Sales Training August 2003 ACS Control Products Page 1 Honeywell BCS Sales Training August 20, 2003.

Sales Training August 2003 ACS Control ProductsPage 1

Honeywell BCS Sales TrainingHoneywell BCS Sales Training

• August 20, 2003


AgendaAgenda

• RapidZone 3.0– Introduction to zoning and market opportunity

– RapidZone system components

– RapidZone advantages

– Selling against our competition


What is Zoning?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 Honeywell’s Commercial Zoning Solution


Zoned Rooftop Market ~$80 MillionZoned Rooftop Market ~$80 Million

RapidZone will work with any CVAHU

• There are many manufacturers of 3-20 ton Constant Volume Air Handling Units (CVAHU’s)

• 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


Why Sell A Commercial Zoning Solution?Why Sell A Commercial Zoning Solution?

• Simpler and lower cost than VAV Rooftop System

– VAV RTU’s 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


“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

Value PropositionValue Proposition


Zoning MythsZoning Myths

I can’t afford a zoning system

RapidZone is a competitive total installed cost solution

RapidZone system with 10 zones T7300 Thermostats, 5 "zones"(Two 12.5 Ton Rooftop Units) (5 Five Ton Rooftop Units)Controls Quantity Base Price Controls Quantity Base PriceRTU Controls 2 $3,445 T7300 Thermostat 5 $1,458Bypass Controls 2 $1,001 Q7300 Subbase 5 $1,634Zone Controls 10 $5,043Building Manager (opt.) 1 $1,039

Total Cost of Controls $10,527 $3,092Total Cost of Installed RTU's $18,150 $25,000

Total Cost of System $28,677 $28,092


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



I can’t heat and cool like I can with VAV

• RapidZone cycles the RTU’s 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



I can’t 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



Where RapidZone Fits into LCBSWhere RapidZone Fits into LCBS


• Small Single and

Multi-Story Offices

• Banks

• Churches

• Small Retail Stores

• Restaurants

• Day Care Centers

Energy saving, zone based temperature control

Target MarketsTarget Markets


Typical Zoning ApplicationTypical Zoning Application

Rented Space

Reception

Entry

Office

Corridor

MechanicalWomen

Men

Entry

BreakRoom

Conference Room

Warehouse


Rented Space

Reception

Entry

Office

Mechanical WomenMen

Entry

BreakRoom

Conference Room

Warehouse

Reception

Entry

Office

Corridor

WomenMen

Entry

BreakRoom

Conference Room

Warehouse

LonWorks Bus

Top of Roof

SchedulerXL15A or XL15Binside mech. room

T7300, on wall inside rented space(single zone)

LonWorks Bus

XL15C(zoned RTU)

XL10 CVAHU(single zone)



Rented Space

Reception

EntryOffice

Corridor

MechanicalWomen

Men

Entry

Conference Room

Warehouse

Duct Work

BreakRoom


Duct Work


BypassDamper

RTU Controller(XL15C)

Command Display

Scheduler(XL15A or B)

Air Flow

LonTalkBus

To other zones

10 Ton RTU (Constant Volume)

Mechanical RepresentationMechanical Representation

CO2 Sensor

Zone Sensor

Al’s Office(Zone 1)

Smart VAVand Damper

To other Devices

Return Air

Bypass + Return Air


RapidZone System OverviewRapidZone System Overview

RapidZone Software

Command Display

Bypass Damper ActuatorRTU Controller

Discharge Air

T7300FXL10 CVAHU

Single zone capability in 3.0

Zone Sensors

LONWORKS®

Building Manger

Zone Controllers

RapidLink


Constant Volume RTU

Discharge Air

LONWORKS®

Back to System OverviewAll RTU’s can be on the same network

RapidZone System OverviewRapidZone System Overview

• Communication Bus– Controls communicate over the LonTalk Bus


RapidZone RTU Controller (XL15C)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

Powerful controller, unmatched by competition

W7760C2017

Back to System Overview


• Controlled by duct static pressure sensor/controller

• Direct coupled actuator

• Fully modulating

• 70 in-lb of torque

• One required per RTU

Bypass Damper ActuatorBypass Damper Actuator

ML7174A2001

Uses proven actuator gear train and housing


• Senses duct static pressure

• One required per RTU

Differential Pressure SensorDifferential Pressure Sensor

P7610F1005 or P7610D1000

Wider pressure sensor range than competition

Pressure SensorP7610D1000 P7610F1005

Input 4-20 mA 0-10 Volts

Range 0-5" w.c. 0-1" w.c.


Demand Control VentilationDemand Control Ventilation

C7232A(wall mounted)

C7232B(duct mounted)

• 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.

Control comfort based on CO2 levelsBack to System Overview


Zone ControllerZone 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 zoneW7751J2004

This controller/actuator provides the comfort


Zone & Bypass Damper ShellsZone & 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

D642DM7600


Wider damper selection than Trane or Carrier


RapidZone Wall ModulesRapidZone 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


RapidZone Wall ModulesRapidZone 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


SchedulingScheduling

• No scheduler (24hr occupied)

• External Time Clock

• Building Manager (XL15A)– 1 XL15A per 4 RTU’s

• Scaleable to include XL15B

W7760A2011

ST7009A1003

W7760B2001


More scheduling options than any other system


Command Display (Optional)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 RTU’s

S7760A2031


Dedicated network display


Single Zone CapabilitySingle 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

RTU’s

• Each single zone can have its own schedule

Integration RTU’s saves time and money



T/Q7300 Commercial ThermostatT/Q7300 Commercial Thermostat

T7300F1010

Q7300H

• 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.

Most popular commercial programmable thermostatBack to System Overview


W7750A,B,C XL10 CVAHUW7750A,B,C XL10 CVAHU

W7750A,B,C

• 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


Specifically designed for CVAHU’s


• Provides communication between LonWorks Bus and the PC

• Required to be on-site for remote communications via modem

Serial LonTalk Adapter (SLTA)Serial LonTalk Adapter (SLTA)

Q7760A2001


RapidLink

RapidLink commissions 3 to 5 times faster


• 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

RapidZone SoftwareRapidZone Software


Automatic System Wiring DiagramsAutomatic 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

24

V C

OM

MO

N B

LAC

K

INP

UT

WH

ITE

24

V H

OT

RE

D

T1 T2 - +mA +V2 4 VAC 2 4 VAC

CONNECT EACH D0 COMMON TO EITHERTERMINALS

TERMINALS (47, 48) FOR HIGH-SIDE SWITCHING.

1

5 6 5 7 5 85 55 45 35 25 15 04 94 84 74 64 5

5 64321

4 44 34 2

8

4 0

7

3 83 6

4

3 4

3

3 23 1

1

3 3

2

3 5 3 7

5

3 9

6

4 1

1

1 3 1 4

1 2

21 5 8 1 1 1 2

8

1 0

7

9

6

7

5

6

4

4

3

3

2

1 7

1

1 8 1 9

2

2 0

3

2 1 2 2

4

2 3

5

2 4 2 5

6

2 6

7

2 92 8

8

2 7 3 01 61 5

1 2

AI GND AI AI GND AI AI GND AI AI GNDAIGND GNDEBUSDI EBUSGND GND GND GND DIDIDIDIDIDIDI

E

GNDLINECOM

AO GND AOAOGNDAOAOGNDAO24V AC24V AC

HONEYWELLW7760CPLANTCONTROLLER

VDCCOMCOM COM COM

TRIAC EQUIVALENT CIRCUITS

GND20DODO5&6DODO1&2DO DO 3&4 DO DO 7&8

2

3231

1&2DO

1

33

DO

2

1

COM (45, 46) FOR LOW-SIDE SWITCHING OR

499 ohm 1%

2

+ S+-

2 4 VAC 2 4 VAC 2 4 VAC

L ON W ORKS

BUS TO

NETWORK

FAN

CO

OL

1

CO

OL

2

HE

AT

1

HE

AT

2

MO

DU

LAT

ING

EC

ON

OM

IZE

R

MO

DU

LAT

ING

BY

PAS

S

EN

TH

ALP

Y

SE

NS

OR

DU

CT

STA

TIC

SE

NS

ORDA

TE

MP

MA

TE

MP

OD

TE

MP

SH

UT

DO

WN

FRE

EZ

ES

TAT

DIR

TY

FIL

TE

R

FAN

STA

TU

S

EC

ON

EN

AB

LE

Reduced engineering timeBack to System Overview


RapidZone Selling FeaturesRapidZone 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 RTU’s 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


Competing against TraneCompeting 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– Trane’s 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 won’t want to do a job unless they can sell their equipment

Leverage price and openness of system architecture


Competing against CarrierCompeting against Carrier

• Carrier’s 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


Base Pricing Comparison (approximate)Base Pricing Comparison (approximate)

Trane & Carrier aren’t cheaper without equipment

RapidZone system with 10 zones Trane VariTrac system with 10 zones(Two 12.5 Ton Rooftop Units) (Two 12.5 Ton Rooftop Units)Controls Quantity Base Price Controls Quantity Base PriceRTU Controls 2 $3,445 RTU Controls 2 $3,000Bypass Controls 2 $1,001 Bypass Controls 2 $654Zone Controls 10 $5,043 Zone Controls 10 $4,760Building Manager (opt.) 1 $1,039 Tracker 1 $2,500RapidZone software 1 $295 ROVER Software 1 $1,200

Total Cost of Controls $10,822 $12,114Total Cost of Installed RTU's $18,150 $18,150

Total Cost of System $28,972 $30,264

Carrier VVT system with 10 zones(Two 12.5 Ton Rooftop Units)Controls Quantity Base PriceRTU Controls 2 $1,200Bypass Controls 2 $1,200Zone Controls 10 $8,500Software 1 $600

Total Cost of Controls $11,500Total Cost of Installed RTU's $18,150

Total Cost of System $29,650


Feature MatrixFeature Matrix

More features than either Trane or Carrier

Feature Matrix RapidZone™ Trane® VariTrac™ Carrier VVT™Total number of devices on network

120 105 64

Number of zones 18 per RTU 24 per RTU 63 Total

Rooftop units per network10 zoned, 40 single zoned

5 zoned, 7 single zoned 1

Remote access to system YesYes, with software

accessoryYes, with software

accessorySoftware with custom wiring diagrams and parts list

Yes No No

Dedicated single zone networked controllers

Yes Yes No

LonMark devices with an open architecture

Yes No No

Backup and Resore capability

YesYes, with software

accessoryNo

Remote demo site Yes No NoWebsite with estimator Yes No No


RapidZone WebsiteRapidZone Website

Our competition does not offer this

• All product information available– Literature, application guide, guide specification

– Presentation material on how RapidZone works

– Software updates available for download

• FAQ’s and technical support– TAC/Product Management answers emails from anyone

• RapidZone Estimator– Online estimator

– Standalone estimator available for download


RapidZone Online EstimatorRapidZone 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 moneycustomer.honeywell.com/rapidzone


RapidZone Demo SiteRapidZone 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


Tips for successTips 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


Take AwaysTake 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

OEM’s depend on selling equipment with their controls

Leverage these, and we will gain share


Questions and DiscussionQuestions and Discussion

QUESTIONS__________________________ Honeywell

Levi GeadelmannProduct Manager1985 Douglas DriveGolden Valley, MN 55422-3992 Phone: 763-954-4430 Fax: 763-954-4447Email: [email protected]


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Sales Training August 2003 ACS Control Products Page 1 Honeywell BCS Sales Training August 20, 2003.

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