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Specification Development with Competitive Notes

Specification Development with Competitive Notes. Alan Whitby and Team. Agenda. Competing with second tier competitors Specification development made easier Specification development tool(s) Open protocol - where to focus WIFM in specification development. Second Tier Competitors .

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Specification Development with Competitive Notes

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  1. Specification Development with Competitive Notes Alan Whitby and Team

  2. Agenda • Competing with second tier competitors • Specification development made easier • Specification development tool(s) • Open protocol - where to focus • WIFM in specification development

  3. Second Tier Competitors • BACnet guys  Delta  ALC  Alerton • LON guys  TAC/CSI  Circon  Invensys • Honeywell Staefa • Manufacturers  York  Carrier  McQuay • Other  Tridium  KMC  AutoMatrix  Andover

  4. Second Tier Competitors- Common Issues • Their comfort zone is different • Accent our strengths • Know Trane’s value proposition • Accentuate local & corporate support • Small group of key front-line tech’s

  5. Second Tier Competitors- Common Issues • Inconsistent local support • Long term commitment • Product commitment • Leading edge with computer technology • UUKL and Division 17 • strengths and weaknesses

  6. Second Tier Competitors- BACnet Guys • LON interoperable opportunities • Enclosures for all controllers • English language displays • Web Server application

  7. Competitive Challenges • Alerton • pursuing native BACnet systems from top to bottom • BACnet into Trane w/ BACtalk • unit level controllers.. Watch out when integrating into Summit (Routers required, duplicate object names) • LON…what LON? • do not work well with Trane GCC

  8. Competitive Challenges • Automated Logic • pursuing native BACnet systems from top to bottom • Major OEM supplier - ALC Portal (Liebert, Simplex, Multistack, Systecon, etc.) • LON is currently only a vision • Work good with Trane GCC

  9. Second Tier Competitors- LON Guys • Shared networks • Set-up tools • Chiller plant application • Tridium • LNS • Custom integration project • System integrator

  10. Competitive Challenges • Invensys • BACnet @ system with UNC (Tridium Jace), SIM-Trane 232 • LON - I/A Series • UNC’s, even HQ can’t get to work • Financially insecure company, branch offices for sale

  11. Second Tier Competitors- Manufacturers • York • commitment long term • I/P networks • LonWorks gateway • Optiview chillers • Data bridge for BACnet • ISN Millenium • new product line

  12. Competitive Challenges • York • Disjointed between Airside / Waterside • Waterside • BACnet XL Server now Databridge for BACnet, BACnet MS/TP controllers, Modbus Microgateway, LON Microgateway - a mismatch of products • Airside • BACnet XL Server now Databridge for BACnet • ECO-2 OEM’d from JCI same as Microtech II

  13. What Are They Up To? • Carrier Corporation And Tridium, Inc. Announce Development Agreement • Tridium's Niagara FrameworkTM will web-enable Carrier Comfort Network™ products and services and integrate open protocols for interoperable systems • FARMINGTON, Conn., Jan. 11, 2002 - Carrier Corporation, and Tridium, Inc., a leading provider of Internet-based control and automation infrastructure, today announced the formation of a development and sales agreement. The agreement will provide Carrier with a web-enabled software platform, Tridium's Niagara Framework, to further broaden Carrier Comfort NetworkTM (CCN) products and services.

  14. 33CN-ETHER Converts CCN protocol to Ethernet 10BaseT Ethernet - UDP(User Datagram Protocol)/IP 33CN-ETHER max 32 devices PC running ComfortWorks CCN bus

  15. BAClink • CEAS130355 • 100 points per device max. • support only the following products only • 30 GN/GTN/GX/HX Recip. Chillers • 19XR/XL, 17EX, 23XL Centrifugul Chillers • 16JT Absorb. Chiller • 48/50 EJ/EK/NB/NP Rooftops • Air Manager • Chillervisor System Manager

  16. BAClink Ethernet/BACnet Ethernet BACLink processing unit module BACLink Module CCN

  17. We Haven’t Seen Any New Products YetThey are still using these existing products • CNN-ETHER converts CCN protocol to Ethernet 10BaseT • to use existing Ethernet 10BaseT network. • BAClink requires two “boxes” to convert CCN to BACnet.

  18. Low $ VariTrac Medium $$ Delivered VAV w/no PC Medium $$$ Comfort ID w/no PC High $$$$ Ipak/Summit & PC High $$$$ PremierLink & PC Equipment • Unitary CV • Voyager Commercial VAV 27 1/2 - 50 tons • Weathermaster 3 -12.5 tons CV only w/VVT (50HJ) • Intellipak VAV RTU 20-130 tons • Conquest Commercial VAV 30 - 105 tons (48ZE,ZR,ZV; 50ZE, ZF,ZR,ZS,ZV,ZY) • Voyager • Tracer Summit BCU & PC software • Precedent • Centurion 12.5 - 25 tons CV only w/VVT (48HG,50-HG) • Voyager 3-25 tons • VariTrac CCP per/RTU with touchscreen display • Tracker (optional) • Trane VAV box • DAV (Digital Air Volume) Systems • Conquest Commercial VAV 20 - 65 tons (48 EJ - CV Vert., EK VAV Vert., EW CV Hor., EY VAV Hor.) • PC w/Tracer Summit (PCWS optional) • Trane VAV boxes • PC w/ComfortView SW • Tracker (optional) • Discharge Air Temp Control Discharge • Customized to customer’s specific needs • ComfortLink unit controllers Standard Features Specify on all jobs! • Change-over-bypass zoning • Morning/daytime warm-up • Basic temperature control and equipment safeties such as compressor time guards • Discharge air temp control discharge • Reports • Diagnostic display unit quick test • Air temp reset • Multiple site support • Supply air pressure control • Standard equipment • VAS (VAV air systems program) • Fan pressure optimization • Up to 10 Ipaks and 125 VAV boxes • CO2 - DCV • Balance mode • Plain language alarm messages (no codes) • Global setpoint limit • Plain language alarm messages (no codes)

  19. Second Tier Competitors- Manufacturers • McQuay MicroTech controls • Package unit interfaces • Chiller Plant control • Controls by MFG • Complete ICS

  20. Competitive Challenges • McQuay • can do BACnet using BACdrop • OEMing LON chiller controllers from Carel in Italy ? • MicroTech II from JCI to do Modbus, LON or BACnet on airside • watch out, ex-Trane employees could have some impact

  21. Second Tier Competitors - Other • Tridium • Honeywell, Carrier, Invensys, Staefa, Who’s next???? • Set-up and Operation • KMC • Low cost, pneumatics, limited support • Intranets, web browsers • AutoMatrix • Andover

  22. Competitive Challenges • Tridium • Niagra Framework have captured the market with first web servers • powerful and flexible products - difficult to program • financially? who knows how much longer • pretty solid with BACnet and LON

  23. ICS System Strategies • IntelliPak Commercial Self-Contained/VAV /Tracer Summit • IntelliPak Rooftop/VAV/Tracer Summit • EarthWise (Applied Chilled Water) • WSHP/ L.C. (Loop Controller)/Tracer Summit

  24. IntelliPakCommercial Self-Contained/VAV/Tracer Summit • Critical zone reset • Supply air static reset • Ventilation reset (TRAQ economizer) • Ventilation reset (VAV box) • Waterside economizing • periodic water purge • Airside economizing • reference enthalpy • comparative enthalpy

  25. IntelliPakCommercial Self-Contained/VAV/Tracer Summit • English language diagnostics • Condensing temperature control • Morning warm-up • Un-occupied heating and cooling • Daytime warm-up • Supply air tempering • Frostat evaporator coil frost protection • Occupancy sensors - VAV box

  26. IntelliPakRooftop/VAV/Tracer Summit • Critical zone reset • Ventilation reset • Lead/lag compressors operation • Head pressure control • S.A. temp low limit (unoccupied mode) • Evaporator coil frost protection • Comparative enthalpy • Low pressure control

  27. IntelliPakRooftop/VAV/Tracer Summit • English language diagnostics • Daytime warm-up • Outside air compensation • StatiTrac zone sensor failure • Occupancy sensors - VAV box

  28. EarthWise System • Waterside • graphics • trend logs • condenser & evaporator approach temps • Airside • critical zone reset • ventilation reset

  29. WSHP/Loop Controller/ Tracer Summit • Alarms sent to an alarm log • refrigerant problems • condensate overflow • freeze protection • Compressor shutdown - 6 second no flow • Automatic loop recovery • Diagnostics individually reset

  30. Spec Advantages With Reliatel Controls • CO2 ECONOMIZER RESET: • based on ASHRAE 62-1999 • 0 - 100% modulating damper • Ventilation override: • used in fire exhaust systems • 3 mode of ventilation • exhaust • purge • pressurization

  31. Spec Advantages With IntelliPak Rooftop Control • Frostat evaporator defrost • positioned against hot gas bypass • Static building pressurization • 100% modulating exhaust • programmable at the human interface • Traq damper outside air sensing • ventilation control module required • programmable at the human interface

  32. Commercial Self Contained IntelliPak Controls • Discharge air reset control • energy savings • Duct static pressure reset • reduce system operating cost • ASHREA 6.1 ventilation calculation • Tracer Summit required • VAV box used as flow monitor

  33. Spec Advantages With ZN510/511 Controls • Automatic fan cycling • Fan status • Discharge air reset control • Leaving water temperature

  34. Spec Advantages With ZN520/521 Controls • Discharge air reset control • Automatic fan modulation • Fan status

  35. Spec Advantages With ZN524 Controls • Hot gas reheat • Water side economizer • Isolation valve control

  36. Spec DevelopmentMade Easy? • An oxymoron? • Gather system info early • Ask three questions • who’s controls will you use? • can I/we help with the spec? • can I have a copy of your base spec?

  37. Spec Development Tools • Define minimum performance • Trane spec • Microelectronic CD • GraphICS • Lynx Document Generator • Microsoft Word - track changes

  38. Open ProtocolsWhere to Focus • Industry specific • BACnet, LonTalk, & Modbus • Internet specific • HTML, HTTP, & XML • Common user interface

  39. WIFM • Cojo’s historical data on ICS jobs • ICS pulls through • service, equipment retrofits • Serving an engineer • widens your/our opportunities • is a complex sale

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