Telecommunications: Thinking Inside the Box with Tony Stillinger (www.Gaskets-Seals.com) Protect the Electronics
A popular catchphrase is“to think outside the box”. I have learned that in the
telecommunications market it is better to “think inside the box”. That’s because it is the
electronics inside the box that are important to the telecommunications customer. Not only are the electronics expensive but the cost of failure is even greater. Failure of a fiber-to-the-home (FTTH) unit would results in lost TV reception, high speed internet access and landline phone service. Some aboveground – belowground fiber units may support up to 10,000 customers from a single box. Imagine having 10,000 unhappy customers on your hands. It is not a good situation.
Wind Driven Rain Test
We have partnered up with our supplier, Parker Seals and have worked with several companies that are designing and producing fiber enclosures. Passing the wind driven rain test (WDRT) is a major technical barrier for many enclosure manufacturers. Sponge may have been an acceptable seal prior to the WDRT but, many of the enclosure manufacturers have discovered that it doesn’t meet today’s requirements.
Our Value Proposition
The average cost of FTTH installation per household is $715(2006)*. A customer once
threw out a figure of $100 as the cost of their enclosure. The seal is a small portion of the
overall enclosure cost. Our product provides a reliable sealing solution that passes the WDRT,protects the internal electronics, reduces service calls for the provider, and helps keep the provider’s customer happy and satisfied with their service. The performance of our product vs. sponge will have a positive effect on their bottom line. They are spending $715* in upfront cost, why risk paying more for seal failure? It is all about… Thinking inside the Box.
Winning Formula
Our solution to our customer’s needs has been a hollow tube that can be provided as a cut to length or spliced part. The material of choice for this market is S7395-60. This material gained acceptance in the telecommunications market because of its excellent performace and UL ratings (UL 94 V-0, UL 157, UL 94HB, and UL 50). It may be grey in color but I view it as gold for the telecommunications industry.
FTTH Facts
? A study by RVA Research, pegged the annual growth rate for FTTH in
the US to be 76%, highest of any country or region in the world.
? 1.6 million additional households have added FTTH service the
past year, bringing the total to 3.76 million.
? A study by Pricewaterhouse Cooper determined that FTTH is Green technology.
Source: www.ftthcouncil.org
Who to Call
Tony Stillinger
Gatlin Corporation
Email Tony at tws@gatlincorp.com
www.gaskets-seals.com
Tony Stillinger is part of the management team at The Seal Group @Gatlin corp. He has spent 21 years in the seal and gasket business. He previously worked as a Territory Manager and Market Specialist for Parker Seal Group. He has a B.S. in marketing and a MBA degree from High Point University. His background is in production management, quality management, sales, marketing and sales management.