20 Minutes With Ricardo J. Hein

Thomas T. Astrene, Publisher | TLT 20 Minutes August 2010

Based in Atlanta, this Argentine-born STLE member is the head of Conexo, which provides tribology innovations in domestic and foreign markets.
 
RICARDO HEIN - The Quick File
• Founded Conexo, a lubricants-solution company, in 2004 in Atlanta, Ga. The company has three business divisions.
• His partner in Conexo is also his wife, Alejandra Liernur Hein.
• A native of Buenos Aires, Argentina, he has lived and worked on three continents.
• Earned a master’s of science degree in mechanical and marine engineering from UdeMM University in Buenos Aires. Earned a master’s in business administration in strategic management from DePaul University in Chicago.
• More than 20 years of experience in the lubrication field for industrial products.  Twelve years in international sales and lubricant engineering for Castrol, Shell and Fuchs.
• Provided lubrication training to internal and external customers in 75 countries.
• Fluent in English, Spanish, German and Portuguese.


Ricardo Hein
TLT: Please explain Conexo's three main business divisions.
Hein: Our goal in creating three divisions was to give focus to each business activity. The first division handles the North American market for our industrial maintenance products and Rewitec Nanocoating.

The second division is dedicated to market testing instruments. Our primary focus is on the Optimol SRV tribometer.

The third division markets these innovations in Latin America and is co-managed by team members in 10 countries in the region. Each of these divisions responds to each business’s unique challenges using the knowledge and skill sets of our team members.

TLT: What is the role of the SRV in tribology research?
Hein: To stay competitive our industry needs tools that bring the complexity of field conditions to the lab to decrease time and costs involved in tribology research. Our SRV machine does just that. It simulates any field application with dynamic variables, different components, materials and shapes under any condition.

One of our customers, who researches solutions for fretting wear, was able to use the SRV to reproduce the conditions for fretting to appear in a four-hour test with high load. The finding evolved into a recent SAE norm for fretting wear testing.

Other customers use the engine-simulation module for research in lubricants for modern engines using fuels that change interaction with tribological surfaces. The test results in the lab find direct correlation in the field. The design of the SRV is successful because it precisely configures to specific testing needs.

TLT: What are the solutions that Conexo offers for gears?
Hein: We market a gear conditioner, Rewitec Nanocoating, which reverts wear and micropitting and increases load-carrying capacity. The components of the nanocoating intercalates in the metal surface at the atomic level using the energy from friction and load. It forms an interspersion of different ions that diffuse into the crystal structure of the surface layers.

These layers sustain the rolling/sliding components even where the lubricating film breaks. We are working on wind turbine gears where we increase the load-carrying area by 18 times on gear surfaces that are affected with micropitting.

In the aggregates and cement industries, we can stop vibration stress peaks and smoothen the surface roughness by 3-5 times in large Falk and Symetro gears at full operation. The benefits for our customers range from doubling the lifetime of mechanical equipment to increasing productivity to improving operational efficiency.

TLT: This is a challenging time for the lubricants industry. What advice do you have for lubricant marketers?
Hein: We are facing a technological change in our industry, with challenges that range from fuel economy to carbon emissions to drain intervals. For transportation and mobile equipment, higher efficiencies, longevity issues and environmental concerns challenge our industrial markets. 

We must accept the current conditions as the new norm without expecting the old market back. These times call for stronger investment in research and in higher quality standards for our products in order to answer the demand for new and more evolved equipment where our previous products no longer fit. Innovation also must meet the new standards of quality required by our customers. Lubricant marketers should also consider accommodating the needs of the international markets; the payoff is worthwhile. One should see these challenges as a fresh start and restrategize from here.


Ricardo (center) with Conexo customers at an industry trade show in Buenos Aires, Argentina.

TLT: How did you end up in a career in tribology/lubrication engineering?
Hein: After I graduated as a marine engineer in Argentina, I was hired by Shell for the lubricants group in 1984 where I was trained in this field. Later on, working for Fuchs, I had the opportunity to learn about metalworking and industrial fluids. Then, working for Optimol/Castrol some years later, I gained a deep understanding of specialized and performance products.

TLT: What had the most influence on you, personally or professionally?
Hein: Throughout these 25 years, I have worked with many seasoned lubrication engineers and tribology experts who shared their knowledge with me. Moving from Argentina to Germany for six years before coming to the United States 15 years ago exposed me to remarkably different technological mindsets. During those years, I visited more than 80 countries and was exposed to innumerable industries and equipment to which I applied my knowledge of lubricants.


Ricardo and Alejandra Hein—partners in life as well as the international tribology company Conexo.

TLT: If you could have any job or profession in the world, what would you choose?
Hein: I would choose what I do today. While I was completing my MBA about 10 years ago, I decided to build my own company. The idea to start Conexo and dedicate my efforts to it did not resolve itself until I found new technologies and innovations in tribology. I am passionate about this industry and understand it thoroughly. I feel very confident working independently in it.

TLT: What are the greatest challenges in your job on a day-today basis?
Hein: I have to confront skepticism; that requires researching and documenting cases to use as references. In addition, when I export to different countries on the continent, I come across different cultures and languages. This requires an open mind and taking the time to make sure that communication is clear and accurate.

Finally, being an entrepreneur requires double the enthusiasm for growing the business, especially after the current global financial crisis.

You can reach Ricardo Hein at rhein@conexotest.com.