In the past, terminal operators preferred to operate specialised pumps for each application. Now, the tendency is to use a single pump for multiple functions. DESMI has answered this relatively new need by incorporating, for example, a frequency inverter with system control devices such as meters, sensors and gauges, enabling pump speed to match the variable flow and variable system operating pressure, as well as the variable viscosities of pumped fluids. Naturally, working with a variety of bulk liquids can be tough on pumps, but it also demands more of the terminal operator’s staff, too.
DESMI’s edge in the market for industrial pumps isn’t just the pumping equipment itself. Instead, the company’s technical knowledge has proven a valuable asset to winning orders and keeping things running smoothly once everything has been installed.
“You need to know about pumping systems, processes and operations,” says Mr Ng. “Achieving the best results demands awareness of all operational aspects, including the challenges and the impact on the pump of each operational mode – whether it’s loading ships or trucks, drumming, stripping to completely empty the storage tanks, or tank clearing. Almost every order we get is backed by solution selling – the ability to knowledgeably discuss with the customer, the operator and the maintenance guy not just the pump itself but the entire operation. Some units are used for handling different grades and viscosities of petroleum oil with huge differences in operating conditions and expectations, so you need to understand the whole picture – will the specified pumps and accessories be able to meet the complete operational expectations? And where are the strengths and weaknesses in relation to the entire operation requirements?”
DESMI in demand
DESMI’s pumps are widely used all over the world. One customer, for example, operates a wide portfolio of oil and petroleum products terminals in many parts of the world. In Singapore, with its status as a key international cargo hub, the operator’s terminals support chemical and oil companies, trading companies, and national oil companies. Various DESMI pumping systems are installed at these terminals, handling different types of transfers depending on the functions of the terminal and the demands of specific contracts the operator signs with its customers.
In Vietnam, DESMI pumps keep things moving at a major bitumen marketer that imports, stores and distributes asphalt for road building and infrastructure developments in the country. The marketer’s terminal at Haiphong boasts wharf facilities with a state-of-the-art bitumen storage terminal and a capacity of 5,000 metric tons. The company is one of two large bitumen companies using DESMI equipment in Vietnam. DESMI pumps are also installed at the bulk liquid terminals of Indonesian-based customers.
The knowledge loss problem
“The type of products and operations determines the pumping system required,” Mr Ng explains. “Typically, a terminal operator will sign a three- to five-year contract based on existing facilities, or will turn to someone like DESMI to provide an appropriate pumping system that meets contract needs – and that’s where having a good relationship to the pumping solution supplier really makes a difference.”
To achieve a reliable, ready-for-action pumping system, you need to have operational staff who are familiar with the equipment and able to adjust the various operational parameters required to ensure optimal flow. In Singapore, many of the equipment operators in bulk oil terminals are contracted workers with little knowledge of handling pumping equipment. They have limited operational experience, a narrow understanding of the overall pumping system and terminal operation, and are typically under time pressure. It’s important, therefore, to choose pumping equipment and solutions from a supplier that can offer the technical support – and application know-how – to operate an efficient storage terminal.
