

This study’s focus is wide ranging and explores general business practices, financial performance metrics, services, products and strategies around marketing and succession.

This study was authorized in Nov. 2021, by EASA’s Executive Committee and Board of Directors, acting upon the recommendation of the Marketing and Industry Awareness Committee.

Interviews were conducted to identify emerging trends and other subjects worth considering inclusion in the 2022 study.

Like the previous survey, an intentional decision was made at this meeting to maximize the value of the data collected in 2022 at the expense of losing some continuity from previous studies. As a result, some questions from previous studies were eliminated, some questions were re-worded and some answer choices were altered. Survey length was reduced with the goal of increasing participation.

Industry Insights, a research company, conducted three surveys with members from several associations, including EASA, regarding the impact of the COVID-19 health crisis. The first survey took place in mid-March, the second in early-April, and the third in late-April. The results are presented here. This password-protected Excel workbooks allow you to dive deeper into the data itself and are also provided in PDF format. The video below showcases an overview of EASA member answers from the late-April survey. Member answers are first compared to the overall responses, then to EASA member responses from the first and second surveys.

Click arrows in lower right of video to view full screen
Click to play or pause

Late-April Survey

FULL RESULTS OPEN-ENDED RESPONSES

Early-April Survey

EXECUTIVE SUMMARY FULL RESULTS OPEN-ENDED RESPONSES

March Survey

EXECUTIVE SUMMARY FULL RESULTS OPEN-ENDED RESPONSES

Justin Hatfield
HECO, Inc.

Do your salespeople ever wish they knew more about their competitors? Do they ever wish they understood our industry better? Today, the best salespeople are ones who keep abreast of a variety of changes going on in the marketplace. At HECO, our salespeople always do their best to try and stay up to date. From emerging technologies, to how to land more clients, to what industries typical EASAns are doing business with are on their radars. This is all valuable information that your salespeople could benefit from, too.