TAN DELTA SYSTEMS LIMITED

Introduction for Distributors

Welcome to Tan Delta Systems

Welcome to our distributor training session which fully compliments your introductory distributor
pack. The agenda of this training session is outlined below:

About Tan Delta & our core capabilities.

Our product portfolio, key features and installation guidelines.
Sales strategy for Tan Delta Products.
Our customer support infrastructure

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About Tan Delta

Since 2006, Tan Delta Systems has been the world’s leading manufacturer of high quality real time
oil quality monitoring sensors and systems. Enabling equipment operators around the world to
increase profits through reduced maintenance costs, improved reliability and greater productivity.

Monitor, track and manage oil quality and condition in real time.
Immediate reduction in operating costs and increase equipment productivity and reliability.
Real-time ‘in-line’ monitoring.
Full spectrum holistic (FSHTM) oil quality analysis - any contamination or wear instantly
detected, measured and reported.
Plug & play, easy installation on any equipment.
Global warranty and technical support.

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Core Capabilities

TECHNOLOGY - our technologies deliver unrivalled oil

condition monitoring performance. Real time.
Accurate. Reliable. Any oil type and application.

PRODUCTS - turn-key solutions. Exceptional

performance, robust, reliable and easy to deploy on
any equipment operating in even the harshest
environment. Engines, gearboxes, hydraulics,
transformers.

SUPPORT - dedicated support team with global reach.

Guarantees easy deployment, integration and
maximum benefit.

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Tan Delta Product Portfolio

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Our Products Explained
OQSxG2 is a The Oil Quality Sensor (OQSxG2)
configurable oil Works with any oil type.
condition monitoring Easy to install, designed for flexible
sensor that can be integration.
easily installed on any Accurately detects and reports any change in
equipment. oil condition, no matter the cause water,
particles, soot, acid, viscosity.
OQSExG2 is an Atex Atex Oil Quality Sensor (OQSExG2)
Zone 2 certified Works with any oil type.
configurable oil Easy to install on any equipment.
condition monitoring Accurately detects and reports any change in
sensor, suitable for oil condition, no matter the cause water,
deployment in particles, soot, acid, viscosity.
hazardous areas.

OQDe display connects The Oil Quality Display Express (OQDe)

to the OQSx sensor Displays real time oil condition, rate of change
and enables the local and temperature.
real-time display, Configurable oil condition alert limits.
alerts and logging of Automatically logs all data with easy Bluetooth
real-time oil download retrieval.
condition. Suitable for internal and external installations;
rated IP67 weatherproof.
OQDp enables data The Oil Quality Display Professional (OQDp)
from multiple sensors Display data from multiple sensors (up to 4).
to be displayed on the Clear graphic display with historical trend
full colour touch graphs.
screen. Configurable oil condition alert thresholds.
Suitable for internal and external installation
(IP67).
HUB combines data The Oil Quality Professional Hub
feed from up to four Networks up to four sensors.
sensors to enable Plug and play connectivity with OQDp.
connection to the Suitable for installation internally or
OQDp externally (IP67).

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Our Products Explained (continued)
TD CADS is a PC application
that enables Tan Delta
products to be quickly and
easily configured.
OQTg offers multiple
connectivity paths to
TDOnline, allowing you to
view health status and
location of entire fleet of
assets at the click of a
button.
Portable oil testing kit that
enables instant oil quality
testing from samples.
Tan Delta Mobile is a
mobile phone application
(Android) that enables
wireless data download
from OQDe and the display,
logging for analysis of data.
A range of high quality
cables that enable quick
and easy installation of Tan
Delta Products.
© Tan Delta Systems Limited 2020
CADS
Quickly configure the OQSxG2 to specific
oil types.
Set alert thresholds on OQDe.
Download data from OQDe logger.
Oil Quality Gateway (OQTg)
Can support up to 10 OQSxG2 sensors.
Connectivity to TDOnline with custom
alerts, dashboards, data logging etc.
Simple to deploy on any equipment (new
or retro-fit).
Mobile Oil Tester Kit (MOT Kit)
Complete portable kit that enables oil
quality testing in minutes.
Ideal for work shop and mobile service
engineer applications.
Tan Delta Mobile
Wirelessly connect to OQDe to download
live and historical data.
Display live oil condition, and display
historical trends.
Relay field data electronically to
headquarters.
Can connect to multiple devices in one
place.
Cables
Full range supporting data and power
connectivity for all Tan Delta Products.
High quality suitable for all industrial and
commercial applications.
Wide variety of cable lengths available.
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Our Products Explained (continued)

Oil sample kit that Sensor Calibration

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verification of sensor. Ensures the OQSx is optimised for maximum

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sensitivity and accuracy.

Full range of standard Manifolds & Adapters

and customised
manifolds and adapters
that facilitate easy
installation of the OQSx
on any equipment.
All devices and data in
one place accessible
from anywhere, anytime
with customisable visible
alarm functions.
High quality engineered manifolds suitable for
any application.
Standard manifolds and custom manifolds are
available.
Helps facilitate ease of installation on the most
complex applications.
TD Online
View live condition and graph historic data.
Customisable dashboards.
Customisable warnings and alarms for
measurements.
Multiple recipient emails on warnings and
alarms.
Add a geographical location to devices and
view all devices on the world map with status.

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Our Technology & How it Works

The sensor works by continually monitoring the ratio between two key measurements,
capacitance and conductance, producing in real time a measurement called permittivity. The
sensor then compares this reading to the expected permittivity reading for the oil at the given
temperature, with the difference between the two providing a highly accurate and reliable
statement of oil quality. This happens hundreds of times a second. Tan Delta owns the patent for
this process.
The sensor data is transmitted to Tan Delta display products where the permittivity reading is
converted to a Tan Delta Number ‘TDN’ which scales oil condition on a scale of 1200 to 0 for easy
reference and understanding.

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Our Technology Continued

The TDN is the operators’ indicator of oil condition. They can use this data to develop TDN
thresholds and rates of change to determine when maintenance and other action points.
The OQSx sensor should be configured with the correct Tan Delta Oil Profile for the specific oil
type to be monitored. Profiles are created by Tan Delta for a small fee and added to the
growing Tan Delta Oil Database.
The sensor is installed on the equipment where the sensor head will be continuously immersed
in the oil. This is easily achieved using an existing inspection port, or through the supply of a
simple manifold.
The sensor continuously sends data of oil condition and temperature to the local display or
into the existing telematics system. The operator now always knows the exact condition of the
oil at any given time.
Our core technology delivers the exceptional performance and functionality of our products.
Patent protected Tan Delta sensor technologies safely and continuously detect and quantify
any change in oil quality.
Our technology will detect any change no matter the cause of the change related to; general
wear, water ingress, acid, gas, soot, viscosity.
Tan Delta technology delivers unique holistic oil condition monitoring.
Tan Delta core data processing extracts the exact condition of the oil from the raw sensor data
and converts into an easy to understand Tan Delta Number (TDN) on a scale of 0 to 1200.

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Installation

The Tan Delta Oil Quality Sensor (OQSx) is extremely easy to install, however issues can occur
when the basic installation principles are not correctly followed, please refer to our installation
process and guidelines manual, product manuals, quick start guides and if in any doubt, contact
our Customer Support team.
Plan the installation with the customer. Where will the sensor go, where will the power come
from, where and how will the data be displayed/accessed
Identify the best location on the equipment for the sensor installation to ensure that the
sensor head is immersed in oil; ideally free flowing oil.
Ensure the sensor is correctly configured for the target oil type using the Tan Delta Config Tool,
this will also advise an appropriate TDN threshold when the oil should be changed. If using one
of the Tan Delta display units ensure alert thresholds are correctly configured.
Check all fixings are secure. Ensure that all data and power connections and cable runs are
safe and secure.
When first powering up allow the sensor 5 minutes to settle.
All manuals, quick start guides and reference materials are available in the downloads section
of the distributor portal. If you do not have access to the portal please contact;
support@tandeltasystems.com

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System Architecture

Once the application and

customers main objectives
have been established, our
products can support any
system requirements.

Using this system

architecture map will
ensure product selection
fits with any installation
requirement in any
application.

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Installation Support

Tan Delta have developed user friendly ‘Quick Start Guides’ along with comprehensive
operating manuals and installation guidelines that are packaged and provided with each and
every device, please take time to read and fully understand before proceeding with an
installation.
It is very important that the installation requirements have been established during the sales
process, hence understanding the customers key factors is critical to installation and
operational success.
We would always advise that during the sales process the customer is made aware of the
accompanying literature and instructed that this must always be followed explicitly, doing so
will ensure a trouble-free installation and prevent any unnecessary project delays.
Our Installation Process and Guidelines document ensures that everything is captured in one
place and can be downloaded from our distributor portal from the project management
section of the support downloads page.

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Installation Basics

The sensor must be configured to the

oil being measured prior to installation
(upfront oil profiling is essential)
Sensor must be installed as indicated
in the diagram opposite
The sensor must be installed in a live
zone of oil
Possibility of air entrapment should
always be avoided
For applications where installation
ports are not available, manifolds can
be provided

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Sales – Basic Characteristics of the Oil Market

Oil is vital to the efficient operation of almost all equipment for fuel, lubrication and
movement; including engines, gear boxes, hydraulics and electrical insulation (transformers).
Poor quality oil will result in accelerated wear, reduced operating efficiency and a greater
chance of a catastrophic failure. Oil quality is effected by general wear as well as by
contamination, all of which reduce the effectiveness of oil.
Accurate monitoring of holistic oil condition enables operators reduce maintenance costs by
extending the time between maintenance through determining the optimal date byway of the
real oil condition; all whilst enjoying the insurance of knowing that any unexpected change
will be immediately detected and reported.
Market application segments where high quality holistic oil condition monitoring delivers
exceptional operational and financial benefits include large vehicles such as mining trucks
(engines / gear boxes / hydraulics), railway locomotives, power generation (generators, wind
turbines, transformers) shipping (engines and gear boxes), manufacturing (compressors,
hydraulics, gearboxes). Any application where high value equipment needs to operate reliably.

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Key Market Segments

Large moving vehicles: such as +30ton diggers and trucks operating in mines across the world.
Each have multiple systems which rely on oil for safe and efficient operation and may require
between 1 and 10 sensors.
Locomotives: huge engines and gear boxes drive commercial rail transportation. The cost of
failure and maintenance is huge, and oil is critical to safe, reliable and efficient running.
Shipping: ships must operate autonomously for extended periods of time. They have a
multitude of equipment, from the main engines to gear boxes and power generators. Water in
the oil can quickly result in a major issue and equipment failure.
Power Generation: this includes standby grid power generators, gas reclamation power
generators, wind turbines and electricity grid transformers. In all cases, the quality of oil is
critical to safe and efficient operation and the cost of failure considerable.
Manufacturing: large gear boxes are used in manufacturing around the world. From stone
crushers in mines and cement factories to automotive factories. All must operate as reliably as
possible with minimal down time and rely on oil to do so.

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Different Sensor Types in the Market

For a number of years oil quality sensors have been readily available, however for most who
have opted to use them, they have only delivered limited benefit. By far the most common
method used by these sensors is the measurement of the dielectric constant of the oil, the
theory being that as the oil degrades the capacitance decreases.

However, all of these types of sensors suffer from the same issues:-
• Lack of sensitivity – Capacitance alone is not a good measure of overall oil condition.
• Temperature instability – As the dielectric constant of an oil also changes with
temperature, it is difficult to see any actual oil changes.
• Lack of repeatability – Due to the above.

Some manufacturers have therefore taken the approach to combine various measuring
techniques in the same sensor such as:-
• Dielectric Constant
• Moisture
• Viscosity
• Temperature
• Relative Humidity

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Different Sensors continued

These sensors then give multiple outputs and either by customer analysis and/or expert system
attempt to establish the overall oil condition. This still suffers from the limitations listed above.
More recently various new methods and technologies have been applied, these include the use of
tuning fork technology, complex dielectric and FTIR (Fourier Transform Infrared Spectroscopy).
Other than the tuning fork which has very limited capability, the new technologies do offer a
limited level of sensitivity, but the interpretation of the output is complex, problematic and can
suffer from the same limitations listed above.
The Tan Delta OQSxG2 uses a patented method accurately measuring the electro-chemical
properties of the oil at a molecular level. This is achieved by using a very high frequency AC
current to accurately measure the ratio between conductance and capacitance of the oil, giving
an extremely high level of sensitivity to all common oil wear mechanisms and contaminations
with exceptional temperature stability and repeatability.
The sensor is configured with an electro-chemical fingerprint, as the oil changes, the fingerprint
of the oil also changes and these minute differences are detected by the OQSxG2.
Repeated independent testing has established the point at which this increased molecular
activity will have a detrimental effect on the oils ability to lubricate. This gives the OQSxG2 the
ability to monitor an oil through its whole lifecycle from brand new to End of Life, giving you an
accurate oil condition by constantly measuring the difference between the clean oil and the
current live oil, giving a simple traffic light output with an index to enable complete trending of
the oil condition over time.

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Identifying Potential Customers

In general any application where the cost of failure and shortened life is considerable
High value rotating equipment
Applications where equipment must operate continuously for long periods.
Mission critical applications
High-end industrial and commercial applications
There is a very large market covering a broad spectrum of applications where oil is used
primarily within engines, gearboxes and hydraulic systems.

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Summary of User Benefits

Accurate holistic oil condition monitoring from Tan Delta delivers multiple operational benefits
that accumulate and multiply into significant immediate and long-term financial benefits.

Improved cash flow and reduced daily operating costs; achieved through the reduction in daily
maintenance costs derived from the ability accurately predict the optimal service point which
safely extends the time between maintenance.
Increased equipment efficiency; ensuring optimal oil condition helps reduce fuel consumption
and maximises output.
Maintenance scheduling can be optimised with equipment being serviced when it needs to be.
Normally schedules are conservative and result in over maintenance, which in turn reduces the
productive time of the equipment.
Increased equipment life; maintenance of optimal oil condition coupled with the ability to
identify equipment issues prevent unnecessary wear and damage and thus can significantly
extend the operational life of equipment.
Prevent catastrophic failure; equipment issues are normally evidenced by an unexpected
change in oil condition. Tan Delta sensitivity detects even low-level changes and allows the
operator to take action to prevent equipment failure.
Environment protection; accurate oil management reduces oil changes and therefore oil waste
to an absolute minimum.

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Key Differentiators

The key differentiators for Tan Delta are our core technologies which enables a highly accurate
measurement of holistic oil quality in real time. Taking into account all wear and contamination
factors, unlike other sensors that focus on specific elements, Tan Delta produces actionable
data/information produced by our sensor and related software. Tan Delta sensors offer the only
truly accurate full spectrum oil condition monitoring in real time and is easily installed on any
equipment.

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Key Differentiators continued

In addition to the core competencies mentioned on the previous slide other key differentiators are:

Exceptional accuracy and consistency.

All oil types and applications.
Proven performance and reliability around the world.
Maintenance free
Tan Delta are world leaders in the field of real time oil condition monitoring and analysis.
Tan Delta have the best technology and are committed to continually investing in and
furthering our core technical capabilities.
Tan Delta has unparalleled experience of developing and deploying real time oil monitoring
solutions which actually deliver significant benefits.
Tan Delta products are designed and manufactured to the highest quality standards for long
term continuous operation in the harshest of industrial environments. Each product is
meticulously engineered and tested to withstand the long-term effects of extreme shock,
vibration, heat, cold, thermal shock and electrical interference.
Tan Delta offers exceptional customer support and training.
Tan Delta can offer bespoke solutions for end users, distributors and OEMs.

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Financial Benefits of Choosing Tan Delta

Equipment operators are constantly seeking ways to reduce costs and improve efficiency and
productivity. Increasingly equipment condition monitoring and especially oil condition
monitoring specifically, is being considered and understood.
However, although customers will intuitively recognise and be interested in oil condition
monitoring, it is likely that they will not fully understand the financial benefits that a Tan
Delta system will deliver. It is important to assist the customer with this calculation so that the
financial benefit can be fully appreciated and drive the purchase decision.

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Calculating Financial Benefits

The key cost factors you should aim to quantify and monetise are listed below.

Customer’s driver What we need to know Projected financial benefit

Increase service Intervals How long are their current service intervals? Service intervals to be extended by 35%.

Reduce Oil Sampling How many samples and how often? Oil sampling and associated costs can be reduced
by 80%.

Reduce Oil Cost Current oil costs (purchase and disposal) and Oil purchase and disposal costs to be reduced by
current oil change cycles 20%.

Reduce Maintenance downtime Current downtime associated with scheduled Overall equipment availability to increase by 5%.
maintenance

Reduce Equipment failure Cost and frequency of catastrophic failure cause Time lost due to catastrophic failure reduced by
by oil wear / contamination 20%.

*Please bear in mind that every opportunity is unique, and any figures quoted to the customer will need to be verified.

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Customer Support

We recognise that when you need support, you want quick and relevant answers to your questions.
The Tan Delta Customer Support systems are available to you 24 hours a day, seven days a week
and has the sole objective of helping you and your customer get the most out of our products.

In the first instance of an issue we encourage you to consult our Product Manuals which
provide detailed descriptions of all functionality, configuration options, installation guidance
and trouble shooting. These are available on our Distributor Support Portal located at:
https://tandeltasystems.microsoftcrmportals.com
You can contact us via email at support@tandeltasystems.com at any time. Your query will be
logged and you will be automatically provided with a unique reference number. We will
respond within 24hrs; normally sooner
You can also contact us by phone during our normal business hours by calling our main switch
board and asking for Customer Support Department.

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Available Resources

Depending on your specific needs Tan Delta customer support can provide a multitude of supporting
literature and information, the list below illustrates what is available to distributors:

Detailed product data sheets

Operating manuals and quick start guides
Application specific case studies and product brochures
High resolution images for websites and presentations
Tan Delta’s oil database
Sales forms, evaluation agreements, standard NDA, etc.

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Our Warranty to you

All Tan Delta products are supplied with a one year global warranty. In order for a claim to be
made, the below process must be followed in all situations. Please note that most issues are
normally down to incorrect installation and or configuration. We strongly encourage end customers
to firstly engage with their supplier to determine if there is an easy fix.

CUSTOMER MAKES WARRANTY CLAIM TAN DELTA REVIEWS CLAIM

Customer makes a warranty claim using Warranty Within 1 working day, Tan Delta will review RMA
Claim Form available on support site and emails to application and respond either with further
support@tandeltasystems.com requesting an RMA clarification questions or acceptance along with an
number to enable unit to be returned. RMA number.

RECEIPT OF WARRANTY PRODUCT RETURNING A PRODUCT TO TAN DELTA

On the same day of receipt, the customer will be It is the customer’s responsibility and liability to
emailed advising that the item has been received return the products to Tan Delta.
and stating that it will be evaluated within 5 days.

EVALUATION AND REMEDY RESOLVING A VALID WARRANTY

The returned item is evaluated in line with Tan The resolution shall be implemented as quickly as
Delta’s warranty policy. When determined the possible. The repaired or replacement item
warranty is valid, the customer is informed of dispatched to the customer. Tan Delta will file the
proposed action by email. RMA as a record of the action and process.

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How to Contact Customer Support

Phone: 0845 094 8710

Email: support@tandeltasystems.com

Self Service Portal: https://tandeltasystems.microsoftcrmportals.com

Main Web Page: www.tandeltasystems.com

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