APV Academy

Membrane Processing Training Level 1

This lesson covers an overview of Membrane Processing
Content:
Module 1: APV in Membrane Filtration – Basic Information
Module 2: Principles of Membrane Filtration
Module 3: Applications in the Dairy Industry
Module 4: Aftermarket, Service, Pilot test and sales brief
 APV Academy
Membrane Processing Training Level 1

Module 1-
Basic information of APV in Membrane Filtration
Membrane team, capabilities and market sector
Module 1
Learning objectives

At the end of this module you will be able to :

– Understand who are the key Technology/sales support persons
– Understand the background and history of APV in Membrane
Filtration
– Present the capability of APV Membrane Filtration
– Describe in which sector and segments APV offer Membrane
Filtration
– Understand how to act if you receive questions and/or inquiries
from other sectors

4
Membrane and MP
- Abbreviations/explanations

RO – Reverse Osmosis WPC – Whey Protein concentrate

RO-P – RO Polishing
MPC – Milk Protein Concentration
NF – Nonofiltration
UF – Ultrafiltration
Feed – Product (e. g. milk or whey)
MF – Microfiltration
to be Membrane processed
MP – Microparticulation
Permeate – Liquid/solvents
MW – Molecular weight passing through the membrane
SW – Spiral Wound membranes
Retentate – Concentrate which will
P&F – Plate and Frame membranes be retained by the membrane
VCF – Volume Concentration Factor
GP – Gradient pressure membranes

5
Membrane filtration and MP
- brief historical update July 07

Late sixties: The Danish Sugar Company DSS (Danisco) invented the
Plate % Frame (P&F) Membrane Technology – UF and RO
1975 DDS takes over Pasilac and Silkeborg becomes the Center of
Membrane Filtration for the world Dairy Industry
– UF Feta and whey processing in Denmark > great success
– The eighties: Intensive application innovation sponsored by DDS
– Alfa Laval (Tetra Filtration) and GEA enters - based on Silkeborg experts
1987 APV takes over Pasilac – expand into Food/other applications
– The nineties: Spiral wound systems + NF and MF applications
Year 2000: DSS, Silkeborg based on 60 % of APV membrane people
– 2003: APV Dairy focused strategy >> Food/other application is closed
– More competitors: Alpma – and local engineering companies
– 2005/06: The APV LeanCreme Process - 11 commercial plants
– 2006: 8” RO and NF is implemented
2006/2007: Market up > Sales up > (+ 60%) > turn around

6
Membrane and MP
- Technology/sales support

Technology sales support Process/product specialist

– Susanne Greve - Director – Jan S. Jensen - Membrane
– Mogens Vestergaard – Jacob Madsen – MP
– Kim Thuesen
– Preben Koenigsfeldt - MF
Aftermarket: Membranes,spares
– Berit Skindersoe and service
– Jacob Madsen - MP – Ib K. Christoffersen
Design and proposal
– Rolf Pedersen – Proposal Mng. Global Technology Manager
– Per Gade – Bent Oestergaard* – Membrane
– Kim Thuesen and MP

List of Key contacts for the Membrane and MP community will be produces*
MP is part of the Membrane portfolio. But MP will be covered in separate presentation
For guidance in who to contact please contact Rikke Haulund
7
The APV membrane team
- dairy technology specialists

Dedicated team of specialists in innovation,

engineering, automation, PM, sales and service
3 decades - 1100 references
Strong know-how platform > proven technology
Pioneers in innovative dairy applications and
engineering solutions
Innovation Centre and pilot plant service
Membrane concept solutions
Excellent membrane aftermarket service
World wide experts and local contacts

8
Membrane Filtration and MP
- Dedicated to the Dairy industry

APV is a strong brand in Membrane Filtration

– Very strong historical background and capability in the Dairy sector
APVs strategically decision is to focus all Membrane and MP
activity in the Dairy sector and in Dairy Applications
– So, please do not promotion Membrane Filtration and MP to other
sectors and Applications than Dairy
The primary segments within the Dairy sector are:
– Ingredients (Whey/Milk powder industry),Cheese industry, White line
industry (Milk and Fresh Dairy products)
How to handle non dairy inquiries.
– Kindly inform the customers that APV are not able to quote
– If a very important customer/project with extensively APV content and
high win change please contact Susanne Greve or Bent Oestergaard
for advice how to proceed

9
 APV Membrane Filtration
- Summary of Dairy References … and others

RO sweet whey/UF perm. (163) 179 188
UF whole milk (121) 140 147

RO skim milk (16) 19 20
UF skim milk (62) 73 77

RO whole milk (12) 13 14
UF fermented milk/cream (65) 77 77

RO buttermilk (3) 3 3
MF milk (18) 37 40

RO acid whey/UF perm. (12) 15 16
MF cheese brine (5) 9 11

RO polishing (5) 14 19
MF Whey - 2 2

NF various purposes (15) 28 37
MP Micropart., incl. PP - 6 18

UF sweet whey (111) 139 142
Various special dairy (10) 10 10

UF acid whey (14) 20 22
Pilot plants (131) 140 141

 Total dairy plants (763) 922

984
 Total food/other plants 146
146
 Total reference plants 1070
1130Total April 2007
 Total December 2005
(Total June 2000)
Note:
10
Totals exclude extensions
A17 11

Module 1 - Questions

1. APV dedicate all our Membrane and MP focus and activity to one
sector/industry. Which sector/industry ?
A. Food Industry
B. Dairy Industry
C. Brewery or others

2. What to do to handle inquiries/questions from non strategic sectors or

applications ?
A. Tell the customers that APV can do everything in Membrane Filtration and MP
B. Tell the customers that APV are not able to quote or give information
C. Consult APV Global Technology Support Centre for advice

11
Slide 11

A17 Answers:
1. C
2. C
3. B
4. A

APV, 6/15/2007
 APV Academy
Membrane Processing Training Level 1

Module 2-
Principles of Membrane Filtration
Module 2
Learning ojectives

At the end of this module you will be able to:

– Describe the principles of Membrane Filtration

– Present the the purpose of Membrane Filtration
– Understand the membrane used and sourcing of membranes
– Describe the various membrane systems

13
What is membrane filtration ?
- Definition

Pressure driven molecular separation process obtaining

- Concentration (water is removed, no loss of solids)

- Fractionation (distribution of individual components is
changed)
- “Sterilisation” (microorganisms are physically removed)

Separation is determined by the membrane

characteristics (pore size) and the molecular size (MW)
of the individual components present in the liquid, e.g.
milk or whey

14
Separation Technologies
- Membrane filtration is a molecular
separation technology

15
Dead-End Filtration vs.
Cross Flow Filtration
Dead-end APV systems are based on
filtration Cross flow filtration
Feed

Feed Retentate

Permeate

Permeate

16
 The Principles of Membrane
Filtration Processes

Reverse osmosis – RO and RO- P Nanofiltration - NF

Retentate

Feed
Permeate

Ultrafiltration - UF Microfiltration - MF

Particles, bacteria,
Large molecules Small molecules Salts Water
suspended solids

17
 The filtration spectrum
- milk and whey components

Scanning electron microscope Optical microscope Visible to naked eye

Macro molecular
Ionic range Molecular range Micro particle range Macro particle range
range
Micron (log scale) µm 0.001 0.01 0. 1 1.0 10 100 1000

Molecular weight MW 200 20,000 100,000 500,000

40-100 MW
150,000 MW
Ions Immuno-
globulins
2-6µm
100-300 MW Fat
31,000 MW
Salts globules
Rennet
Enzyme 0.1-0.3µm
Casein 5-25µm
50-200 MW
Relative size 18,000- micelles
Yeast, mould
NPN 36,000 MW
of common
Beta-
materials lacto-
342 MW globulin
Lactose 1-5µm
66,000 MW
Bacteria
14,000 MW BSA
Alpha- 10µm
lactal- Somatic
-bumin cells

Reverse Osmosis Ultrafiltration Conventional filtration

Separation <0.001µm / <100 MW 0.002-0.05µm / 1,000-200,000 MW
18
process Nanofiltration Microfiltration
<0.002µm / 100-1,000 MW 0.05-5µm / >200,000 MW
Various Membranes used
for Dairy Applications

19
Membranes are the heart
of the Membrane Systems
APV are sourcing the membranes from major producers on
the world market – Performance, quality and price priority
APV is doing its own membrane applications development
– As a result APV has an extensive dairy application knowledge

Technology Module System Membrane material Typical supplier

and size
RO and RO-P SW 8” Organic, polymeric Dow Filmtech

NF SW 8” Organic, polymeric GE Osmonics

and Dow
UF SW 6 “ and Organic, polymeric Koch Membrane
P&F Alfa Laval/Nadir
MF Ceramic, Ceramic, alumina Exekia
Various sizes

20
 Membrane Filtration Systems

• RO - Reverse osmosis
- RO-P - RO Polisher
• NF - Nanofiltration
• UF - Ultrafiltration
• MF - Microfiltration
6” UF SW system
8” RO/NF and RO_P system

P&F UF system

4” NF/RO system 21 MF system

RO/NF and UF Spiral
Wound System

Retentate

Permeate
Pressure vessel

End cap End cap with

permeate outlet
Membrane element

ATD - anti telescoping device

stainless steel
Feed
22
 Spiral-wound element
- basic construction

Feed

Retentate

Permeate

Feed channel spacer Permeate collection

Membrane tube
23
Permeate channel spacer
Multi-stage UF Plant

24
2 stage RO / Polisher Plant
- with 8” Modules

25
 Ceramic Membranes

MF membranes for dairy applications

- 1.4 micron for Debacterisation
- 0,1 micro for fractionation
GP is standard for debacterisation,
eliminating permeate re-circulation
26
Exekia Ceramic MF module
- With GP® Membrane

• Factory test: Each Element

• Stainless steel housings,
3A and FDA approved
• Easy to clean
• Very robust design - strong
support material
• Long life time – 10 years
• Homogeneous Membrane
layer
• Optimal control of trans-
membrane pressure

27
MF Plant
- Ceramic System

Permeate

Retentate

Feed

28
A18 29

Module 2- Questions

1. What is the difference between RO and NF?

A. NF is used for concentration
B. RO is used for concentration and demineralisation
C. RO is only used for concentration and NF combines concentration and
demineralisation

2. What are the principles of Membrane Filtration ?

A. Molecular separation technology
B. Separation by extraction
C. Mechanical separation by gravity

3. From where are APV getting the membranes?

A. APV produce the membrane
B. The membranes are sourced from the world membrane producers
C. All membranes are sourced from one subsupplier

29
Slide 29

A18 Answers:
1. B
2. B
3. A
4. C

APV, 6/15/2007
 APV Academy
Membrane Processing Training Level 1
Module 3-
Membrane Applications in the Dairy Sector and
Dairy Segments
Module 3
learning objectives

At the end of this module you will be able to:

– Understand various RO, RO/P and NF applications

– List the main UF applications
– List the various MF applications
– Describe the use of the various applications in the various Dairy
segments

31
Dairy Applications of
Membrane Filtration

There is extensive - and steadily growing - application

opportunities for Membrane Filtration in the Dairy industry
The application can be based on single, dual or multi systems
integrated as fully automated inline systems
The process might include pre treatment of the feed and post
treatment of the Permeate and Retentate – e.g.
pasteurisation.
The systems are based on standardised modulated systems
with variable automation degree
The dynamic Membrane systems can be sized for variable
capacity from very small scale to more than 100,000 l of feed
per hour

32
RO and NF concentration
- Dairy Application

Concentration and
(demineralisation) of:
– Milk
– Whey
– UF permeate
– White water
Water recovery by
RO Polishing of:
– RO/NF permeate
– Condensate

33
UF - Dairy Applications

Protein concentration
– Whey (WPC, WPI)
– Milk (MPC/MPI)

Protein standardisation
– Cheese milk
– Market milk
– Powder milk
Cheese production
– Feta types
– Fresh cultured types
– Cream cheese
– Queso Fresco
– Other cheeses

34
MF - Dairy Applications

Removal of bacteria
and spores from
– Cheese milk
– Market milk
– Milk for powder
– Cheese whey

Removal of bacteria,
spores, yeast and
mould from cheese
brine

Fractionation of milk
proteins
(Casein/whey protein)

35
Membrane Applications
- in Typical Dairy Segments
Dairy Segments Market milk/fresh
products, drinks, Cheese: Ingredients:
Applications yoghurt, dessert fresh, soft… to hard milk/whey Butter:

MF Debacterisation X X X -

UF Proteinstandardisation X X X -

MF Proteinfractionation X X X -

UF Milk Concentration Yoghurt, dessert Fresh cheese, feta etc. MPC 50/80 Butter milk

MP Microparticulation - MP of WPC 60 MP of WPC 60

WPC 35/60/80
UF Whey Concentration - WPC 35/60 WPI 90/95 -

NF Conc./Demineralisation (demin. Milk) Whey/permeate Whey/permeate -

Whey/permeate
RO Concentration (Milk transport) Whey/permeate Milk (transport) Butter milk

RO Polishing (X) RO/NF permeat RO/NF perm. + cond. -

RO White Water X X X -
36
MF Brine Purification - X - -
 Typical Dairy Applications
- with process parameters

System Feed Operation Operation Purpose Typical

temp. pressure Measure
RO Milk,whey, UF 10 ºC or 37 bar Concentration 18 % TS
permeate 25 – 30 ºC (conc.)

RO-P RO or NF 10 ºC or 37 bar Polishing/wa- 40 ppm

permeate 25 – 30 ºC ther recovery
COD
NF Whey, UF 10 ºC or 25 bar Conc. and 18 % TS 35
permeate 25 – 30 ºC demineralise % Dem.

UF Milk, whey 10 ºC or 6 – 10 bar Protein sepa- Various

50 ºC ration/conc. protein/TS

MF Skim milk 50 ºC 15 6 - 8 bar Debacteri- Log 3 – 5

Cheese Brine ºC 4 bar sation Log 2,5 - 3

37
Pre-treatment
- Sweet whey from cheese
Compulsory:
– Removal of casein fines and other sediments to a degree that
will give 0.10% or less sediment by centrifugation at 50ºC and
1500 rpm for 5 min. in a Gerber centrifuge
– Fat removal (< 0.06%)
– Pasteurisation*: 72ºC/15 sec. (or equivalent)
Warning: By pasteurisation at temperatures above 80ºC a flux
decrease may be observed. Also milk pasteurisation
temperatures can have this effect. Max. delta T in heat
exchanger: 2ºC
– Inclusion of air must be avoided
Optional:
– pH adjustment (pH 5.9-6.0)
– * If good quality whey Pasteurisation might be optional. However
reservation to quality and running time will be required

38
In line Whey Processing

Process
Cheese water
UF NF RO-P Water
whey CIP water

WPC Lactose Minerals COD approx.

TS: 22% TS: 1- 4% 50 ppm
Dimin. 35%

Process
Cheese water
whey
RO RO-P Water
CIP water

Whey Minerals
concentrate
TS: 1- 2%
TS: 18 %

39
 Module 3 –

Preliminary Questions

1. What are the main UF applications:

A. Whey and milk concentration for WPC and MPC, Cheese and Protein
standardisation
B. Debacterisation
C. Demineralisation

2. What are APV’s main applications for MF ?

A. Whey concentration
B. Concentration of Butter milk
C. Debacterisation: – Bacteria removal from milk, cheese brine and whey -
and Protein Fractionation
3. How must whey be pre-treated?
A. Heat treat to 950C
B. Remove casein fines
C. Remove air

40
Application of MicroFiltration to
Removal of Bacteria from Milk

Bacteria and spore removal

 MF Removal of Bacteria
from Milk
- retentate return to separator
High heat treatment

Fat standardisation
in line or in tanks
Cream

Retentate
Retentate with bacteria (10%
(10%)
10%)

Pre-
Pre-heater
Skim milk
Raw milk
milk

Sludge with Separator Mic

Microfiltration VCF 10 Pasteurisation Standardised milk
the bacteria
42
 MF Removal of Bacteria
from Milk
Raw milk of ‘average’ quality

Psycrotro-
Psycrotro- Total plate Aerobic Anaerobic
Lactobacilli
phic count spores spores
CFU/ml
CFU/ml CFU/ml Spores/ml Spores/l

Raw milk 61,000 110,000 4,700 55 100

UHT cream <1 <1 <1 <1 <3
MF retentate 5,600 470,000 67,000 3,800 6,400
MF permeate 3 110 11 <1 3
Pasteurised
cheese milk <1 65 <1 1 7

% Reduction
skim milk/permeate 99.89 99.80 99.68 99.69 98.20

% Reduction
raw milk/cheese milk 99.99 99.94 99.99 98.20 93.00

43
Advantages of MF
Removal of Bacteria from
Milk
Very high retention of bacteria and spores
Cheese milk
– No addition of nitrate => nitrate free cheese
– Removal of spores => no blowing of the cheese
– No lactobacillus => better cheese quality
Market milk: Minimum 50% longer shelf life
– Improved freshness, high and uniform quality
– Improved food safety
– Microfiltered milk can be launched as high quality/high price product
Milk for powder production (Baby Food - and Ingredients)
– No thermophilic bacteria spores in the powder => Improved food safety
– The APV process reduce load of enzymes and endotoxines in the Milk
Powder
Proven and highly reliably APV MF System and Technology

44
UF Milk Processing
- Protein standardisation
- Yoghurt
- Feta, Queso Fresco and Fresh Cultured Cheese
 Milk protein
standardisation by UF

% proteins • Batch standardisation in milk silo

permeate elimination - raw milk at < 8°C
3.8
• In line standardisation
3.4
- up stream at 5 - 12°C or after the separation at 50 °C
3.0
• Concentration of pasteurised milk to…
2.6
- produce retentate (e.g. 6% TOP)
months
1 2 3 4 5 6 7 8 9 10 11 12 and permeate for standardisation
Surplus
cream
Cream

Skim milk Retentate

Standardised
Whole milk Permeate milk
Standardisation
Separation Ultrafiltration
46 (in line or in tanks)
UF for yoghurt

Advantages:
Standardised protein content
possible:
– Same protein/SNF ratio all
year
– Constant product quality
– Constant product composition
Increased protein/SNF ratio:
– Viscosity / better stability at a
given TS content
Very accurate control of TS
and protein/SNF
Can operate in-line or batch
Can operate down to 4-5ºC
Can operate on raw milk (skim
or whole milk)
No handling of powder
(storage, dosing, mixing etc.)

47
RO and NF applications
- and RO polishing
RO and NF applications
- and RO polishing
Concentration and/or partiel demineralisation of whey, UF
permeate and milk for:
– Economical transportation
– Pre-concentration prior to evaporation
– Pre-concentration of Whey before UF for
WPC 35 with high TS
– RO recovery of „white“ water
– NF demineralisation (special powder,
baby food)
– NF demineralisation prior to ion-
exchange or ED
– RO polishing of NF and RO Permeate
and evaporation condensate

49
 RO white water recovery

Batch tanks

Reverse osmosis
Recirculation of
white water

Permeate:
Recovered
water

Retentate:
Recovered white water
or milk components

50
Fractionation of milk proteins
The APV Pro-Frac™ Concept
Fractionation of Milk Proteins
- molecular separation of casein and
whey proteins

Retentate
Casein rich milk

Skim milk

Permeate
Native “Ideal” whey
Microfiltration
0,1 micron

52
APV Pro-Frac™

Pro-Frac™ enables new innovative dairy products:

– Pre-concentration and standardisation of casein in cheese milk
– New Cheese types based on full concentration
– Special milk drinks/fresh products
– Native casein micelles as milk ingredient in food products and
Nutraceuticals
– High value MWPI (Milk Whey Protein Isolate) for food pro-
ducts and Nutraceuticals

53
Advantages of Pro-Frac™
in cheese making
The advantages of protein fractionation in cheese
making are:
– lower cheese milk volume to handle
– lower volume of classical cheese whey (from the cheese
process)
– reduced coagulation time
– reduced amount of rennet
– better firmness of the curd
– increased trapping of casein fines and fat
– slightly higher yield
– innovative processes and cheese types
– incorporation of microparticulated MWPI to achieve higher
yield and low fat cheese with excellent taste

54
New Application for Membrane Processing
APV LeanCremeTM Process

Adding New Business & Market

Value
Paul Skudder
Global R&D Director
New Technology - APV
LeanCremeTM Process

APV LeanCremeTM Microparticulation Plant

56
Overview of the APV
LeanCremeTM Process

Dairies and Food Producers can process low-value , surplus cheese

or acid whey into LeanCremeTM concentrate or powder
LeanCremeTM is a high value protein product that can be used to
improve taste & texture in reduced fat foods giving a significantly
enchanced flavour
Product is especially beneficial in cheese, ice cream and yoghurt
LeanCremeTM is produced through Microparticulation of whey
protein concentrate (WPC 60)

57
 New Technology - APV
LeanCremeTM Process

1,000 kg
TOP% 0.80
LAC% 4.49
ACD% 0.15
ASH% 0.50
FAT% 0.06
TS% 6.00

Pre-treatment:
Retentate
- Fines removal Pre-treated
WPC 60
Cheese - Fat removal whey Ultrafiltration
Possible A
whey - Pasteurisation Possible 10°C
storage
72°C/15 sec. storage 8°C
6-8°C
- Cooling 8-10°C
Permeate
60 kg
TOP% 10.08
940 kg LAC% 4.15
TOP% 0.22 ACD% 0.14
LAC% 4.57 ASH% 0.76
ACD% 0.15 FAT% 1.00
ASH% 0.48 TS% 16.13
FAT% 0.00
TS% 4.36

58
 New Technology - APV
LeanCremeTM Process

Controlled
shear rate in The heart of the
ASA in order to process is the APV
achieve a Shear
controlled Agglomerator
particle size
distribution

Pre-
Retentate High heating Cooling Cooling in
A heating Holding
WPC 60 in ASA in ASA PHE 5°C
in PHE

60 kg APV LeanCreme™
TOP% 10.08 (can be dried to a
LAC% 4.15 powder product)
ACD% 0.14
ASH% 0.76
FAT% 1.00
TS% 16.13
TOPTS%
62.50

59
New Technology - APV
LeanCremeTM Process

60
Benefits of the APV
LeanCremeTM Process

The innovative APV Shear Agglomerator (SSHE) and associated process

parameters ensures:
– Superior accuracy in particle size distribution
– High reproducibility of particle size distribution
– Possibility to vary the particle size
– Optimal degree of denaturation
– Long running time between CIP
– MP plants from 500 l/h to 3000 l/h
– Proven system and process technology

61
Benefits of the APV
LeanCremeTM Process

Use of whey to replace skim milk means

– reduced raw material costs resulting in increased profit
– a premium price due to excellent quality low-fat
products
– higher nutritional value
– LeanCreme™ is a pure dairy product with attractive functional properties
For improvement of existing products – e.g. by reduction of stabilisers
For creation of novelty dairy products
Potential supply of LeanCreme™ to the Fine Food industry etc.

62
APV LeanCreme™ - Product Characteristics

Creamy, soft and whitish colour

From sweet whey:
– Smooth mouthfeel and viscosity like coffee cream

From lactic acid whey:

– Flavour and viscosity like buttermilk or creme fraiche

Size of protein particles similar to the size of fat globules in milk (5 µ)

Excellent and variable distribution of particle size (1-10 µ)

Pure dairy based product or ingredient

– For various applications in dairy and food products

63
APV LeanCremeTM Process - Particle
Size Distribution

The technological breakthrough

is the use of the APV Shear
Agglomerator to provide a
defined particle size distribution

64
Types and Grades of APV
LeanCreme™
– liquid or powder based
LeanCreme™ Neutral
– Based on sweet cheese whey
LeanCreme™ Lactic
– Based on lactic acid whey or
sweet whey fermented before or after MP or
sweet whey directly acidified before or after MP
LeanCreme™ Plus
– With milk fat/vegetable oil added before or after MP
LeanCreme™ Mix
– Co-precipitate (mix of whey proteins and casein source)
Various grades of above LeanCreme™ products:
– LeanCreme™ 28-35-50-60-70-80 (TOP/TS)

65
Applications of the APV
LeanCremeTM Process

Cheeses – primarily pressed, soft and fresh cheeses

Fermented milk products and milk desserts
Protein enriched milk drinks and yoghurt milk drinks
Dressings, sauces and mayonnaise
Ice cream, chocolate and confectionary
Bakery products
Nutraceuticals and powder ingredients

Liquid or powder based LeanCremeTM

66
Application of APV
LeanCreme™ in Cheese

Current Commercial use for semi-hard and soft cheese such as

– Gouda, Edam and Swiss types
– Camembert and Brie types
In-house production of LeanCreme™ 60 Neutral from fresh whey
– 5% volume dosage for low-fat cheese with 20% fat/TS to achieve excellent taste,
texture and increased yield
– 2% volume dosage for full-fat cheese to achieve increased yield with insignificant
change in texture and taste
– Potential for other types of cheese
Production & Sale of LeanCreme™ for other applications
– in various cheese types and grades for use in dairy and
food products

67
APV LeanCremeTM Process

Commercial APV LeanCremeTM plant is designed in modules of

500kg/h of WPC 60 thus assuring scaleability to any throughput
Investment cost of a total system will depend on specific customer
circumstances, especially on existing availability of a UF system to
produce WPC 60
Pilot plant is available for rental at throughputs of 150kg/h and
500kg/h - a minimum rental commitment of US$65k is required.
Current lead time is 10 weeks.

68
 Module 3 –

Final Questions

1. What is LeanCreme?
A. Low calorie fat
B. Microparticulated whey protein
C. An alcoholic beverage

2. What is the nominal particle size of LeanCreme?

A. 1 micron
B. 5 microns
C. 100 microns
3. What membrane system is used for white water recovery?
A. UF
B. MF
C. RO

69
 APV Academy
Membrane Processing Training Level 1

Module 4 -
Membrane Aftermarket and service
Innovation Centre and Pilot Plant Service
Competition and sales brief
Module 4- Learning
objectives

At the end of this module you will be able to:

– Present and promote APVs service and aftermarket offerings

– List APVs Membrane Filtration competitors
– Describe the Innovation Center and Pilot Plant service
– Communicate and support a focused sales effort to increase hit
rate and efficiency

71
Membrane aftermarket and
service

APV have a very large installed base of membrane systems

Our Sales Order Management are very focused on supporting in re-
sales of membranes, spares and service.
– Key contact ib.k.christoffersen@apv.com
Membranes require special CIP chemicals and
procedure
– APVs CIP service is available for our customers
APVs well equipped Innovation Centre (IC) offers
customers test and trails
Further we can offer rental of Membrane Pilot plant for local
customer test
– Key contacts for an offer for IC or on site Pilot test is our Technology
sales support team

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UF of Sweet Whey
Typical (new) enzymatic cleaning procedure
for UF plants with SW membranes

Operation Conc. Agent Powder/ pH Temp Time

(%) Liquid (°C) (min)
1. Product flush Water/RO-permeate 7 10 5-10

2. Enzyme + 0.3 P3-ultrasil 67 Liquid 9.5 50 30

buffer/sequester 0.5 P3-ultrasil 69 Liquid
3. Water flush Water/RO perm. 7 10 5-10

4. Acid 0.3 P3-ultrasil 75 Liquid 2 50 30

(enzyme inactiv)
5. Water flush Water/RO perm. 7 10 5-10

6. Preservation 0.6 P3-ultrasil 73 Liquid 3 50 20

(optional)

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APV Innovation Centre
- and Pilot Plants for rental

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Competition and market size
- systems and membrane after market

Membrane System Players Dairy Industry - Figure 1-5 estimated position. 5 beeing strongest
Membrane System MFB MFF UF NF/RO RO-P MP System . Memb. Total salesRemarks
Company Mio £ Mio £. Mio £

APV 3 to 4 3 to 4 4 4 4 5 8 2,0 10 Price pressure

GEA, Excl. US 2 1 4 4 4 1 5,5 0,5 6 Increased activity
Tetra 5 5 3 3 3 2 8 0,5 8,5 Strong MF position
DSS Not active SW - 3 4 4 4 8 1,5 9,5 Price agressive - Gaining market share ?
LTH/Alpma 2 to 3 2 2 to 3 2 to3 2 to 3 4 3,5 0,5 4 Rapidly gaining market share - low price

Filt. Engineering Not active Not active 3 3 to 4 2 4,0 0,5 4,5 English spoken countries/India
GEA, US 2 2 4 4 3 5,0 0,8 5,8 Strong in North Am and Austr. NZ

Other players (Kulmus) (Kulmus) 1,5 0,2 1,7 Increased no of small plyers - Very low price

Membrane suppliers 3,0 2,0 5,0 Increased direct sales

Total estim. turn over 46,5 8,5 55

Plus spin-off business!!

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Market trends
- key investment drivers
Value added dairy and food products
– Ingredients growth – protein (healthy) food
– Extended shelf life (ESL) milk drinks
Fermented milk products – drinks
– Growing cheese production – 2 - 3 % pa
Increased whey amount… and utilisation. Whey price up!
Legislation issue – not allowed to dump the whey
Increased fast food cheese… and low fat cheese
Water and energy saving – cost and environmental
Advance processing – MF-ESL, ProFrac and MP
– Cost optimisation and more out of the milk
– New innovative products
Emerging membrane markets and markets up!
– Eastern Europe and China.. and and..
– Increased membrane potential, 7 -10 % pa

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APV Membrane Filtration
- sales brief

Focus on core customers and core applications – Dairy

only!
Focus on high win opportunities => Hit rate substantial up!
– Use of tools like BnB, DWS…. and SPIN
– Decode customer stage in the buying circle
Evaluation stage
=> solution info/price estimate => Positioning opportunity
Ready for a real quotation/decision: Ensure correct and
detailed specs. and info for Sharp and Safe design, solution,
system costing and pricing
Concept solution sales => Create key differences
– Decode our customers needs – SPIN
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APV Membrane Filtration
- Customer benefits

Highly proven membrane system – 1100 references

Extensive and proven application knowledge
Dedicated team of dairy membrane specialist to service our
customers from idea to commercialisation and aftermarket
Innovation Centre and Pilot Plant customer service
Innovative concept solutions ensuring highest performance

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Module 5 – Questions

1. What type of customer services do APV offer ?

A. Replacement membrane sales and aftermarket service
B. CIP service
C. Innovation Centre and Pilot Plant rental test
D. All of the above types of services

2. Who are APVs major competitors in membrane Filtration:

A. Tetra Pak and GEA
B. DSS
C. All of the above
D. Others

3. What is APVs Membrane sales strategy ?

A. Quote to any customers and any applications
B. Focus on core customers and core applications
C. Focus on high win opportunities

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