Honeywell BCS Sales Training

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Honeywell BCS Sales Training

• August 20, 2003

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Agenda

• RapidZone 3.0
• Introduction to zoning and market opportunity
• RapidZone system components
• RapidZone advantages
• Selling against our competition

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What is Zoning?

• Provides temperature control for every zone in
  a building
• Uses one air handling unit to control temperature
  in several zones
• Provides individual control of each zone
• Each zone in a building has its own temperature
  sensor
• May have its own schedule as well
• This meets the needs of all occupants at one time
• Dampers in duct work control how much air is
  delivered to its zone
• A controller and actuator position the damper
  according to the zones need
• Zones can also be prioritized according to
  importance

RapidZone is Honeywells Commercial Zoning
Solution
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Zoned Rooftop Market 80 Million

• There are many manufacturers of 3-20 ton Constant
  Volume Air Handling Units (CVAHUs)
• Wide selection, readily available, large
  installed base, very price competitive
• To have success, you must differentiate yourself
  from other controls vendors
• RapidZone separates you from every other zoning
  solution in the market

RapidZone will work with any CVAHU
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Why Sell A Commercial Zoning Solution?

• Simpler and lower cost than VAV Rooftop System
• VAV RTUs not cost effective under 20 tons
• Constant Volume RTU costs 20 less than VAV RTU
• Above costs includes material, labor, overhead
  and profit (RS Means)
• Saves the cost of hiring an Air Balancing
  Contractor
• Simpler easier to engineer controls
• COMFORT COMFORT COMFORT
• Zoning meets Temp needs of all areas of building
• Single zone controls temp at one spot major
  compromise

1. Too cold in the office 2. Too hot in the
office 3. Poor janitorial services 4. Not enough
conference Rooms 5. Not enough storage space 6.
Poor indoor air quality
RapidZone solves 3 of the top 6 office complaints
Results of a 2003 survey by the International
Facility Management Association
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Value Proposition

• KEEP IT SIMPLE
• Anyone can successfully program job
• Custom wiring diagrams reduce installation
  errors
• Web Estimator enables fast, accurate job quotes
• Easily expandable to include other LCBS
  offerings

RapidZone saves time with technology
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Zoning Myths
I cant afford a zoning system
RapidZone is a competitive total installed cost
solution
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Zoning Myths
Zoning systems are complicated to install

• RapidZone consists of products that have been
  successful in the building controls market for
  years
• The end user will have the same control devices
  as in our LCBS offerings, allowing them to
  upgrade in the future
• Contractors will find RapidZone easy to install
• RapidZone software creates customized wiring
  diagrams specific to the devices present in every
  system

Expandable, easy to install controls
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Zoning Myths
I cant heat and cool like I can with VAV

• RapidZone cycles the RTUs to meet both needs
• For a lower price than VAV, RapidZone meets the
  needs of building spaces with fluctuating
  exterior temperature loads
• Most light commercial applications do not require
  both heating and cooling simultaneously
• RapidZone eliminates the need for a higher cost
  VAV system and still controls space temperature
  to within a user-definable range

RapidZone can perform as well as VAV
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Zoning Myths
I cant meet IAQ needs

• Controls meet ASHRAE standards
• Fully capable of meeting ASHRAE standard 90.1 and
  62
• RapidZone utilizes a ventilation band
• The user can set a dead band in which the RTU
  fan will circulate air throughout the space when
  there is no call for heating or cooling
• RapidZone utilizes demand control ventilation
• Sensors are used to monitor and control to safe
  levels of CO2 decreasing the risk of headaches
  and anxiety

Happier tenants and a healthier environment
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Where RapidZone Fits into LCBS
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Target Markets

• Small Single and
• Multi-Story Offices
• Banks
• Churches
• Small Retail Stores
• Restaurants
• Day Care Centers

Energy saving, zone based temperature control
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Typical Zoning Application
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Typical Zoning Application
T7300, on wall inside rented space (single zone)
Reception
Reception
Top of Roof
Office
Office
Rented Space
Break Room
Break Room
Entry
Entry
Conference Room
Conference Room
Scheduler XL15A or XL15B inside mech. room
XL15C (zoned RTU)
LonWorks Bus
XL10 CVAHU (single zone)
Entry
Entry
Corridor
Warehouse
Warehouse
Men
Men
Women
Women
Mechanical
LonWorks Bus
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Typical Zoning Application
Reception
Duct Work
Rented Space
Office
Break Room
Entry
Conference Room
Entry
Corridor
Duct Work
Men
Women
Warehouse
Mechanical
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Mechanical Representation
10 Ton RTU (Constant Volume)
Bypass Return Air
LonTalk Bus
RTU Controller (XL15C)
Bypass Damper
Air Flow
Return Air
CO2 Sensor
Command Display
Als Office (Zone 1)
Smart VAV and Damper
Scheduler (XL15A or B)
To other Devices
Zone Sensor
To other zones
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RapidZone System Overview
Discharge Air
Single zone capability in 3.0
T7300F
XL10 CVAHU
Bypass Damper Actuator
RTU Controller
LONWORKS
Zone Controllers
RapidLink
Building Manger
RapidZone Software
Zone Sensors
Command Display
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RapidZone System Overview
Discharge Air
Constant Volume RTU
LONWORKS

• Communication Bus
• Controls communicate over the LonTalk Bus

All RTUs can be on the same network
Back to System Overview
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RapidZone RTU Controller (XL15C)

• Controls
• Modulating or up to 4 Stages of Heating /Cooling
• Bypass Damper (4-20ma or floating)
• Economizer (4-20mA or floating)
• Monitors demand from all zones to control heat
  and cool operation of RTU

W7760C2017
Powerful controller, unmatched by competition
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Bypass Damper Actuator

• Controlled by duct static pressure
  sensor/controller
• Direct coupled actuator
• Fully modulating
• 70 in-lb of torque
• One required per RTU

ML7174A2001
Uses proven actuator gear train and housing
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Differential Pressure Sensor

• Senses duct static pressure
• One required per RTU

P7610F1005 or P7610D1000
Wider pressure sensor range than competition
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Demand Control Ventilation

• Device provides voltage output based on CO2
  levels.
• Used for CO2 based ventilation control.
• Models available with LCD that provides sensor
  readings and status information.

C7232A (wall mounted)
C7232B (duct mounted)
Control comfort based on CO2 levels
Back to System Overview
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Zone Controller

• Combination zone controller damper actuator
• Proven Honeywell Smart VAV Controller
• Controller coupled with ML6174actuator
• Actuator motor features
• Direct coupled
• 70 in-lb torque rating
• One required per zone

W7751J2004
This controller/actuator provides the comfort
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Zone Bypass Damper Shells

• Available rectangular or round
• Selected separately from zone bypass actuator
  motors/controllers
• Provides flexibility to install prior to controls
  being installed
• Bypass damper/Act 6 - 16 inch round available
• Zone damper 6 -16 inch round available

DM7600
D642
Wider damper selection than Trane or Carrier
Back to System Overview
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RapidZone Wall Modules

• Sensor Only (T7770A)
• Full Featured (T7770C)
• Internal temperature sensor
• Adjustable / -
• Override button / LED
• LonWorks network jack
• One required per zone

T7770A1006
T7770C1044
Every zone has its own sensor
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RapidZone Wall Modules

• Digital Module (T7560A)
• LCD Display
• Absolute or relative setpoint
• Push button interface
• Selectable ?F/?C
• Wall Plate (C7772A)
• Low profile sensor

T7560A
C7772A
Every zone has its own sensor
Back to System Overview
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Scheduling

• No scheduler (24hr occupied)
• External Time Clock
• Building Manager (XL15A)
• 1 XL15A per 4 RTUs
• Scaleable to include XL15B

ST7009A1003
W7760A2011
W7760B2001
More scheduling options than any other system
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Command Display (Optional)

• User interface for all devices
• Intuitive RTU and room views
• View and modify set points and schedules, as well
  as system alarms
• Use 1 Command Display to view up to 4 RTUs

S7760A2031
Dedicated network display
Back to System Overview
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Single Zone Capability

• Eliminates the cost and complication for a
  project to be imported into LonSpec for addition
  of a single zone RTU to a RapidZone system
• No need for LonSpec training to do simple zoning
  jobs
• Up to 40 single zones can be added in addition to
  10 RTU controllers
• Addition of single zones will not decrease the
  number of zoned RTUs
• Each single zone can have its own schedule

Integration RTUs saves time and money
Back to System Overview
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T/Q7300 Commercial Thermostat

• Flexible field configuration supports
  conventional or heat pump applications
• Two subbase models provide networking capability
  on a LonWorks Bus
• Q7300H2003 Communicating Subbase, provides
  3-stage heating and 2-stage cooling control for
  heat pump systems.
• Q7300H2029 Communicating Subbase with 3-stage
  heating and 3-stage cooling control for
  conventional systems.

T7300F1010
Q7300H
Most popular commercial programmable thermostat
Back to System Overview
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W7750A,B,C XL10 CVAHU

• Controls single zone and heat pump Air Handling
  Unit
• Uses Echelon LonWorks network communications
  protocol
• Conforms with Echelon LonMark HVAC
  Interoperability standard for Roof Top Unit
  controllers

W7750A,B,C
Specifically designed for CVAHUs
Back to System Overview
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Serial LonTalk Adapter (SLTA)

• Provides communication between LonWorks Bus and
  the PC
• Required to be on-site for remote communications
  via modem

Q7760A2001
RapidLink
RapidLink commissions 3 to 5 times faster
Back to System Overview
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RapidZone Software

• Guides users through an easy process of
  configuring and commissioning controllers
• Commissions and monitors controllers for
  Commercial Zoning
• Creates customized wiring diagrams
• Saves a large amount of engineering time and
  costs
• Reduces the possibility of mistakes

The fastest, easiest way to a commercial zoning
system
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Automatic System Wiring Diagrams

• Customized wiring diagrams created for each RTU,
  CVAHU, T/Q7300, Wall modules, Command Displays
  and Schedulers
• Provides OS number of each device with point to
  point wiring details

Reduced engineering time
Back to System Overview
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RapidZone Selling Features

• Contractor makes more money on better controls
• Better, more profitable controls for nearly the
  same price as non-zoning applications
• System is expandable for future upgrades
• RapidZone can handle up to 40 non-zoned RTUs as
  well
• Retrofit capability with any manufacturers RTU
• RapidZone has even been used in high end houses
• Open communication protocol
• Big advantage on Trane and Carrier for retrofits
• End user can be easily upgraded to LCBS in future

Expandability Protection of customers investment
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Competing against Trane

• Trane controls are more expensive
• They often hide controls costs in equipment
  pricing
• Ask to see pricing of controls and equipment
  separately
• Retrofit jobs
• Tranes zone controller/actuator cannot be
  mounted on a damper which already exists within a
  building
• If not selling equipment, Trane should never win
  a retrofit job
• Any existing non-Trane controls will not be
  compatible
• Trane does not have an open architecture
• They have Lon devices, however, they are not
  LonMark
• Trane wont want to do a job unless they can sell
  their equipment

Leverage price and openness of system architecture
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Competing against Carrier

• Carriers technology is out of date
• The VVT system has remained nearly static for 10
  years
• Ask when a contractor has last installed a
  Carrier VVT system
• The optional software was still in Windows 3.1 as
  of 2002
• Retrofit jobs
• Need to run 3 wires to every thermostat on the
  wall, expensive
• Retrofits will be labor intensive due to pulling
  wire
• Any existing non-Carrier controls will not be
  compatible
• Carrier does not have an open architecture
• They use a 3 wire, expensive, slow communication
  network
• Proprietary network prevents them from meeting
  specs

Leverage serviceability and reputation
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Base Pricing Comparison (approximate)
Trane Carrier arent cheaper without equipment
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Feature Matrix
More features than either Trane or Carrier
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RapidZone Website

• All product information available
• Literature, application guide, guide
  specification
• Presentation material on how RapidZone works
• Software updates available for download
• FAQs and technical support
• TAC/Product Management answers emails from anyone
• RapidZone Estimator
• Online estimator
• Standalone estimator available for download

Our competition does not offer this
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RapidZone Online Estimator

• Easy to use online tool
• Produces a complete list of materials for each
  job
• Easy ordering
• No need to worry about incorrect or incomplete
  orders
• Gives the users a complete product cost for the
  job
• Only zoning product to have base pricing
  available on the web

Online estimator saves time and
money customer.honeywell.com/rapidzone
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RapidZone Demo Site

• Connect live to an actual RapidZone site via the
  modem in your laptop with RapidZone software
• RapidZone Demo site
• 24 hour 365 days a year, remote access available
• Demo board backup files and databases available
  on website
• No need to commission controllers remotely
• Great tool for a sales demonstration
• Allows anyone to demo a RapidZone project
  within seconds
• Phone Number 763-954-4558

Demonstrate RapidZone from anywhere
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Tips for success

• Keys to success with RapidZone
• Get to know how RapidZone works
• Presentations about RapidZone available on the
  website
• Build a strong relationship with your
  distributors
• Distributors fill an important support role
• They can sell the benefits of the CCES program to
  contractors

Knowledgeable sales reps are important
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Take Aways

• Major advantages against competition
• Serviceability
• Large support base for RapidZone and LCBS
• Customers have a website available 24/7 for all
  questions
• Open system architecture
• Expandability for future upgrades, and
  integration of existing controls
• Price
• We offer more control and a lower price than our
  competitors
• OEMs depend on selling equipment with their
  controls

Leverage these, and we will gain share
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Questions and Discussion
QUESTIONS
__________________________ Honeywell Levi
Geadelmann Product Manager 1985 Douglas
Drive Golden Valley, MN 55422-3992 (Phone
763-954-4430 2 Fax [phone] Email
levi.geadelmann_at_honeywell.com
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